BAW

Baw

“And though your dreams may toss and turn you now.  They will vanish away like your daddy’s best jeans, denim blue, fading up to the sky.  And though you want them to last forever you know we never will, you know we never will.  And the patches make the goodbye harder still.”

Cat Stevens

Two days ago marked the fifth anniversary of my father’s passing.  As with most dates which are marked in our consciousness, I found myself reflecting on my father and the effect he had (and continues to have) on my life.  My father’s uniqueness was evidenced by the name my brothers and I called him by: Baw.  Apparently, at two years of age I was unable to pronounce Pa, and so he was forever known as Baw.  My friends, girlfriends, my wife and even my son all took to calling him Baw.  The name fit precisely because it was one of a kind, just like my father.  What made him singular was his ability to teach me and my brothers without effort or lecture.  He led by example and challenged us with well placed questions.  Oftentimes, these lessons were lost on me.  Although I grew to appreciate them once I became a father.  Perhaps Baw did not expect me to grasp the intricacies immediately.  Maybe they were meant to be comprehended at a point in the future. 

Baw was a New York City cop.  This was back in a time when cops wore big blue overcoats adorned with a double breasted set of brass buttons.  Baw was a big man, measuring over six feet with broad shoulders.  The uniform accentuated his large frame.  He was formidable but I always knew him to be compassionate.  His stories from the street were filled with promise, sadness, despair and joy; sometimes all these elements were included in the same story.  Regardless of the outcome, Baw’s stories always offered a beam of hope.  I learned at an early age that the human condition is made of resiliency and determination. His stories taught me that living outside the law was not a crime.  Dishonesty was the crime.  “This above all, to thine own self be true.”  My father did not suffer fraudulent personalities. His world was not reduced to right or wrong, black or white; his perception was much too intricate.  He witnessed life’s complexities everyday as he walked his beat.  These intimate peeks into the lives of strangers provided him with an insight into the fragility inherent in our hopes and dreams.

Once retired, my father returned to the neighborhood where he once walked his beat as a young cop.  My parents moved back to the city and took residence in the East Village.  Walking the same streets that he had once patrolled, he would point out locations and buildings where he saved a life or delivered a baby or provided counsel.  In his pocket he carried a roll of dollar bills which he would give to homeless men and women.  Along with the money, Baw was sure to shake a hand and offer a kind word of encouragement.  “These people are human beings, Joseph.  And human beings need human contact.”  As a middle aged man I looked at my aging father with the same pride I felt as that ten year old boy, watching his father walk down the street decked out in his big blue double breasted police uniform.  He continued to lead by example.  He continued to make a difference.

Five years after his death, he continues to make a difference. 

The Count of Monte Cristo

The Count of Monte Cristo   

During this long, frozen winter I read The Count of Monte Cristo by Alexandre Dumas.  It was an incredible story of jealousy, betrayal and revenge.  In the story, young Edmond Dantes is destined for greatness before being betrayed and sent to Chateau D’If where he spends the next fourteen years in a dank cell before escaping with a treasure map.  He then finds the treasure and transforms himself into The Count of Monte Cristo.  Armed with a fortune and a new identity he then sets out to exact vengeance on the men who robbed him of his life and his love.  He does not kill his conspirators.  Oh, no, no, no…he does something far worse.  He takes from them what they hold most dear: their money and position in society.  The Count’s plan is brilliant as he twists their greed and ego into his weaponry of revenge.  The Count was successful in exacting revenge because his targets were predictable.  Their predictability made them vulnerable.

Edmond Dantes was betrayed because he possessed the gift of contentment.  Dantes was admired and loved by his friends, his fiancé and his father.  He was doomed precisely because he was satisfied with his life.  In a climactic moment, his childhood friend Fernand, who was responsible for Dantes’ imprisonment, says by way of explanation for his betrayal, “I am a nobleman and you are the son of a clerk, I shouldn’t want to be you.”  Pretty powerful stuff, wouldn’t you say?  This was one of my more enjoyable reads.  For several weeks I was transported to another time and place.  This story was so compelling that I have decided to take a bike tour to and through all the locations detailed in the book.  This journey will be a working vacation; I have scheduled several seminars to coincide with the tour.  Yes, there is a need for Customer Service training in Italy and France.  I will be working with several organizations including one of the largest international transportation companies in the world.  As excited as I am to bring my Customer Service vision to the global stage, I am even more thrilled to be re-tracing the path of Alexandre Dumas’ storyline.  I will be in Italy for over three weeks with a significant time spent riding along the Tuscan coastline which abuts the Tyrrhenian Sea.  From there I travel on to Rome, Paris and Marseilles.

