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February 26, 2025 | 29 Mins Read

Breaking the Cycle of Toxic Leadership

February 26, 2025 | 29 Mins Read

Breaking the Cycle of Toxic Leadership

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Episode 305

In this episode of the Unscripted podcast, host Sarah Nicastro welcomes Rob Kalwarowsky, an executive coach, author, and TEDx speaker, to discuss breaking the cycle of toxic leadership. Together, they:

  • Define six distinct types of destructive leadership, including arrogant/violent, abusive narcissist, ghost manager, messy boss, passive-aggressive, and passive egocentric
  • Discuss how modern leadership needs are evolving, particularly with younger generations demanding more empathetic and inclusive management styles
  • Examine the importance of self-leadership and mindset work in becoming a better leader
  • Highlight the significant gap in leadership training, with 85% of promoted managers receiving no formal training

The conversation emphasizes that while toxic leadership remains prevalent, there are proven paths to creating healthier workplace environments that benefit both employees and organizational performance. Rob shares practical insights for leaders looking to improve their management style and break free from destructive patterns.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts or Spotify. Also, subscribe to our newsletter right here.

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Episode Transcript:

[00:00:00] Rob:  I'm not super happy with my job. I saw some of the bullying and the toxicity, and then I've also, you know, worked in and also been a part of, like, hey. You're another consultant. We hired one last week. It was the flavor of the month. Nothing's ever gonna change. And these are the things I saw for ten years, and I started learning well, actually, there's a better way. 

[00:01:05] Sarah:  Hello. Welcome to the Unscripted podcast where you'll find discussions on what matters most in service, leadership, and business transformation. I'm your host, Sara Nicastro. Let's jump in. Welcome to the Unscripted podcast. I'm your host, Sara Nicastro. Today's conversation is going to be around the idea of breaking the cycle of toxic leadership. I'm excited to welcome to the podcast today Rob Kalwarowsky, who is an executive coach, author, as well as a TEDx and keynote speaker. Rob, welcome to the podcast.

[00:01:41] Rob:  Thanks Thanks for having me, Sarah. I'm excited to chop it up with you and with all your leaders out there.

[00:01:47] Sarah:  Yeah. Thanks for being here. So toxic leaders, I've encountered a number of them myself, and there's just really no room for them in businesses today. So before we get into to some of our questions, go ahead and share anything you would like about yourself with our listeners. Just give them a bit of background information on you.

[00:02:08] Rob:  Yeah. So I'm an MIT mechanical engineer by training. I spent ten years in heavy industry. I started out my career in mining, then I moved into consulting across heavy industries. So I've been to mines, power plants, manufacturing, like across the board there, and then I finished my, at least my engineering career in working in pipelines. And that was actually the reason why I started going into leadership was, one, was I had an experience with a toxic boss in mining immediately out of college. But then when I was doing consulting, I probably went to 50 to 60 different facilities across North America, and I started seeing the same things.

[00:02:58] Sarah:  Mhmm.

[00:02:59] Rob:  And it was this culture well, often it was just the folks that I was going out with. I was going on planned tours. I was looking at equipment. I was doing that kind of work, but I was out there with mechanics, millwrights, technicians, operators, and often, I heard the same stuff. Nobody listens to me before, so I stopped sharing what's going on. I'm not super happy with my job. I saw some of the bullying and the toxicity, and then I've also, you know, worked in and also been a part of, like, hey. You're another consultant. We hired one last week. It was the flavor of the month. Nothing's ever gonna change. And these are the things I saw for ten years, um, I started learning, well, actually there's a better way. And people don't actually have to feel the way I did when I felt had a bad boss, I was depressed. It lasted a long time and I had to really work my way out of it. Mhmm. But people don't have to feel that way and we can, on the other side, which is amazing, so people can feel happier and engaged and we get better work, we get more productive, more profitable, less safety instances, and lower turnover so we can retain great people, get better results, and people are happier and healthier.

[00:04:20] Sarah:  Yeah. So when we think about what the leadership, I guess, trends or evolution styles are today and then where we're at within the talent landscape, like, what are some of the forces that have kind of collectively brought us to this point where we're talking so much about how leadership needs to evolve and what effective leadership looks like today?

[00:04:49] Rob:  Yes. The biggest thing here, right, is we've seen this shift. One is from Gen Zs, also from some millennials. Like I know you're a millennial, I'm a millennial, right? But it's especially was accelerated during COVID was this element of, I am not working for the paycheck necessarily. I also want other things. Mhmm. And so when Gallup talks about how what five behaviors to engage their people, their five top behaviors are having constant feedback conversations with your manager, focusing on your strengths, which as a manager, it's like you're focusing on your people's strengths.

[00:05:35] Sarah:  Mhmm.

[00:05:35] Rob:  Developing their career and, like, helping them achieve their career goals. Basically being a coach versus being a manager. And, like, that's the way I like to think of it now, which is very different than the classic what we saw in heavy industry or what we still see in some spaces in heavy industry, which is this command and control, very much fear driven space where maybe the boomers didn't mind this. Maybe it came from their parents, which were part of the war, and so the culture kinda sits a little bit differently. Mhmm. But especially now with young younger generations is there's, uh, we're we're just not doing this anymore. Like we'll leave. And that's where we talk a lot about in the manufacturing and in these types of spaces is there's a talent gap and we can actually solve part of that with being a better leader because we'll retain and attract the best talent. Yeah.

[00:06:41] Sarah:  Alright. What I wanna talk about next is research has made clear that when leaders focus on emotional intelligence, empathy, inclusion, as you mentioned earlier, people are happier and they thrive in their roles, and it has been evidenced to have a positive impact on company performance as well as retention. So that being said, there are still pockets, whether that's organizations as a whole or individual leaders, who have resistance to the idea of embracing some of these traits? Why do you think that is?

[00:07:19] Rob:  With all of my work, I focus a lot with my leaders on psychology. Mhmm. Because, ultimately, if we change our minds, that's how we change our behavior. Mhmm. And what keeps us stuck in these behaviors where we are toxic, often, it's not because we wanna be necessarily. It's because there's a part of us that was created when we were younger that is behaving in these ways. Mhmm. Like, I've done this work for five years. Right? And I've been digging into this for a long time, and I've written a book. I did a TED talk. Like, I have moments where I have, like, yelled at somebody. Mhmm. And I'm not proud of it. I'm not saying it's good. It's definitely not good leadership. Right? We've all had these moments. Right? We've been under a ton of pressure. We're trying to get this worked on. Somebody on our team is like, Rob, I can't come in today, or, like, Rob, like, you're wrong, and you're just like and it hits like this thing. Right? Those are moments where we can learn from that and grow. Mhmm. The other side of it is toxic leadership is more than just that.

