India won! But Indians lost!

Time to celebrate for Indian cricket team!

The team had completed a mission!!

India had won the 20:20 international series 2-1 against England!!!

The team had completed their tasks over-over-the-over, over-on-over I mean!

Forgetting their own assigned duties and tasks over-on-over, the restaurant staff however in a star hotel seemed to have got distracted by the over-on-over excellent performance of the Indian cricket team.

Most of them gathered around the TV watching the prize ceremony instead of being around customers, except a trainee female staff alone catering to a couple of tables.

Indifference of the manager and staff was strikingly noticeable especially when it was an a-la-carte day instead of a buffet dinner.

Couldn't they've been a little proactive each by a smiling eye-contact with customers! Hardly a  couple of tables were occupied though!

Looking at the TV screen following in the footsteps of her leader seniors, even the trainee staff was found to be filling water in the glass or picking up yet-to-be-finished plate without the consent of the customer! A Waste!!

Can you imagine the Cost-Of-Poor-Quality (COPQ) or rather the Cost-Of-Poor-Service (COPS) of such behaviour in the industry such as Hospitality where the behaviour itself is more important along with the hard quality of course!

Staff busy watching match

Customer fetching her own batch

No one around to catch

That's my Haiku poem dedicated to such Lose-Win behaviour where Indians lost while India won!

Also read a few relevant blogposts hereunder:

Do You Force Customers To Quit
In-a-problem ? No-problem! Dwell-a-while!
Customer or Custo-Mer ?  
Experienced A Delightful Payment ! 
An Experience of Heart-and-Soul 
Do you keep curing your brand ?  
A customer gets what s/he deserves: Shoddy Quality!  
Listen to iceberg of VOC to acquire customers 
Less With More And More Gets Sore 
Should one care for value ?  
Can-changing-thoughts-change-a-nation
Ridiculous Poison-culture versus Maverick Kaizen-culture 
Tolerate Once, Twice, Thrice?  
The Business Of Businesses 
That's how some business partnerships work 
Taken-For-Granted ? You Deserve It !! 
Strategise To Achieve Targets Daily 
Does recognition really matter 
That's How Morons Work
Simplicity Of Theory Of Relativity

Who's the 'mother' to the machine!

Tea spilled over in the plane!

Some droplets splashed on her child sitting next to her.

She didn't even bother about tea falling over on herself.

Instead, she repeatedly kept asking the child whether she was alright! She meticulously checked her for harm, if any, on her hands, her face, her body.

Not less than ten times did she enquire, expressing a great concern each time she asked.

Child, however, kept herself busy playing.

Nothing had actually happened to the child!

The child was perfectly alright although the mother herself was concerned!

How many of us do this at our workplaces!

May be we do it to people!

But what about to the 'machines' and of course to their problems?

In spite of the squeaky noise that some machines make, we stay indifferent .... sometimes even after they breakdown!

On the day we become 'mother' to the machines, not only the TPM (Total Productive Maintenance) has started but it's like reaching it the halfway at least! 

Going beyond the thoughts, the Kaizen culture itself has begun!

Also read a few relevant blogposts hereunder: Please do consider leaving a comment or sharing this post.

WOW Work-Culture: By Telling or Selling

Will It Work Here?   

7-waste Process ... That's How Morons Work 

You seem Reasonable if you appear Un-reasonable

Suggestions On-Sale, None-To-Buy

Can-changing-thoughts-change-a-nation

Ridiculous Poison-culture versus Maverick Kaizen-culture

How To Make A Difference  

Old-Problems, New-Reasons !  

Who Comes First: Consumer Or Customer ?  

2-2-2-2 Winning 2-Minutes To Customer

Who Comes First: Consumer Or Customer ?

Other day in one of my sessions, the marketing staff complained about (false) sale of some products. The goods sold by the company a couple of years ago were still lying in near-unpacked condition at buyer's end. The new staff at their client company appeared non-cooperative when the seller approached to effect a new sale.

