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Showing posts with label Innovation. Show all posts
Showing posts with label Innovation. Show all posts

May 1, 2019

Decluttering ​:​ WorkPlace of the future!


I have to admit this, I was tempted to begin this write up with dictionary definition of ‘modern workplace’, a cup of tea and a few biscuits later, I did overcome the juvenile urge. And decided to define it the way I understand it. There isn’t a scientific definition to tell the accurate comprehension from otherwise descripts of this subject, so in that sense, it is lucid and open to interpretation. No one definition is absolutely right, so if you happen to disagree with my views on it, I wouldn’t count that against you, nor will you be wrong.

Back to the definition, a modern workplace, in my view is an intelligent, intuitive and integrated ‘set up’, one that lives by the principle of liberalisation, democratisation, collaboration and creative imagination of the future and that of the current time. Let me borrow from a great CEO and modify it by adding a few of my own words (trivia, find out who said this) here to say that, “work is no longer a place that you go to but a thing that you do, at a time, place and platform of your choice”, choice has to accommodate business realities, economic sense, and mandates of the stakeholders. We have every right to choose to live in the past and in sharp denial of present realities but ‘change’ as a constant doesn’t really need consent of the people involved; it will on its own keep transforming itself relentlessly and if you choose to not run with it, you will witness it run ahead of you for some time and then it will go past your sight. Let’s do a little study, pick up top 100 corporations of 1900 and then see how many of them exist today? And then see of those that exist today, how many continue to hold the same prominence in the marketplace?  A quick 15 minutes research will tell you that no more than 8% of the organizations have survived and effectively transformed themselves in keeping with time. Let’s ask ourselves, what did they not have? Were their balance sheets not swell enough? Were they not men and women of great character and grit? Did they not dream big and build an organisation, a brand that was admired? Answer to all of these questions is a resounding YES. They were all successful companies with all the money and the might that one could wish for but yet they did not succeed the test of time and finally succumbed owing to their unapparent inability of welcoming change.

Why? With a lot of ease and in an almost unthinkable way one can, secure in the knowledge that they won’t be wrong, say that the conglomerates that went down did not innovate. But isn't that the eventual output that one desires, sadly, in most cases, without providing for enablers that create the ground for innovation, we bake it, consider that it will happen anyway. Desire to create a plush and green garden, quality seeds, best fertilisers and state of the art irrigation supplies are all useless without the company of adequate sunlight and fertile soil. No amount of dreaming will ever sprout a flower out of a concrete marble floor. And there I say, what has been said in many books and case studies, one such book is “Rebuild by Ramya Ramamurthy’ that I would recommend you read, that before you target to innovate, you’ll need to create grounds that will foster such outcomes. Therefore the two top hindrances that I gather are below.
Lack of imagination.
Resistance to change.
Modern workplace is one such essential ingredient that makes way for free and fearless thinking, creative problem solving and solidifying sustained urge to keep transforming the ways of doing business. It is important to constantly re-imagine the tangibles of business to reinvent ways of doing it better.

The advent of technology and the ecosystem powered by ubiquitous internet has at a maddening pace changed the face of commerce. Back in the day, linear thought process prevailed, in which designated spaces and set designs ruled the way people conceived and conducted business, but that is no longer true. Physical boundaries are disappearing, templates are no longer relevant and precedents are being challenged like never before.  We’re at a classic cusp of time, what was once considered a shining knight in the armour is now a heavy and ineffective piece of metal that is best not carried. A great man once said that there is a reason why we look ahead when we walk, because what is behind is going to fade, look for what is ahead of you and prepare to get there, if you want your journey to be a long and rewarding one.

We’ve tried defining a modern workplace and also established how it is an important and effective enabler. It is time to look at some the principles that we must take into account when creating the sketch for a modern workplace.

Before we get into the specifics of some of those principles, I must say these examples are a  few of many tools available for deployment, you can choose whichever one you like. What is important here is to be accepting of the progressive principles of creating an obstruction free environment in which no time is wasted in waiting or finding the ‘spot’ or the ‘condition’ needed to create (deliveries/solutions/outputs/work). It is about creating an ecosystem that frees people and gets them to a state where they have everything that they need to work at all times within their comfortable reach so that they use it seamlessly to create spectacular results. It is also about eliminating all practical frictions that come in the way of productivity, making use of the best and most secure of the technology/infra that is available today.

Liberalisation: There can’t be a dispute on the fact that people make organisations and for people to deliver their best, they must be allowed to concentrate on the most important business problem by eliminating distractions of conformities. In a tier one city, an average person spends 3 hours on the road commuting ‘from and to’ work. 3 hours is 12.5% of your day! Preparations to get to work takes another 40 minutes on an average day: you dress in a certain way, get your tanks full, car cleaned, fix food to a deadline and then get onto the road. Nearly 4 hours of the day devoted to an exercise that generates no value for anyone. I’m not even counting the carbon emission and the irreversible environmental damage that we unknowingly invoke upon mother nature. 73% of all vehicular traffic is generated by work routine related commute. Imagine what would a world be like if these cars were not on the road? Better air to breathe and faster commute on events of travel. We’ve spoken about time, let us look at the cost burden on organisations to maintain and create offices? You pay for spaces which are vacant 16 hours a day. Is that an efficient system? I know some of you are saying that design of some business is such that people have to gather at a place, sure, they have to, but have you looked at ways to minimise it as much as possible? If no, then you have work to do. Studies say, that only 30% of the spaces that orgs occupy are actually needed. So if you have an org of 100 people, your real estate should have not more than 30 seats, people can in a planned manner come and meet each other in person, work together and yet have a great sense of space. 70% of your org can be on a work from home on any given day, on a rotation basis. It is a win-win situation for all stakeholders: Employee save on travel, work from comforts of their home, no one is ever getting late to work, better work-life balance, less friction among colleagues and benefits of disintegrated centre of deliveries and companies save on cost erecting and running the infra, lesser housekeeping and upkeep needs, lighter electricity load. Do not worry, there are tools available to measure which employee spent how much time on work. Apart from measuring core output, you can should you wish to even measure cursor movement even keystrokes, with ease, while passing the flexi hour benefit to employees. Surveys suggest that 87% of employees will happily elect to work an hour extra if they had to not travel.

