Tag Archives: Process

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.

Customer Service Government Style – That Was Easy!

President Obama’s executive order to improve customer service across the federal government is political pabulum, but little else.  If it were that easy, it would have already been done.

Corporations across the world struggle with same issues, and have for some time.  For them, the drivers to improve service are:

  • Reduce Costs
  • Improve Revenues
  • Improve Satisfaction and Retention

But the government (acting as a monopoly) and federal employees have little incentive to change.  The government shouldn’t be improving revenues through services, though cutting costs would be welcome.

Improving customer service in the federal government will require sweeping changes across the government… changes for which political parties of all persuasions have shown little appetite.  If the government is intent on this path, here are some “must haves”:

  1. Eliminate Redundant Agencies – I wouldn’t use a politician’s view on “redundant” here.  Focus on the outcome, or intended benefit, the organization purports to deliver.
  2. Simplify Existing Processes – It is possible that such simplification may make things somewhat unfair for various special interest groups.  Err on the side of over-simplification… we can always re-create the processes if necessary.
  3. Train People – Do Steps 1 and 2 first, to help slim down the number of people to train, and the complexity of the training that must occur.
  4. Offer Meaningful Incentives – This notion will violate some unspoken rule of fairness since some will be compensated differently than others.  But find the incentive that will cause people to seek change, rather than avoid it.  The government of the world’s greatest free market economy has shown amazing resilience to operating by its maxims.

The pivot point is that change in customer service must span organizational boundaries; it can’t happen at a departmental level.

The Good Ol’ Days of Double Secret Probation

Thomas Tripp and Yany Grégoire wrote an illuminating article for MITSloan titled When Unhappy Customers Strike Back on the Internet.  I recommend it for anyone trying to deliver customer service via social media channels.  A few of the more interesting points (there were many):

  1. Customers don’t Complain Immediately – Interestingly, most online complaints arise only after consumers (1) are victims of a poor product or service and (2) are then treated unfairly (in their perception) or ignored by the offending company.
  2. Complaints are Visceral – Online complaints are stronger than mere dissatisfaction and arise from a feeling of betrayal.  Customers want to extract revenge and may view their actions as serving a greater good by warning other consumers.
  3. The Best Customers Hold the Longest Grudges – When companies fail to recover from their missteps, customers feel the need to terminate the business relationship as quickly as possible.  I once came across a company that refused to do business with a vendor because of such an episode – 17 years prior.

The pivot point is that unlike John Belushi’s fraternity which gets placed on double secret probation in National Lampoon’s Animal House, companies today know full well when they have breached the perceived rules of client-company relationships.  Without the veil of secrecy, companies today must elevate their products, processes, and support mechanisms to prevent problems in the first place.  Failing those essentials, they must formulate and implement effective strategies to recover after the fact.

(Note that the MIT article suggests customers will wait a maximum of 4 weeks… after that, it’s too late.)