Tips To Make Revenue Capture a Company Process

Revenue capture is a company responsibility, not just the sales/biz dev team's.

The sales process does not end with the signed agreement. As a technology or professional service firm, you are always selling. You must sell new prospects as well as continue to sell existing customers.

You should build a companywide program that manages the three stages of revenue capture which include:

1) the pre-sales stage
2) the sales stage
3) the post-sales stage

These stages are not silo steps but are linked together by your marketing, strategy, sales and financial management processes to create an integrated business growth model.

It's hard enough to sell - don't let your company be a competitor too.  It's about everyone being on the same page.

I received an email today from Paul DiModica which drove home these points.