Challenge
- Identifying and quantifying revenue leakage
- Working out how to approach revenue leakage with the client. If we asked for the revenue all at once we might be rejected whereas if we establish a test case we have a stronger position.
- Obtaining the leaked revenue
Solution
- Quantify the volume of revenue leakage.
- Work out customer engagement strategy
- Piecemeal revelation
- Identifying a subset of sales made that would be used to test if the client agreed these should have been paid.
- Revealing the larger batch of sales for which commissions were in error.
Outcome
- Hundreds of thousands of dollars in unpaid commissions were identified.
- The unpaid commissions were recovered in full.
- This happened to be an issue across multiple oeprators but had previously been unidentified by multiple CFOs and revenue assurance teams.