Our expertise - The Quantic Group

Continuously capturing value

Consumer goods companies have learned to capture significant value from revenue growth management. But the market dynamics continue to challenge for further improvement in revenue and profit growth. At Quantic we see that revenue growth management (RGM) is a growing priority. To sustain gains of c. 4-7% in gross margin requires embedding practices across the organisation.

Assess, build, capture

Expertise in RGM has been developed at different speeds over recent years. The RGM philosophy of ‘creating value through continuous improvement’ applies to all of the core levers: pricing strategy, price pack architecture, mix, promotion optimisation and total trade investment.

Our approach is built on doing the basics brilliantly and hardwiring them through the business at scale. This requires:

embedding RGM into the business strategy
a focus on analysing robust, integrated data sets
rigorous RGM processes with strong governance and clear accountability
building capability across the organisation
leadership to create an RGM mindset.

x2.4

Companies that integrate RGM across functions and invest in capability building are 2.4 times more likely to capture and sustain its value. (McKinsey)

Take RGM from an initiative to a business imperative

Embed RGM into the organisational DNA

A longer-term and more integrated approach.

Traditionally core RGM interventions have been tactical in nature and there have been benefits in this approach. To accelerate the impact of RGM it needs to become a key part of the organisation’s strategy. Insights to the category, competitors, channels, customers, consumers and shoppers will inform clear choices about priorities to drive growth. This creates a unified approach that can be as far reaching as prioritizing capital expenditure, M&A and workforce planning.

Establish clear governance and processes

Going beyond the RGM team.

RGM touches various departments, making it crucial to clarify who is accountable for what. Everyone should understand their part in the process, from start to finish. This requires new and clear ways of working, KPIs, roles, and responsibilities.

Enable the organisation with the right tools

Analytics form the backbone of RGM.

To make RGM efforts sustainable, teams need easy access to and the ability to leverage data efficiently. This requires data to be consolidated and structured into a single, reliable source. This is essential in all organisations but more so if data is scattered across different countries and channels.

Continuously strengthen the relevance of the basic levers

The RGM fundamentals remain critical.

What got you here in growth and profit from RGM may not get you to where you aspire to be. The shifting landscape of consumer and shopper behaviour and the evolving responses from customers require ongoing reviews. Promotional and pricing optimisation, price pack architectures and trade terms may require adjustment. This requires systemisation so that reviews are timely and efficient combined with organisational agility.

Equip your organisation and people to excel in RGM

Keep RGM fresh and engaging.

The creation of traction between RGM and corporate processes, ensuring end-to-end integration in the organisation fosters deep integration. For efficiency and effectiveness an RGM lens should be placed on S&OP and annual operating planning processes. By embedding RGM within these essential planning frameworks, cross-functional collaboration is enhanced.

Establish a unique and common RGM vocabulary

Language should be intentional.

RGM is often regarded as highly technical. Demystifying the language and ensuring everyone speaks the same language creates a unified approach to revenue growth, fostering a culture of excellence and continuous improvement.

Invest in building capability

RGM will create the payback.

Capability building is a significant commitment. Knowing where to focus programs is central to designing and delivering impactful learner journeys. Taking time to current levels of knowledge and skills is an important start point, as is knowing the level of organisational ambition for RGM. Gaps can be identified and the right set of learning outcomes shaped for different audiences.

Our approach

Our RGM practices work in three key areas:

Specific RGM lever solutions

Interventions that require subject matter expertise in analysis, tool development and strategy recommendations across:

pricing strategy
price pack architecture
mix
promotion optimisation
total trade investment.

Building capability

Our approach is tailored by audience:

For RGM practitioners:
Closing gaps against an RGM competency framework, specific modules by lever and a summary module to help them ‘externalise’ RGM.
For non-RGM practitioners:
Developing awareness of the levers and how they can influence RGM success in their specific roles.

Sustaining success

Capturing the value of RGM by hard-wiring it across the business for long-term benefits:

defining how RGM supports the business growth strategy
integration into business routines and processes
establishing robust and sustainable data sources
development of systems, tools and analytics
leadership to manage change.

Example projects

Building Revenue Growth Management (RGM) Capability through ‘Action Learning’ at BIC

Reversing margin decline

Challenge

In 2024 the global Revenue Growth Management (RGM) team at BIC developed an RGM Playbook that provided direction on ‘how to execute RGM successfully’. Packed full of practical tools and models, it provides an excellent reference point for the whole team.
The challenge in 2025 was to launch the playbook across 30+ global RGM team members, to build capability and confidence in using the content and apply best practice in each market.

Approach

Quantic took a two step approach with this challenge:

Train the Trainer – build capability with RGM leaders
Action Learning – build capability with RGM practitioners

For step one, we broke the playbook content into manageable parcels and engaged the RGM leaders through a series of short online sessions. The objective was to develop an understanding of the content, and build confidence and engagement ahead of their teams taking part in the Action Learning sessions.

The learner journey for the RGM practitioners in step two included pre-work, a 2-day live ‘Action Learning’ workshop, and follow-on coaching sessions to consolidate the learning. The highlight of the Action Learning workshop was group work on a ‘real’ business case using market data from several local markets. This allowed the delegates to learn how to use specific tools, and apply them immediately in a real market situation to generate a business opportunity. The combination of global theory, practical tools and local real-life application was highly engaging.

Outcome

Outstanding feedback from delegates in the first two workshops (Paris, France and Shelton, CT, USA), scoring the workshops at 9.3 and 9.7 ex 10 respectively
Action learning projects developed in the workshops total over $3m in net sales, which would generate an ROI of over 20x for the client investment
Strong, positive feedback from the client RGM leaders and project owners

Feedback from delegates

‘Overall, I found the training to be very useful. It was a great chance to learn and collaborate with others, and I feel more confident in applying the RGM framework in practice’

‘The workshop was brilliant, the content was interesting & Quantic kept it super engaging.’

From the initial call, through to formal pitch and ultimately the final delivery, we found the team at Quantic to be the perfect balance of knowledge, challenge, partnership, agility and action.

Global RGM Lead

We greatly appreciated the balance of deep industry experience of RGM, the networks they can reach out to, coupled with the deep knowledge and application of how to create and embed learning.

Global Head of Revenue Management, Nomad Foods

Bringing the RGM lens to our commercial strategy options has been enlightening. It’s bought an additional perspective that made making channel and portfolio choices so much more informed.

Global Marketing Director

Working with Quantic we identified a significant number of legacy agreements and terms. Addressing these in a commercially viable way has made a significant impact to our profitability whilst also retaining the customer’s business.

Global Sales Director

Profit Generator clients

Our offers

Demand Creator

Creating brand growth by better meeting the needs of consumers through the development of a category growth strategy and execution via category-based selling and category management.

Shopper Influencer

Developing organisational behaviour to bring the shopper in focus through building strategies and capabilities that close the shopper conversion gap for categories and/or brands across different missions and channels.

Customer Engager

Building stronger customer relationships to broaden and deepen conversations about mutual value creation through customer intimacy, planning and engagement.

Profit Generator

Supporting clients with the analysis, tools and capability needed to excel at Revenue Growth Management achieving optimum revenue and profit growth.

Sustainability Integrator

Helping brands to authentically integrate sustainability across their value chain and build capability to engage customers in sustainability conversations.

Capability Builder