Articulate The Value Your Business Will Deliver

Computer screen displaying a motivational quote

For this blog, I’m simply going to quote from an excellent comment recently posted to my social enterprise blog Risky Business by Jeffrey Wallk:

Clear articulation of value. This is not the value proposition (here’s what we do / offer). This explains in very simple terms exactly how your product / service will help someone get a job done. Services are just harder to sell than a product because they are intangible therefore you need to go the extra step in getting your customer to understand how the service will solve one or more problems they are facing. You have to create an instant “visual” in their mind.”

“Example: Suppose you are providing crisis management services for local communities. Your value prop would be “we offer crisis management services”. But, your clear articulation of value is “We address the processes and reduce the costs (time, money, & effort) for crisis management so community leaders can address the needs of their community.”

Thanks, Jeffrey!

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For more resources, see our Library topic Business Planning.

Who Deserves Your Acknowledgement?

An acknowledgement medal on a black background

Acknowledgement is a coaching skill used to give recognition to the client. It points out the inner traits or characteristics that the client demonstrated in order to accomplish an action. Acknowledgement is important because it can articulate attributes of the client that they may not be aware of. When you acknowledge you empower the client.

Here are some tips to make your acknowledgment powerful:

1. Take your opinion out: Don’t endorse – keep the focus on the client, not on you: Example – “You took big risk.” versus “I support that you took a big risk.”

2. Be specific: Example – “You were determined and persevered in meeting the deadline.” versus “Good job meeting the deadline.”

3. Be judicious: Acknowledgement is special – too much and it loses its powerful impact

4. Look for attributes where the client shines in the situation and point them out, such as:

  • Determination
  • Perseverance
  • Courage
  • Focus
  • Creative
  • Positive
  • Organized
  • Confident
  • Flexible
  • Gracious
  • Vibrant
  • Motivating
  • Insightful
  • Bold
  • Resolve
  • Responsible

5. Be genuine: Clients will know when the acknowledgement is honest and truthful.

Who deserves your acknowledgement today?

For more resources, see the Library topic Personal and Professional Coaching.

Evaluation in the Classroom

When evaluation occurs during training a few have the right idea but evaluation is such a critical area, we have to be sure what we are training is sinking in.

When starting a training program make sure that there are plenty of pop quizzes to accompany the training program. These can be brief quizzes relevant to the training sections being taught. I would try and give the quiz collect them and then a break (10 minutes), during this time scan the answers and then if something is glaringly off address this at the top of the ending of the break. Also try and do a nice question to the students every now and then. Leave plenty of time at the end of each session for a discussion period and a more in depth question and answer period.

Generally putting people to work also helps retention rates of training, get students involved give a few case studies and have them try and figure the problem and the solution, then have a leader give their groups synopsis. Make sure that anything you are giving is as always relevant to the organization and relevant to adult learners. At the end of the training program give a comprehensive type of “Smile” sheet, it should be able to cover each section in the program as well as how the instruction was and make sure there is a suggestion section at the end of each smile sheet.

I am sure there are a ton more evaluation tools out there and I would love your suggestions. I will make sure they are taken into consideration.

Remember keep training fun relevant and running like a smoothly oiled machine and a business! Happy Training!

Leigh

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For more resources about training, see the Training library.

– Looking for an expert in training and development or human performance technology?
– Contact me: Leigh Dudley – Linkedin – 248-349-2881
– Read my blog: Training and Development

My Top 5 Customer Service Metrics

Smiling customer service working

Let’s be clear: if you’re not measuring any part of your service delivery, you are missing a huge opportunity to improve, grow or even save your business during these scrutinizing, tight economic times.

The challenge with specifying key indicators is that not all businesses will use the top customer service metrics. For example, a retail or fulfillment organization will have decidedly different key performance indicators than a software-as-a-service company.

For the purposes of this discussion, I have highlighted relatively general and important customer service metrics and incorporated a few varying perspectives for different use cases.