[00:08:38] Sarah:  I was also thinking, you know, it's good to reinforce that we're all human. Right? And so there are going to be those moments that do occur regardless of how good of a leader you are and how hard you're working on your continual self improvement. When those things happen, it's also an opportunity for repair. Right? This is And so that's it's something that have two young children. Right? So rupture and repair is, like, a thing I commonly remind myself of. Because as a parent, especially, I came from a lot of childhood trauma. So I'm very hard on myself. I'm, like, diligently focused on breaking the cycle, but sometimes that's, like, a lot of pressure and that can cause the opposite. Right? So in those times where I do lose my shit and yell, right, I own it and I apologize. And I tell them that was me not being able to handle my emotions well, not their fault. And I make sure we have that repair. Obviously, that's a a very personal example because I'm talking about parenthood. But my point is when those moments arise in leadership, rather than being frustrated with yourself or embarrassed or fearful of breaching your seniority, there's actually an opportunity there to own the behavior and apologize that can bring you closer to that employee than just letting it go or pretending it didn't happen, etcetera. That's just what came to mind.

[00:10:19] Rob:  You're absolutely right. And also for folks out there, like, you will feel frustrated. You will feel shame. This is totally normal. It's nothing like, it's not like when I yelled at somebody, I felt shame or, Sarah, when you yell your kids, like, you're just like, oh, fine, whatever. Right? Like, of course we feel them, right. But it's having the courage to take that and then repair. I mean, you don't have to do it immediately. You could, or you could say something like immediately, well, or like thirty minutes later, hey, Sarah, I'm sorry. Can we talk about it tomorrow or the next day? Right? To give you that time. Right? Right. But it's very much like, I don't want you to think, like, oh, I'll just move on. Right? Like Mhmm. You're human. It's all normal. It's part of the process.

[00:11:07] Sarah:  Yeah.

[00:11:08] Rob:  Right?

[00:11:09] Sarah:  Yeah. So I believe where you were going next when I interrupted you with that thought is to talk about and this is good because this is something I thought of when you were going through your introduction, different types of toxicity. So can we talk about that for a moment?

[00:11:24] Rob:  Yes. So the research that I used talks about six different types of destructive leaders, and I like to think of them as archetypes. And when I do psychology or some of the mindset work I do with leaders, I use internal family systems, which is very much, like, you can think of it like you have the devil and the angel on your shoulder or if you've seen Inside Out. Right? It's like these little characters that sit at the control panel of people's minds. Mhmm. And I like to think about these six bad boss types as, like, we have all six of them in our brain. Of course, some will be bigger than others or more vocal than others or they'll lead more often than others, but, ultimately, we need to lead ourselves and them so then we can be the best leader.

[00:12:12] Sarah:  Mhmm.

[00:12:13] Rob:  Right? Now let's talk about, like, what are these six destructive types. So we kinda started off with the two that we think about. When we say, like, what's an asshole boss Mhmm. We think about basically two types. One is the what's known as the arrogant and violent boss, which is your classic like, I like to think of it as like Gordon Ramsay on Hell's Kitchen and someone gives him raw chicken. Mhmm. Right? And it's like he throws it on the ground. He calls them a doughnut. Like, he swears, like, all this stuff. Right? It's actually not super common. So roughly 5.5% of the workforce has a boss like that. What's more common, and you see this a lot in heavy industry as well as you see this a lot. I mean, you're seeing it in politics in The United States and also around the world, is called the abusive narcissist. This is basically very similar. It's all about me. I take credit. I deflect blame. I can make threats against my people, these kind of behaviors. And you can think of this as like Leonardo DiCaprio's role on Wolf of Wall Street, like the Jordan Belfort character, right? Actually, wildly pretty common about, was it 19 something percent, like roughly 20 of folks have a boss like this. Mhmm. What we see, and the research backs this part up, is these type of folks actually are very good at getting up into the higher echelons of organizations. Mhmm. Those are the classic types. So let's start moving into what we see. Actually, some I see this a lot, actually, and they're roughly 15 to 20% of folks experience these on the opposite side. They're called the passive leaders. Mhmm. One is your ghost manager. This is George Costanza sleeping under his desk in Seinfeld. Right? And you see that I see this a lot in heavy industry and I've seen it a lot recently is people don't wanna make decisions. Mhmm. So they defer. Hey. That's upper management's job, or, hey. You're the expert. Why don't you decide? Mhmm. Right? And so I don't have to take accountability. I don't have to take responsibility. I just get to, like, not do. Mhmm. That's the ghost manager.

[00:14:38] Sarah:  Okay.

[00:14:39] Rob:  One that's kinda similar is called the messy boss. And again, the ghost manager is not out to get you. He's not bullying you. He's not doing these things. It's just like, hey, I'm trying to, like, avoid responsibility. And often that is a psychological thing where it's like either they feel like they don't deserve to be the manager or they feel like if they make a decision and it's wrong, they could get fired or like someone will be upset with them. Right? The messy boss, I think it's just purely they don't have management training. Mhmm. And this is they don't set expectations clearly. They don't set deadlines clearly. They don't give you basically a project plan. It's, hey, Sarah. Can you do this project for me? And then I walk away. Right? This can be folks like, some of it's they don't know how to be good managers. Some of it's just like, I'm wildly busy, and, like, I just go, Sarah, figure this out. Like, I don't have time to think about. Super common, I think, or I've seen it. Right? But it's not like it's again, this is, like, fixable stuff. Mhmm. Right? And, ultimately, if you're a leader and you notice, like, you kinda do these things, it's like just having, like, a structured way, like, literally, like, a project plan template. Mhmm. Or, like, doesn't even have to be that detailed, but sort of like, hey, Sarah. I need this thing done by next Friday. It needs to be in this sort of format. I'm expecting two pages. Just giving some more clarity on it, and that'll fix it really easily. The last two types are they're the combination types. So there's the passive aggressive boss, which, again, it's like I'm nice to your face, but behind your back, I'm being mean to you or I'll say things that are like, yeah, Sarah, that was great. Like, I always talk about Bill Lundberg from Office Space as like your classic passive aggressive boss. Mhmm. And then the final one is your passive egocentric, and this is it's all about Rob, but I'll never tell that to your face. Mhmm. And so I had a boss that literally took a report of mine, took my name off of it, put his name on it, and then sent it up the chain. Mhmm. Right? That's a classic passive egocentric. So those are the six types. And actually, 65% of the workforce experiences a boss that fits into those archetypes.

