Our Approach
Priority Metrics Group helps client organizations achieve profitable growth. We don’t look for a silver bullet because it almost never exists. We help companies focus on the things that matter the most and avoid those things that drain resources and needlessly redirect talent. PMG helps companies:
- Prioritize activities,
- Identify attractive market segments,
- Improve customer satisfaction and retention,
- Direct improvement efforts,
- Pinpoint competitive vulnerabilities,
- Establish winning strategies.
Successful growth is customer-driven
Growth comes through understanding and leveraging the processes of identifying, acquiring, satisfying and retaining one customer, growing share position with that customer, and then repeating the process across segments and a market. We call this over-arching process customer-driven growth.
Desirable customers are those that recognize superior value in a product and are able to leverage that value into higher and more sustainable profits for themselves. Identifying and acquiring those kind of customers is the foundation of profitable growth.
Customer satisfaction takes on a whole new meaning if the customer being satisfied is a loyal, long-term, profit contributor. Retaining such a customer drives organizational profitability, and creates the economic resources to fund growth.
So, all revenue growth is not good. PMG helps organizations discover the opportunities within their current customers, current markets, and in adjacent markets that can lead to long-term, profitable, and sustainable growth.
Marketing in a B2B environment is fundamentally different from marketing to consumers
In the business-to-business sector, buyers wield considerable power. They may control a substantial budget and have detailed knowledge of the products they are buying. Frequently, their company represents a significant percentage of the total market volume for a product or service. And a buyer is often part of a small decision-making group that includes technical, quality, operations and finance functions.
These characteristics are substantially different from consumer markets where the buyer/consumer has limited product knowledge, their budget is insignificant compared to the total market, and they are one of hundreds of thousands or millions of potential buyers of the product.
PMG recognizes these fundamental differences and incorporates them into our research and consulting work. We achieve high response rates since each respondent may represent considerable economic strength. We obtain input from a variety of functional areas to ensure that the decision-making process is well understood. We design projects to focus on companies with dominant market share since they can dictate or direct new technology adoption, price increases, new product introduction, consolidation or capacity reductions, etc.