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March 8, 2021 | 11 Mins Read

Wise Words from Women in Service on International Women’s Day 2021

March 8, 2021 | 11 Mins Read

Wise Words from Women in Service on International Women’s Day 2021

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By Sarah Nicastro, Creator, Future of Field Service

As I thought about what to write about for International Women’s Day this year, I realized how incredibly fortunate I am to be surrounded by intelligent, brave, strong women. On the world stage there were numerous women I was in awe of this year, including Stacey Abrams and the sacrifice she made for democracy as well as witnessing Kamala Harris sworn in as the United States’ first female Vice President. At home, I am lucky to have a diverse set of family and friends that support me (and that I support), that share struggles I know well as well as many I can learn from, and who I am thrilled to do life with. At work, I am continually impressed by IFS’ desire to see women thrive and also by the women I work alongside across the globe that are so inspiring. I also truly enjoy talking with the women we feature on the Future of Field Service podcast and decided this would be a great opportunity to share a summary of some of the wise words shared this year.

While there are many positives to reflect on this IWD, this year has also made me think extensively about the work yet to do to eliminate gender bias and reach equality. When you look at some of the examples of how women, especially women of color, have been treated this year, it proves just how far we have to go. Further, the impact of COVID on working moms is something that makes me incredibly sad. I think about how hard I’ve worked for my career and how much it means to me, and I realize how privileged I am to still have it – many moms who have worked equally hard and have just as much passion for what they do have had to let it go due to the circumstances of the pandemic and the ways women have been disproportionately impacted.

I say all of this because it isn’t right to celebrate the good without acknowledging all the work that still needs to be done. I know that the women whose voices I’m sharing here are fighting hard every day to advocate, mentor, challenge, and change – and I’m doing the same. With that said, here is a complication of some of the amazing women we’ve had on the podcast this year and their thoughts on a variety of leadership and service transformation topics:

Madhu Karnani Oza, Director of Technical Services for Electrophysiology business at Abbott for Asia Pacific, Episode 98, on the mindset of service. “When it comes to service a common theme is that a lot of the hurdles we face are internal. A lot of the hurdles we face are internal culture, which is the mindset of the folks within your organization. Do they believe in what service can do? If the internal hurdle is high, then you want your service organization to be front and center. You want that message to be out there that this is important and it’s going to be part of whatever is the most central organization for that product. It may be operations and it may be commercial. If you want to send the message that it’s important, you’ve got to put it where it shines and not tucked away.”

Emilie Giraudet, Regional Digital Hub Lead at NS BlueScope and formerly the Head Of Customer Service Business Support & Sales Steering at GEA Group, Episode 95, on change management. “I understood early that it’s not enough to have very high position and ask your people to do things, you really have to engage them and to motivate them. To me, there are three main dimensions to succeed in implementing change. The first one is about motivating people. We are human beings, so we need a certain level of excitement and enthusiasm to get things done. I believe it’s crucial really to find a way to motivate people around your project. The second one is about showing the direction, so being able to create a vision to make it compelling enough to be able to start the change and to motivate people to act. The third dimension to succeed in change management is to be able to slice the elephant into actionable and achievable steps to reduce the complexity and encourage continuous success. I really believe that being a leader is not about giving people instruction, but motivating people, understanding their needs, designing and communicating a compelling vision, and executing plans with clear steps and milestones. All these dimensions are crucial.”

Bonnie Anderson, Global Manager of Talent Acquisition and Future Talent at Tetra Pak, Episode 85, on hiring during and post Covid. “One thing that I think is really important at the moment is to remember that it’s a super tough time for candidates right now. It’s a tough time for all of us and having that empathy for our candidates and providing a great candidate experience when you’re talking to them is really important. Sometimes they might’ve lost their job. They may have lost loved ones. As hiring managers and recruiters, we really need to be mindful that all of us have other things happening in our lives that could be out of our control but could be impacting our state of mind in a given moment.”

Linda Tucci, Global Sr. Director of the Technical Solutions Center at Ortho Clinical Diagnostics, Episode 83, on making mental health a priority in service leadership by leading by example. “For my team, I felt it very important that I shared my story, my struggles, and how I responded to it. When I did my midyear global updates, a series of town halls, as a check-in, I shared openly how I’d used our employee assistance program at work and how beneficial I found that experience. And I invited everyone, if they were struggling in any way, to find someone to talk to. It didn’t need to be their manager, but to know of the great tools that we have here at Ortho for them. I received heartfelt responses from individuals around the world, and a few even told me that it gave them the courage to open up to have conversations that they were struggling. And I’ve encouraged my managers to do the same with their teams, to make sure that they’re caring for their people in the context of their present state. It was important for me that I modeled that behavior.”