Collaboration ( Digital and otherwise) : Wisdom of the crowd must not be lost, modern day organisations are a truly heterogeneous group, people from all kinds of socio-economic backgrounds, academic disciplines, social skills and personal beliefs come together to create solutions for customers. In 2019 a well-coloured wall comes second to stronger and snappier data connections, there is a need to smartly move investment into digital infrastructure. Hardware agnostic platforms should win your attention, you need to be able to eliminate barriers of space, formfactor, time and group to enable your staff to work, from wherever they are. To conduct a meeting, there is no need for people to look for the meeting room, they can use their excellent phones/computers/tablets to connect with you digitally, anytime anywhere, thereby bringing the lag to a virtual zero. Appearance for long has been a hindrance to productivity, practices of compensating for poor delivery with great rapport has been prevalent for a long time. People sometimes just want to be seen with the right people and at the right time and to make sure of that, waste a lot of time. In a digital workplace, all of that is eliminated, people are always connected so they reach out to one another in need and not just because they don't have anything better to do. Because employees are not physically crossing path, they would make up for it with their superior delivery, because, remember, all of us want to come out as the best. Who wins in the process? The organization and the staff: both. Organisations spend crazy amount of money in securing hardware, to create computer surpluses. Imagine having to spend 1K dollars in getting decent computer for your staff as option one and another in which you give 500 dollars and the employee and let him put whatever extra he would like to and own a hardware of his choice to conduct your business? Your cost has gone down by half, you’ve given the employee the choice that he will love and the hardware is anyway going to become obsolete in 3 years, so why not? If the staff already has a set, give him 200 dollars and onboard him. A case for cloud is not even required to be made if data is on the cloud, it is secure and at the same time always available on a data connection. The point being, that you wrap your organisation in software and not essentially hardware or physical dimensions. Deploy real time collaboration tools ( cloud based office suits), have project management tool implemented so that governance on the work is as real time as the work itself. For every lag,wait and re-do  that an inefficient infra creates the burden of additional unwelcomed and indirect cost piles up on the organisation, which you can and must avoid.
Transition from output to outcome : For aeons measurement method deployed to gauge efficiency has been largely output based, it is time that we graduate to an outcome-based system. Let me share a simple illustration, the judgement should not be based on how complex or comprehensive the backend is but on how simple and intuitive the user experience is. In the context of an MIS or a developer, length of code or syntax of formula is not a measure of hard work, but the flawless output is. We must move as far as practically possible from measuring clock hours and start considering, how the final outcome has been impacted. For instance, for a customer service agent the metric should not be how many customers did an executive handle but how many did he satisfy. I hope you get the Idea.

Well Being: Clinical researchers have proven beyond doubt that poor lifestyle practices substantially reduce cognitive capabilities, therefore it is imperative that designs are well thought of to nudge people to live better and healthier lives. Before I give you a few cases to ponder on, let me share with you that, India loses 21 billion dollars to absence from work on temporary health issues, every year, that is a lot of money!
Here are the options.
Come to office on time, work for 8 hours and get marked present.
Meet your objectives and get marked present.
Meet your objectives get marked present and walk 10K steps each day to earn coins needed for better than average appraisal?
A PMS that considers health goals around weight, waist sizes, too with KRA outputs?
When you engage with your staff on well being you create a bond far more personal than just professing how your organisation has to offer better professional future. When you encourage, your people, in a structured manner, to adopt a healthier lifestyle, you are helping them as much as you are helping yourself. There will be fewer sick leaves and even attrition will get impacted positively because employee value everything other than salary more than they are worth in the real world when handed in good faith. Quality health and accidental insurance and saving schemes not only give the employee a sense of protection but goes on to create the brand as a prefered employer. Remember you’ve only created 30% workstation, in the rest of the spaces you can create collaboration spaces, reading corner, exhibition centre, gyms and wellness spot. That infra will any day be appreciated more. The basic principle is to create hooks by offering meaningful engagement opportunities to the employees so that they see a lot of value in sticking around for long. I do not think that there is a need for me to make a case for how the cost of hiring and leakage of attrition impacts overall revenue objectives. So it makes perfect business sense to care for your employees.

I hope that with this article, I’ve given you reasons to believe in modern workspaces.

Many May day wishes to you.


Till we meet again bye bye.

Mar 25, 2019

You need Omni-channel & More!


The relationship between a customer and a brand revolves around a multitude of interactions that happens between them in the course of their journey together.

Customers expect to get all that they have signed up for and more without having to pay extra and the brands wish to make use of every possible opportunity to serve to the best of their abilities and resources, they create products, services, and related loops for the customers to keep coming back to them when in need & even otherwise. These objectives may appear conflicting from a distance but they actually are complimenting in nature. Companies spend a lot of time and money in preparing the foundation, as it were, for them to give prospects and customers a tour of their capabilities, educating them on the entire range of products and services is vital to gaining a larger share of the customer wallet. Investments are made in creating soothing, easy-on-the-eye, and nearly omnipresent digital footprint, from good looking, responsive &  intuitive websites to active social media participation. More traditional, brick and mortar establishments are also brought into the play, from choosing the right real estate to designing and erecting swanky showrooms: companies do it all. Not to mention that maintenance of both digital and physical assets come at a cost.

The question then is, is it enough to deliver an excellent customer experience? Do customers care about better or smarter solutions? These questions are important, no matter how complete a solution might appear to its creator if the customer/ end users do not see the considerable value and/or cozy comfort or both in it, it is not of good use and often will deliver less than ideal outcomes.

To understand this better, let’s take two examples.

Scenario #1

Customer: Payal Singh.

Need: Booking a holiday.

Chain of events :

  1. Payal goes to the website, logs in with her credentials.
  2. Provides her search criteria.
  3. Makes to the relevant selection of the airline.
  4. Provides passengers details.
  5. Comes to the payment page.
  6. Keys in the banking details.
  7. Is greeted by transaction failure.
  8. She tries one more time only to face a repeat of the error.
  9. She goes back to the home page and starts her search for the ‘contact us’ page.
  10. She finds the customer support number and calls up.
  11. She is greeted by the IVR and a never-ending list of irrelevant options.
  12. After spending, longer than she had expected to, she reaches the agent.
  13. The agent greets her and waits for the customer to share her reason for calling.
  14. The customer by then is already frustrated but keeps her cool and explains the entire story to the agent.
  15. The agent places the call on hold, checks the information.
  16. Comes back from hold and tries to authenticate the customer one more time because, in his book, it is customer account-specific information and must only be divulged to the right party.
  17. Post +ve verification, says that the payment gateway is down and she must try another time.

