Marketing Consulting, Sales Consulting and Business Development Services

Mayfield Consulting Provides Services in the Following Areas:
Acquisition Analysis and Due Diligence Integrated Sales and Marketing Systems Market Opportunity Assessment Business Development Competitive Analysis Channel or Distribution Management Market Research concerning: Product Development Acquisition or Investments Customers Target Marketing Senior Management Advice and Counsel

Acquisition Analysis and Due Diligence
Time is of the essence and MC responds quickly to gain current market feedback critical to understanding an investment decision. MC excels at gaining feedback that is critical to assessing the current customer base, distribution channel, growth strategies and industry trends. Our "Executive Interviewing" technique – asking many open ended questions, allows us to gain the "story behind the story." Our associates are experienced business professionals, who can “listen for rumbles” …pinpointing any potential "blow-ups" looming on the horizon with customers and/or distribution channels. And portfolio companies can later use MC’s Due Diligence information and analysis for developing new revenue sources from new market strategies, distribution channels or furthering their growth strategies.

Integrated Sales and Marketing Systems
Sales situations change daily and must be set up for consistency and tracked for tactical fine tuning and strategic management. MC can provide the sales and marketing setup for the installation of a fully integrated sales and marketing system. Our experience has shown that setting these systems up and consistently documenting the steps in the sales process, defining high, medium and low potential prospects; and adding FAQ's (Frequently Asked Questions) can increase revenue quickly. Consistently including where each account is in the selling process, conversation notes, level of interest and target market information, etc. - allows our clients to manage and fine tune their selling efforts, target marketing, media and trade show expenditures, product development and manage their sales funnel. These systems can be used to help your sales and marketing effort win more consistently over competition. Particularly critical in a down or changing market – and what market isn’t changing today.

Market Opportunity Assessment
Evaluating and prioritizing new markets requires a careful examination of the opportunities within the potential markets. MC takes a current, in-depth look at the overall market; utilizing research and interviews with industry experts (possibly within your company) to assess major drivers and market trends. Then MC with you, develops a "Best Customer" profile – the characteristics of prospective companies that fit your company best. Then through background research we select those companies that best fit your "Best Customer" profile in the markets of interest. We develop a well-qualified list. And only then do we perform telephone interviews to gauge fit and interest – a very effective process. Through these steps, markets can be assessed and many times high potential prospects are found and critical information about the market of interest is found. Our focus is to help our clients identify and understand how to sell effectively in their "sweet spot".

Business Development
Mayfield Consulting provides Business Development as an ongoing service. By combining our Strategic Marketing and Tactical Sales acumen on an ongoing basis, we provide "hot prospects" that fit our client's "Best Customer" profile and can be closed by your sales force. The steps include: Determining our Client's "Best Customer" Profile Analyzing the Market or Markets. Selecting Accounts Narrowing Potential Prospects to "Real Prospects" Developing Relationships

Our Business Development services also provide:
On-going research, analysis and continued selection of new prospects that fit our client's "Best Customer" profile On-going modification of the Business Development System to fit new objectives or business conditions

Competitive Analysis
Your company’s strategic plan is at risk every day if you fail to understand your competition and position your company to succeed - on an ongoing basis. Knowing more than just who your competitors were yesterday is critical to your ongoing success! MC’s research can assist with not only identifying current and potential competitors, but also analyzing their strengths and weaknesses. We get the information straight from decision makers and influencers – the people that matter most in the sale. Our analysis then provides a current, unbiased assessment of how the market views your product, performance or brand against your competitors. And, more importantly, MC provides a market driven strategy, positioning and sales methodology to outperform your competitors today and tomorrow.

Channel or Distribution Management
Distribution channel options change constantly, particularly as new technology becomes available. We have extensive extraordinary experience with:
Direct Selling Indirect Reps Dealers and Distributors System Integrators Internet Telephone prospecting, selling and market research
We work with companies to understand the "best" mix to be able to manage the channel(s) effectively and gain revenue quickly.

Market Research
Our approach stresses “planning before the sale” with market feedback for effective, market driven revenue gains. It is just that simple. But some companies have a lack of time or resources, pre-conceived ideas or an attitude of - “the way we’ve always done it” And this causes them to not look to the market for needs, preferences, purchasing patterns and industry trends. Other companies rely on their sales force for market feedback. This works for some issues, but many times feedback is an impression from the latest calls – not enough of a sample to understand the broader market or its niches. For Market Research, we work together - you tell us your objectives, what you know and are sure of, and what you don’t know. You then tell us the topics that are critical to your success and we will suggest other topics based on our years of experience – and thus a topic list for the market feedback is developed. Our expertise shines when writing a logical guide, structuring the research to collect the right information in a logical flow and then analyzing the data to produce actionable results concerning your objectives. Large samples are not needed, if the research uses open-ended questions that probe for the reasons why customers or prospects make decisions – our specialty. Our market feedback process can allow you to: Keep current customers satisfied Target new customers and/or markets that have the best chance of producing revenue quickly Prioritize your product development efforts Understand industry trends or purchasing patterns to sell more effectively Use present or new distribution channels effectively Understand acquisition candidates and their strengths and weaknesses and industry trends that affect them Plan results-oriented marketing communications Relevant and unbiased market feedback is critical to producing profitable revenue growth.

Senior Management Advice and Counsel
Mayfield Consulting applies our extensive marketing and sales backgrounds to meet our client’s specific needs and goals. We listen well and can assist with a “fresh approach” to understanding strengths and weaknesses from a current market view. MC provides assistance with strategic planning. We can assist with not only developing the vision, but also, recommending (and in some situations performing) much of the actual sales and marketing implementation. We can “stand in” for Senior VP’s of Marketing as companies undergo change. Our expertise and experience allow us to develop and implement a customized and targeted marketing and selling system that fulfills the “vision” in the field and results in profitable growth.

Mayfield Consulting - Sales Consulting & Business Development Services