In Their Pockets - Sound Advice On Revenue Growth

Sound Advice

This is the third report in the ‘Sound advice’ series from the Consulting practice at Deloitte – the other two being:

• On best behaviour
• The cutting edge

Competing for customers

Executives believe that the most powerful driver of growth over the next few years will be the acquisition of new customers. Obtaining and retaining new customers depends on continuous product and service innovation. At the heart of this process lie the sales, marketing and customer service functions. It is their understanding of customers and markets that will be central to the future growth of their companies.

In a recent study by the Economist Intelligence Unit, carried out on behalf of Deloitte, senior managers from all over the world were asked their views about their companies’ growth prospects. They said they thought the biggest contributions to growth would come from the acquisition of new customers, and from new customers in emerging markets (see chart).