Contact center leaders focus on the INTELLIGENCE layer for business optimization

It’s bugging me. Next generation contact centers and SIP in the same sentence are almost meaningless. “Grow your contact centre on SIP”, as if it’s a panacea. It just supports the transport communications for voice, that’s it! It doesn’t even transport the voice itself, that’s happening on another part of the network! Basically, to provide contact centre technology you have to work with most of the physical or network layer stuff that’s out there, period.

If you make the statement that you are delivering a “next generation” solution in the contact center space, you really need to step up to it. To sit back on the idea of SIP being some kind of godsend is ridiculous. Its great, it helps, but in no way is it the foundation of the value you want from a contact center. What’s a big trend in large companies right now? Isn’t it questioning how to get all that business data together to be actionable? It’s known as “big data”. Being able to leverage this intelligence layer effectively will be a business differentiator for you. Being able to improve your operations, your agent quality, your customer experience will impact your future business position.

How then will your next generation contact center leverage big data and the intelligence layer above it to drive value to your business and efficiency to your operations?

To help explain my thoughts on this take a look at the picture below.

 

Focal Area - Intelligence

Focal Area – Intelligence

Food for thought?

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Work from home – the myth, the challenges and benefits

When Yahoo! Leader Marissa Mayer, referenced in this WSJ article, went on record “ordering staff into offices”, my immediate reaction was that the pendulum had swung too far. As with many all or nothing decisions this one was laden with potential pitfalls and while at its core the intention was there, the execution may not be as satisfactory as its proclamation desired.

This led to my thinking about the myths, challenges and benefits, to both the employer and the employee, of working at home. This discussion will not talk to the general work from home needs of consultants or other professional self-employed people, or the many work from home initiatives associated with contact centres. There are plenty of dissertations about those subjects that address them from a more practical perspective. Rather, it’s about those companies that have embraced working from home within their core structure as a way to reduce costs, allowing for the generally nomadic nature of a large part of their workforce with an automatic opportunity for improved work/life balance.

If you do work from home (and from now on I will abbreviate work or working from home as “WFH”) that last comment probably raised your eyebrows or made you smile. as often the only work-life balance improvement of working from home is that the employee does not have to drive to the office and back again!

The fact is that there are myths, challenges and benefits to WFH. I can’t possibly address them all but let’s look at a few…

Infographic WFHFirst, what are the challenges with WFH policies? Foremost, perhaps what comes to mind is trust, depending on the level of the employee concerned? Then maybe information security, what about visibility to management? Motivation can be a struggle sometimes. For the employee the point that stands out most to me is community. A WFH employee can feel remote not just from
the company but from co-workers too.

 What are the benefits? I hate to say it but honestly, for most companies, the biggest is that huge reduction in overhead. Then, the employee commute and those other things mentioned in the infographic above that include: reduced-stress, potential for improved work-life balance (which means NOT rolling to the laptop first thing in the morning before saying Hi! to your family!) even reduced costs by not having to go into an office.

 What about myths?

 I think this is where we come to the “elephant in the room”, the idea that working from home makes it harder to collaborate and be creative. Really? As a blanket statement this is a huge myth. I can testify to working with some of the most creative individuals who WFH and collaborate without a problem to get the job done.

 Consider a typical development team working a typical PDLC, there are a number of group based discussions, sharing of collaborative ideas, team building sessions that make sense to support a typical product development lifecycle. Yet, when each team member goes away to their cubicle they work in an isolation of both desk and mind that is akin to, yes, WFH!

 Yes, but what about all that great stuff from around the water cooler? Well, here we are talking about something else completely. Perhaps the missing element of a WFH environment is not the inability to collaborate or be creative but the lack of a true human-interactive community. I mentioned that as a challenge above and from an outsider’s point of view, I think that this it might be the real problem at Yahoo!

 Is community necessary for creativity though? I challenge that no, it is not. Consider some of the great discoveries and quantum leaps. More often than not, it’s an individual quietly working at it who made the break-through.  Where teams make these breakthroughs I would suggest that there are certain specific professional arenas, of which software development ideas is not necessarily one.