Sonya Lacore, Vice President of Inflight Operations at Southwest Airlines, Episode 80, on building your confidence. “I was just a very, very shy child. I grew up in a very small town in Louisiana. As much as I love where I came from, college was not really pushed. It was get married, have children, and so that’s the path that I took. So, because I didn’t have a college degree, I felt like something was lacking in me. I never just got the chance to accomplish that. As a result, I began to look at everybody else like they were more competent, especially if they had a degree. And if they were in other roles, I would think, “Wow.” I always wanted more, and I’d look at them and wish that I could be that. Then one day, I just realized, “Okay. I’ve got some strengths. I’ve got strengths as it relates to talking with and encouraging others, and just people strengths.” And I thought, “Okay. It’s time for me to turn my cup upside down, pour out all of the things that I don’t believe about myself. Fill it back up with things that I do believe I can accomplish.” And I slowly started on that path. I think that Southwest does such a great job of developing leaders, and the path is there for any employee, if they want it. I took advantage of those variety of classes and some of them were hard. Some of them are, how do you stand before a big group and speak? And they critique you and tell you things you shouldn’t say and do. It’s not an enjoyable process. But once I got through it, I think I really learned a lot about myself and leveraging my strengths.”

Katie Hunt, Service Operations Leader at APi Group, Episode 78, on knowing it’s OK to say no. “I’ve learned it’s okay to say no, and it’s okay to push back a little bit. Make sure that you look at all the perspectives, you hear everyone’s input, but ultimately, you can say no, and you can push back a little bit, in terms of what your final decision is. And you’re never going to make everyone happy. I think with a project this large, that was a tough lesson because I love for everyone to get along and work well together and collaborate. And there were people upset at different points in the project. And it’s not personal. It’s really just what’s best for the business and what’s best for the organization overall.”

Sophia Williams, Senior Vice President and General Manager, Telecom and Technology Business Unit at NCR Corporation, Episode 79, on the value of teamwork. “I reserve the right to get smarter and I will tell you that as I tell my team, I’ve got a leadership team of about 14 people, we are 14 times better than any one of us individually because we all have different experiences, we all have different points of view, et cetera. I set the strategic priorities on our customers. Customers are everything to me because we don’t exist if not for our customers. Then I hear from everybody and then we align on that. Talent sets you free. Bring in the right people and then take care of them and be a sponge.”

Cindy Etherington, VP, Dell Technologies Education Services at Dell Technologies, Episode 79, on making sure your voice is heard. “For most of my career, and in particular earlier in my career, I was the only woman. One of very few women in the room whether that be within the company that I worked for at the time or I was in sales for a good portion of my career as well or with our customers and partners. Making sure that I found a way to have my voice be heard was a challenge. It was definitely feeling like one of the crowd, one of the group, equal playing field was certainly a challenge but it was also an advantage that I had at the same time. It’s almost like your strength is also your weakness in some cases where I could use the fact that I was different and I had a different way of thinking of things to give myself a platform and to be heard.”

Mita Mallick, Head of Inclusion, Equity and Impact at Carta, Episode 68, on having courageous conversations around race. “You have to stop being color blind. I had a leader years ago say to me “Well, I don’t see color.” And I was like, “So you don’t see me as brown? What do you see me as?” And it is this idea that we live in a utopia, everyone is equal. But it’s not. And I do think it’s something that many of us were raised on that we have to unlearn now and there’s so many things that we have to unlearn or relearn or learn for the first time. And, so, this idea that you would look at me and say, “I don’t see color;” my brownness has defined me from the moment I’ve entered this world. It defines me when I walk into meetings. People see that before they even hear me speak or before I sit down or before I present. And so, I think it’s also a privilege to claim colorblindness. I don’t know many people of color who would say they don’t see color. I could be wrong, but it’s just thinking about too is who is the person that’s actually saying they don’t see color? Because it’s not something I would say because it’s defined my existence since the day I was born. And it’s defined, it’s actually that you’re not acknowledging that persons existence or identity or what they might have been through in their lives. So, I think it’s so important. I don’t think you can have a courageous conversation on race if you don’t acknowledge that race exists.”

