Tag Archives: Culture

Actions Louder than Words

In his recent Harvard Business Review post HCL CEO Vineet Nayar raised the interesting point that CEOs deliver shareholder value in vastly different ways today than in years past.  I couldn’t agree more.  Leaders either create or destroy financial strength through the corporate values they support. The largest impact a CEO can bring to a company is related to the culture.

Jeff Bezos (Amazon), Tony Hsieh (Zappos) are examples of CEOs who have focused their efforts on developing/sustaining a culture that is centered on customer satisfaction.

The nineteenth century historian Thomas Babington Macaulay once said:

“The measure of a man’s real character is what he would do if he knew he never would be found out.”

What do the questionable actions of Bernie Ebbers (Worldcom) or Kenneth Lay (Enron) say about their personal morals and the culture they created?  What do the present day actions of Tony Hayward (BP) imply about BP’s values?

Just as a CEO can bring great value to the company by infusing it with a positive culture, so too will a negative culture spread throughout the company.

The pivot point is that a company’s culture, how its employees operate and behave in the absence of rules and oversight, determines its success.  What drummer does your company march to?  As a leader, have you deliberately crafted a culture that nurtures employees, cares for customers, and creates value for shareholders?  Or do you still have work to do to stifle politicking, backstabbing, and self-aggrandizement?

Double Standards and Customer Service

In a previous post I stated that monopolies are unsuited to delivering good customer service.  With tax season well behind us I can confirm my theory.  My recent dealings with the IRS prove it.  Here’s how:

  • If you are a US taxpayer and you file late you get penalized with additional fees (in the form of interest).  If you file really late, you may go to court.  And if you make heinous mistakes you may end up in jail.
  • If, on the other hand, the IRS is late in issuing a refund, the government invokes a grace period of 45 days, which they call putting an account in “suspense”.  The only suspense here is in wondering “will I ever get my money back?”  Who pays?  You guessed it, the taxpayer by providing the government with an interest free loan for 45 days.  No, this “drama” isn’t nearly as suspenseful as an Alfred Hitchcock movie… although we can draw some interesting parallels to Psycho.

The pivot point is that to deliver great customer service (and not just claim to want to), treat customers as you would want to be treated.  No one at the IRS wants to receive their refund late or be penalized… guaranteed, or your money back!

Two Revolutionary Growth Strategies

The Wall Street Journal, in its April 19th edition, reports that “Retailers Try on New Sales Tactics”.  The new tactic?  Companies like JC Penney, Macy’s, and Home Depot plan to focus on customer service.  (Gasp.)  My guess, this new strategy could be downright revolutionary.

For starters, this ought not to be called news.  But since the WSJ found it noteworthy, let’s identify a couple of salient points.

  1. Customer service is the best way to drive top line growth – JC Penney
  2. Assisting customers assists the company – Home Depot is training cashiers to ask if customers have found what they sought

It shouldn’t surprise us that customer service helps companies grow.  What is important in the article is that customer service must be a constant focus, not a one-time program.  To achieve meaningful and lasting results, you and your employees must develop customer service muscle memory so that the first question we ask is “how can we help our customers get value?”  Companies like these may get short term results by reinvigorating their focus on service.  Mr. Spahr, at Home Depot gets it right when he indicates that strong relationships draw customers back into their stores.

The pivot point is that customer service is not a program, per se, but a culture, a way of doing business, and a commitment to social responsibility.  Cultures must be nurtured lest they gain an unintended life of their own.