 It would seem that the Yahoo! argument is that bringing staff together at an office automatically nurtures creativity. I can name you plenty of offices where the very fact that people are spending two hours a day commuting, spending wasted time walking around an office to meetings and, if you wish, sharing gossip and office politics at the water coolers with the occasional pow-wow with trusted co-workers about some different approach to a problem, is actually counter-productive to creativity. Where there is some fact in the argument is that, for particular workgroups, working consultatively in close proximity with easy access to co-workers, and sometimes the addition of the non-verbal communications, has some value. To say that “speed and quality are often sacrificed when we work from home”, (according to the WSJ quote of Ms. Mayer) suggests a problem with the hiring process and a lack of urgency or understanding of the company’s position on the part of the employees referenced. No wonder Ms. Mayer followed up more recently according to further reports, to want to review every new candidate applying for work personally! That is so NOT a CEO task, but it does support my suggestion above that it’s who they are hiring that has been the problem, more so than where they work. We’ll see how that story develops.

“Perhaps the missing element of a WFH
environment is not the inability
to collaborate or be creative but
the lack of a true human-interactive community.”

Okay, so what is the panacea? Is it to make a remote staff completely office-based? No, of course not, the answer is to examine the underlying problem to understand how that impacts the perceived problem, and tackle it from there.

 The much touted and from my perspective as a user of it, incredibly useful, unified communications, can help us go quite a long way to reducing the problem by the adoption of more video conferencing for ideas sessions and the proper usage of employee presence within the communication software. We use Microsoft Lync 2010 fully across the globe and the experience is amazing!

 Don’t get me wrong, I don’t believe a remote worker needs to be on a video conference call all day or even logged onto their IM every day, just to show they are at their WFH desk! Video is costly for bandwidth and such a demand portrays to the employee a distinct lack of trust. Having the software and making a habit of logging on when you are at your desk is in the spirit of making your virtual presence felt as part of the company.  The presence of the WFH employee is helpful to co-workers and creates a feeling of being part of a bigger picture and there is the management component of being able to see the employee and their activity at a reporting level. Tie to that an internal social media tool and you grow collaboration further. Hold up a minute though, I don’t believe that having unified communications is enough to build a business community and create the environment for creativity and collaboration. Something more is needed.

 I work in a company where there are office based personnel and completely remote workers, of which, I am one. What helps us to be collaborative is to have enough face-to-face encounters in a year to know one another and be comfortable talking freely when using our unified communications tools. On top of that using our tools expertly so that when we are showing available, we are really available, helps our use of presence based software to be effective and useful. I can bounce from call to call, IM to IM, IM to call and desktop share and still have time for small talk, conversations about direction, ideas about strategies and what my coworkers are doing for vacation and at the weekend.

 A face to a name is a huge part of this and I would contend that instead of undertaking the costs inherent in centralizing employees to offices, using the available tools, introducing new team members to as many of their remote counterparts as is cost-effective in a face to face setting, and good team building techniques, such as regular calls to talk about team progress, go a long way to find the balance between WFH and office benefits.

 I think Ms. Mayer is onto something, I just think that it’s not what she thinks it is. Time will tell, in the meantime, I’ve got work to do!

 

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Early Stage Collections – Risk, Retention & Education

In these days of increased debt loads, tight financial restrictions on lending and a generally static to stressed economy, a payment can often be crossing with an early stage payment reminder or a customer can be reaching the early stage of delinquency and needs some guidance.

These customers, while having greater potential to increase in risk over time, can still be rescued from what can become a bad habit through late or missed payments, and gain some useful education that helps them and helps a company secure their business into the future and potentially happier times.

How are collections leaders building their strategies for early stage collections to retain and educate the customer?

Consider the customer profile first of all. Does every missed payment customer become a multi-payment missed customer? No, but the repetitive nature of a missed payment can indicate risk factors may be rising. What tools do collections leaders have at their disposal to make sure that at the outset of a behaviour change in their customer, they help correct it and maintain, if possible, the customer in good standing?

What about the debt level? Lending is predicated on customer credit factors and customer profiling is of increasing importance in the decision process.