[00:17:12] Sarah:  Yeah. What's interesting so it's interesting to hear all of those. And the thought that came to my mind when we started the conversation is you mentioned some of what you have heard by spending time with frontline employees, which is, like, no one ever listens to me. And that just made me think there's degrees of toxicity that come to mind as someone losing their temper, someone taking credit for work they didn't do. So, you know, something people that are discriminatory toward certain groups of individuals, things that are are pretty significant that, like, I'm not saying that they're always caught and addressed in workplaces today. But there is a degree where, like, you would hope that some of the more flagrant things would get addressed or flagged. But there's a lot of degrees of toxicity below that, some of which can be more malicious or extreme and some that maybe are almost accidental. Right? But, like, someone not feeling heard, I guess my point is, can happen for a number of different reasons. But the outcome of that is not good. Right? I mean, not only are you not getting what could be very valuable feedback from that employee, but they start to just feel disconnected. They start to become frustrated, etcetera, etcetera. So think it's helpful to understand those archetypes and also helpful to remember that, like, when we say toxic, that can take a lot of different shapes, and it can also be at a lot of varying degrees. Right? So can you talk a bit, Rob, about how these different types of toxicity are sort of perpetuated in organizations and sort of how they can persist, if you will?

[00:19:10] Rob:  Yeah. So the first thing I just wanna say to folks, right, is it can feel overwhelming. Right? Is like now you're like, oh, I have all these things I have to think about. So where I want you to land, if you're listening to this, is likely somewhere inside of you, you have all six of those leaders or those bad bosses. Right? For you, likely, maybe one to two to three are the ones that really kinda dominate your experience or that you notice that you may come out with. You're not gonna have like, all six of them are not gonna be in your experience. Right? And so it's more about understanding when are the moments where like, for me, I definitely have an element where I'm a ghost manager. And part of that now is I run my own business, So it's like, I'm hiring a, a marketing company. I'm like, do marketing, go away. Right? But it's like, I also need to be more into that. Right? And part of it's my interest, part of it's like what I like to do. Right? But it's like, you can't just do that. Mhmm. I also have moments where I'm on that kind of abusive narcissist side because I have that inside myself against myself. Mhmm. And so it's not always that's an external thing. It's like, Rob, you didn't get more clients. You didn't book a speaking gig this month. What's wrong with you? Like, these type of things, which we all have, a lot of it's just inside our own heads. And so I don't want folks to feel overwhelmed. What I want folks to feel is, like, this is a moment for me to start tuning in to what's going on inside my mind, the voices that I hear, and understand that one is they're not you. It's a part that was created because of a hard time that you had. Mhmm. And as you listen to them and be curious, that's where you can learn to lead them. Mhmm. And so then it's, well, that will switch. That's the first thing I just wanna tell everyone.

[00:21:21] Sarah:  Yeah. So there's a lot of power and curiosity when you're doing this work, and I'm familiar with this in my personal life. So there can be this tendency when you notice these different patterns or behaviors to be hard on yourself. And just like I said in the parenting example that I shared earlier, that actually not only is it not helpful, but it just makes things worse. Right? So you really have to break the habit of being your self critic and get more curious about okay. Interesting. So, like, I just had this exchange with someone on my team, and I found myself wanting to yell at them. And, I mean, hopefully, you stop it. Right?

[00:22:04] Rob:  Yes. It's

[00:22:04] Sarah:  still an opportunity to think, like, what about that interaction made me so angry that I almost became that aggressive, toxic boss. Right? So it's not about being mad at yourself for that or being critical of yourself for that. It's about just understanding when those tendencies come up, which to your point then helps you be in better control of them.

[00:22:30] Rob:  Yeah. And so it's really just doing, like, root cause analysis on your own mind. Mhmm. And these parts of us, we all have everybody has them. And so it's not that it's like failure modes, right, on a piece of equipment. It's like when the equipment breaks and you're right, Sarah. It's not that we're always going to allow that part to yell at our people. Maybe it's yelling in our mind, and then we're, like, kinda frustrated, so we're just like, yeah, but we know we shouldn't do it, so we're like, yeah. Okay. And then we kinda disconnect. It's like when we dig into where is it coming from, what's it trying to do for us, they're all of these parts are trying to help us in some way. Mhmm. Then that's the switch is as we get curious and we start going down that rabbit hole, and I would totally recommend you get help with this, whether that's you can reach out to me, you can get help in therapy, like whatever that is, it will transform you as a leader as well as you as a parent, as well as you outside of work because this follows us this I'm pointing to my head Mhmm. Follows us everywhere.

[00:23:41] Sarah:  Right. Yeah. So you mentioned you don't want people to feel overwhelmed. So what you refer to this as is self leadership. Okay. So what else would you want to share with people about step one, don't get overwhelmed, and work on, I guess, the curiosity piece? But what else is sort of involved in this idea of self leadership?

[00:24:07] Rob:  Yeah. The first piece, Sarah, is stepping off this treadmill or this hamster wheel of work. And we get caught up with this because everybody, especially in these industries, it's like produce more with less. Mhmm. Because we gotta deliver higher returns than we did last quarter, so we gotta produce more stuff for less cost. And, like, your pew we while we wanna lay off people or we wanna cut cost or we wanted this or we wanted that. Right? It's this constant demand of I need you to do more, but I'm not even gonna give you the same amount I did last year to do it. If we can take that time and step off, and I'm not even saying like you need to step off and take two weeks off, right? I'm not even saying that. It's like literally take like an hour at lunchtime and just like or go on the weekend to like a park or a river or go for a run or go for a walk or swim or like whatever, go for a bike, whatever you like to do. Right? It's just giving yourself that time to let your brain process what's going on.

[00:25:28] Sarah:  Mhmm.

[00:25:30] Rob:  And that those moments are where you're going to one is you'll get better ideas. So if you need creativity to solve problems, this can help you. Right? But also it's gonna give you time where you'll, you will start to understand and listen in on what's going on in here, in my mind. That's it. Mhmm. I don't like for my clients, when I start working with them, I give them one six minute exercise every day. Mhmm. Six minutes. Mhmm. Everybody listening, you have six minutes, and that's all it takes.

[00:26:05] Sarah:  Mhmm. So what do you see as the biggest barriers to people doing this work?