Service Level

For call centers, support, and service desks, the first call resolution is the Holy Grail. For a shipping operation, product delivery, and project implementation, on-time performance is the measuring stick. In a high-transaction business, the first interaction with a customer experience will be a key determinant of whether customer satisfaction will return with the first contact resolution rate of the customer support team. Don’t underestimate the importance of timeliness and thoroughness.

Customer Retention

For SaaS businesses, Utilization is the best indicator of a customer’s dedication to your service. Use this metric to understand who is at risk at contract renewal time. Monitoring Repeat Business is going to help non-SaaS businesses understand how sticky their product or service is for their customer effort score base. You should know which customers are using or buying different parts of your business to see the net promoter score. These customers who buy throughout your offerings are perhaps your most important to track customer satisfaction to focus on for your retention strategies with the exceptional customer service you provide.

Response time

You’d be surprised how many customer satisfaction surveys come back with comments such as “your service is great, you got back to me right away….” “I was surprised with how quickly you responded to my inquiry and it made all the difference even if I didn’t get the answer I was hoping for…” In today’s world of electronic relationship management, response time to the customer service team is one of the only ways we can communicate our sense of urgency and concern for our customers with our product or service. What is your Response goal – within X hours? Set one and achieve it. You should know what your competition is doing and beat their goal.

Want to really blow away a customer and cement your relationship? Pick up the phone and give them a personal call.

Time with the Customer

Are your customer-facing employees incentivized to keep calls short or to move too quickly from customer to customer? If so, you are sending the wrong message and subsequently affecting the quality of the customer interaction. There is a definite happy medium between the overly chatty service provider and the thorough and efficient provider like the customer service representative or customer service teams. Set your benchmarks for call duration and general time with the customer in relation to the ultimate goal of first call resolution, NOT the other way around.

In other words, a completely satisfied customer with great customer service agents not requiring a follow-up call or visit is much preferred over a quick, unresolved interaction.

Churn 

Cancellations and returns are the equivalents of customer churn. If you don’t know how much business you are losing, you won’t be able to understand how much new business you will require to stay out of the red. As important as knowing how much, is understanding WHY you are losing customers. Take it to the next level and use follow-up surveys, phone calls, and personalized ‘how can we get you back’ emails. This survey information is real business insight for understanding your lost business.

By all means, this is not a comprehensive list of key performance indicators. To expand further we would need to focus on a particular business model to provide a more granular perspective. Start measuring and start making changes. Continue to evolve your key customer support metrics as your business evolves. Keep this process circular for continuous improvement.

Post these key performance indicators in your facility or on your intranet and regularly communicate them to your employee base to give everyone in your Company sensitivity to how you are performing for your most important asset: your Customers.

As always your comments are encouraged and appreciated. What are your key metrics?

Banana Logic

Logic concept illustration

Do companies care about the intent of one’s actions, or just the results? While we think that our intentions should matter, if an unethical action takes place, do we really care why?

Let me know what you would do in the following dilemma:

Alternative #1 –

You are taking care of a chatty 3-year old. While strolling past a market your companion sees her favorite food, a banana, in the window of the market. Your friend needs to have a banana…NOW. Unfortunately you have no cash on you, having left your wallet in the car 6 blocks back. The child is now making quite a scene. Would you go into the store and take a banana without paying for it? If so, how would you justify it?

Alternative #2 –

Your are shopping with your 3-year old companion inside the market. She is in the shopping cart. As you pass through the fruits and vegetable section you put a bunch of bananas in the cart. She of course wants one now. You give her a banana to eat while you shop, fully intending to tell the cashier at check-out that your child ate a banana. However, you are understandably distracted during the check-out process and only after getting the groceries in the car and “Precious” into her car seat do you realize that you didn’t mention, or pay for the banana. Do you go back into the store and pay for the now eaten banana? If not, how do you justify it?

The intent of the actions in the two alternatives seem quite different. One seems like shop lifting and the other seems like just another day of parenting. Yet the results are the same: the store is left with one unaccounted for banana.

An ethics issue? In the next post we’ll look at the ramifications inside a company for similar decisions.