What I am seeing more frequently is the idea of separating out the customer management from the risk assessment and collections processes into three distinct activities.

Under the customer management sphere would come items such as early stage actions or education decisions.

Risk assessment would determine the strategies for collections.

At the collections operations level the strategies would be followed and modified based on success factors.

In all cases, companies want to keep a customer unless the risk is too weighted against it. Early stage collections therefore becomes an interesting challenge.

How are you managing your customer management and early collections strategies – do you want to keep yoru customer and potential uplift in revenue in better times or remove the risk?

I think the question is one that should be among the foremost in the minds of collections organizations and customer management strategy.

 

 

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Remembrance Day

 

Technology advanced along way in the early parts of the 20th century, not least due to the two world wars. In just two weeks the world remembers what men gave to allow freedom to our generations. War is never good, but without the sacrifices of those brave men and women many of us would have been living in facists states or without freedoms we take for granted.

Today, many more wars are included in the Remembrance Day observations. Perhaps one day war will be no more, or will be fought in the worlds of finance and technology alone. Perhaps not.

November 11, Remembrance Day.

IN FLANDERS FIELDS

By John McCrae, May 1915

In Flanders fields the poppies blow
Between the crosses, row on row,
That mark our place; and in the sky
The larks, still bravely singing, fly
Scarce heard amid the guns below.

We are the Dead. Short days ago
We lived, felt dawn, saw sunset glow,
Loved and were loved, and now we lie
In Flanders fields.

Take up our quarrel with the foe:
To you from failing hands we throw
The torch; be yours to hold it high.
If ye break faith with us who die
We shall not sleep, though poppies grow
In Flanders fields.

http://www.greatwar.co.uk/poems/john-mccrae-in-flanders-fields.htm 

 

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The Service Ethos, Perception & Hoping Its Not All Greek!

What is your service ethos? That is, to expand the original Greek root , what is your “accustomed place” as it respects service, or, your “custom” or “habit” in this regard?

If you are involved in providing a service of any kind, be it directly in customer service or in the plethora of activities that relate to service delivery, this is an important question. Your response and self-awareness of the answer will have a strong bearing on your customers’ perception of you, and ultimately, your company.

Peception is a funny thing, Stephen R. Covey commented, “To change ourselves effectively, we first had to change our perceptions,” (Credit: The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change) This is is no less true today than when he wrote it. Its not just the perception of us that matters but our perceptions both of ourselves and those with whom we interact.

Another well used Greek word comes to mind at this point, empathy, or,  from the original Greek, “empatheia” (only one more greek word in this post, promise!) This carries the idea that you “put yourself into the shoes of another”, no, don’t steal their running shoes! Rather you should feel their feelings and think their thoughts. Uh-huh I hear you say, and how do I do that? We’re none of us mind-readers but its certain that if we take the time to think about our interactions we perceive fairly quickly where the other person is coming from. Use the introduction of the call to listen first or, to “listen with understanding”. There is a great “MindTools” article about this kind of “Active Listening”.

Often used in a religious context, this simple idea of empathy is actually complex to pursue, F. Scott Fitzgerald put it well when he said, “The test of a first-rate intelligence is the ability to hold two opposed ideas in mind at the same time and still retain the ability to function.” In this he was spot on, for to practice empathy in its real sense you need to open your mind up to how the other person is thinking and feeling. The challenge comes in when this is juxtaposed with your own feelings and you find that there is a mismatch between how your customer perceives the problem and your own view of it. Here is where the biggest challenge comes in, how do you get past your own opposition to the customer thoughts and feelings? This is the challenge of how to leverage empathy in interactions so as to understand your customer and move the conversation forward in a positive manner.

Alot to learn from those Greeks!

Here is where your service ethos enters. If your ethos, or habit, is to always give your customer a chance, you will have a better ability to get through the contact with a postive result. In consideration of this this last Greek word for the post, diakones {dee-ak-on-eh’-s) comes into focus. This word is the root of the word “minister”, which in turn can be considered a root of the “idea” of “giving service.” Literally, the Greek word means, ” to go through the dust” for someone else, to make your self lower than the dust. In the context of delivering service we are therefore lowering ourselves or “humbling” ourselves.