The objective of the training workshop was to improve sales revenue. The case under study turned out to be one of a wrong-sale.

Why were the goods lying in near-unpacked condition for so long?

Because the user didn't find it fit-for-use.

Why?
Because the order was finalized by purchase manager without adequate involvement of the end-user.

What had happened was the seller knew the purchase manager who happened to have 'influence' on closing the deal. So he used his relationship to materialise the order.

In the process the real user got ignored.

Not only does ego of the user gets hurt due to such indifference but also some opportunities get lost.

Opportunity to understand real needs: the voices of grassroot level customers.
Opportunity to design-in such voices in order to make the offering robust.
Opportunity to outdo competition through customized offering.
Opportunity to enhance relationship.
Opportunity to create 'word-of-mouth' publicity advocates reinforced through delightful experience of the offering.

All this loss at the cost of loss of future business.

Buyer's management might succeed in forcing the end-user to use bought goods particularly if it's a costly capital equipment. But such forceful 'selling' calls for some long-term Costs-Of-Poor-Quality (COPQ): Costs due to reluctance to use. Costs of wrong use. Costs due to inadequate serving of purpose. Costs of sour relationships among people within and without.

All this waste because of overselling or inadequate selling.

What's the learning?

Understand the difference between Consumer and Customer! End-user of the pen or pencil, the child for instance, is the consumer. Buyer, the parents, are the customer.

Consider the voice of consumer regarding functional use (her needs) first while designing an offering.

Do consider the voice of customer as well in order to design-in peripheral aspects of the offering as well as nuts and bolts of the corresponding buying process: the wants.

Sometimes however the role of consumer as well of the customer may be played by the same personality.

In any case, she might take presence of both the needs and wants for granted as a 'must'. But the seller/marketeer can't afford to because the absence of both surely won't be taken for granted individually nor jointly by both the consumer as well as the customer.

Also read a few relevant blogposts hereunder:

Aesthetics Spills-Over Function, Want Spills-Over Need (Part-1)
Aesthetics Spills-Over Function, Want Spills-Over Need (Part-2)
Functional-Aesthetics
WOW Work-Culture: By Telling or Selling
How To Make A Difference
Nauseous Communication Gaps
Judge If It's Paralysis-By-Analysis
Suggestions On-Sale, None-To-Buy
Taken-For-Granted ? You Deserve It !!
Strategise To Achieve Targets Daily
Does recognition really matter
Customer or Custo-Mer ? 
Experienced A Delightful Payment !
An Experience of Heart-and-Soul
Do you keep curing your brand ? 
A customer gets what s/he deserves: Shoddy Quality! 
Listen to iceberg of VOC to acquire customers
Do You Force Customers To Quit
Should one care for value ? 
Treat Root-causes, Not Symptoms !
Do You Ask Right Questions ? 
Talk In Order To Listen! 

Talent-Is-Latent: Enable It!

Business of the company that I went to assess was driven by research and development (R&D), high obsolescence of products and uniquely varying needs of customers.

High customisation was the order of the day. That in turn called for high level of customer contact and listening skills in order to capture voice of customer (VOC) precisely. This obviously calls for leadership skills to get it made in-house and get delivered before competition could do.

The need may appear unique to the company. But this in fact is the order of the day for most suppliers given the ever dynamic market place characterised by VUCA¹ and high level of competition.

While CEO of the company was keen to improve business processes to help retain their position externally, simultaneous concern was about 'attrition' he had been facing. Recently 'bought' talent also left, he complained.

Won't the training go waste under such circumstances, he feared.

Between the trained people leaving and untrained ones living (with you) for ever with their errors to annoy you, what is better?

Education, training and coaching builds people. Between 'Building' relevant skills captively versus installing 'Bought' skills as a foreign particle, what is preferable?

Companies need to understand that building pipelines of people is no less important alongside building the pipelines of products. In fact the former should be their prime agenda.

Why do people quit?
Especially those with high aspirations definitely do.