The customer bangs the phone feeling absolutely frustrated, infuriated & disheartened. Despite putting in much effort and time she is still without a definitive resolution, she doubts if she should give the brand another chance. She tweets about the horrible experience before the agent finishes his shift her entire followers have read about it: some have liked and retweeted the incident too, causing the brand a lost sale and tarnished online reputation.

Net-net nothing has been achieved so far, neither by the customer nor by the organization. Both have had to face negative experiences and are displeased with the way things have turned out.

Let’s look at another example.

Scenario #2

Customer: Iqbal Ahmed.

Need: Booking a holiday.

Chain of events: Identical till step number 7.

8) Is greeted by transaction failure alert.

9) Right after the failure message, the pop up saying “ Allow us to help you” appears.

10) Iqbal clicks on the pop-up and reads,

  1. Would you like us to call you back?
  2. You can chat with us too.

11) Customer clicks on the chat option.

12) Agent “Ram” greets the customer and says, apologies for the error, allow me to check it and get back to you.

13) Iqbal feeling exasperated scrolls up and hits on the “Would you like us to call you back?” button.

14) Chat window gets updated, Ram will call you on your registered number “9835098350” in 2 minutes.

15) Before the customer could pour himself a cup of coffee, his phone rings.

16) The caller, the same agent he had initiated his chat with, greets him with a solution.

  1. The agent from his integrated CRM was able to see the stage in which the customer had invoked the chat.
  2. He had studied customer history and was aware of the complete profile.
  3. There wasn’t a need for the customer to repeat the issue.
  4. The customer had the option to choose between chat and voice support.
  5. Both channels were instant.

17) He offered the customer an alternative and guided him through the steps.

18) Flight tickets were done.

19) The agent from the customer history could find out that he was looking for his wedding anniversary and then suggested, below options and offered additional & special anniversary discount to him.

  1. Airport pick up
  2. Options for beach facing hotel room.
  3. Candlelight dinner in perfect settings.
  4. Private musical show.
  5. Florist Options.
  6. Tour of the city
  7. Photographer on call.
  8. Suggested a variety of cakes to choose from.
  9. He also presented to the customer with the option to visit the famous state museum in the city on the day of his return.

20) The customer was delighted and took a few options suggested.

  1. The agent had access to his past bookings and the profile of the customer.
  2. His integrated CRM suggested smart related bundles.
  3. Given the size of the booking, he could provide the customer with a pre-authorized, on the spot discount.
  4. Planned the entire holiday and not just flight tickets.

21- The agent also took permission from the customer and blocked his calendar and provisioned for auto call reminders for key activities.

22- The call ended with a happy customer and a happier business.

Which is going to be the most likely seen in your organization?

Scenario 1 or 2?

If it is 1, you most certainly need to urgently deploy an Omnichannel support layer integrated smartly with the CRM/order management system. It will not only prepare you to provide customers with instant resolution but will also make you present at whichever mode that the customer would like you to assist him on? Intelligent integration with the order management/CRM tool as depicted in example 2 will also enable the service agent to help the customer make logical choices related to their need, resulting in bounty upsell/upgrade opportunity for the business and desirable convenience for the customer: resulting in a stronger relationship between the two.

When presented options of upgrade/upsell are contextual in nature those options appear meaningful to the customers and they are more likely to buy from you again. In the entire process, we saw how a potential deal-breaker “transaction failed” turned into a delightful customer experience in scenario 2; and it achieved a great experience without making the customer toil, like in the first undesirable case that we looked at. Customers love being spoilt with pleasant options but at the same time, they hate having to work for it. It is therefore important that when you design your systems, you keep the customer effort index in mind.

If you do all the work for your consumer, your consumer will love you more. Most organizations have all the tech, people, and other infrastructure that is needed to create scenario 2 like a rich experience. What they lack is omnichannel and supported intelligent integrations. They do not use customer profile/ purchase history data intelligently to create circumstantial product bouquet, which makes them incapable of churning out products that can be upsold at that right instance quickly and they most certainly do not have a single screen for their support agent, which makes responses appear fragmented, ill-informed and mostly random to the customer, causing poor memory of the brand.

Integrate your CRM/order management system with a capable Omni Channel solution, keep all options open for your customers to choose from, restricting your customers either to only voice or only data ( ChatBOT, email, form-based interaction, etc) is not a wise choice to make. Use data analytics to create a meaningful product/ service bundles and most importantly have a single screen set up, so that the support agent without sweating is able to give the most accurate and the most relevant information to the customer, thereby reducing customer effort.

Omnichannel is a good choice to make, invest in your systems to elevate the quality of customer interactions.

Happy serving!

Feb 12, 2019

Outsourcing 2.0, the future!


It is impossible to attempt predicting the future without taking history into account; the posterior view of linear time. The history of outsourcing is intensely integrated into the history of the growth of the modern business enterprise, many believe that it rose in the second half of the 19th Century. Historians and economists in the past fifty years have helped us to understand this sudden and prominent phenomenon of growth, one such legend is Mr. Alfred D. Chandler, do read his work. Much has been said regarding outsourcing in the past couple of years. This business practice has suddenly grabbed center stage attention and is now the focus of politicians, the press, companies, and workers alike. Organizations in the outsourcing space are also constantly applying thought to understand how should they reinvent themselves to remain relevant, as they face their toughest challenge in the present era. A business that found its existing space between the value difference of a rupee and a dollar (speaking strictly in the Indian context) initially and in not too much time became a darling even on a transaction that was between the same currency, faces an existential challenge now. The rationale for the rupee to rupee transaction came from the differentiation of core and non-core tasks for an organization. Offshoring, mainly from stronger currencies to the weaker ones flourished for the first decade, almost fanatically. India gained immensely from this fad that was catching up. IT and ITES provided employment to over 3 hundred thousand people, major businesses,  houses came into being: Wipro, Infosys, Concentrix, HCL, Tech Mahindra, and many others. Companies in the western world saw value in saving money and at the same time dealing with a race that was hardworking, ambitious, hungry for growth, and also particularly skilled for doing the job just right.

