Tag Archives: People

Customer Service… No More Monkey Business

I had to laugh at a recent HBR blog post titled “People Are Not Your Greatest Asset”.  “Your Baby Is Ugly” would have raised fewer hackles in popular business circles.

Customer Service… No More Monkey BusinessRest assured that people are the engine that powers a company.  But people without a structure are unlikely to succeed in maximizing the value of the firm.  Consider the ‘infinite monkey theorem’ which is defined as (my thanks to Wikipedia… donate here):

“A monkey hitting keys at random on a typewriter keyboard for an infinite amount of time will almost surely type a given text, such as the complete works of William Shakespeare.”

So yes, it makes [some] mathematical sense that people are your greatest asset in the [remote] sense that a monkey is a giant in the literary field.  Given enough time, and trying random combinations of products, services, markets, and pricing, it is possible, though unlikely, to create the next economic juggernaut.  How much better could we be if we instead developed a culture that aligned people, process and technology towards a common goal?  If we don’t align, the theorem suggests a more likely scenario where people expend time and effort which yields little.

In the end, people can be the most expensive stranded asset without leadership, vision, culture, and execution to support them.  The pivot point is that in order to create that masterpiece our people, process and technology must be aligned to work together towards a common purpose.  If we don’t, our monkey business creates gibberish not value.

Outrunning the Competition

Barely a year beyond one of the worst economic slowdowns in recent history I was struck by the familiar disclaimer “past performance doesn’t guarantee future results.”  This statement is as true for fund managers as it is for customer service professionals.

But it begs the question; just how good does your current performance have to be?

With March Madness upon us I was reminded of John Calipari’s book Bounce Back: Overcoming Setbacks to Success in Business and In Life and liked the spirit of a quotation: “strive for perfection and settle for excellence.”  As a personal credo that makes sense.  For a business, that sentiment sounds expensive!  Businesses need only concern themselves with winning … not winning convincingly.  Spending time/money on perfection is costly… so is spending it on excellence.  Spend it on winning – beating the competition.

Unfortunately, the things that make good business sense don’t always measure up as motivational creeds.  Being just better than the competition isn’t much of a rallying cry which is why Calipari will never tell his teams to “be good enough”.  But in customer service, as in other aspects of business, it makes sense to be just better than your competition.

Old joke alert: if a bear is ever chasing you and a friend through the woods, remember that you don’t have to be faster than the bear, you only have to outrun your friend.

The pivot point in business is that continual improvement in our people, processes, technology eventually stops yielding noticeable value to customers.  Perfection and excellence are good goals and even better rallying cries, but all we have to be is better than our competition.

What do you think?  Is it good enough to just beat the competition, or does it make more sense to run up the score?

Employee Engagement

Customer satisfaction is impacted by so many elements that it can be difficult to decide what to work on first.  A recent BusinessWeek article suggested that the fastest way to increased productivity and profitability was to improve employee engagement.  While true, employee engagement is about much more than squeezing every last drop of productivity from your people and is more than a management fadEmployee engagement is a shared responsibility between employee and employer.  Both must work together to find the right position for the skills (and passion) the employee brings.  Failing to find that right position weighs heavily on an individual’s morale and takes a toll on company profitability like an unseen cancer.

Identify Passion – It begins with employees.  Know thyself.  Sadly many people don’t know what they like to do.  With their constant barrage of “Top 10 Professions” and “Fastest Growing Jobs” lists, the media don’t help matters.  Parents, mentors, advisors steer people towards money rather than towards a passion.  I have a friend who became an architect because he liked to draw.  Success in that profession meant that he quickly moved into project management which he disliked more and more each year.  Years later he began drafting again – and loved it!  Had he identified his passion as drawing (rather than architecture) sooner, his engagement level would have been higher and his sense of self-fulfillment would have been richer.

Be a Matchmaker – Employees learn only so much about a company in the interview process.  Later the real learning begins.  As your experience increases you may recognize unaddressed problems or spot untapped opportunities.  When this happens be bold about finding ways to match your passion with the company’s need(s).  If you’ve chosen the right company (i.e. a company that believes and operates as if your success contributes to their success) your decision to change will be supported.  A word of warning to the novice: be aware that because the company hired you to fulfill a need they may not support frequent employee-shuffles.

Make Courageous Decisions – As you continue to contribute to your company you may find that your passion evolves.  Or you may find that the position fails to inspire your passion.  Either way, as your job passion wanes, you owe it to yourself to make a move.  One sure sign that courage is required is to examine your experience of time.  The saying “time flies when you’re having fun” is a good guide to judge whether or not you are working at your passion.  If time drags, and you’re having no fun… you get the idea.

Recognize that the very need for courage presupposes the existence of fear.  In my work, I see two primary obstacles employees fear.  First, after employees develop personal relationships with people in the company their loyalty to themselves may dip as they rationalize how much people depend on them.  Second, personal financial concerns may cause people to delay finding their passion.

The pivot point of being an engaged employee is to find ways to make your passion your work.  If you can’t do that, then be prepared to leave, be prepared for time to fly, and be prepared to succeed.