Automotive Suppliers and the Revenue Acquisition Process: What’s Working, and What’s Not?

Full Description:

The Revenue Acquisition (RA) process is the core business process by which a company drives its product portfolio – and its top and bottom line. RA determines what new business a company acquires, what products it drops, how prices are set and what profit margins it hopes to realize. As with all core business processes, RA has a life cycle which in this case consists of priority setting, bid development, and award/post-award activity. This study provides a quantitative view of how automotive suppliers are executing and managing this process.