The growth and meaning of outsourcing are increasingly getting flatlined; cost pressures are driving the value down, from the perspective of the service providers. The political scene around the world is not helping either, mass protests in favor of keeping the jobs onshore have become common. Major political events in the recent past have revolved around it, the rise of President Trump, the ill effects of Brexit; the mounting of obscurantists and protectionists ideologies around the world have hurt the prospects of the thriving outsourcing industry in our country. Both IT and ITES have suffered immensely, we do not see too many new players making a move. But thankfully, all is not lost. India is growing, one could argue that it could have grown faster had a few things not happened, but then those are hypothetical arguments; we remain among the fastest-growing economies in the world. A new breed of entrepreneurs have come into the fray and are solving real issues interestingly applying technologies that are now available at a much cheaper cost, than it would have been let's say a decade ago. The eco-system is ready. Would Ola or Flipkart have become such spectacular successes in 1980ties in India? The answer to that question is a clear no. Now is the time for it and it is a great thing to happen to us as a country, society, and also the economy.

If the political climate was unfavorable and stunting the growth of outsourcing agencies vigorously, the advent of technology: penetration of internet, the rise of automation, AI and ML are together making it almost impossible for small players to exist. Jobs that required humans back then are being done in a few taps a lot more satisfyingly and swiftly. ITES providers are dying a slow death, many are bleeding profusely with no real sight of a breakeven, let alone profit and prosperity. Many renowned businesses have done away with their domestic business or are in the process of walking out, Sutherland &  Mphasis are classic examples. More than 40% of small and medium domestic BPOs had to shut shop, in the last 6 yrs. The scene is not all that good for those who aren’t comfortable with being on their toes all the time, either. There are organizations like Aegis, Karvy DigiKonnect, connectQ, 1point1, Megus, etc who are trying to walk in the opposite direction of the wind and have created for themselves results that are not bad, if not all that encouraging, in all the quarters of the year. But there is hope. And that is exactly what we are trying to discuss here.

A workforce that began with handling transactions on prescribed SOPs have in these years become rich in experience and now have valuable insight into how various businesses are conducted, not only have they mastered their game of efficiency but have also educated and trained themselves on the craft to a degree that they now carry invaluable perspicacity into the world of the consumers and deep understanding of the technology that makes the customer experience come about. Cross-pollination of talent has graduated the industry into a formidable group, one that is capable of rewriting the rules of the game. This development is part evolutionary and part forced and therefore, not easy for everyone to get to.

The time has come for the outsourcing industry to shed its dead weight of unskilled manpower, onboard forward thinkers, and retain only high performers; the average and the below-average must go. This industry has to prepare itself to walk out of the shadow of the transaction and shine in the light of experience. It is apt for the service providers to fight for increasing their share of influence, the only way for them to exist is if they muster the courage to secure a seat at the thought leadership table. A transition from a low value, labor-based output to a high-value intellect based outcome will have to be made. Service providers will have to become providers of knowledge and acumen and not just efficiency.

Doing the job, quicker, better, and at low cost is no longer lucrative, there is a need to invent ways to do them differently, trying different business solutions. The construct of the ‘different’ is in making the delivery consultative, one in which the providers do not only bring manpower but also industry acumen, knowledge of framing service philosophies, the capability of defining experience, designing its machinery, and then delivering results which are second to none. Technology is here to stay, providers will have to befriend the trend, work towards creating the capabilities of automation in-house, start offering a data first, and voice second service offering. The conventional mode of isolated support on voice, data, and chat channels will have to be united into an omnichannel environment, flexible enough to extend the customers the choice to choose: voice or text, self-help or assisted guidance, with solid CRM integration, one that is capable of building context and providing for predictive customer behavior. Service providers will have to become solution architects. The change will have to be welcomed into the organization and the way of its inner working. If I may borrow from Robin Sharma;

All change is tough at the beginning, messy in the middle, and gorgeous at the end.

Here are a few things that service providers should do to transform.

De-age your leadership team - All of those 25 to 30 yrs + experience folks are good, they bring a lot of value but if they are made in charge of driving transformation, it wouldn't come about just as swiftly or effectively. You need to bring in a fresh perspective, bright and young people with the required skillset to populate your leadership team. Studies have shown that after a certain age and getting certain success in life the fire in the belly goes off for 98% of the people and that alone is a reason for you to look at your leadership team to see if you have such satisfied people around? If so, it's time for you to get people who relate to the change and have a better handle on contemporary settings and above all are willing to walk that extra mile and have the desire and the determination to make their mark.
Alter your service offering - Your service offering has to be a happy marriage between technology, business acumen, skilled manpower, and growth infrastructure. You’ll need to modify your solutions for them to make sense to the market and the customers that you wish to service. You need to be able to partner with the organization with which you are doing business with offerings, creating service strategy, forming the budget, laying the logical and physical service infrastructure, sourcing, training, execution - all of it. You need to take a leap from business process outsourcing into the realm of experience outsourcing.
Responsible billing model: Try to slowly move away from transaction billing to outcome-based invoicing. It is not going to be easy. Today you bill for transactions (calls/email/chat) you handle tomorrow you’ll charge on outcomes, let’s say a threshold of customer satisfaction, first, call resolution, churn %, repeat purchase, etc,  keeping the service cost below a certain limit for the exchange of x% of profit. I’m just saying. Commercial viability will have to be worked out but if service providers have to grow in the value chain they will need to value outcomes more than a transaction. And in the process will come into effect a high-performance culture because then the substandard outcome will mean substandard billing. Focus on performance will be much higher. And because it is a high-value job .. service providers will get to command much better prices.
Driving innovation as a core product: Organizations will have to increasingly invest in a thinking workforce, currently, the focus is only on doing (executing) which is why you have a mob of the unintelligent and the uninspiring, who are satisfied doing what they have always done, without thinking of finding different and better ways of solving the issue. Service providers will need to get creative, run of the mill thought processes will have to be now killed, deliberately. For the culture of ideation to thrive within the organization, leaders will have to reward thinkers, demonstrate a willingness to accept the nonnormal and above all, they will need to give the message that they value thinking as much as they value doing, if not more. Take up a few high-value high impact ambitious projects and run them so that the workforce has something to relate to.
Decentralize work (WFH): Cluttering the real state in today’s world is not only ineffective but also inefficient - the outsourcing industry will have to learn to ‘work from home’. A model that is a mixture of on-premise + Work from home has the capability of bringing the billing cost down with leaving larger room for service providers to expand profits, alongside creating a more independent, flexible, and happier workforce. I’m not even counting the environmental benefits of reduced vehicular traffic or saving of travel time, here. For far too long leaders have seen the outsourcing industry set up to be like manufacturing, that must change NOW!
Diversify into Tech Products: Voice can and should not be your only stream of revenue. You’ll need to create a 1st party tech platform/solution to survive.
Gartner says that by 2020 85% of the transaction will move to the unassisted category, the machine will take over man, we already see that reality manifesting itself in our day to day interaction with the world. If service providers do not invest in this critical adaptation now, they will soon be extinct.

