MBD Consultores - Business Intelligence

MBD Consultores. Business Intelligence.
Customer development
Customer development
We help our clients develop, in terms of loyalty and profitability, by identifying distinct customer types and profiles, allowing the company to design “one-to-one" initiatives and manage available resources efficiently.
Customer Loss Prevention
Determining which valuable clients wish to defect from the company in the medium or short term is the key to implementing preventive actions to avoid their defection. In many cases, past communication and customer service errors can be rectified with a well designed and executed retention programme ensuring that these clients remain with the company, thus resulting in a corresponding increase in value on the portfolio.

We establish the profile of those clients with the greatest risk of defection and prioritise their importance by value for the company. This policy enables the development of customer retention programmes and campaigns focussed on and adapted to the characteristics of these high risk clients.
Cross-selling
It is necessary to achieve more satisfied clients, who are more engaged with the company, while raising the income derived from the portfolio. We must therefore define which customers need or are willing to purchase new or better products or services from our company.

We identify the type of clients with the highest propensity to buy other products or services from the company (up-selling/cross-selling) which allow us to direct our resources and the sales and marketing strategy towards those groups of clients most likely to make a purchase.
Behavior Paths
Customer behaviour unfolds in a certain way in relation to products and services offered by the company. The ability to establish the exact point on the path of a given client allows the company to interact (communicate, make special offers or promotions, offer new products or services…) with this client on the terms he expects.

We identify the life-cycle and behaviour paths followed by the customers in order to adapt our initiatives to the “moment” in which they find themselves, thus maximising the opportunity to develop and redirect them towards the higher value and most profitable behaviour paths for the company.
Strategic Segmentation
The perception, expectations and needs the customers have of a company vary widely according to their type, and this determines their present and future behaviour. Grouping together clients with similar behaviour patterns and expectations is the key to adapting our offer to their desires and to assuring their satisfaction and loyalty over the long term.

We segment the client portfolio according to the company’s strategic or tactical aims (descriptive segmentation, by behaviour by present and future value…) permitting the company to rationalise available resources , adapt its marketing and sales strategy to the value, profitability and potential of each segment and match its customer service policy to the attributes and profiles of the different groups.
Arrears and non-payment prevention
Defining which clients in our portfolio run the risk of becoming late or non-payers is vital if we want to prevent the problem and adopt preventive measures which, on the one hand, attenuate its negative financial effects, and on the other, enable us to establish the response that these clients facing difficulties can expect from the company.

We determine the type of customer with a greater propensity to fall into arrears thus enabling us to focus preventive programmes as much on the current portfolio as on new acquisition, thus reducing the rates of non-payment.

We also assist in the analysis and streamlining of the recovery procedure, identifying the profiles of quick-recovery clients whereby reducing the length and management cost of the process through the use of tactical procedures.