In fact, those without aspirations too move in absence of a conducive environment to hold them back. One of the major reasons of the other party leaving is indifferent treatment be it to people in general or to a customer in particular. 

So one of the most important portfolios of the CEO is not to leave HRD² to HR-D (HR-Department). Instead, creating culture that 'compels' people to stay back should be her hands-on agenda driven personally.

One can't ignore the fact that even seemingly dumb people have intelligence, so-called average though. It usually stays latent or dormant until challenged.

Leaving aside their own ego, superiors just need to facilitate unleashing it by making them feel confident and help them to realise their self-worth. They just need to be given an opportunity and a platform to shine. This can be done by encouraging them to express their thoughts, experiment corresponding changes in their work area without fear-of-failure.

It's a process of enabling³ people.

Once done, latent talent can be seen flowering and flowing-in smoothly. The pipeline of HRD can be seen getting 'built' that not only ensures employee retention but also creates a pull.

How to enable³ people?

First of all collect (Not Buy!) people who have fire-in-their-belly although with not-very-high aspirations and high-qualifications. Then enable³ them step-by-step. 

Step-1. Establish your credibility by demonstrating your actions on what you speak.

Step-2. Explain your expectations from them. Communicate your urgency and seriousness through complimentary evidences.

Step-3. Educate, train and coach them.

Education is to help them acquire goal specific knowledge.
Training is to help them acquire goal specific and industry-relevant, organisation-specific skills.
Coaching is to help them on 'Do-Why' and 'Do-How' in order to apply the knowledge and skills to enthusiastically achieve the goals of common good.

Step-4. Encourage, inspire & motivate to keep them engaged in the process. Give them a platform to showcase their talent and to shine.

Step-5. Empower them: Give them freedom-within-a-framework to experiment without fear of failures.

Step-6. Ennoble, means dignify them with high respect. Recognize & reward their achievements by actively listening to their efforts.

Step-7. Repeat the enablement cycle to take up higher challenges.

'Building' people rather than 'Buying' them is in a true sense creating a learning organisation as companies like Toyota do. It's their company level strategy driven by the top rather than merely a HRD² strategy left to the HR-D.

Footnotes:
1. VUCA: Volatile, Uncertain, Complex, Ambiguous. A term of military origin that represents warfare environment.
2. HRD: Human Resource Development.
3. Model 7-E© from Book "How To Enable A Change Process? Start-From-Self". Author: Shyam Talawadekar.

Also read a few relevant blogposts hereunder: Please do consider leaving a comment or sharing this post.

Taken-For-Granted ? You Deserve It !!
Strategise To Achieve Targets Daily
Does recognition really matter
IQ-EQ-or-SQ: What-is-more-important?
Do you know a Best-Career-Plan
Take your career in fast lane!
Succession-Plans In Fast Lane! 
Treat Root-causes, Not Symptoms !
Nauseous Communication Gaps
Do You Cleanup-After-Crisis
Raam or Krishna-Shyam: Tell me Hey Raam!
Will It Work Here? 
Some Moron ! Some Great !!!  
That's How Morons Work
You seem Reasonable if you appear Un-reasonable
Smart-Moron Who Breaks Your Glass 
WOW Work-Culture: By Telling or Selling
Suggestions On-Sale, None-To-Buy
Can-changing-thoughts-change-a-nation
Ridiculous Poison-culture versus Maverick Kaizen-culture
Tolerate Once, Twice, Thrice?
Make checklists your friends 
Make It Simpler, Rest Will Follow
How To Make A Difference
Big-Be Or Bug-Be !
A customer gets what s/he deserves: Shoddy Quality!
Listen to iceberg of VOC to acquire customers

Do You Force Customers To Quit

Insurance policy of both my car and scooter was about to expire.

I'd sold off the scooter. So when my insurance agent called me to renew it's policy, I ignored it saying the new owner will take care of it.

After a couple of weeks, when my car went for road tax payment I realised that it's insurance policy had expired. Actually my insurance agent did call me to renew car's policy but I'd inadvertently ignored his reminder thinking it was for the 'sold scooter'.