On that note, I end this .. until we meet again.

 

Nov 18, 2018

Transform digitally, NOW!

Digital transformation or digitization is right at the very top of business agenda today. All organization big and small, born in the new age or from yesterday’s years are all queuing up to set the record straight for their own good and for the well being of their customers. Well, there are also some who continue to not believe in the change that is currently sweeping our society and therefore see digitization as a wasteful exercise and an expenditure unnecessary.. we do not have to really spend a lot of time on those, because they are on their decline, anyway.  That brings us the question .. what is digital transformation and why should anyone really bother? For sake of simplicity let us say & agree to define digital transformation as a way of converting existing records, conversations, pieces of evidence, contents and contracts, and every other information extending to but not limited to audio and video records into a format that can be read, stored, indexed and pulled out by a machine. The machine is a device with computing capability in this case. And then there is the logical marriage of data with internet .. so that everything is available everywhere at all times, to do with cloud-based interactions. One way to measure the strength of your digital transformation is to see how seamless is search built on your digital records. Having a piece of information is as good as not having it if you’re not able to quickly pull it out from the pile, read from it, if needed modify/update it and then send it back to the storage to be looked at later. Search makes your digitization smart.

Let’s talk a little bit about why and how has digital transformation become such a thing. Why this force gained so much of relevance and it is not about sophistication but sustenance, in today's’ world. Let’s take a look at what & who are we really talking about when we say today’s world. We hear a lot about the demographic dividend and how age is by the side of India when rest of the world is aging fast into a scarcity staring them in the eye, we as a country have the largest and also the youngest workforce force. Inability to contain population has thrown this little, if I may say so, advantage, upon as. We’ve people, a lot of them when the world outside is quickly running out of human capital. Do we have the required skill set though, that is a discussion in itself ..an important one we must get back to it but some other day. Millennials are spoken about .. by everyone .. the future! Who are these people? Let’s get the definition out of the way quickly, anyone born after 1980 is a candidate for it and those born after 2000 are to be called generation ‘Z’; Z is the coolest lot on the block. To give you a view, nearly 45% of the current working population was born after 1980. A young workforce, who did not have to transition from typewriters to computers .. computers were the first devices on which they typed in 78% of the cases, whopping 63% of this mass had their first phone as a smartphone. We can easily conclude that this generation is tech-savvy and computes on machines every day. It is an interesting fact that about 17% of this category hasn’t used ‘fax’ even once in their lifetime.

We now know that 45% of the working population is of a certain nature and behavior.. it doesn’t take much to know that only those who are employed earn and only those who earn can possibly spend; so 45% of your customers, or let’s just say, near to that number are people who are exposed to computers and the combined state of computer and the internet. The proliferation of Internet-fuelled by cheap devices and economical data tariff has reached internet-powered devices in every corner of human civilization. These customers are always ‘online’ .. connected devices and the internet-of-things is a way of life for them. This generation, doesn’t ask people when in doubt, they just search it on the web, reason why they have a lot of information but not all of it is accurate, therefore, decision making is not wisdom based but mostly recognition based. You see more of SAMSUNG you buy it .. you see more of Maruti .. that is your car, etc.

‘Library’ is becoming .. thing of the past. The e-book is in. Most of the world around us today prefer digital books to read. One could argue that, Physical books and publication are still 71% of all the reading material that is sold; well yes, but it has shrunk from a 100% to 71% in less than 5 years and what is an interesting data point to see is that, 89% of new readers are e-readers, so what does it mean? It tells you that the new customers that are getting added are on digital platforms entirely because the legacy customers still are living .. the number on a cumulative basis is still on the physical side. An economic fact is that as you grow older your ability to spend goes down, which means that if you were to earn more you’ll have to look towards the other lot and therefore .. digitization is the way to go. Let’s not even bring the fact that old customer set isn’t immortals, life expectancy is not 200 yrs just about 65 and in that functional years is about 52 for over 70% of the population. So in next 5 years, 71% will shrink .. faster than physical masses when on strong fire.

If you do not digitalize yourself you’ll just perish into the oblivion. That is a fact.

Let’s talk a little about the history of the internet and how it became the power that it is today?

Experts categorize the rise of the internet in three categories.

Internet 1.0 – The time when the internet infra was being led out. The wiring and the plumbing of the Internet. This phase was great for companies like Cisco, Dell and HP and basically anyone that was selling physical infrastructure and networking. 

Internet 2.0 – Distinct and disruptive businesses that were built on the foundations of the Internet: Facebook, Google, Amazon, Expedia, Uber, AirBnB - the Internet-enabled new business models. Current age, ones are Shuttl, BigBasket, Flipkart, ShopClues, Drooms etc.

Internet 3.0 – The current phase in which the Internet is ubiquitous. The Internet is now enabling every part of the business. Everything and everyone is suffixed with an ‘e’, there is e-seva there is e-governance and even e-business.

