Showing posts with label customer service. Show all posts
Showing posts with label customer service. Show all posts

Thursday, January 21, 2016

Whining or Winning?

There is a oft-cited quote about customer service that says, "Your most unhappy customers are your greatest source of learning." (Bill Gates) Most of us believe that. We dissect customer complaints; we do customer surveys. We try to figure out what our customers want, and we change processes, products and services to meet their expectations.

Given that, why do we have a totally different view toward employee complaints? When employees complain, we say they "have a bad attitude," they're "whiners,"  or "crybabies." I understand the sentiment. I even find myself falling prey to that same thought process. Then I slap myself and remember, these people can help me...if I listen. No complaints? Then you have a problem. A serious problem. This is the waving red flag that your employees either do not care enough about your organization to tell you when something seems wrong to them, or they do not trust you to do anything about it. Or worse, they may feel a complaint is a sure-fire way to get a pink slip.

Complaining employees can indeed be Debbie (or Donnie) Downers--complaining about every little thing, real or imagined. That small percentage should be encouraged to go somewhere else. But most employee complaints have some merit. Employee complaints can help me discover why my turnover is so high. Why the company can't seem to meet deadlines. Which customers are costing me more to service than they are actually adding to my revenue. Who might be doing things they shouldn't. Where there might be hidden risks and liabilities. But I have to listen. More importantly, employees have to know I listened.

Listening is not the same as hearing. I can hear the words and ignore the meaning. I can also focus on the wrong things because of the filter I am listening through. Let's say an employee complains about a company policy. I am assuming you had a decent reason for implementing the policy in the first place, although that isn't always the case (the soapbox for another day.) So why the complaint? Is the employee complaining because they feel they lost something they had before the policy? Is it because the process created by the policy is cumbersome? Is there a message they are taking from the policy that is really the cause for their concern (you don't trust me)? Or was the policy and the reason for it poorly communicated?

I can give many examples, but I am sure you can think of many on your own. I want to talk more about how to listen. Most employees want to and will generally try to, complain inside a company first. And believe me, I want to know about a possible problem before anyone outside of the company knows. Usually that complaint is going to be to the supervisor. That means I need to ensure my supervisors know how to accept complaints and take care of them. If the supervisor is the source of the complaint, there needs to be another way to complain. Some ideas are a hotline, anonymous email, suggestion boxes, town hall meetings, and other opportunities to meet and talk to someone who can take the complaint (and know what to do with it.) Your HR Department is often such a place. Many people resist setting up complaints methods (especially anonymous ones) because they don't want people jumping the chain of command or being malicious in their complaints. I get it. The first usually doesn't happen if an employee trusts their chain of command and the last one happens very rarely. The vast majority of the complaints received will have some validity.

Listening is not enough. Once you have been told something--even if you think there is little or no truth to it--you have to look into it. Too many times I have seen companies blow off a complaint about a worker or supervisor because she's a nice person or he is a good family man. They may even ignore multiple complaints. Then there's a major incident and no one told them--until the EEOC calls. You don't want to be that company. So look into every complaint. If you can't be objective, find someone who can. Get the facts. Act. Tell the employee(s) what you have done to fix the issue (or why it's really not an issue.)

Treat your employee complaints like customer complaints and you'll have a better workplace and more profitable company.


Friday, January 9, 2015

Cutting Off Our Nose to Spite Our Face

I'm sure you're all familiar with the phrase, "Cutting off your nose to spite your face." Nowhere is that more evident than companies that do not invest in and grow their talent pool.

Managers carefully consider investments in facilities, equipment and technology and spend millions to purchase what they feel they need to make their businesses more efficient, their services more effective, or their product/service more appealing in the marketplace. But mention spending money on people, and the wall goes up.

I can understand some of that: it is hard to quantify exactly what people bring to the table in terms of profitability. With few exceptions, companies make no attempt to figure that out--it doesn't show up on the balance sheet. People are reflected as a cost only.

The excuse I hear most often however is, if I invest in an employee and they leave, I have lost that investment. And they are absolutely right. Which leads to the questions: Why do they leave and how can I prevent it?

We don't have space/time to tackle all of that today, but let's start the discussion with taking a purely anecdotal approach--we can flesh out some hard data in future posts. Have you left a company because of poor customer service? Do you stay with one company over another because you trust the people you interact with? Do you have some employees who work circles around others in your company? Are there key people that would leave a gaping hole in your capabilities if they left?

My guess is you answered 'Yes" to one or more of these questions. Probably all of them. Which points out the importance of people in your organization. The people you have, their capabilities and their interactions with your customers directly impact your bottom line.

When we buy new equipment or facilities, we carefully evaluate our options. We make sure we have the right environment and supplies to ensure we get the best performance from our investment. And we provide ongoing maintenance and occasional refurbishment.

We treat our people differently. We often have a poor methodology to determine the type of people we need (I am not talking just technical skills here--I am focusing on the entire package of competencies.) We don't invest the time or effort into the hiring process we should. We don't have a process to get employees up to speed as quickly as possible and we don't invest to keep their skills sharp. We use them up, throw them out (or they leave) and we repeat the cycle. So because we don't want to take a chance we will spend some money and the employee leave, we purposely leave ourselves open to poor customer service, poor quality, and low productivity. This is classic cut-off-your-nose-to-spite-your-face mentality. You're planning for mediocrity, and you'll absolutely get mediocrity.

But as a consumer, I'm not looking for mediocrity, especially for products and services that are important to me. I need vendors I can rely on. Are you one?