Red-tape that followed was inevitable. The procedure explained to me by the insurance agent was:

Take the scooter to the insurance company.
They'll inspect it before issuing the policy
They'll charge fine for 'discontinuation'.

Making the job 3D: Dirty-Danger-Difficult for the customer. 

While the insurance agent refused to followup with the company, the road tax agent came to my rescue saying "don't worry". May be the former was lacking motivation due to 'smallness' of business while the latter was interested in acquiring a new customer: Market development strategy as the jargon goes in management world! Theory of relativity!

The road tax agent got the insurance done from another company. Everything home delivered at just ten percent charge of the total official receipt amount.

In fact the policy issued by the competitor was priced at almost thirty percent discount.

The indifferent procedure of the previous insurance company and the behavior of it's agent (the first touch-point as it's brand ambassador) to take the customer for granted costed them business.

The Cost-Of-Poor-Quality (COPQ) to them was not only the loss of business but also a permanent loss of customers. I said loss of customers because bad-mouth publicity by every dissatisfied customer takes away more than one potential ones.

What's the learning?

More than the hard quality itself of your offering, it's the lack of soft quality, your indifference, that forces customers to call it a Quit!

So better to be-aware of behavior!!

Also read a few relevant blogposts hereunder:

In-a-problem ? No-problem! Dwell-a-while!
Customer or Custo-Mer ? 
Experienced A Delightful Payment !
An Experience of Heart-and-Soul
Do you keep curing your brand ? 
A customer gets what s/he deserves: Shoddy Quality! 
Listen to iceberg of VOC to acquire customers
Less With More And More Gets Sore
Should one care for value ? 
Can-changing-thoughts-change-a-nation
Ridiculous Poison-culture versus Maverick Kaizen-culture
Tolerate Once, Twice, Thrice? 
The Business Of Businesses
That's how some business partnerships work
Taken-For-Granted ? You Deserve It !!
Strategise To Achieve Targets Daily
Does recognition really matter
That's How Morons Work
Simplicity Of Theory Of Relativity

Forgive Or Don't?

Forgiveness is the Economics of Heart..
It Saves the Expense of Anger
The Cost of Hatred
The Wastage of Peaceful Moments &
Gives You Profits on Smiles..

The above whatsapp that I received gives the message to: Forgive And Forget!

True..!
Lovely tangible and intangible cost-benefit analysis it offers.

But it's difficult for me to forgive someone slapping me, arriving from the 'blue', apparently for no reason. One shouldn't tolerate itunless of course it's sensed as a God-sent one.

In the latter case my action is to Forgive. In case of the former it is to: Forgive But Don't Forget. Because history 'says' if you do (forget) and stay indifferent, more 'slaps' come back in search of you for 'no reason'.

Decades ago, doors of Sydenham commerce college got 'banged' on me. When some close some do open. Some for the better. Those of Ruparel college opened with many more thereafter. 
The 'slap' proved to be God-sent!

In engineering college, someone ridiculed my looks. I learnt to differenciate among Functional, Aesthetic and Functionally-Aesthetic look/s.
The 'slap' proved to be God-sent!

There were many more 'slaps' even in my professional life. Sometimes due to inadvertent mistakes. All of those made me stronger and wiser.
The 'slaps' proved to be God-sent!

Day-by-day, I've been trying to get WISER to know the difference!

P. S. You may take a tests of wisdom for the 'slaps' in case of situations in the blogposts listed in the end.

Also read a few relevant blogposts hereunder: Please do consider leaving a comment or sharing this post.