While The Count of Monte Cristo has influenced me enough to re-visit several European locations, I was truly inspired by the morality tale within the story.  Dumas warned that if you allow your insecurities to rule you, jealousy, cowardice and duplicity will control your existence.  I have begun using Dumas’ insight as a lesson in business philosophy, during my recent guest-speaking engagements.  I challenge my audiences to assess their individual business practices and decide whether or not they are utilizing positive approaches to their professional vision.  Often, when faced with competition and shrinking market share, business owners retreat to a scarcity mentality and wind up making questionable decisions.  This results in predictability which leads to vulnerability.  Your fear can be your undoing.  It is always important to take the moral highroad, otherwise you leave yourself exposed to ruin.  Running a business should be an extension of your core-values. How solid are your core values?  How do you see your business landscape?  Do you embrace abundance or scarcity?  As William Blake famously wrote, “As a man is, so he sees.”

Next week I will share with you two examples of questionable business practices borne of fear and insecurity.  These stories are embarrassingly funny.  It is often said that fact is stranger than fiction.  Stay tuned……

While I will be spending quite a bit of time in Europe I will try to keep my blog up to date.  I expect that there will be many experiences to share.   

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FENDER BENDER

FENDER BENDER

I often conclude my Customer Service Seminars with a personal story.  It wasn’t until I was preparing for a recent seminar that I remembered an event that had occurred almost twenty-five years ago.  As I prepared my closing remarks it struck me how important it is to pay attention to everyday events.  The experience you are about to read became a defining moment in my maturity not only as a businessman, but also as a father, brother and friend.  As you read this story, reflect on events that have occurred in your life.  How many lessons have you walked away with?  How many more lessons are there to learn?

Over twenty years ago I witnessed an event that changed the way I interacted with my clients when faced with a complaint. This event had nothing to do with business, but it had everything to do with human interaction.  On this day, I was driving on a particularly busy stretch of the Long Island Expressway leading into Manhattan.  Traffic was dense, but moving at a steady clip when suddenly traffic momentum halted.  A young woman who was driving in the lane next to me reacted too late and hit the car ahead.  What made this all the more poignant was the fact that car she hit was a beautifully restored 1964 Mustang.  What happened next was a lesson in how to alter someone’s emotional state.  The young woman who was responsible for the accident sat in her car wide-eyed and anxious.  She, along with all the nearby drivers expected the driver of the Mustang to leap out of his car in an enraged state.  To everyone’s amazement, the driver opened the door, got out and looked directly at the woman sitting behind the wheel and asked, with genuine sincerity, “Are you alright?”  The frightened young woman was stunned and so was I.  The driver of the Mustang smiled and calmly walked over the young woman and again asked her if she was sure that she was alright.  The young woman burst into tears and in between sobs said that she was sorry.  The driver of the Mustang assured her that there was nothing to worry about as long as she was not hurt.  He pointed to a spot on the side of the road where they could safely exchange information and then walked back to his car.  Other than taking a brief glance on the way back to his car, the driver of the Mustang had not even bothered to assess the damage done to his pristine, classic car.  When I looked around at the other drivers who also witnessed the accident, I noticed that they were as astonished as I was.  That whole moment was uplifting because it went against what everybody was expecting.  I believe the young woman began crying precisely because she was surprised by the reaction she received. I watched as she put her car in gear and followed the bruised Mustang over to the shoulder.  As she was wiping away the tears, her face took on a look of calm and relief. 

That event remained with me for several days and had occurred during a time in my  

professional life when I was closely observing successful business people and looking for admirable traits which I could incorporate into my own professional personality.  That one minute exchange on the Long Island Expressway became a singular event in my professional maturity.  I was impressed by how one man’s sincere concern altered the emotional state of everyone within earshot.  The stranger in the Mustang possessed traits which I was certain would improve and enhance most negative events.  I wanted to be able to remain calm and empathetic during times of stress mainly because I knew it would lead to more positive outcomes.  I began using this approach whenever a client called with a complaint.  I would begin by asking if our service failure caused any damage to their business and if so, what could I do to make it right.  Instead of trying to explain how and why we failed, I focused instead on the impact our error caused on their business.  I did not become defensive, nor did I become offensive.  Instead I became sincere and empathetic which is unique when dealing with a problem. The effect was immediately positive.  By remaining calm and putting the focus on the client instead of the problem, I strengthened my business relationships and grew my business.  I succeeded by being different.  An otherwise insignificant fender-bender assisted me in strengthening my own culture of service.  In spite of being a young and inexperienced businessman, I was cognizant that most dissatisfied customers were accustomed to having to fight for satisfaction.  By taking a complaint and focusing on the effect it had on the customer, I provided myself with new opportunities.  By WOWing the customer with my unique approach, I diffused the problem and provided myself with opportunities to exceed my client’s expectations. 