[00:26:13] Rob:  It's all the stuff in our own minds. Mhmm. It takes courage to look inwards, and most people, they're caught in the constant doing.

[00:26:24] Sarah:  Mhmm.

[00:26:25] Rob:  And so they don't even realize that there's stuff to be done. And so Doctor. Tasha York has a book called Insight, and in her research, ninety five percent of people think they're self aware when only 12 to 15% of people actually are.

[00:26:41] Sarah:  Mhmm.

[00:26:42] Rob:  Right? And so 80% of folks, they think they know what's going on in their minds as well as in their interactions with others, but they're like mister Bean in the world.

[00:26:57] Sarah:  Yeah. I think the other thing that comes into play here, right, is when you think about the pressure that leaders today are under, you know, you talked about the importance of making the time to step away from that. Like, because it's also about regulating your nervous system. Right? If you don't do that, then those toxic parts are far more likely to come out to play. Right? Because you don't have the resilience to recognize those feelings in time to stop them. You can tell I'm speaking from experience. And so it's interesting though because also speaking from experience, it's very easy to confuse reasons and excuses because we're all busy. Right? And some of the leaders in these organizations, to your point, it's not just about being busy. It's also about the pressure. It's also about the profits. It's also about the do more with less. It's also about the constant influx of doom headlines. It's also all of these different things. And you have to give your body and your brain a break from that. Like, it's super, super important. And it's funny because even on this podcast I've been doing this podcast for six years, and I've interviewed leaders before that were like, my whole life changed when I started meditating. And I'd be like, oh, yeah. I need to do that. But I never did. Do you know what I mean? And it was just last year, I attended a retreat in August. And it, like, it really helped me understand the value of doing that and shutting off all of the noise. And to your point, there's value in your role, but there's more importantly value, like, as a human being. Like, we are not on this Earth to just execute, hustle, drive. It's like a toxic system, really, in so many ways.

[00:29:03] Rob:  That's the piece, right? There's a Stanford study that it says that the way that companies manage their people accounts for a hundred and twenty thousand deaths per year in The United States and five to eight percent of The US annual health care cost, which makes it the fifth leading cause of death. And it is not just I don't wanna say, like, this was all liters. Right? It's like stress. And then, obviously, high levels of stress lead to cardiovascular, strokes, heart attacks. It leads to major disease like cancer, diabetes, like these things. Mhmm. It also leads to, of course, mental health problems, anxiety, depression, like burnout, these type of things. Right? Right. And so for me, that's part of it. The other part of it is the other side of this. Like, yes, you should do it for your health, your physical and mental health, which will, of course, help you be there for your kids and your family and your friends and all these things. The other side is also, do you want to get promoted? Do you want to work in a job that you like? Do you want to take charge of your career and guide it in the way that you want to? Not how HR wants it, not how you were told that like, I was told, like, my parents, they were like, hey, go to the best college you can, get a stable job, and then, like, basically just, like, ride that out for forty five years. Mhmm. And it's like both of these, the good and the bad, you can have by starting that journey inwards

[00:30:47] Sarah:  Mhmm.

[00:30:48] Rob:  Because you'll find out what you like, or you'll learn strategies on, okay, how do I get promoted? Secret, it's not about working harder. And you all know this because you've seen someone get promoted because they were friends with the boss. Mhmm.

[00:31:05] Sarah:  So there's I came across a point in your content that was about a Harvard University research or study on the gap in leadership training. So I'm also curious how this plays a role. Right? Because what we've talked about really so far is, like, a lot of what is within all of us that can cause these toxic archetypes or just toxic behaviors to arise. But how does the gap in leadership training factor in or sort of exacerbate things?

[00:31:42] Rob:  Totally. So the Harvard Business Review study says that organizations spend $356,000,000,000 per year, and only 25% of it is effective because it addresses the leader's mindset, which is what we've been talking about this whole episode.

[00:32:02] Sarah:  Mhmm.

[00:32:02] Rob:  If we don't change our minds, we don't change our behaviors. That's fact. Mhmm. I mean, yeah. Okay. I can go to a course, and they can say, Rob, I want you to have a thirty minute meeting with all your staff once every two weeks, and I want you to ask them these five questions, great. But ultimately, in these moments of high pressure, in these moments of you gotta deliver more, which you're always under it, it's you're gonna either forget about that or what usually happens is, yeah, the next week that you leave that seminar, you're gonna do this, and then two, three weeks from now, you're back to what you did before. Mhmm. Because you didn't one is you didn't build the habit or change your mind. The other side of it is this. There's a study from Gartner that says that eighty five percent of people who get promoted into management positions don't get training at all.

[00:33:06] Sarah:  Mhmm.

[00:33:07] Rob:  Yay. Right. But it's like, I don't know about you. I thought about this for a long time. I was like, is there any job that I can think of that hire somebody but doesn't either require them to be trained before or give them training after?

[00:33:30] Sarah:  Mhmm.

[00:33:31] Rob:  Right? Like, my sister worked at a fast food restaurant when she was like in high school and they trained her. This is how you cook a burger and do fries and like this. Right? And it's like as an engineer, it's like I needed to go to college for engineering as well as like spend four years working as an engineer in training before I'm now qualified as a professional engineer. Right? And it's like, oh, well, Sarah, you were doing good as an engineer. Mhmm. Like, you're now managing engineers.

[00:34:01] Sarah:  Yeah. Yeah. Yeah. We kinda just throw people into it without equipping them for the job. And I think often without really even attempting to understand if it's a job that they want or will be good at. Yes. Right? And that certainly needs to change. But I think there's there's a lot of value, in my opinion, in both of these things. Right? Like, doing the mindset work because that's so much about better understanding yourself, but also having training to talk about, like like you said, what are the best practices? How often should you be having meetings? How should you be running those meetings? How should you be setting objectives and clear targets and all of these different things? Because there are a lot of individuals that get promoted into these positions that don't have that knowledge or the mindset approach. But all that does is is ramp up the stress level. Right? Because all of a sudden, they're in a job that they feel like they need to know how to do because they've been given the job, but they haven't been given the information on how to do the job well. Right? So that is certainly tough.

[00:35:13] Rob:  You're a % right. So leadership is not all just mindset. Right? Of course, you have to do the other stuff. Right? Like, you're a % right, and that's where kind of the combination of both is most effective because one is, okay, now we're unlearning some of the bad boss behaviors that that have been with us for a long time, and we're replacing those with what are the best strategies, how do we build trust, how do we build psychological safety, how do we have meetings, how do we give feedback, How do we how do we how do we? And we're building those habits Mhmm. Which then stay with us.

