Match Point Management

Growth and efficiency improvement are not contradictions in terms – the Match Point Management tool from Roland Berger Strategy Consultants.

Traditionally thinking companies invest first to expand their market share and grow. Only later do projects for improving efficiency receive attention. Yet today's dynamic markets require a different approach: to achieve sustainable, profitable growth, companies have to expand their market share while optimizing their cost structure. Harmonizing the necessary actions is a challenge. For companies that wish to master this challenge, Roland Berger developed Match Point Management. This tool allows companies to analyze their market and cost performance in comparison with their competitors, derive possible improvements and develop specific actions to implement them.

"Match Point Management helps companies grow sustainably and profitably," says Björn Reineke, Partner in the Marketing & Sales Competence Center at Roland Berger. "In this way, companies can build muscle instead of fat." In fact, some companies that have directed their strategy unilaterally toward expansion do indeed grow, but at the same time their earning power declines. This means that sales grow, but the necessary investments – such as in a larger sales force or new branches – are disproportionally large. "The strategic challenge for these companies is in growing operations while permanently restructuring, and thereby continuously adjusting efficiency," says Reineke.