The ability to express humility in our service dealings and empathy combined will help us deliver better service to our customers. This will show that we are understanding the customer perception and improves our ability to keep any defensive tones out of our conversation and to seek resolution of problems presented to us.

This Service Ethos may not be a natural trait and if it is not, I strongly encourage you to review your interactions with customers and to decide for yourself if this might be something for you to examine as a way to improve your customer perception of the service you deliver.

It is interesting that technology tools such as speech analytics are now helping us see proactively where this kind of improvement is necessary. Business leaders would do well to examine what is being done to measure the tone of service and the agent’s understanding of customer perception at the point of service delivery. 

 

 

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Tecnorati

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Don’t forget your Air Miles Card at Jean Coutu!

So, my wife is all over her Air Miles points, she is entitled to be, we’ve had some cool trips and stuff from points. This weekend, we forgot to give the card to the cashier at Jean Coutu and it was one of those 10x your points if you purchase over $50 voucher offers. Before you say it, yes, we know it was our fault BUT when you know something can be done you figure, I’m going to ask anyway. In order for my wife to get her 10X bonus this is the experience we encountered…

“We forgot to give you our Air Miles card, can we add the points somehow?”
“No, you have to give the card when you buy the product, why don’t you buy something else?”
“Errm, ‘cos we just spent $100, can you ask someone else please?”
“Okay” (Looking at us as if we were crazy she calls her supervisor)
Angry looking Assistant Manager comes to the front. Now please note, the store is EMPTY, okay? No queue, no stress or we probably would not have bothered them. We are also the most polite people in stores you can imagine…
 ”Whats the problem?”
“Well, we forgot to give you our Air Miles card…”
Interrupting as she looks at the receipt that has I guess about twelve items on it, ” well, normally for one or two items its not a problem but this is too much to do.”
“What do you mean?”
Frustrated look as if we are idiots, “I have to have all the items, check them on the receipt, scan them and then run it again.”
“Okay, can you do that please?”
VERY irritated looking Assitant Manager, “Get the bags and I’ll do it then.”
“We’re not returning anything can’t you just reverse the sale and re-enter it?” She did NOT like this idea and said it was impossible. However, I think we understood that so I actually went and got the bags from the car.
We put them on the counter and I proceed to take out the items, “Don’t do that!”
“What?”
“Don’t do that it confuses me!”
“Okay.”
Slowly the Assitant Manager begins to take each item from the two bags and circle it on the receipt and then scan it. I ask, “Well, can’t you just scan it all and if the price matches the receipt, as we’re not returning anything, you should be good?”
REALLY hard look then, “No, I have to do it this way.”
Some guy walks up to the cashier and I tell him, “Its going to be a while, sorry!” The Assistant Manager hollers (literally) for someone to get to another cashier desk. The store is nearly empty save for that one person and another girl is already at the cashier desk next to us. This woman is seriously stressed by our terrible request!
I have time to browse around for another five minutes wishing we’d remembered the darn Air Miles card in the first place!
She eventually completes the transaction and my wife has gone to wait in the car. The Assistant Manager tells me as she is finishing off the transaction (now running through the actual sale again), “we don’t do this, next time you should remember your card.”
A little chagrined I tell her, “next time I’ll return everything which is in line with your store policy and go buy it at PharmaPrix.”
Jean Coutu has a line about visiting their store and you might even, “find a friend.”

Not at Jean Coutu in Bois-des-Filion you won’t!

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Social Media Predictions – Where to next?

Following my blog about Facebook, I started researching more around social media.

It surprises me everyday to see that MySpace is still out there sitting at number two to Facebook in most surveys.

LinkedIn of course seems to remain the business user’s favorite but others like Tumblr, Pinterest, Instagram and Foursquare are up there along with Bebo and Friendster.