What does that mean? And how should organizations cope up with it? Physical infrastructures aren’t going anywhere, you’d still see offices, tables, chairs, and the electronic infra though shrinking in size but will still remain. An 11 inch iPad outperformance 92% of desktop and laptops on Geekbench performance benchmark. Things are different now. 7 Nono meter chip is a reality, a fully grown ant is bigger than that. This is where we are. Mobile devices are the way to go .. free yourself from computers and try and see how much of your work can you migrate to the smaller screen sizes, that is where the world is going today. I try and do everything that I can on a smaller screen, this is my attempt to learn to remain relevant when that day comes which doesn’t have physical computers like we have today. I don’t wanna be left behind.

True digital transformation must have a thing or two to do with the three top things that come to my mind.

Data and Analytics– Connected devices with microprocessors on all kinds of machine are churning data, more than ever before, from location to pattern of use to every other aspect of it existence. Organizations must make way for storing, computing, and then deriving actionable insights from this gold mine of information that is being generated with every move. Prescriptive is thing of the past predictive is where it has to go now. Use past and present to accurately predict the future. Success will be determined by it .. thru and thru.

Communication to Workflow– We’ve to move away from communication-based progress monitoring to workflow based advancement measurement systems. I’m not saying people shouldn’t talk .. they must, more than before to arrive at decisions but once finalized, the execution has to be email or trial free. Have a workflow, with defined timelines .. no need to follow up or ask for status on emails or messengers. The workflow shows the accurate status of tasks and when not done, one doesn’t have to ask who did not do, each step of the work has to be moved to an activity with an owner. Not only will it cause for efficiency but also accountability will be a lot easier to establish. Moving away from 'he said' .. 'she said' .. to what was done, when and how much time was taken. Data over words. Needless to say that you’ve to stop signing piles of paper to approve something. By means of workflow .. it must pass from one to the other stage of fulfillment. Even when you have to deliver output to the different organization or an agency, make sure you go as digital as possible and when it has to be physical, the last output from the machine should be it. You should not have to print and then work on it, work and then print and then ship .. that is the way to go.

The transition from Physical spaces to Digital places– Successful billion dollar + stories are evidence that you’ve to invest less in physical infrastructure, use internet-based aggregation for fulfillment if that is what your business demands. Going hyperlocal or expanding global look for digital spaces and move fast. There is the benefit of both scale and cost, in it. Aggregation allows for the re-use of resources enabling optimal utilization. There hasn’t been a better win-win situation. The managed marketplace is the way to go.

Lastly, let’s not forget that this transformation is not organization but customer led, because of the way, we users:: you and I, learn, buy, consume, have changed, the way organizations procure, manufacture, supply, sell and service has to change too, if they were to remain in business.

Thanks for your time .. see you in the next one, have a good Sunday!

Sep 16, 2018

Before Innovation ..

“Innovation: why and how”, is the title of the article that I wrote last year in the month of June ( I’ll link it at the end of this article for you to read), in which I expressed my views around building the blocks of innovation in an organization. A few months before that I had resumed the role of leading innovation efforts for my then employer, a multi-billion dollar concern, spread across the length and breadth of our planet, for its global delivery businesses in India .. it was an exciting experience, never before had I ventured into anything that did not really exist as a department. All my previous roles have been about leading a certain section of business .. pulling performance of key metrics… working hard to beat the competition blue and then being happy about it. 

This, however, was different .. in the sense, from framework to measurement techniques, to milestones .. everything was to be set up.. 100% ground up. We were a great team and we managed to put a spectacular show. Ever since, I moved ahead in life.. with different set of responsibilities but innovation in many ways remained an inseparable part of my work life. My current job responsibilities have it, too, with another very respected and reputable business house.

I’ve been reading, observing, conversing, consulting and mulling over this subject intensely for nearly 2 years now. As I spend more time on it my understanding of the subject changes .. I certainly need to learn a lot more, for my knowledge to become definitive but, I see no harm in refreshing the accumulation of last 1.7 years on to the previous write up on innovation, with this one.

Here we go!

Firstly, let me just admit … it is incredibly difficult for individuals like us to get people excited about that fact that we drive innovation for a living. That very introduction, almost always, in matters of moments, makes the listener carve out an impression about us, they think that those who work in innovation aren’t ‘doers’ and therefore perhaps not as hardworking or as stressed as they are with their traditional day jobs. It is not unnatural for people to undervalue anything which is not about the muscular part of the execution. We tend to see greater value in labor and that is attributed to our history and the path of evolution that we have undertaken as a race .. perhaps thousand years from now, muscular part of the doing will get flipped by neural part of it, but the reality of today is in front of us and we gotta deal with it. 

The good news is that all leaders unanimously recognize the need to “innovate” and therefore are willing to invest time, effort and money in making it happen. In the previous write-up, I have dealt with why it is a need and some part for the how as well.

In this attempt, let me take a step back and ask this question - what comes before innovation? Or in another word.. if innovation were to be a behavior or let’s say the culture of an organization is there a prelude or prerequisite for it? If yes, what is it? Let’s stay with this for a while. 

Innovation is about the ‘new’ .. it is about ‘better’ ways of doing what is needed in cases where nothing ‘new’ comes out of it as a product/service offering. And so it essentially means discarding the old, which means ‘change’, change can’t happen without the willingness and ability to ‘adopt’. So it is then safe to say that innovation is about anti-conformity to precedents. One must have the courage to question the status quo to invent new ways to open fresh avenues. 

So before you set out to make innovation a culture in your organization you’ll need to make grounds for below two virtues to thrive unrestricted. 
  1. Curiosity 
  2. Persistence 
Let’s pick curiosity first, there is a chemical called dopamine that our body naturally produces when we are faced with a problem, a situation or a challenge bigger or deeper than choices what we encounter routinely and therefore the urge to jump into solving it comes first and inherently to humans. What we often forget is that before doing, we must “think”. We take a lot of pride in our troubleshooting ability, despite knowing that in most cases we do not go any further than treating the symptom. Mastery actually lies in killing the underlying cause, symptomatic redressal is the drug of the gimmick. 95% of times solutions tabled in an organization are superficially designed solely to doze the fire off. Very few stays with the problem for long enough to think, to investigate the real cause, to establish facts to back their claim and then attempt to solve it. Which is why problems often reoccur causing enormous time and resources to get trapped in a never-ending daily battle. Having practiced the half-baked approach over and over again a vast majority of the workforce sadly starts enjoying it and therefore without knowing even propagates incurious methods in pursuit of immediate fixes. “Fix it now” .. “I do not care” are popular phrases of those who think ‘thinking’ is a such a waste of time.