Top 5 Tips for Project Management in 2010

From Guest Writer, Simon Buehring of PRINCE2

Already 2010 is upon us, and project managers are facing the challenges of the new year. Obama, super-project-manager of the United States, has announced a new programme to overhaul airport security. The UK government has published controversial plans for a project to cut the budget deficit.

And meanwhile, project managers everywhere – public and private sector, big businesses, small organisations, arts, IT and finance – are struggling to achieve ever greater project goals on ever diminishing budgets. There has never been a more pressing need for excellent project management skills.

1. Define your needs

Too many projects fail because the project manager does not know what need the project must fulfill. Ensuring that you can describe in a single sentence or paragraph exactly why your project is necessary is crucial to project management success.

2. Be honest with your schedule

A certain amount of optimism is crucial for project management success. However, one of the most common causes of project failure is unrealistic estimation of how much time each project commitment needs. If the project runs over schedule, it should be because of unforeseen circumstances, not because the project manager has underestimated the amount of time that the project requires. Setting realistic goals is the key to avoiding unnecessary schedule complications and to ensuring project success.

3. Clearly identify who performs which role(s)

Many organisations will be running tighter ships in 2010. With fewer workers on the project team, it is doubly important to make sure that every project role has been assigned, and that everybody is clear about what responsibilities they have for the project.

4. Brainstorm groups of people to involve in risk identification. Considering formal risk management training

Risk identification and risk management are vital to the success of projects and the survival of organisations, particularly in a high-stakes, less-than-stable business world. Investment in careful risk identification – even simply to the extent of arranging risk workshops that involve representatives from every section of the project team – can pay dividends later on, and will often make the difference between project failure and project success.

5. Invest in training

Professional project management certification is not only an essential feature on any project manager’s CV; it also develops important project management skills and provides a common framework for understanding how a project works. This latter element is particularly pronounced in project management methodologies, such as PRINCE2. A shared pool of concepts and terminology can make the difference between a group of people coerced into a project, and truly coherent project management team.

(Knowledge Train offers PRINCE2 training every week from its training venue in central London.)

What do you think?

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For more resources, see the Library topic Project Management.

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Tools of the Trade 1: Don’t Fritter Away Your Press Release Real Estate

Young press personnel writing on a notepad

What can we learn from the announcement that Twitter will begin accepting advertising (besides the fact that this giant of social media finally thinks making money is a good idea)? We can surmise that Tweeting — or microblogging — is going to be around for a long time. However the 144 characters that all Twitterers are required to enter also can teach us something about writing quick, zinger press release headlines, headlines that you might event Tweet to raise more awareness about your news and to help drive search.

Writing for the ‘Net is increasingly changing the way people write, think and communicate online and “in the real world.” A recent New York Times article (“Texts Without Context: The Internet Mashes Up Everything We Know about Culture”) looked at the new spate of books now out exploring this impact, the good, bad and the regrettable. The takeaway in PR land is that writing press release headlines that are memorable, catchy, or play off some current news item or pop culture trend is now more important than ever given the Google Words Universe we live in.

Of course it’s hard to make a new hire release, a relocation announcement or other prosaic matters sing and dance like those mega-talented actors/kids on the new season of Glee. But news release headlines are sometimes the only thing a news editor, TV assignment desk person or radio producer will look at, given the hundreds that pass in front of them every day.

Make that headline pop. Read the headlines in newspapers and magazines and go for that style. Journalists, producers and others working in media will appreciate your ability to speak their language. Besides everyone appreciates a good play on words, the unexpected bon mot or even a fine Tweet that can be Tweeted again and again.

Workplace stress – The silent epidemic

A-woman-sitting-stressed-out-in-front-of-a-computer

Research has shown that employers are unprepared strategically, unprotected legally, and underinsured with regard to tackling the growing phenomenon of stress in the workplace. Many simply do not understand its impact: they are either hoping it will just go away or paralysed with uncertainty as to how to handle it.

One ill advised way of releiving stress!
One ill advised way of releiving stress!

The Health & Safety Executive (HSE) has estimated that half a million people in the UK experience work-related stress at a level they believe is making them ill, and up to five million feel ‘very’ or ‘extremely’ stressed by their work. The HSE estimates that stress costs U.K. organisations around £3.7 billion annually.