Some of the less known (depending on the circle you travel in) but equally interesting choices out there are working their way into the mainstream. Here are two examples: 

Fans of Online MMO (Massively Multiplayer Online) and MMORPG games that are all still the rage on mobile devices (“Farm”, “Mob” or “War” with pretty much anything…) head to tools like Palringo and other group managing social tools to share links and mutual interests. Admittedly, many “Farmers” are using Facebook but the fact is, the game creators are savvy enough to know that wider audiences are available by not holding your game to a single social network…

Of increasing interest to kids and adults alike GifBoom provides a slightly different experience to Facebook but a warning here, it appears to be really effective on iPhones but still needs some attention on Android.

All this got me thinking about where social media is headed. The Facebook and MySpace examples of continuous daily hits are a clue. While many of us are present on many social media sites what is happening in social media is that actual social media tools are becoming like virtual cities or even countries with its citizens being tied by mutual interests. Its only an opinion, this is a blog, but I feel that Pinterest is a great example of positioning a more middle/middle-high class “mindset” citizenship through its “invite” process. Thus, its citizens can feel that status without necessarily living the actual dream.  

This gets more interesting as more focused social networks begin to make their mark, why so? Well, because one of the biggest benefits financially for a social networking “product” is the value of its advertising. If its audience is largely built from a specific “interest” community, the social media product becomes the target advertising vehicle of choice for businesses focused around that “interest” to really target their core customers.

Thus, while Facebook may have its communities, largely its an “everyone in” environment and much harder to be sure that its communities are well attended on a daily basis. LinkedIn has the same problem – how many Groups do you belong to and how many of the emails do you really read in depth? IN contrast, the smaller social networks that gain traction with smaller but focused customer potential begin to look more attractive.

When you fish for Trout do you go where you know they’ll be for sure or just fish anywhere in a big sea that you know has at least some of them in it and hope they come by?

Social Media is already the advertisers dream but using it wisely to get the bang for the buck requires research about your customer’s habits and likely social choices. Just because a social media product has a relatively small citizenship, it is not necessarily one to be ignored.

As the mobile drive continues expect to see more social media sites, more membership and more focus in use of advertising dollars. As a citizen of a social media community, expect to see more of what you are actually interested in as those advertisements in the Free versions of your favorite social tool, will begin to be much smarter.

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Life After Facebook IPO

The rich might not have got richer on this occasion. The early investors of Facebook will be wondering what hit them as the stock “semi-tanked” post-IPO. The company that opened at $38 on IPO and is presently trading at $27+ on today’s close, has been the target of investor chagrin, lawsuits and much humor, but really, what did anyone expect? 

The economy is tight, advertising revenues are generally down, Facebook relies on advertising and business partnership to drive its value. Sound familiar? Thats because it is, all this is is plain old business sense. If you don’t have enough money you start to cut where you think its use is frivilous. What is happening for Facebook right now demonstrates how far most companies are from being truly socially adept.

Let me explain. Facebook, Twitter et al, may be free to their subscribers but they carry a wealth of information that is extremely valuable when companies are trying to make a difference to their market. That is not to say every company’s clients are using these social “products” (as that is what they are), but a half billion users has to translate into a good bit of visibility… provided Facebook is working its targeting correctly.

I really think that if Facebook sets about showing its paying advertisers that it really is influencing their customers to buy, it will not just turn around but it will sky-rocket.

Hmm, thinking maybe there will be a Facebook button in some cars alongside the Sync… automatically updating location, check in, voice activating status updates…

On that subject, did GM make a mistake and will Ford profit from it? See this article about the GM pullout from Facebook from brandchannel

I’m watching with interest for the bear to go bull…

 

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Contact Centre Investment – “To Cloud, or not to Cloud.”

I’m a business executive and I am examining capital expenditure, financing, operating expenditure, total cost of ownership, business operations flexibility and timing. Armed with this information I will decide, “to cloud, or not to cloud.” This is a thought that will pass the mind of many CIOs, CTOs, Operations executives and small business owners in the next few years as the booming cloud becomes a greater part of everyday business. If this is true of you, care is required in making this decision due to the far reaching impacts on your business if you get it wrong.

From a business perspective financial elements are often more important than what most IT leaders may be looking for in a cloud solution, namely, security, ease of scale, flexibility, capabilities, etc. A CIO may be told by the CEO and/or CFO that there is simply no capital available for an on-premise solution but the company is still embedded in 90s technology and the CIO needs to find a way forward. Automatically, the cloud becomes an option but is it always the best option?