Tolerate Once, Twice, Thrice? 
Functional-Aesthetics 
WOW Work-Culture: By Telling or Selling 
Take Habits For A Ride 
How To Make A Difference 
Big-Be Or Bug-Be ! 
Make checklists your friends  
Drove To Hell ... Almost ! 
Nauseous Communication Gaps 
Do You Cleanup-After-Crisis 
Raam or Krishna-Shyam: Tell me Hey Raam! Will It Work Here?  
Some Moron ! Some Great !!!  
That's How Morons Work
You seem Reasonable if you appear Un-reasonable 
Smart-Moron Who Breaks Your Glass  
Suggestions On-Sale, None-To-Buy 
Can-changing-thoughts-change-a-nation
Tolerate Once, Twice, Thrice? 
Ridiculous Poison-culture versus Maverick Kaizen-culture 
IQ-EQ-or-SQ: What-is-more-important?
Do you know a Best-Career-Plan 
Take your career in fast lane!
Succession-Plans In Fast Lane!  
In-a-problem? No-problem! Dwell-a-while!
Success-or-failure! What-do-you-like? 
Do you exercise your choice meaningfully 
Do You Ask Right Questions?  
Overworked? Tension? CPU of the mind hung-up? 
No Time? Micro-Meditate!  
Talk In Order To Listen!  
Eternally Happy! 
What You See Isn't What's Made 
Am I 'Short-sighted' or 'Long-sighted'?  
Deity is in the eyes of the beholder 

Taken-For-Granted ? You Deserve It !!

How do you behave when you come across security-guard of your housing society? Do you address him "Hey Watchman"?

In what manner do you speak to your driver or that of a taxi or for that matter a persuasive roadside salesman or a typical 'have-not', even a beggar?

Or, how do you behave with your subordinates for instance?

In very first encounter with them in the morning, do you nod as in expressing salutation to them? Or do you ignore their salutation if they give one?

If you've done the former, you have not-taken-them-for-granted. You have behaved as-desired like often done with external customers. Behaving other way round is like being indifferent. It's like disrespecting their self-esteem.

Indifferent behavior hurts ego and thereby breaks relationships. On the contrary a genuine smile recognizes their presence. It flashes back to you as good behavioral reflection of theirs too. It's like an adult-to-adult behavior that maintains self-esteem of both the parties as in BMT or TA language of behavior modulation.

How do you behave if others don't keep promises and instead misbehave with you repeatedly?

In spite of being in power, do you stay considerate enough say to bring facts of their misbehavior and indiscipline to their attention in a respectful manner? Do you play your role in providing justified resources if any to enable their promised performance level? 

If yes, then you have not taken them as well as yourself for granted. In inevitable cases you might have even reprimanded them for their undesirable repetitions though.

Former is like 'selling' instead of 'yelling' at them for their undesired behavior while the latter being 'telling'.

If you are not in power what do you do to reprimand their repeated misbehavior?

Such people may not be worthy of attention. Nor are they worthy of your fellowship except that to get job done with Krishna-tactics. Until the first opportunity comes your way to exit relationship it might be a good idea to make a little compromise while keeping them at arm's length. Having got one if it's not availed of then you do deserve to be taken-for-granted.

Aren't the same rules applicable back home?

Yes very much but with an extra care else you may not get food.

Recognition, review, resources, reward and reprimand (5-R) rules are applicable at home as well as at work. Wisdom will help you evolve which ones with what mix and how much dose to administer, when and where.

Those who don't apply a judicious mix of 5-R rules with wisdom (with weightage primarily in the corresponding order) do deservedly get taken-for-granted repeatedly be it at home or outside at work. In Indian scriptures this is advised as Sama-Daama-Dandaa-Bheda technique to get the needed done!

Footnotes :
BMT: Behavior Modulation Technique
TA: Transactional Analysis

Also read a few relevant blogposts hereunder:

Discrimination-is-Cremation of Law-&-Order (Part-1) 
Discrimination-is-Cremation of Law-&-Order (Part-2) 
Discrimination Cremated! But How Long? 
A Ride To Hell
Make checklists your friends 
Drove To Hell ... Almost !
Raam or Krishna-Shyam: Tell me Hey Raam!
Will It Work Here? 
Some Moron ! Some Great !!!
That's How Morons Work ... WASTES
You seem Reasonable if you appear Un-reasonable
Smart-Moron Who Breaks Your Glass 
WOW Work-Culture: By Telling or Selling
Suggestions On-Sale, None-To-Buy
Can-changing-thoughts-change-a-nation
Ridiculous Poison-culture versus Maverick Kaizen-culture
Tolerate Once, Twice, Thrice?
That's how some business partnerships work
IQ-EQ-or-SQ: What-is-more-important?
Prevention: The Best Cure! ... Is it really so?
Treat Root-causes, Not Symptoms !
Beware Of Political-Presentations
Do You Cleanup-After-Crisis
Hoarders Of Filthy Hoardings
How Many Times Do You Wash Hands

A customer gets what s/he deserves: Shoddy Quality!

A Customer Complaint made to a reputed taxi service in Mumbai was: 

1/ The taxi booked was not found until few minutes after the appointed time. So the driver was called (by customer) to find out his 'whereabouts'.

Taxi was found to be parked away on road. The driver refused to go to customer's colony when requested. He threatened to go away if the customer did not go where the taxi was parked.

2/ Nor had he informed his arrival although he said that he had. In fact, customer called him up a few minutes after 'no-show'. Attached screen-shot of the customer's cell shows 'outgoing' to driver's number but not incoming from his number.

3/ On telephone as well as in person, when the driver was asked 'why he did not come inside the colony' he arrogantly replied: "Our Taxi-Service-Provider gives too much importance to Customer. (In his vernacular language: "Ye Taxi-Service-waleney Customer ko aisa, implying 'chadhake', banaya hai''...and so on).

Supplier's response after over a week of registering the complaint was:

"Please accept my sincere apologies for the inconvenience caused to you."

Where does the above real-life practice fit into business principles?

How should, a service provider wanting to stay and flourish in business, look at a typical customer complaint?

The above transaction is a typical case-study of INDIFFERENCE that should be avoided at all the touch-points with all stakeholders especially with customers by both the front-liners as well as the rear-end officers. (Reference 'world of Kaizen' book).

What is a customer's rightful 'expect'ation after a typical complaint (that hardly 4% of the dissatisfied customers choose to make):

1/ First of all the first-aid so that s/he gets quick relief. (In addition, apology is anyway expected but it's of no use without the First-aid.)

2/ Right to know specific details of what exact action was taken to prevent the situation from occurring in future.

How does a typical supplier respond. What INDIFFERENCE do most suppliers engage into:

1/ First of all they deny the complaint then they defend.

2/ They express dry apology without taking preventive action. Such an apology is like rubbing the wound. (The taxi service in above case fell in this category.)

3/ They don't keep customer informed about specific details of what exact action (if at all) was taken to prevent the situation.

4/ They expect customers to forget service-errors s/he had faced during the year in lieu of a yearly-gift-packet and/or sweets. While the gift 'dry-of-emotions' reinforces their vow to quit, most customers shamelessly accept it in exchange of an unexpressed abuse (to the supplier).

Funnily, a typical supplier doesn't mind recruiting a well-paid customer-care officer who is well-trained in handling an errate customer, and further training him in writing flowery letters so that 'issues' are taken 'care' of.

Result:  Customer continues the service provider only until s/he finds another option so that s/he can QUIT. Meanwhile, s/he plays the role of a devil-publicity-officer 'bad-mouth'ing the supplier's services among not less than a dozen prospective customers.

As someone says, it takes 10 times more money and efforts to acquire a new customer.

Isn't it wiser instead to invest this money in training associates on what the customer 'expects' rather than spending wastefully on reactively 'managing' the effects of indifference.

Should a customer bother about such 'small' issues?:

If s/he wants a change in such careless attitude, then yes!

S/he must play her small-bit-a-role though. Else, s/he should not blame suppliers for shoddy quality of service. S/he must help to get service-error out of the system which otherwise anyway will keep popping up above the carpet exactly when unwanted.

If and when it eventually does pop-up then the corresponding customer got what s/he deserved. Also s/he makes herself deserving to what s/he will get in future.