Nothing great was ever archived overnight .. the famous expression; “Rome wasn’t built in a day” exists for centuries ..for a reason.

I’m not trying to argue against speed .. what I’m trying to put to the table is that we should attach another dimension to speed, let’s say ‘direction’ for it to become meaningful and then be crazy about it. Therefore not speed but ‘velocity’ is the value that we must aspire for. The urgency of the situation will get you to the estimate of speed that you must have without you really querying hard but only thoughtful consideration will guide you to the right direction, therefore before you get into the ‘doing’ spare time and THINK!

Thinking is essentially being curious.

As business leaders, we must promote curiosity in our people and thus in our organizations. Here are a few things that we could do for that.
  • Encourage people/staff to as WHY relentlessly till they get fact-based answers, not just from their subordinates but also supervisors. Asking seniors a lot of useful questions is very important. They must not have a free pass.
  • Make your people aware of the context .. great ideas do not work if they are not designed for the environment in which their application is due.
  • Inhibition of learning from others is a real roadblock. Be willing to take inspiration from people .. copy ideas ( do give credit to the original thinker, that is a good manner) & implement. 
  • Adopting a bigger mindset is important. You do not solve a complex problem if you are stuck in petty conflicts of interests, behaviors and people. If you have an irritant around, ignore it. 
  • Alternatives are good to have even for those items/things/tasks that are operating at an optimum level .. it is part of being future ready. Make people explore it.
  • Be a doer .. roll your sleeve up, be ready to dirty your hands. People who sermon are priests and not workers.
Incurious set of people do not grow! 

Had the daughter of the inventor of the Polaroid camera not asked “ why do we have to wait to get pictures”, the father wouldn’t have got the motivation to find a solution and the industry wouldn’t have changed. The right question is just as powerful as the insightful answer .. ask them!

Persistence, because the road to success is often laid by the brick of failures. If you get discouraged by setbacks far too quickly .. it isn’t going to work. There is light at the end of the tunnel but only those who walk the entire dark tunnel will get to bask in its glory.  STAY PUT.

It is ok, if you’re having to try harder than others .. perhaps your purpose is more meaningful.. keep at it and you’ll find the answer, for sure.

Business leaders need to recognize the merit in following the below chain for creative innovation to happen. 

"Preparation --- Incubation --- Illumination --- Verification" .. & then repeat of it. 

Link to "Innovation: why and how", as promised. 


See you in the next one .. have a wonderful Sunday!

Jul 15, 2018

From service to “Customer Experience” !

Hi People, 

How have you been? Thanks for your time and suggestions on the last article .. I appreciate every minute that you spend on my blog and deeply care for the suggestions and recommendations that you make. Many of you have requested that I keep the customer experience series going. Your wish is my command, in every sense of the expression. This is the fourth one that we are doing today, together as always. I shall link the other three at the end of this blog, to save you time and effort of finding it, in case you happen to be one who is reading this articles as the first one from the series. Well, then let’s get started!

Customer service for the future; is what we shall explore today. BTW, do we still just use customer ‘service’? Service is undeniably critical but, if I may say so, has outlived its utility. Service alone isn’t exciting anymore, so much so that excellent customer service practices of yesterday has become “hygiene” for operation today & are listed in the bucket labeled “bare minimum” in the minds of the customers. The customer is that one person or group that keep us going .. that is where the payment for all that we offer comes from ... therefore imp, isn’t it?

The transformation that we are going thru is rapid, every sphere of life is undergoing massive modification as we speak. We do not do things the way we used to let's say a decade ago. In very little time .. a lot has changed and perhaps forever. How many of us write letters now? Do you even recall walking to a bank branch for withdrawing cash or even making a deposit? The favorite bookstore for most of us is no longer crosswords but Flipkart.com / amazon.com - not to say that we do not like stores but we prefer shopping from our homes more. Fundamentally, things have changed, instead of us reaching the goods/services, the goods /services travel to reach us and on that organization compete .. who reaches faster .. fresher .. fuller etc. Take a look at the humble Pizza, '30 minutes delivery or free' has become more imp than the pizza itself, at least from the narrative that is being built. A whole lot of organizations, some close to a billion dollars have come into being, aggregating stuff .. Ola, Uber, Zomato, Swiggy; you name it - ridding on this wind of change.

The moot point that I’m trying to make here is that; the wind of change is not just blowing but is sweeping everything that is coming in its way and it is all for the good - I can say this today, not sure how will it be seen a decade from now. When we have all depleted natural resources greatly to fuel our outrageous ambitions; but then we must leave that discussion for some other time ( do hit me on my email if you’d like to hear the environmentalist, that I hide inside me, glaring about the changes that I see).  Considerable change in customer expectations is putting a tough challenge to the organization to manage, meet and exceed what is to be delivered to the customer, day in and day out.  

Before we get into specifics let’s just get the definition out of the way.

When you fix a problem that the customer has reported and done it promptly, polity and in a manner that makes the customer feel safe, it can easily be called service. Customer experience, however, is a different ball game it is not only about reactive care/support but also all the proactive measures that you take to ensure that customers do not go thru any of this ever on your platform. In one of my articles, I’ve argued that a set up that minimizes or better yet completely eliminates the need for customer service is the best firm for customer service. Attaining that is not easy, it would mean every nut and bolt of the organization is tightened and enough that before something reaches the customer it is 100% complete, and what follows it is a series of customer education; one that brings the customer up to speed. There the level of customer education is elevated … to the standard of advisory!! You need to make sure that you advise your customers on matters that matter to him, and the quality of advisory is so good that they become dependent on you. More like a dictionary .. when you do not know a word .. that is the only solution that you have .. you consume it on the web or flip physical pages .. .it is dictionary service that gets you to the meaning. That is what is needed for brands to create dictionary grade accuracy and reality and recognition.