[00:35:52] Sarah:  Right. Yeah. That makes sense. So what happens when a leader is a toxic

[00:36:09] Rob:  narcissists, and most of them do not or not open to change. Mhmm. So if anyone out there is listening, you are not one of them because or at least your most dominant archetype is not that because if it was, you wouldn't be listening to this show. So first off, great. Right? But often those folks, the reason or somehow how they end up in front of me is there's a moment where something doesn't work. And so for me, it actually happened with one of my leaders was he was running this massive digital transformation project, and something happened with the team he managed where they were working with another department. He wasn't even in the room. But, basically, there was, like, a disagreement and something happened, and it went up the chain, around, and down onto his head. And then that was the moment where he's like, I need help, and that's when he called me. That's what often happens, right, is the toxic manager well, the arrogant, violent, abusive narcissist types, they don't change until they're forced to change.

[00:37:25] Sarah:  Mhmm. Yeah. Which is where it comes back to a conversation about organizations having more ownership over how leaders are contributing or not to the culture that they want to create because there's plenty of examples of where some of these toxic leaders that are very capable of delivering results are just sort of coddled and allowed to do their thing over time, and that's that's a whole separate problem and conversation. But to your point, the company's role can be that catalyst for people realizing they need to dig in and do some of the work. It's

[00:38:11] Rob:  both, right? And so the CEO of Novo Nordisk, like, and folks know them, Ozempic, that kind of stuff, he actually came out, I don't know, this might have been six months ago and he said, I am now measuring my leaders on how stressed their teams are. And if more than 10% of their teams are stressed or high stress, like whatever high stress and above, I am now going to, that's the KPI I'm looking at, which is incredible. You also have a great example for folks out there. So Jason Lippert, he's the CEO of Lippert Components, which is, like, $5,000,000,000 in revenue. They're based in Indiana. They make everything from RVs to boats, all these things. He has a whole department of leadership coaches in his company. They do stuff like the dream achievers program, which they put 3,000 of their employees through. Everyone from folks who work on the shop floor to managers and executives.

[00:39:15] Sarah:  Mhmm.

[00:39:15] Rob:  And that program focuses on not, hey, Rob. What do you want as, like, your corporate goal, but, like, what do you want as a person? And he said he came on my leadership show a few years ago, and he said the most common thing he gets from folks that go through that program are they wanna learn how they can buy their first house. And so he gets his finance team to help coach them and teach them personal finance, mortgages, like, all these things Mhmm. So then they can buy their first home. There are leaders that are incredible that are out there. And it you know, it's great when you see it at the CEO level, but you can also find them within a company. Yeah. For sure. And if you're not working for one of them, but you know, hey. There's one in another department, Try to transfer over. Mhmm. Because even for me, like, I was doing a ton of therapy and a ton of internal deep work, but there's a limit when you're in a toxic culture.

[00:40:19] Sarah:  Mhmm.

[00:40:20] Rob:  Because you still gotta armor up to go to work to protect yourself from feeling these ways.

[00:40:25] Sarah:  Mhmm.

[00:40:26] Rob:  And so what that's one thing. Right? Yeah. And if it's really bad, like for me, I attempted suicide once, It's like you gotta choose to get out.

[00:40:37] Sarah:  Mhmm.

[00:40:38] Rob:  But those are really intense situations. Right? But the biggest thing for folks out there, look, I want you to just is take control of your life and your career. Mhmm. And we've told we've been told all these stories. You should get promoted. You should be a manager. You should be this. You should be that. You said it, Sarah. Some folks like, I've been in leadership programs that I've coached, and some of the folks that in there, they, like, get to the end of the program. They're like, you know what, Rob? I just wanna go back to being an individual contributor. Mhmm. Because you know what? I don't really like, you know, all this that takes to be a good leader. Look. I just wanna, like, I wanna nerd out on this specific piece of technology or this specific piece of equipment or, like, whatever. And it's like, that is an incredibly great outcome. Mhmm.

[00:41:25] Sarah:  Yeah. For sure. I mean, that's a very important piece of doing the internal work is, why am I even doing this? Is it because it's what I really want? Or is it because my parents put pressure on me? Or is it because I've told myself that if I don't achieve x, I'm doing something wrong, etcetera? At the end of the day, it can be like you said, it it takes courage, but it but it can also be incredibly powerful to start asking yourself those questions and really understanding the answers because life's too short. Right? If you're not gonna feel fulfilled once you climb the ladder, then why are you doing it? Right? I mean, it's yeah. That's really good really good point. And I like too the examples of the leaders out there that are really thinking about this, in my opinion, in the right way because I think that I love seeing examples of people that are reinforcing the fact that you can treat people well and have a really high performing organization at the same time. I would like to see more of those examples, and I think we will. I mean, I think going back to your point about what happened with COVID and some of the generational shifts, there are just less and less people that are willing to tolerate an environment in which they are treated in a way they know they don't deserve, and that is forcing organizations to make their leaders level up, which I think is a win win. So that's really good stuff. So, Rob, thank you for coming to join and share. Folks can find you on LinkedIn. Correct?

[00:43:01] Rob:  You can find me on LinkedIn. Just my name, Rob Kowarowski. Sarah, I'll put it in the podcast notes because I'm sure it's hard to spell.

[00:43:08] Sarah:  Yeah. Rob kindly gave me a very nice phonetical type out of here's how to say it, but we will. We'll make sure it'll be in the podcast information. So, yeah, check Rob out on LinkedIn and have a look at his book and the work that he does. And yeah.

[00:43:24] Rob:  Yeah. So for the book and for my like, if you wanna check out my coaching or my speaking, like, if you host internal corporate events or you go to conferences, like, I do keynote speaking, you can check out my website. Just robcalvariski.com. So that'll be in podcast notes. And then on my website, if you click on the book tab, you can put in your email to get the first two chapters of my upcoming book for free. So check that out.

[00:43:55] Sarah:  Alright. Well, thanks for coming and spending some time with us today, Rob.

[00:43:58] Rob:  Thanks for having me, Sarah.

[00:43:59] Sarah:  You can find more by visiting The Home of the Unscripted podcast at futureoffieldservice.com. The podcast is published in partnership with IFS. You can learn more at ifs.com. As always, thank you for listening.

February 19, 2025 | 3 Mins Read

Are Shared Resources the Future of Service?

