← Every exhibit
What decisions belong in an RGM review?
| Pattern | First review question | Do not conclude yet |
|---|---|---|
| Price positive, volume negative | Which price boundary changed, for which units, and under what capacity state? | That price caused the volume decline |
| Mix positive | Which products, terms, customers, or channels moved into the mix? | That the portfolio became more valuable in every dimension |
| New revenue positive | Which lines are genuinely new, and what launch or acquisition rule admits them? | That new revenue is incremental or profitable |
| Retained base lower | Which contraction, churn, return, or discontinued rules are inside the bucket? | That the installed base is uniformly weakening |
| Revenue positive, contribution lower | Which variable costs, concessions, service obligations, or returns changed? | That growth is healthy |
| Capacity binding | Which demand was accepted, rejected, delayed, or reallocated? | That observed sales equal unconstrained demand |
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Reference & Evidence
Source: Table from this essay. Sources and interpretation are given in the article.
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