What is also abundantly clear is that incremental enhancements to do with reducing cost can no longer be passed to the customers as a gesture of service, let alone, experience. You can no longer shut the telephone line and say that we are doing so because we care for our customers, phone in our view is an intrusive method so we decided to go all and ‘only’ digital. Your customer will read right thru it and know that you are cutting corners to grow your balance sheets fatter at the cost of customer experience and they will not miss a beat in choosing your competition over you should there be any offering what in their mind is better customer support. We need to understand that free flow of information is now a reality, customers can read reviews, learn about how others have experienced your brand in a matter of moments - it is all out there available and free! The way we learn about a product or a service, the way we compare and the purchase decision that we make today is supplied with a decent amount of data & research. Impulsive purchases are no longer the largest contributors of growth and certainly not a reason for a repeat purchase. A continued association is only possible if you service your customer well. There is no other way, really. 

It is as simple as this; if you want the customers to remain loyal to you and get you more users you’ll have to invest in their experience, sweat for them to feel the breeze of convenience. If you do not make "customer experience" your priority you will no longer remain your customer’s either. Make the choice, while you still can!

Championing the cause of customer is rather easy if you are a small org or let’s say a single identity; it is that much more difficult if you have a group of companies or an org that is well spread out in vast geographies. But there is a way out and I’m here to present that to you in what I call a customer experience toolkit :) 

It has five elements; much like our universe that is made up of five elements ( air, water, earth, sky, & fire); accordingly to the wisdom of the Vedas ( Veda for some other time). 

Here is the list in no particular order.
  1. Create customer centricity organization/Group.
  2. Integrate customer touch points 
  3. Customer interface based innovation 
  4. Sell “service” for revenue  
  5. Build high-performance operations.

Let’s get down to each one of them, individually. 

Create customer centricity organization/ Group: Our values are important because they help us to grow and develop. They help us to create the future we want to experience. Every individual and every organization is involved in making hundreds of decisions every day. The decisions we make are a reflection of our values and beliefs, and they are always directed towards a specific purpose. And purpose singularly should be “customer satisfaction”. You’ve to encourage all your people to think from the customer’s perspective. Everyone has to do it not just customer-facing units. From person working the accounts, the tech guys designing systems, to the IT personal fixing computers to the pantry staff to the security guard, everyone right up till the CEO/MD must make sure that every decision that they make; is made for the customer. I’m not saying make your organization non-profit charity but you have to make it sensitive to what your customers care about .. and that will be a good beginning.

Integrate customer touch points: Synergy gets built when you integrate smartly, you have to integrate your product lines; you can’t be selling one thing from one store and another from some other even if they are related. It is like selling a pen at one store and ink at the other to create a specialization, while it helps your logistics it doesn’t help the customer. The customer would want both the fountain pen and the ink to be available at the same store, placed beside each other. If you are a group that offers multiple products .. you got to integrate similar ones together. This integration will keep your customers from getting confused. After product lines coming together comes Sale and service integration; You can’t deny service at the point of sale, for all practical purposes it is the point of sale that the customer first gets introduced to, you have to make use of that familiarity to make your service outlet coexist with POS. Service where you sell and sell more because of your good service.( that is what Apple does). And then comes the touch point integration; Go omnichannel, make use of customer history and profile information to make your pitch contextual and win the customer over with detail, quality, and speed.

Customer interface based innovation: Organization needs to keep reinventing themselves by shifting their focus to truly reshaping the customer interface as a core driver for new value. Again, technology and service innovation is no longer solely used to enhance productivity and drive down staff costs. You have to be on the latest technology platform and keep your plan for migration into the future techs ready. Deploy state-of-the-art voice recognition systems not only to understand what customers say using natural language but also to detect emotional “vibes” thus making the routing system that delivers the call intuitive and intelligent. In addition to applying channel-specific technology innovations, more companies are leveraging technology to enhance the interplay of channels. Turn the ordinary business of technology troubleshooting into a customer adventure, a game for instance. Classic Web service features include live chats with service agents, moderated communities and forums, employee and user blogs, and product demonstration videos. Two-way interfaces capture customer suggestions and allow service agents to comment or directly follow up. Striking a smart balance between contact automation and human interaction is a key success factor for service organizations.

Sell “service” for revenue: Service is of strategic importance in a market that is crowded with low-cost options, the way for you to gain customer’s attention is by serving them right. A shift in mindset from contact avoidance to active contact management is one of the most fundamental changes in next-generation customer service. Rather than decreasing contact time with the customer to reduce cost, organizations must discover new value by using each contact to generate new consumer insights, build loyalty, and leverage the interaction for cross-selling and up-selling. Make customer- specific recommendations, for example, the system displays products and services already purchased by the customer on the line, automatically proposes new products and services, and simultaneously provides the agent with a script to help pitch those recommendations. This can also be applied to larger groups who have more than one organization. When you make a pitch for one service .. make sure you let your customers also know about some of the other capabilities that your company has to offer. 

Build high-performance operations:  Before we get into explaining why high-performance operations is non-negotiable, let us take a moment to understand how imp it is to keep the workforce meaningfully engaged, highly motivated and goal oriented. An unhappy person can never generate great results.. you have to work towards making sure that you pay right, you pay on time, you give your staff the tools and space needed to perform and above all make them feel needed. Value the person behind the title and it will all start falling into place. You have to, however, make sure that from a design perspective your companies/groups goal is very well distributed towards each function and all employees .. KRA and goal setting is a great tool to apply in this case. Poor service actually drives customers away; in others, inefficient processes are inordinately expensive. Focus primarily on changing or optimizing existing operations—processes, systems, and staff qualifications. Employee motivation is a prerequisite for efficient operations and high-quality service. Set realistic yet ambitious targets and use predictive and predictive analysis to sound early warning alarms and then if it comes to that .. you have to performance manage your people, indiscriminately & dispassionately.

Well, we are done with our toolkit. I do not claim that these are the perfect set or one that will solve all problems but I can with reasonable confidence can say that there is no way it will not work. These come from a mix of my own work experience, reading, and imagination using the former two.

As promised here is the link of the other three articles written for the customer experience series.. 


#1 Customer Experience - It matters!

#2 Customer Feedback, should you care? 

#3 Service & Churn!

See you in the next one .. you have a pleasant Sunday!

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