MBC were asked to facilitate and manage a process to uncover customer needs within 10 different business sectors of a major 'Data Provider' and compare these for similarity. Subsequently an external questionnaire was designed to validate these 'needs' with external customers and the match compared. Further work on establishing 'Customer Value Analysis' was put in place. The project was of Strategic significance and is being used as the foundation for 3-5 year business planning.
MBC were asked to facilitate an important session on potential actions and competitive reactions to a multi-million £ business initiative. This involved not only a classic assessment using 'Porters Five Forces' but also an analysis of potential risk of competitive actions using elements of 'Game Theory'. The result was a clearer understanding of the likely outcomes of particular scenarios and the preparations of secondary reactions well in advance.
So how do you know that your sales team are being effective in what they are selling and what does a success look like? MBC were asked to examine the behaviour, sales methods and motivation of a sales team. We defined with the client a set of questions to explore areas of concern and visited client customers with the sales force to see them in action. As a result, programmes have now been put in place to improve the overall sales effectiveness.
Our client wanted to examine a number of segments and sub-segments in a business sector for opportunities for their products and services. MBC proposed a methodology which met the clients budgets and tight timescales and we were able to assess the business potential now and in the future for a number of options. Additionally we provided a technology and likely 'game plans'. MBC also introduced to the client a methodology of assessing the various segments which highlighted where profitable success was more likely.
We were asked to investigate, interview and recommend a market research agency which could undertake qualitative interviews at the highest level to validate important initiatives. The search was successful and our client and the agency completed a successful project.
A major manufacturing company wished to raise the profile of sales and marketing issues, tools and techniques within its European and USA operations. This was a complex assignment which involved the design of a bespoke programme of lectures, team and individual work sessions. The first workshop over 2 days was delivered in October 03 with excellent results in terms of collective understanding and the generation of team goals and has been repeated in the USA in December.