How to increase market share/raise revenues without cost-cutting

Hi!

First of all - increasing the revenues is not related to cost-cutting. You may take / not take into account cost-cutting if you want to increase the profits. In that case, you have to levers - growing revenues and cost-cutting.

The framework depends on the part of the case where you have this question:

If it is the main objective of the case, I will build the structure depending on this objective. In some cases ("Growth strategy") I will use a broad structure (see below), in others (e.g. “how to increase the excessive luggage revenues for an Airline”) I will use P, Q and the Process.

Here is the broad structure that you can adapt to your industry:

Analyze the market:

• Size and growth rates
• Segments (geographical, customer, product)
• Distributors / Suppliers
• Regulation
• Key market trends

Analyze the competitors:

• Market shares, growth rates, profits
• Product / customer / geographical mix
• Products (Value proposition)
• Unit economics (Value proposition vs. price vs. costs)
• Key capabilities (Distribution, supply, assets, knowledge, etc)

Analyze our company:

• Market share, growth rates, profit
• Product / customer / geographical mix
• Products (Value proposition)
• Unit economics (Value proposition vs. price vs. costs)
• Key capabilities (Distribution, supply, assets, knowledge, etc)

How to increase revenues:

• How to increase the scope: Product / customer scope, geographical scope
• How to improve value proposition (How to fix your weaknesses and improve your strengths; Potential increase in price and volumes)
• How to answer the competitors (Unique or hard to build property and contracts; Customers / suppliers / complements with lock-in; Reputation and relationships; Organizational capabilities; Product features and know-how)
• Other benefits of scale (Spreading Fixed costs, Change in technology, Bragaining power)

If it is the questions on creativity in the middle of the case I would use the following framework:

Organic growth

• Vertical integration
• Horizontal integration

Non-organic growth

• Existing product (Value proposition, price, volume)
• New markets
• New products

Best!

(edited)