Revenue, margin and cash flow gaps identified within 48 hours of your evidence pack
How to grow revenue in a $5m to $100m B2B business
Revenue Growth
Fixer48 Advisory is a Melbourne-based commercial performance advisory practice for Australian B2B businesses turning over $5m to $100m. It is led by Ash Kent, who has spent more than 30 years as a GM, CEO and MD carrying the P&L. It works differently from conventional advisory: every recommendation is built from your own numbers, a named deliverable lands every week of the first four, and Fixer48 stays in the business through implementation until the result shows in the numbers.
Revenue in a $5m to $100m B2B business grows when its commercial foundations catch up with the business it has become. Every business has more revenue available than it is currently collecting. The work is finding it in your own numbers, then capturing it through account development, pricing and a weekly commercial rhythm.
Why has revenue stalled when the business is busy?
Because the commercial foundations beneath the business have not kept pace with its growth. It is running on instinct where it should be running on structure. The signals Fixer48 looks for are revenue that is flat or declining without a clear reason, a business that is busy but not profitable enough, and an owner who wants to grow but cannot identify where the next revenue is coming from.
Where does the next revenue come from?
Fixer48 starts with the evidence already in the business: three years of profit and loss, the top 20 customers by revenue and margin contribution, and current pricing by product, service line and customer segment. Two signals point straight at unrealised revenue: new clients onboarded without capturing all available revenue lines, and pricing that has not been reviewed in more than 12 months. The revenue initiatives that follow are account development plans, pricing program activation, new business outreach, and upsell and reactivation campaigns.
What happens in the first four weeks of the sprint?
Four gates, one decision at each. In week 1 the Foundation Report scores six primary revenue drivers from one to five to set your Commercial Performance Index baseline. In week 2 the Findings and Strategy Report quantifies the revenue and margin recoverable and sequences the initiatives by impact and speed. In week 3 the one or two priority initiatives that were not visible from the outside are scoped, costed and timed. In week 4 the implementation schedule is confirmed, KPIs are locked and every action has an owner. The next gate opens only once you have made the decision, and every deliverable is returned within 48 hours of the evidence being received. You can stop at week 4 with the signed-off plan and run it yourself.
What happens in weeks 5 to 13?
The plan goes to work, completing the 90-day commercial sprint. Fixer48 works inside the business alongside your team, activating the revenue initiatives in priority order. Activation is tracked and reported every week, with field observation of how the initiatives are landing, and business KPIs are measured monthly and reviewed with your leadership team. Commercial Calibration runs alongside, adjusting each initiative against its KPI before a gap becomes a problem. Day 90 is a formal review that confirms your 12-month commercial trajectory before the engagement proceeds.
What happens in the following three months?
Strategic implementation that builds on the framework set in the first four weeks. Reporting moves to a monthly KPI cycle, with a special sprint reactivated where the business needs extra resource. Commercial Forensics maps the business from customer order through to delivery, the overhead recovery model is rebuilt wherever cost is incomplete or misallocated, and every initiative still in train is embedded with a named owner and a live KPI. The engagement closes at week 26 with a validated 12-month commercial plan your leadership team owns and runs.
What growth should you target?
Targets are confirmed in week 3, once the evidence is in, aligned to industry benchmarks and the current capabilities of the business. The 90-day commercial sprint establishes revenue and margin targets and confirms the 12-month trajectory. A full six-month engagement locks a target of 20% revenue growth and a minimum 2 to 3 point margin improvement within 12 months.
What does a revenue plan look like in practice?
For a premium confectionery manufacturer running at 12.5% of capacity, fewer than 9% of its trade accounts were ordering. The strategy and a 40-gap activation plan were approved in writing on day 17, and six commercial policies were in force by day 19. The reactivation programme then converted calls to orders at 16% against the 10% modelled. A national independent retail banner group then appointed the business as a supplier, and the distributor channel opened on a single rate card. Read the Confectionery case study.
For a multi-site human services group, the plan identified a 12-month path to 36% revenue growth and an $800,000 improvement to the bottom line, with a 26-week implementation schedule naming an owner for every action. Read the Human Services case study.
For a critical power equipment and service business, the growth plan targets double the revenue in 12 months, built from 106 named revenue tracks. From July to September 2026, trading income more than doubled and service and repair revenue rose 134.8%. Read the Critical Power case study.
Questions owners ask about revenue
Do I need to raise prices to grow revenue?
Not necessarily. Pricing is one of four revenue initiatives, alongside account development, new business outreach, and upsell and reactivation campaigns. Which ones are activated, and in what order, is set by what your evidence shows.
Which customers do you look at first?
Your top 20 customers by revenue and margin contribution. They show where revenue is concentrated and which accounts should be buying more.
What do I need to have ready?
Three years of profit and loss, your top 20 customers and your current pricing are the starting point for revenue. The full list is in the evidence pack checklist.
Start with a conversation
Every engagement begins with a confidential conversation about where your revenue is and where it could be. Contact Fixer48 Advisory.
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