Services

Your only sustainable competitive advantage is customer insight.

The Predictive Consulting Group helps companies dramatically increase customer acquisition, retention, and profitability. To do so, we help you get inside the heads of your customers and prospects to find out what they need, want, and are willing to pay for. Using customer purchase & retention drivers we help you:

• Guide executive decision making using Customer Value Drivers
• Precision-target your most desirable prospects and Acquire them at greater profits
• Selectively retain your most important customers and maximize their value

At the core of our services is a Value Driver Assessment to determine the attributes and characteristics of your products and services that enable your customers to 1) Increase revenue, 2) Decrease costs, and/or 3) Mitigate risks.  With this focus you will know unquestionably & incontrovertibly your target market’s hot buttons and will be able to reel in your customers and prospects with quantifiable value and performance against these Value Drivers.

Precision-Targeted Customer Acquisition

Predictive Consulting Group can help you precisely target and acquire customers at greater profit by helping you:

• Shorten the sales cycle through the discovery & leverage of specific Customer Value Drivers & Buying Center Behaviors that will avoid wasted effort, false-starts, and botched sales.
• Acquire more profitable customers as you identify the prospect segments that place the highest value on your products/services and are the least price sensitive
• Differentiate products/services and command premium prices as you refine or tier product & service offerings to reflect Customer-segment Value Drivers
• Minimize discounting by unambiguously discovering, & justifying financial Value Drivers, or the attributes & characteristics of your products/services that enable your customers to increase revenue, decrease costs, or mitigate risks.

All of the following services leverage the Value Drivers Assessment:

• Product / Service ROI Calculation & Value Justification – Using quantifiable Value Drivers, develop a justifiable ROI model to defend pricing and minimize discounting
• Marketing/Sales Collateral Review – Ensure the collateral follows a per-segment Value Driver Map to ensure the customer receives those messages and offers that exactly address their needs and purchase criteria—nothing more, nothing less  
• Buyer Behavior Analysis – Go beyond simple identification of decision-maker and influencer to determine Value Drivers and expected behavior of each member of the buying center to create an iron-clad account action plan 
• Value-Based Market Segmentation – Segment prospects according to Value Drivers to enable more targeted marketing and more productive sales activities
• Competitive Analysis & Positioning – Extending further than simple feature comparison, evaluate your competitors’ offerings to determine which features are truly valued and provide competitive differentiation so you don’t waste time and resources matching unwanted competitive features

Selective Customer Retention

Not all customers deserve to be retained.  Predictive Consulting Group can help you focus your customer retention process to maximize customer profitability by helping you:

• Increase select customer retention as you identify the most valuable customers and their Value Drivers and tailor retention programs to communicate and enhance the value they care about
• Win back your most valuable customers without sacrificing profitability
• Increase profitability of existing customers by segmenting customers according to the Value they derive from your products/services and adjusting pricing of services
• Identify new products that existing customers are guaranteed to purchase
• Refine products & services so they are only delivering what customers value and are willing to pay for
• Justify product/service pricing and thereby increase renewals, repurchase, and service contract renewals by understanding the value that customers place on your products/services

All of the following services leverage these Value Drivers:

• Product/Service Applicability Evaluation – Determines how well current products and services are satisfying Customer Value Drivers and where product development or service levels need to be beefed up or scaled back to satisfy customer needs and maximize profitability
• Value-Based Customer-base Segmentation – Segment customers according to Value Drivers to enable more targeted customer retention, existing-customer marketing & sales efforts
• Customer Retention and Loyalty Program Assessment – Evaluate retention and loyalty programs in the context of Customer Value Drivers to increase effectiveness, reward appropriate behavior, and decrease customer churn
• Customer Winback Program Assessment – Examine your winback program to ensure profitable customers are targeted, meaningful offers are presented, accountability is assigned, and profitability is maintained

To enquire about these or other services you might stand in need of, please contact us.