UNDERSTOOD THE EMPIRICAL DRIVERS OF BUSINESS PERFORMANCE
Oliver Wyman often finds that the connections between the commercial decisions in a business, the operational levers, and the financial P&L can be tricky to untangle. We mapped end-to-end how the connections worked, and how budgeted metrics translated into a financial result. This is often a challenge in subscription or contract businesses, where new customers have different characteristics from the base or recently lost customers. Not being on top of these trends can result in nasty surprises.