Business leaders, let’s turn the light back on you, just a little, though. The reason for a business to go to the cloud today should be a balanced decision, yet more often than not it appears to be driven by the financial side of the fulrum and not the realities of what your business needs to survive. This leads to the question, “how do you prioritize the reasons for a cloud investment over an on-premise solution?” You ability to answer this question could make or break your business. Literally, make it or break it.

How you are addressing prioritization of the business and financial needs is extremely important. If your decision is purely financial, the result could be a less than acceptable customer experience. Why is this relevant? Because some analysts report suggest that companies who are laggards with customer experience do badly in good times and worse in bad times, whereas companies leading the customer experience will perform less badly or even well during bad times! (Forrester, 2009 Customer Experience Index) It is not clear yet how the looming financial depression in Europe will impact North America or if governments globally can stave off another world economic downturn. However, your decision cannot be based on negative future outlook, it must be based on the ability of your business to be competitive and different in order to gain and maintain your profitable customer base. This means truly understanding what is possible, convincing your financial backers to secure the investment funds and driving your business to that outcome.

A rather perverse practice that has become almost a habit in the last few years of ecomonic grief is that companies cut their investment the most, in the place where they can least afford to, the contact centre! Why, in this time of harsh competition and demanding customer expectations, would a business seek to cut investment in their most important point of customer interface?

Don’t respond, “because its expensive”, as that is really a double-edged sword. If you cut the investment in a business operation, without properly examining what you need from it, you stand to reduce its ability to deliver, cutting also its effectiveness and leading to the self-fulfilling prophecy of doom you foresaw before you made the cuts. Honestly, look at history in business, cuts lead to cuts and cuts lead to customer dissatisfaction. Customers who walked away and came back in the past now have much more choice than ever before and even if they do comeback it may be years before they have tried out the competition. It is critical to your business that you take the needed time to analyze the key customer experience elements that bring your customer to your business. In doing so, you will be able to make a much better decision on where excesses exist in your operations. As a salesperson I spend a good deal of time talking to my customers about customer experience, most of them really do know what makes their customer’s tick. Some do not.

Questions that may be useful include, “Am I going to reduce my ability to respond to customer needs flexibly by using a cloud solution?” “Will I have the ability to quickly add what I need for new business contact channels or social media with an on-premise solution?” “How does total cost of ownership factor into my business and operational plans?” “How will this project deployment be accomplished?” “Do I have cloud choices that I can leverage for a future on-premise solution?” “How does the solution under consideration accomplish my business objectives surrounding the contact centre?”

Be willing to take a different look at investment options as if from the outside in. Examine return on investment if you have previously never really done so. Yes, it is possible for a company to be doing well without having reviewed their ROI on purchases but today thats as luxury most businesses can ill afford.

A willingness to examine the options before deciding on a cloud or on-premise decision is a key to success for today’s business and IT leaders.

A note to Sales people: Its important to understand the underlying reasons why a prospect or customer is seeking a cloud solution. Before you prescribe, despite the heavy temptation and pressures upon you, seek first to understand clearly the drivers of the cloud decision. If the executives or IT have already commoditized your solution, this will ultimately end up being largely a financial decision but it could also be influenced by specific business value your solution can bring. Don’t make the mistake of thinking that simply highlighting differentiation will make a difference to the executives considering their options. If you can present your guidance and advice in a manner that truly helps the executive(s) deliver specific business value, you will have a better chance of positioning a more expensive cloud solution and showing your executive contact the business sense.

The difference today is that you MUST understand the industry and you MUST understand your customer/prospect business drivers. The 21st century is not an era for the journeyman sales person looking for a 9-12 month stint to keep the kitty flowing. Rather, its a time for strategic-minded sales people to show their value. Sales is after all about helping to fix a pain whether its discovered or already known, how can you reveal these things if you don’t know your prospect or customer’s business? You will need to invest time if you expect to be rewarded with the listening ear of an executive, or else, hang up your shoes and laptop and move over for sales people who actually care.

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