Put Your Client First

PUT YOUR CLIENTS FIRST

Whatever joy there is in this world

All comes from desiring others

to be happy,

And whatever suffering there is

in this world

All comes from desiring myself

To be happy.

Shantideva

I came upon this quote this morning and it made me think about the today’s business landscape.  On the whole, customers have become second to business survival.  I will agree that today’s business climate is difficult. Although, it is amazing that some business owners think they can succeed by shrinking their service while raising prices.  That is not a plan for long-term success. What happened to putting the client first?  When did that concept go out of style?  I recently heard from an associate who told me about a business owner who is celebrating the Libyan crisis by increasing his company’s fuel surcharge.  It is important to note that this increase is not shared with his service providers.  He has succeeded in profiting from tragedy and in doing so he has failed his customers along with his service providers. This business owner’s human failing is another topic, but it does highlight how desperation can overshadow judgment. Considering that he is not sharing this increase with the companies that actually provide the service, he could have held the current rates in place and used this good-will as a marketing platform.  Instead, he has left himself vulnerable.  He is risking the ire of his clients and his providers.

The more I thought about the importance of putting the client first, the more convinced I became that it was important to stress this point.  The reason for my determination is that today’s economic climate has created an environment where customers sense that they are being viewed as victims.  They have become someone for businesses to fleece.  I find it amazing that as most businesses retreat into a survival mode they have forgotten that the customer actually represents survival.  In some instances the customer is viewed as an annoyance.  During tough times, businesses look for ways in which they can suck additional revenue out of their customers.  On top of raising prices, many companies are using fees as a way to generate additional revenue and there does not appear to be any end to this practice.  Companies have grown accustomed to the additional profits and consumers have become resigned.  Fees are not the only method companies use to capture revenue.  Many organizations have reduced their services while raising prices.  Usually, these service reductions are not announced and may, at first, be invisible to the customer.  They are usually uncovered during a service or product failure which then results in amplifying the customer’s disappointment.  Although consumers feel nickel and dimed, they no longer have an option when it comes to changing vendors.  Each business within their specific industry seems to be following the competition.

This is a time of great opportunity.  Instead of mimicking your competitor’s actions, you should be focusing on the customer.  By breaking from industry trends, your organization will stand above the competition.  I am going to suggest that by eliminating fees for services that where once provided at no cost, you will generate good will and the resulting buzz will assist you in broadening your client base.  There is no better time than now to look for ways to enrich your customer’s experience.  While your competitors find new ways to aggravate their customers, you should be identifying ways in which you can attract new customers.  While your competitors continue to create new ways to decrease service while increasing price, you should be creating ways to increase service while decreasing price.    

Think Different

THINK DIFFERENT           

Do any of you remember the Apple Computer campaign from fourteen years ago?  If you don’t then you should go to You Tube and perform a search for Think Different.  A business owner suggested this to me last week after I completed a talk on Creating a Service Brand. 

This one minute commercial features black and white images of several 20^th century icons, including Albert Einstein, John Lennon, Bob Dylan and Thomas Edison.  It is suggested that these icons helped change the world.  Clearly, everyone depicted in this commercial had a profound effect on business, music and politics.  The commercial begins with the following voiceover: “Here’s to the crazy ones.  The misfits. The rebels. The troublemakers. The round pegs in the square holes.  The ones who see things differently.”  The commercial goes on to suggest that these icons broke the rules in order to create an enduring legacy.  They helped change the world by thinking differently.

Carve a minute out of your day and take a look at this commercial.  Some of you will remember it and for those of you who don’t, you are in for a treat.  I am certain that you will find it inspirational.  Maybe even motivational. 

And now I would like to throw down a challenge.  I am not going to suggest that after viewing the Think Different advertisement you will become motivated enough to change the world, but perhaps you will find in yourselves to change your world.  The business world you are now in probably has you focused solely on profitability.  You may be looking at ways where you can increase profits.  Maybe you are looking at accessorial fees, fuel surcharges and other means of capturing revenue without growing your business.  Perhaps you feel that you cannot grow your business.  Perhaps you forgot how to grow your business.  Well I’m going to challenge you to forget about profits.  That’s right….forget about profits for a few minutes and focus, instead, on creating a positive customer experience.  I am not suggesting that you operate your business at a loss.  What I am suggesting that you focus less on you and more on your client.

Here are a few questions you should be asking yourself:

·         Is it easy for my customers to do business with me?

·         Do I know why my loyal customers remain loyal?

·         Does my business receive referrals?

·         Am I doing everything I can to make the buying experience enjoyable for my customers?

