“Hearts and minds” using survey data to improve the customer experience Stephen Hampshire http://customersatisfaction.typepad.com Get the right data Build the bridge from data to action Keep the momentum Get the right data What customers want to say, not what you want to know The survey basics—boring, but important Getting the right balance of quant. & qual. Ask the right questions What customers want to say, not what you want to know The survey basics—boring, but important Getting the right balance of quant. & qual. % satisfied is a very weak measure % “satisfied” Satisfaction Index™ 5 point verbal scale 10 point numerical scale Company 1 79% 65 Company 2 85% 67 Company 3 88% 71 Company 4 90% 74 Company 5 92% 76 85% Use a tough measure if you want to improve 67 Frequency Up to date information Big impact Good fit with MI Easy to see improvement Fast changing markets Stable markets Large customer base Small customer base Event-driven Relationship B2C B2B Can become wallpaper Keeping the spotlight on What customers want to say, not what you want to know The survey basics—boring, but important Getting the right balance of quant. & qual. Measurement is important… 5 Quality of interviewing (44) Understanding your requirements 6 7 8 9 10 1.0 0.5 Credibility of the methodology Level of insight provided into the results Actionability of the results 0.3 0.7 0.7 Expertise of your Client Manager 0.0 Keeping to deadlines 0.1 Quality of any written reports 0.2 Expertise of research staff 0.2 Handling of any problems (22) Value for money Understanding your business 0.1 0.8 0.3 Helpfulness of staff 0.7 Quality of any Client Manager’s presentation 0.2 Flexibility of the The Leadership Factor 0.4 Speed of response to any requests or queries 0.6 Partnership approach 0.5 0.3 Keeping you updated on project progress Proactivity of staff Benchmarking information provided 0.1 0.3 …but show people real customers “Gimmicks” can be effective The voice of the customer NotThere They The One toilets spacious tiny are toilet really areand in small smelly very dreadful. clean, disgusting, shabby. grotty. cramped, the very cramped. and whole but and They tatty. The Igrotty, very so went could horrible toilets are place. they No There very cheap, inloo do very get one themselves Horrible. and small with roll isdirty very which water nasty old. and an and poor. and air You was no toilet paper, and no coat hooks andon freshener everywhere bits out messy They had have of of aneed yellow not are to baby date. quickly. paper wait innot or keeping astains. changing from good fan. in clean onthe the Getting the clean They enough with hallway floor. sink unit are the and ready and and very ifrest decorating. someone the thought have for of squashed toilet. the not istoo They been using and I the door. The female toilet area isthat premises. decorated refurbishment, would are you it. Itsmall. also have really never very tofor lets back change small. years. the they're into place athem baby a down. bit so dingy. in there you can if Iget hadout. one. There was no toilet roll. Discussion Is your survey asking what customers want to say, or what you want to know? What is your methodology? How do you manage the balance between quantitative and qualitative data? Build the bridge from data to action Engage staff Involve customers Focus Good employees beat systems “ Why is it that every time I ask for a pair of hands, a brain comes attached? ” Henry Ford “ Techniques don’t produce quality products or pick up the garbage on time; people do, people who care, people who are treated as creatively contributing adults. ” Tom Peters Step 1 – engage them with you Employees come first. If employees are treated right then service “ Customers don’t come first. will follow.” Richard Branson Show them where to change Map the customer journey “Doing best what matters most” Think like a customer Involve them in making change Prove it Satisfied customers Stay longer Buy more Pay more (9% on average) Recommend more Complain less Cost less to service It costs 5-20 times more Are more profitable to win a new customer than to keep an existing one The $4,000 pizza customer $8 x 50 weeks x 10 years UGRs, not words, drive behaviour The only time anyone gets spoken to by the boss is when something is wrong The company talks about good customer service, but we know they don’t really mean it, so we don’t really have to worry about it We go through the motions with our bosses, once they’ve gone we do what we want Best practice—staff “You can only remember 3 things” It has to come from the top Ownable results Healthy competition Prove it matters Engage staff Involve customers Focus Google search trends (UK) Engage staff Involve customers Focus Priorities help staff and customers But are PFIs right for everyone? Discussion •Do satisfaction-based bonuses work? •Where could (does) co-creation fit in your service delivery? •Do PFIs work for you? Keep the momentum Talk (and listen) to customers PFIs to actions Re-measure Showing that you listen Channels Perfect Pint of Guinness Manchester United Capio “ Perception is reality. Tom Peters ” Best practice—customers Make it relevant (tailored?) The dog muck theory Notice change Link change to survey Impact on response rates Talk (and listen) to customers PFIs to actions Re-measure Satisfaction drivers 9.7 GIVENS SATISFACTION DRIVERS Staff doing what they say Staff listening to you 9.65 The accuracy of the service 9.6 The efficiency of the service 9.55 Importance 9.5 Understanding your enquiry Attitude Helpfulness 9.45 Treating you as a valued customer 9.4 Knowledge Ease of completing your enquiry Professionalism MARGINALS Speed of getting through to a person 9.35 0.65 Speed of resolution 0.70 0.75 Impact 0.80 0.85 HIDDEN OPPORTUNITIES Not all PFIs are the same •Maintainers •Enhancers •Reduce variation •Innovation •Six sigma •Lean •Average •Co-creation •Bonuses •Intrinsic rewards Tragics and magics 1-5 9/10 Staff doing what they say 7.1% 67.3% Staff listening to you 4.8% 68.2% The accuracy of the service 6.4% 68.2% The efficiency of the service 6.7% 67.9% Staff understanding your enquiry 5.6% Attitude of staff 3.9% Helpfulness of staff 4.6% 66.1% Treating you as a valued customer 6.3% 67.8% Ease of completing your enquiry 7.6% Knowledge of staff 7.1% Professionalism of staff 3.9% Speed of resolution 8.1% Speed of getting through to a person 9.7% 65.2% 69.0% 65.2% 53.0% 68.5% 64.6% 39.5% The perfect call 40 50 60 70 80 Automated service Used Transferred Once Once, requested another service No Twice, requested another service No 3+ transfers, requested another service Yes No Yes No Yes No Yes Once, person resolved query No Twice, person resolved query 3+ transfers, person resolved query Yes Yes No Once, person used name 3+ transfers, person used name No 3+ times Yes No No Yes Yes 100 Didn't use Yes Transferred Twice, person used name 90 Talk (and listen) to customers PFIs to actions Re-measure When? Survey update Survey results Customer attitude change Decision on actions Internal feedback Customers notice improvements Customer feedback Do something Discussion •What has actually led to action in the past, for you? •How often do you talk (openly) with customers about satisfaction? •What problems have you experienced with momentum? Any questions?