Tag Archives: Technology

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?

Why Re-Invent the Wheel?

Business Week recently announced its list of customer service standouts.  These customer-focused companies provide excellent examples of how to deliver exceptional service.  So read on and add to your bag of customer service tricks.  What follows is a list of companies that made the list along with unusual or noteworthy ways these companies are improving their bottom line while they improve their customer service.  Before you check out the article, try to guess which initiatives belong to which companies.

Ace Hardware, Amazon.com, American Express, Amica Mutual Insurance, Apple, Barnes & Noble, Branch Banking & Trust, Charles Schwab, Dell, Enterprise Rent-A-Car, Fairmont Hotels & Resorts, Four Seasons Hotels and Resorts, Jaguar, L.L. Bean, Lexus, Nordstrom, Panera Bread, Publix Super Markets, Southwest Airlines, Starbucks, The Ritz-Carlton, True Value, USAA, Wegmans Food Markets, WestJet

Investing in Employees

  • Increased training budget by 13%.  Awards tuition scholarships for employees.  Answer
  • Employees granted equity in company.  Answer

Investing in Technology

  • Leveraged best of both worlds after implementing best practices from recently acquired company.  Answer
  • Implemented overflow call system to use remote representatives when local volume overloaded local resources.  Answer
  • Integrated online inventory with brick and mortar inventory to speed customer fulfillment.  Answer

Investing in Customers

  • Escalated problems if not solved within 20 minutes.  Answer
  • Developed outreach program to contact dormant customers.  Answer
  • Roving check-out clerks bring service to customers.  Answer

The pivot point is that we can learn much from those companies that blaze the way with excellent customer service.  We don’t need to re-invent the customer service wheel.  And while not every solution will be appropriate for all companies, these stalwarts set the bar high when innovating around, and executing on customer service.

Which companies are customer service trailblazers that should make the next Business Week list?