Clifford Hall
Managing Director
United States
Commercial Excellence
Improve Margin. Increase Revenue.
Given the current global economy – markets and customers in turmoil, shifting business models, and cash strapped vendors and customers - it is time to reset to drive profitable growth integrated with operations to optimize cost and working capital.
Sustainable growth is not attainable through cost cutting alone. Growth requires an effective commercial strategy, cohesion across all commercial functions, and execution that is strongly aligned with operational support. A&M’s Commercial Excellence team helps clients rapidly identify and implement sustainable sources of revenue growth and margin improvement.
Our People
Clifford Hall
Managing Director
Clifford Hall is a Managing Director with Alvarez & Marsal Private Equity Performance Improvement Group in New York. With more than 25 years of experience in management, board advisory, operational, and functional roles in the Americas, Europe and Asia, he leads the U.S. Commercial Excellence service line.
Bala Ekambaram
Managing Director
United States
Bala Ekambaram
Managing Director
Bala Ekambaram is a Managing Director with Alvarez & Marsal Private Equity Performance Improvement Group in Dallas. With more than 25 years of experience in consulting, commercial, operations and general management roles in North America, Europe, and Asia, he is a key leader in the U.S. Commercial Excellence service line.
Sicco Tans
Senior Director
United States
Sicco Tans
Senior Director
Sicco Tans is a Senior Director with Alvarez & Marsal’s Private Equity Performance Improvement group in New York and serves on engagements as part of the Commercial Excellence service line. He specializes in revenue and margin management, as well as operational improvement for private equity portfolio companies.
OUR APPROACH:
CORE SERVICES:
Our team of experienced professionals focus on effective commercial strategy that drives profitable sales, margin improvement, and cash flow.
The foundation of our commercial excellence approach is understanding margin and market transparency. The improvement levers are twofold: 1) Margin Management with margin transparency driving product portfolio optimization, pricing, and margin recovery. 2) Revenue Management through segmentation and channel optimization, sales force and market coverage optimization, sales process and sales operations improvement;
Margin Management
- Develop margin transparency and a cost-to-serve model to give detailed visibility into profitability across multiple factors
- Apply actionable margin improvements from pricing and margin recovery, complexity reduction, product portfolio rationalization, and new product pipeline management
- Institutionalize profit transparency and processes to ensure ongoing management of complexity, cost-to-serve, and pricing discipline
Revenue Management
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Develop transparency into market trends, competitive dynamics, growth opportunities, and customer and end-user behavior and purchasing decisions
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Understand customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage
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Optimize the sales force structure and coverage model
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Determine specific and actionable criteria and KPIs for increasing profitable growth
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Align sales incentive / compensation plans with company profitability goals / objectives
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Implement a consistent sales process
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Review tools and technologies including CRM to drive accountability and visibility to the sales pipeline
CASE STUDIES:
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