Challenge yourselves to create an environment where your clients “want” to do business with you.  Challenge your team to remain focused on the customer.  Don’t look for ways where you can profit off your client’s backs, such as through hidden fees and accessorial charges.  Instead grow your business through the creation of memorable customer experiences.  Look for ways where you and your team can exceed your client’s expectations.  Be different than your competition.  Be different within your industry.  Be different in your approach.  Be different to yourself and your team.  Be different to your customers.  But first, you must Think Different.

Autonomy

Autonomy

How much greatness are you willing to bestow upon people?  Do you encourage or stifle autonomy?  Does your organization celebrate individual success?  Do you possess the capacity to bring your teammates out of a gravitational pull?  Do these questions make sense to you?

Let me explain.  Oftentimes there’s an imbalance between corporate policy and customer service.  In order to create an Above and Beyond Culture, you must be prepared to allow your team to make immediate decisions.  That is, decisions which leave your clients in a positive emotional state.  The only way to accomplish that is to encourage an atmosphere of autonomy.  Everyone in your organization should be looking for ways to exceed customer expectations.  This cannot be accomplished if corporate policy prevents your employees from delivering immediate solutions.  “Let me check with my supervisor,” is the last thing an irate customer wants to hear. 

I recently held a series of seminars for a mail order company that was re-engineering their Culture of Service.  The owner had expressed concern regarding his staff.  He felt that they were merely “going through the motions” and he suspected that the internal chain of command was responsible for this malaise.  During the course of the seminars it became apparent that most of the employees were frustrated by their inability to create instant client satisfaction.  Every complaint had to be reviewed by management before a solution could be provided.  Most of the employees dreaded a client complaint because of their inability to provide a solution without first going to their supervisor.  This delay often created frustration for the employees and the clients.  Asking for approval was corporate policy.

It soon became apparent that most of the front line employees knew how to turn a complaint into a WOW. Unfortunately, their lack of autonomy was creating a gravitational pull on them and the organization. Ownership agreed to a two month test period where the employees would be empowered to provide solutions without first seeking management approval.

This is what I found when I returned two months later: 

The entire team was upbeat and enthusiastic.  I discovered the call center had created their own contest; they were competing among themselves to see who could come up with the best customer service story.  One person stood up and told everyone how she used to dread client complaints, but now she looked forward to them.  She now identified a customer concern as an opportunity to exceed expectations.  Several employees indicated that their ability to provide immediate solutions had assisted them in strengthening client relationships. As a result the organization was experiencing sales growth.  The call center had become energized and exciting.

Take a look at some of the policies you currently have in place and ask the following: 

Can some policies be streamlined, or eliminated?  Do these policies hamstring your team and keep them from creating memorable customer experiences?  Are these policies in place to protect short-term profits?  Do they put client loyalty at risk? 

As you answer these questions, be sure to remember that excellent customer service is not about policy or procedure.  Excellent customer service is about excellent behavior.  Challenge yourself to bestow greatness on to your team and you will encourage excellent behavior. 

Gut Instincts

Gut Instincts

January 31, 2011

How many of us have been guilty of having made a bad hire?  You know what I mean.  You brought the wrong person into your organization.  You didn’t do it on purpose.  In fact, you were certain that you had made a good hire.  The aftermath can be destructive: diminished morale, lower productivity not to mention dealing with your own self doubt.  What happened? You thought you did everything right.  You went through all the proper steps: several interviews, more interviews, group interviews maybe even a dinner interview.  You asked all the right questions: What would you do in this, or that situation? What was your greatest accomplishment?  What was your worst mistake and what did you do to make it right?  How do you handle conflict?  You also performed a background check and spoke with past employers and checked references.  You’re certain that you have chosen the perfect candidate and you make an offer.  They accept and you set a start date.  Everything should work out fine.  Sometimes it doesn’t.  Usually you know within the first couple of days when you made a mistake.  What happened?  You did everything right. Or did you?  Did you follow your gut instinct or were you blinded by the candidate’s ability to interview well?  Did this candidate tell you everything you wanted hear?  Chances are that while you were busy listening to the candidate you weren’t listening to yourself.

Stories about bad hires always come up when I work with clients on creating Non-Negotiable Hiring Standards.  I can assist anyone in establishing hiring standards, but there is no substitute for gut instinct.  Clients often tell me that they chose to ignore their instincts because the candidate possessed all the necessary skills or traits.  As a result they heard what they wanted to hear.  I must admit that I made these same mistakes and then had to live with my bad decisions.  We live with these mistakes longer than we should.  I have news for you: it never gets better.  If a new hired isn’t on their best behavior at the beginning of the relationship don’t expect things to improve.  Having Non-Negotiable Hiring Standards is critical, but they are only effective when dovetailed with your own gut instinct.

Later this week I’m going to share an amazing story about gut instinct.  This story was told to me by a client and as you will find out, sometimes the most innocuous comment or gesture can set off your internal alarm system.