Behavioural Analysis

Experience has shown that when organisations find they are unable to improve their recovery and collection performance, more often than not the issue is with the way in which they use their data, and not with the data itself.

image behavioural analysis revenue management through data collection and behavioural patterns

Echo's service extends beyond simply making revenue analytic data available. Expertise in effectively incorporating behavioural analytics into existing collection systems and recovery processes ensures that the impact of the existing data is maximised. Staff will be better utilised, more suitably allocated and results will improve.

Behavioural analysis is stressed as being critical to the overall performance of revenue management. It is top of the hierarchy of data because capturing and analysing what customers actually do provides 'first hand evidence' - it is the most accurate and most reliable data you have.

Echo's consultants achieve this by applying defined techniques and behavioural rules to data, in order to produce a 'process map' approach to each individual customer. In this way the intelligent analysis of individual behaviour patterns produces a set of 'decision trees'. These decision trees can be seamlessly integrated with collection systems, which means they can then be incorporated into highly targeted campaigns for collection agents to deploy.