The personal views expressed in this article are those of the author and do not necessarily represent those of the TeleManagement Forum.

Imagine two telcos: one that has discovered the benefits of a comprehensive revenue assurance programme… and one that hasn’t. Let’s call the first ‘CleverTel Ltd.’ (or ‘C’ for short) and the second ‘AnyOtherTel Ltd.’ (or ‘A’ for short). On closer inspection, I am sure that we would find a plethora of differences between the two in terms of corporate culture and mindset, and quite possibly in profitability as well. Surprisingly, however, we may well find that the RA practitioners in both are in a similar position in one important respect… wondering how best to convince senior management to unlock the purse strings to enable a project that - to any RA person at least - would seem to be an obvious ‘good idea’, and clearly common sense to initiate as soon as possible.

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