February 19, 2025 | 3 Mins Read

Are Shared Resources the Future of Service?

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Episode 304

In this episode of the Unscripted podcast, host Sarah Nicastro welcomes Dave Cole, Director of Energy Strategy at Sizewell C, to explore the innovative shared resources model implemented in the UK's nuclear services sector. Together, they:

• Examine how Nuclear Services was created to address talent retention challenges and maximize resource utilization across multiple nuclear power licensees

• Delve into the unique aspects of operating in a highly regulated nuclear environment, including the importance of maintaining long-term technical expertise and regulatory compliance

• Explore the benefits of the shared resources model, including enhanced career paths for employees, improved resource planning capabilities, and increased opportunities for innovation

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts or Spotify. Also, subscribe to our newsletter right here.

Watch the episode here:

Episode Highlights:

  • [00:41:14] The Three Core Behaviors for Successful Shared Resources - 

Dave emphasizes three essential behaviors that drive success in shared resource models: collaboration, outcome focus, and curiosity. In highly regulated environments with multiple stakeholders, these behaviors create the foundation for effective resource sharing and innovation. Leaders must actively demonstrate and cultivate these behaviors, moving beyond simply stating them as values. Organizations looking to implement shared resource models should prioritize building a culture where these behaviors are lived daily through consistent actions and engagement. The success of such initiatives depends heavily on genuine commitment to these behaviors at all levels, from leadership to frontline workers.

  • [00:17:00] The Triple Role Framework for Service Organizations - 

Dave outlines three critical functions that define successful service organizations: delivering technical work, maintaining required capabilities, and serving as a technical authority. This framework provides a comprehensive approach to service delivery that goes beyond basic execution. Organizations must balance immediate delivery needs with long-term capability development while also providing strategic guidance and expertise. For service leaders, this means developing structures that support all three functions simultaneously. The framework helps organizations create more value by enabling them to act as true partners rather than just service providers.

  • [00:27:29] Strategic Resource Planning in Complex Environments - 

Dave explains how effective resource planning requires understanding both current needs and future capability requirements across different project lifecycles. Organizations must look beyond simple headcount planning to consider how roles and skills evolve over time. This approach requires maintaining strong relationships with supply chain partners while ensuring internal competency and control. Service organizations should develop comprehensive planning processes that account for both predictable changes and unexpected demands. The key is creating flexibility while maintaining the core capabilities needed for long-term success.

  • [00:45:58] Prerequisites for Implementing Shared Resource Models - 

Dave provides crucial guidance for organizations considering shared resource models by emphasizing the importance of establishing trust and shared goals before implementing commercial arrangements. Organizations should first evaluate whether they have truly unique talent or specialized skills that warrant resource sharing. Leaders must carefully consider market conditions, competitive dynamics, and future technological changes that might affect resource scarcity. This evaluation process should include assessing both the potential benefits and risks of creating interdependent relationships between different business entities. Success depends on building strong foundations of trust and alignment before formalizing resource-sharing arrangements.

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February 4, 2025 | 5 Mins Read

The Neuroscience Behind Why Modernizing Field Service – and Field Service Leaders – Is So Complex

February 4, 2025 | 5 Mins Read

The Neuroscience Behind Why Modernizing Field Service – and Field Service Leaders – Is So Complex

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Two of our recent podcasts dove into how service leaders need to evolve in 2025 (with Roy Dockery, Director of Field Service Research at TSIA) and how to overcome or avoid the most common missteps leaders make in EQ (with Sara Mueller, Emotional Intelligence EQ Keynote Speaker, Leadership Trainer, and Executive Coach). Topics like these are crucially important to our audience, because effective leadership is inherently woven into what it takes for businesses today to achieve operational excellence, delight customers, attract and retain talent, and innovate at a pace necessary to maintain success over the long term.

But what if some of the ways in which we’re asking today’s service leaders to evolve are at odds with how their brains are wired?

It’s an interesting question to explore, posed by John Walls, Insight Instigator at NeuroBuilt, LLC, who sent me an email with some compelling food for thought about my conversation with Roy. His perspective is that, based on neuroscience, there are some scientifically backed challenges to overcome for technically inclined service leaders to embrace and enact a more modern, communicative approach.

“What we’ve learned from fMRI-based neuroscience research during the last 15 years provides us with the tools to better understand the brain’s natural tendency to get in the way of effective communication,” John says. “It also points to how we can most effectively strengthen communication and practice other virtues which are necessary to be a motivational leader.”

If we think about how many of how today’s service leaders have gotten to where they are (moving up the ranks from technician to leader) and the core skillset that helped them achieve much of their career success (strong technical skills), it begins to make sense that expecting them to innately grasp characteristics and skills like those discussed in the two podcasts mentioned above might be unrealistic.

“Neuroscience explains precisely how technically minded people think differently. One reason is because of a natural brain state known as Reciprocal Inhibition, which is the way the brain has evolved to conserve precious cognitive energy,” John explains. “In short, there are certain neural pathways of the brain that strengthen during the learning, and repeated practice, of technical tasks. These technically related pathways suppress neural pathways within the brain's Prefrontal Cortex (PFC) that are responsible for communication skills. Pathways associated with empathy and communicating empathy are suppressed when technical pathways are activated. As technical abilities improve, interpersonal skills lag, perhaps even weaken…just like an unused muscle. We unconsciously play to our strengths, one of the brain’s clever ways of conserving cognitive energy. The outdated practice of promotions based on subject matter expertise (SME) and/or tenure often compounds the effects of reciprocal inhibition as leaders turn to technical skills rather than people skills when facing a challenge.”

And until not too long ago, service leaders could excel with stellar technical skills alone – because they were working in relatively stable environments with many like-minded individuals. As service has evolved from a transactional, break-fix environment where mechanical skills and technical knowledge were revered above all to a more customer-centric business driver drastically changed by rapid technological advancements and a very different talent landscape, what we need from leaders is far different. As many of these leaders have honed their technical prowess and relished in its effectiveness, much of the world around them has changed.

In the recent podcast with Roy, he spoke about how a “culture of complaining” is fueled by service leaders feeling like the rest of the business doesn’t understand their work, almost like “speaking a foreign language.” John sheds light on the neuroscience behind this feeling, saying, “This is explained to some degree by Reciprocal Inhibition; realize that the service organization is technically minded, and the rest of the organization is socially minded. Service organizations have traditionally been considered successful based on practicing and demonstrating exceptional technical skills. The rest of the organization is thinking with their PFC, (think sales, marketing, C-suite).  When viewed through the lens of neuroscience, the disconnect between a technically minded service organization and the various Prefrontal thinking organizations of a business is no surprise.”