Marlene Kolodziej, VP of Centralized Services at RICOH USA, Inc., Episode 67, on avoiding burnout. “Be more human and kind to yourself and take the time to take a step back and realize that it’s okay to get in touch with your needs as well, and not to try and be everything to everyone during something so dramatic as what we’re going through today. It’s unprecedented. And I think that we all need to take care of ourselves and our needs, whether it be a career or family or time or whatever that is. Even from a health perspective that I think folks need to really take a step back and take that personal inventory and make sure they’re doing well for themselves, as well as others in their life and in their work.”

Reihaneh Irani-Famili, VP of Business Readiness, National Grid, Episode 63, on measuring based on value versus time. “Right now, we’re not an 8:00 to 5:00 business, so expecting people to have set times that they would do things and then assessing them based on how many hours they sat in the chair and did something, becomes irrelevant. And I’m glad that it is becoming irrelevant because it’s a better way of working. You need to replace that 8:00 to 5:00 mentality by a deliverable-based mentality and a value-based mentality. And it’s both for the leaders in the companies as well as for those employees. Because as an employee, if before my success was I spent eight hours in the office, now that needs to be replaced by this is the value that I have created in the hours that I was working or being productive. And so it became really obvious for me very early on that the more clarity you can give on the outcomes and the value that you’re trying to drive and less about how they would get to that, it helps people be more productive.”

Nicola Buckley, EVP, Park Place Technologies, Episode 62, on building a team that balances your strengths and opportunity areas. “I grew up playing team sports. I know exactly what I’m good at and I know exactly what I’m not good at. And being hyper aware of your strengths and how you build a team that compliments your strengths and your opportunity areas, it really helps the team feel empowered. So, I give stretch projects to team members a lot and they execute and hit them out of the park. It’s just making people feel valued and empowered and everyone works very well together and in an environment like that.”

This year’s IWD theme is #ChooseToChallenge. The website says, “A challenged world is an alert world. Individually, we're all responsible for our own thoughts and actions - all day, every day. We can all choose to challenge and call out gender bias and inequality. We can all choose to seek out and celebrate women's achievements. Collectively, we can all help create an inclusive world. From challenge comes change, so let's all choose to challenge.” There are many ways to challenge – what’s most important is that you are looking for the opportunities to push against gender bias and inequity, that are acting as an advocate for women, and that you are taking real-word, everyday action. Challenge can feel uncomfortable, but it is so incredibly important. As the late, great Ruth Bader Ginsberg said, “Speak your mind, even if your voice shakes.”

March 5, 2021 | 3 Mins Read

Back to Basics: Making Service a Competitive Differentiator

March 5, 2021 | 3 Mins Read

Back to Basics: Making Service a Competitive Differentiator

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By Tom Paquin

This is part of an ongoing series on the state and standards of service management software. Here are the previous articles in the series:

When people ask, “What is Service Management?” the answers usually focus on the obvious: tracking, cataloging, and optimizing service operations for a business (I mean, that’s more or less exactly how I defined it). This is invariably true, and it’s certainly key to successfully running a service business. But it ignores the heart of why service is so important in the first place.

Service software, at its best, is a catalyst for growth, not just in terms of managing systems and processes, but by helping you master complexity and track more elements of your business than ever before—a single source of truth, under one roof.

This level of detail doesn’t just delight customers, it actually offers you the tools to rethink your book of business, and how you package products for your customers. Publicizing these things can often be a challenge. Does your customer really care about any of this? Not if you don’t give them a reason to. They won’t care that you adopted a new outlook, or a new service platform, but if you position your new tools, servitization plans, etc in a way that’s actually compelling, they’ll certainly care.

To do this correctly, there’s ostensibly three steps necessary:

  • Track your success
  • Articulate the value
  • Reiterate the value

Tracking your success is invariably the first challenge, and it’s where smart technology systems can be the difference between success and failure. Spencer technologies uses IFS dashboards built into their service solution to show real-time analytics from support technicians and assets in the field. This actually uses the technology itself to tell a story about how they’re benefiting their customer’s bottom-line. For asset-intensive businesses, this frequently is about unearthing and cataloguing information about assets, then serving them back to customers in a digestible way. No matter what, you can’t effectively derive value without first tracking value.

