The Near-Term Growth Opportunity in Targeting the Right Customers

Guy Benjamin, Harold Brink, Florent Kervazo, Hugues Lavandier, Ilan Rozenkopf, McKinsey

Summary

For aerospace manufacturers, capturing organic growth through new product development has proved a long and costly process with an uncertain outcome. By contrast, growth through aftermarket services is a short and straight path to a predictable outcome: dramatically improved financial performance. This article outlines how companies in aerospace and industry can improve their approach to aftermarket services by focusing resources on the most attractive leads, thus reaping the benefits of increased service volumes.

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