EQ is Essential

Perhaps better understanding the factors that have kept service disconnected from the rest of the business is the first step to really breaking down the silos?

John also feels philosophy plays an important role. “The ‘That’s the way we’ve always done it’ mentality is a culture killer. So are service leaders who have fixed mindsets or believe being technically good is enough to overcome the lack of a growth mentality. It’s simply not so these days,” he says. “This is an area where applying philosophy to service comes into play. The Stoics teach us growth and fulfillment are not from competing with others, but from striving to be better than we were yesterday. This focus on internal competition fosters intrinsic motivation, genuine improvement, builds resilience, and leads to a deeper understanding of ourselves and others. That attitude is what differentiates a service representative from a service professional.”

For businesses that understand the true potential of service, and really want to enable technical talent to thrive, it’s worthwhile to consider what practical steps this information could prompt. A few that come to mind:

  • Providing all employees with soft skills training
  • Ensuring technical talent isn’t promoted into management roles simply because they’re strong individual contributors
  • Providing all supervisors, managers, and leaders with ongoing training and development that emphasizes the importance of EQ
  • Encouraging personal development and a growth mentality by not only providing ample opportunities for learning and progression, but recognition and rewards

Each of these potential actions is underpinned by the importance of better embedding EQ into the business, across functions, from the frontlines to the top-level leaders. “You made an important point when you mentioned the association between empathy and curiosity. Empathy is the most important virtue of a leader,” says John. “Service people are curious, no doubt, they are simply not curious about things that are not on their mind.  Therefore, many service leaders fail to develop the skill, the virtue, of showing empathy. As I mentioned earlier, the effects of reciprocal inhibition suppress the strengthening of neural pathways associated with empathy and communicating empathy. Simply training service minded people to be as curious about others as they are about technology will go a long way along the path of leadership development.”

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January 8, 2025 | 13 Mins Read

My 2025 Service (Non)Predictions

January 8, 2025 | 13 Mins Read

My 2025 Service (Non)Predictions

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Episode 298

While host Sarah Nicastro doesn’t believe anyone can truly predict the future, in this episode of the Unscripted Podcast, she shares what she expects 2025 will bring based on interactions with the Future of Field Service community and featuring insights from the Stand Out Service Trends report.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts or Spotify. Also, subscribe to our newsletter right here.

Watch the episode here:

Episode Transcript:

[00:00:00] Sarah:  The reason that there are not any excuses not to is that the options for offering flexibility are enabled by today's technologies and just a bit of creativity, a bit of getting willing to move beyond the way that it's always worked and to reimagine a bit what service delivery could look like in a world where you are offering your employees some of that flexibility. So if we consider how the incorporation of more self service change what's possible, we start to see how coming up with different scenarios that can offer more flexibility to our workforce is feasible.

Welcome to the Unscripted podcast. I'm your host, Sara Nicastro. The day has come for my 2025 service predictions, or as I'm going to refer to them today, my non predictions. The reason I say that is every January, all different types of content creators, analysts, journalists, etcetera are asked to share or decide to share predictions for the coming year. I've always found this challenging because the reality is none of us can predict the future. No one knows what is around the corner, and so it's really hard to feel a sense of confidence or conviction in stating with certainty what is to come in the year ahead. That being said, it is something that I'm asked often. And while I don't necessarily feel any of us can predict the future, There are some different themes or trends that, in my opinion, we can expect to see in 2025 based on the conversations that I have on this podcast on a weekly basis, based on the interactions I have the opportunity to have with people within the future of field service community, the interactions that I have with different IFS customers who are on their journey to service transformation and service optimization. And, of course, last year, we had the 1st ever standout fifty leadership award and did a standout service trends report with those leaders in which we gathered some insights that I'll also reference today as I go through my non predictions.

So I have a few to share, and the first that I want to start with here is organizations will begin to offer the frontline workforce greater flexibility. Here's why I think this will happen. It has to. We know that flexibility and better work-life balance is incredibly important to today's talent, And this is an area where for a long time and for a lot of different reasons, service organizations have sort of dismissed it as simply not possible, and that has changed. So in the standout service trends report, 29% of respondents report that they already are allowing flexible schedules, remote work options, or other work-life balance initiatives as part of an employee engagement focus. Now if you didn't read the standout service trends report or haven't heard me talk through some of the findings on the podcast before, I do want to mention that the standout fifty was fifty leaders. They were nominated by peers and colleagues and folks within the industry based on the impact that they're making, but there's no way that we can say that necessarily a sample size of 50 is representative of the whole. Right? So in my mind, if these folks were folks that were nominated for their impact, we could deduce from that that they, as leaders, and possibly the organizations that they're a part of, are on the better side or further alongside of thinking and best practices when it comes to service. That may or may not be true, but my point here is saying that that's 29% of those 50 leaders, not of all of service by any means. But 29% of the standout service leaders who participated in that report are already offering some sort of flexibility, and I think that is tremendous. There really though is  no excuse for others not to at this point. And that's why I think in 2025, we're going to see more and more of this. The reason that there are not any excuses not to is that the options for offering excuses not to is that the options for offering flexibility are enabled by today's technologies and just a bit of creativity, a bit of getting willing to move beyond the way that it's always worked and to reimagine a bit what service delivery could look like in a world where you are offering your employees some of that flexibility. So if we consider how the incorporation of more self-service and remote service change what's possible, we start to see how coming up with different scenarios that can offer more flexibility to our workforce is feasible. In the standout service trends report, 15% of respondents said that they have extensive self-service options in place and state that customers are responding well to those, and 52% currently have some self-service capabilities in place and are focused on expanding those. 33% of respondents have transitioned a significant portion of service delivery to be remote, and another 30% are in the midst of transitioning a portion of service delivery to be remote. So these and other changes give companies options for flexibility that would have been nearly impossible to achieve not too very long ago.