Now articulating that value goes hand-in-hand with this. We’ve already touched on ways that Spencer has done so within the concepts that they actually use to track, but for other companies, it can be more complex. One brand I know of uses their service successes as case studies—"Look at the value that optimization has offer in terms of uptime for ‘X’ company. What do your uptime numbers look like?”

Given the wide swaths of industries under that big, beautiful service umbrella, a great place to start for inspiration about how businesses do this is through our podcasts. There’s now over 100 stories of service success spread across a diverse set of industries, both business and consumer-facing. Lots of great material to consider.

My last point is the most salient, and as I’ve discovered, the most challenging for companies to focus on—marketing messaging needs to be perpetual. As I learned many years ago from an Forrester analyst, the CEO of a pizza company thinks about pizza every day. Their customers think about pizza when they want pizza. Because of this, they’re likely to miss the salient details of your marketing blitz if said blitz has an expiration date on the side of the package. Sometimes it’s not about meeting your customers where they are. Sometimes it’s about being there when they reach you, with the right use cases and messaging apparatus to validate why you’re the choice for their service needs.

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March 3, 2021 | 26 Mins Read

Using Data to Drive Your Services-Led Business Mode‪l‬

March 3, 2021 | 26 Mins Read

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March 1, 2021 | 3 Mins Read

The Complexities of True Customer Centricity in Service

March 1, 2021 | 3 Mins Read

The Complexities of True Customer Centricity in Service

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By Sarah Nicastro, Creator, Future of Field Service

In a recent Future of Field Service Advisory Forum session, we discussed the topic of what customer centricity looks like in practice. It was a great question posed by one of our members, wondering what exactly others do behind-the-scenes to substantiate their claims of customer centricity. The conversation among the group surfaced some really interesting points, which I’ll recap here, and a sense of camaraderie around the fact that customer centricity isn’t nearly as easy as it sounds – and certainly not as simple as making the claim.

Be Clear on Your Definition of Customer Centricity

The first thing that came up is the need to create clarity around what you mean by customer centricity. It’s easy to claim customer centricity as a buzzword, but if you want to make true impact you need to further qualify the areas you’re looking to address. One of the forum members suggested looking at this in terms of three areas: customer success (the ability to use and benefit from your products or services in the intended way), customer experience (the feelings your customer has about how you’ve delivered said products or services), and customer satisfaction (the customers overall feelings about what you provided and how you’ve provided it).

Examining each of these areas allow you to see where you need to focus the most attention and develop an action plan around the feedback you’ve gathered. Another important point to note is that customer centricity can’t be the focus of service in a silo, it needs to be approached from a company-wide perspective.

Determine What (and How) to Measure

We discussed the fact that, to start, many of the metrics by which you measure service success operationally will also be important to your customers. For instance, first time fix is important to you as it relates to keeping costs controlled, but it’s important to your customer satisfaction as well. The suggestion from the group was to examine the operational metrics you currently use and determine the lens through which your customers would look at them. So, if you look at SLA compliance, that would likely translate to your customers in terms of the importance to them of uptime. Understanding what is most important to your customer will help you create the best metrics by which to measure your performance in a way that is truly customer centric.

You also need to consider how you’re assessing customer feedback. With NPS being a commonly-used tool, one member pointed out the importance of measuring both transactional and relational NPS – in other words, NPS related to how your customer rates a specific transaction as well as NPS related to how your customer relates their overall working relationship with you.

Prioritize the Personal Touch

One of the most emphatically reinforced points by many members of the conversation was the importance of keeping a human feel to all of this. While customer surveys and NPS scores are important tools to use, we discussed the fact that they are relatively impersonal. The group was passionate about the need to have actual, one-on-one conversations with customers to gather more detailed, anecdotal input and to express that they – as people – matter enough to you to take the time to prioritize talking with them.

Not only is this approach important when it comes to personalizing your brand and showing customers how much you care, but this level of customer engagement is key to developing a deep enough understanding of your customers’ businesses, processes, and needs to be able to effectively develop new value propositions for the future. And while gauging the impact of your current efforts is important, the real key to customer centricity is developing relationships and gleaning insight that will put you in a position to better meet the needs of your customers, now and into the future.

What advice do you have about walking the customer centricity talk? I’d love to hear from you!