So what is stress? Continue reading “Workplace stress – The silent epidemic”

Certainly Not Business As Usual

Two men standing near a golf club whilst having a conversation

To quote Monty Python: And now, for something completely different…

In a sense, they could be talking about social enterprise. For many folks, this represents a whole new way of looking at the world, requiring new skills and new perspectives.

Experienced nonprofit people are facing the marketplace of competition and risk taking in ways they never imagined would be part of their careers. Funders become fickle, price-sensitive customers, constituents become potential customers, and partners flip their shingles and become unexpected competitors. Meanwhile the forprofit people who are committed to social change are seeking ways to manage and measure social impact as they face the unyielding need to become profitable or disappear. And some of their investors ask them not what the public can do for them, but what they can do for the public.

Sometimes it seem like you have to put on those strange 3-D glasses to see what’s really going on here.

What’s really going on here is a climactic shift in how we do the business of doing good. Government money is drying up, and at the state level, will largely disappear soon. The old boundaries between the sectors are eroding away, leaving only those species (or organizations or causes or entrepreneurs) that can adapt to these new conditions. As for the others, well, evolution is not too kind to those who don’t adapt. They end up in museums.

Here are some suggestions on how to evolve. Learn the business of business, even if your business is to save the world. Learn the lingo, take the tours, wade through the water. Take some business classes, consider getting an MBA. Find a mentor who gets business but also gets social change. Find and work for the most entrepreneurial organization in your field of interest.

Above all, recognize that earning requires learning, and one part of that learning is realizing that for social enterprise, it’s anything but business as usual.

Why Training and Team Building Don’t Fix Broken Boards

Business people having a disagreement in a meeting

Too often, when Board members struggle with attendance, participation or decision making, they simplistically resort to a Board training session or undertake team building to address their problems. Those techniques seldom work to address those problems.

Why Board Training Alone Seldom Restores Boards

It is not uncommon that Board members want a “quick fix” to their issues merely by undertaking a short Board training session. They have the illusion that their problems are the result of members not knowing their jobs. That is like believing that you can stop people from arguing merely by telling them not to do that anymore. If a training session was the solution, then members could easily solve their issues merely by downloading free Board job descriptions from the Web. Besides, if members are not coming to Board meetings, they probably will not attend a Board training either.

Board members rarely struggle because members lack understanding of their legal roles and responsibilities. New information in members’ heads is rarely enough to make a major difference. Instead, members need ongoing guidance, support and accountabilities to actually use that new information. That comes from a combination of activities, for example, evaluating the health of the Board, helping members understand what is required for long-lasting change, Board orientation and Board training for members, refining the organization of the Board, coaching the Board Chair and other leadership roles to drive changes, and then re-evaluating the health of the Board.

Why Team Building Alone Seldom Restores Boards

Team building is conducted to improve the performance of a team, or small group of people. There are a wide variety of approaches to team building. Too often, the approach is to improve performance primarily by trying to improve team members’ feelings, beliefs and perceptions about themselves and each other. That approach rarely works for Boards that have major, ongoing struggles. Actually, that approach to team building can make the situation much worse when the good feelings from team building quickly encounter the same dysfunctional structures on the Board, resulting in even more frustrated – and now cynical – Board members.

We have learned a great deal about what makes for high-performing teams. In addition to respecting themselves and each other, all team members need to have the same clear understanding of certain structures, including:

  1. The purpose of the team.
  2. How decisions are made and problems are solved, and how communications will be done.
  3. Each member’s current roles and responsibilities.
  4. What authority and resources the team has to work with.

Lack of the above structures often is the primary cause of prolonged frustration, blaming and conflicts among team members. Teams can be formed to be self-organizing, self-directed or self-managed, but to be successful, they must ensure that they have the above-listed structures in whatever form the team decides to take.

What do you think?

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Carter McNamara, MBA, PhD – Authenticity Consulting, LLC – 800-971-2250
Read my weekly blogs: Boards, Consulting and OD, Nonprofits and Strategic Planning.