News & Insights | News | 05 September 2018

How can the impact of revenue growth management influence a negotiation outcome?

“There is nothing either good or bad, but thinking makes it so.”

You may have heard that line many times; it’s a quote from Shakespeare’s Hamlet. The reason it gets used so often is because it is one of those eternal truths, echoed in almost all philosophy and modern psychology. The concept is simple. You can’t control what happens to you, but you can control how you react to it. A situation isn’t good or bad until you make a judgement about it.

Even a cursory glance across the retail landscape today reveals an environment in flux. Omnichannel and non-traditional routes to market. Retail consolidation, discounters, direct to consumer and e-retail. Raw material margin pressures, reduced footfall and price deflation. Buying groups and alliances and the harmonisation of trading terms. And I’ve only just started...

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