I do believe companies that seize this opportunity are on the cutting edge of looking at things differently and leveraging today's tools to reimagine what's possible for the frontline workforce will have a significant advantage in the talent war. Now this should go without saying, but organizations should be offering their workforce a lot more than just flexibility. That's certainly not the only thing that is important to talent. It isn't the only foundational pillar of employee engagement. This is simply an element that is desired by today's workforce that has long been dismissed as impossible in the service industry that is now entirely feasible. So that's why I think in 2025, we're going to see a lot more offering of flexibility, and it will be really interesting to see some of the different shapes that takes. That could be days that they work from home, that could be rotating schedules, it could be allowing them the opportunity to pick their start and end times for the day, etcetera. There's a number of different shapes that this can take and that's where getting creative and understanding what's important to your workforce, understanding the constrictions of how you deliver service to your customers today and what could change in that regard to make new things possible, all of those things come into play, but they deduce down to the ability to offer more flexibility to the workforce.

So that's number 1. Number 2, customer expectations will exploit service organization complacency. So it is incredibly challenging to keep pace with what customers want, but it is the name of the game. For a long time in this space, we've been talking about consumerization and the influence of how the experiences that we can receive in our personal lives bleed over to what we expect from companies that we do business with in all areas of our lives. And so I believe that many service organizations are soon going to face the consequence of sitting pretty or maintaining the status quo when they could have or should have been innovating.

One of the data points from the standout service trends report that drove this home for me is that respondents shared that when asked what's most important to customers, wanting peace of mind or guaranteed uptime slash performance was 2nd on the list. So it's the 2nd most important thing to the respondents' customer base. Yet only 26% of respondents are offering outcomes based services, and, perhaps more importantly, 26% still offer only reactive or transactional break-fix service. So that shows this divide between what's important to customers and where these organizations are in terms of evolving their service offerings to provide that peace of mind that we know is important. So what was once effective at setting service apart has, in many instances, become table stakes. We've talked a lot in the past about soft skills, prompt response, high degree of first-time fix. There are a number of companies who are still struggling to shore up those strengths, and those companies are falling behind the organizations who have shifted to modernizing their service value proposition along with modernizing service delivery itself. So I think that this is the way the pace at which customer expectations are evolving is really going to magnify the gap that exists between service organizations who have taken the initiative to be innovative, to keep on top of trends, to keep pace with change, to understand what's important to their customers, and to continue to evolve their operations and their offerings accordingly and those who have sort of just stayed complacent and maintained the status quo. This evolution in progress or foreshadowing of a reckoning, if you will, is also suggested by the wide range of KPIs that are used to measure service success today. When we asked respondents in the standout service trends report how they measure performance of their service teams. Some mentioned things like CSAT and NPS, but there were quite a few who still solely rely on metrics like productivity, efficiency, and utilization, which, don't get me wrong, are quite important, but when used in a vacuum, can be at odds with evolving an operation beyond that transactional service mentality. So the lesson here is that customer-centered innovation is essential, whether that means the development of new service offerings, an evolution of service delivery, incorporation of more sophisticated technology to allow things like greater personalization or more extensive information to your customers, or more than likely a combination of all of these things. And measuring the performance of your workforce based on the success factors of today's business, not yesteryear's, is a must. So I think this reckoning is something that we'll see quite a bit of in 2025.

Number 3, organizations will be forced to reconcile technology debt and invest in more modern service management. So when we think about what is possible in terms of customer-centric innovation or we think about what's possible in terms of really changing the employee value proposition, both things should contribute to companies' overall performance in a positive way. When we think about what's possible, so many of the areas of opportunity rely on technological innovation. And so the importance of a strong, scalable, sophisticated digital foundation in today's service landscape can't be overstated. However, in the standout service trends report, 20% of respondents said that their core service management platform is not ideal and are currently evaluating or implementing an alternative, and 59% more reported that their service management platform is capable, but not ideal for the future state of their operations. Only 15% reported that they have a fully functioning and future-ready service management system in place, and 50% stated that less than 10% of field service tasks are automated. This shows not only the opportunity, but the directive to modernize core systems in order to remain relevant, both to your customers and to your employees. The good news is, supporting why I think we'll see a lot of this investment in new core systems and replacement of legacy systems in 2025, is that respondents also indicated that for 2025, nearly half of respondents are set to bolster their technology investments. 35% expect a moderate increase in their technology budget, and 12% expect a significant increase. 47% remain expect their technology budget to remain flat, and 6% expect a nominal decrease. So the stage is set here based on the absolute imperative nature of having that capable, scalable solution in place that not only meets the really strong demand of today's business, but sets you up for success in the future.

It's so crucial to businesses to be successful, and it's the time has come to get rid of what's not working, to get rid of what can't meet the needs of where you need to go, and put in place the solutions that can. So building off of that, certainly, over the last few years, everyone's predictions have included AI in some way, shape, or form. And my next non prediction, if you will, is that I believe we will witness some major service-centered AI successes, but also the 1st major missteps. So the AI buzz that has had the industry in a stronghold over the last couple of years is warranted. It is. I've said before, I actually shared in my predictions last year that the buzz started as buzz and companies started taking action, and the intelligence the AI can bring to an organization is the next significant milestone in digital transformation or in the digital journey. There are so many opportunities, sometimes so many that it can be quite overwhelming, but it's something that we have to be very pragmatic about. So all of the buzz is something that the service trends report showed that the standout leaders also believe in.

62% of respondents are currently using AI in their operations, and they shared some examples such as chatbots, triage and tech support, service order summaries, document and data search, guided troubleshooting, optimized scheduling, generating service tickets from emails, and much more. Further, 47% state that AI is their next area of focus in terms of technology investment, and 76% believe advanced AI will be critical for remaining competitive in field service. That being said, the current and future use of AI is not without concern. The top 3 concerns that respondents shared are accuracy and bias with 33%, the need to master the basics first, 23%, and not having the data at the ready to support the use of AI, 19%. So personally, I think it's positive that leaders were very open and upfront about the concerns that they have because we will see more missteps by those who are just racing and rushing into expanding their AI use than we will those who do have some concerns and are doing their due diligence and making sure that they're being pragmatic in their approach. So here's what I think will happen in 2025. I anticipate that we'll see the buzz that has moved to action morph into some really compelling success stories. There are so many ways that AI in different forms can be incredibly useful to service organizations, and again, in a way that can really bring value to not only the business, but the customer experience and the employee experience.

If you want to take a deeper dive into some of the the different ways that AI will unfold in service in 2025, you should check out the predictions blog from my colleague, Mark Brewer, who is the vice president for service industry at IFS. You can find that at blog.ifs.com. But he explores in detail some of the cool ways that he believes AI will evolve in service this year. And, personally, I'm very excited to start to see at conferences and on the podcast, in discussions, some of these real-world success stories. And not just real-world success stories on a small scale, but starting to see real-world success stories from companies that are doing quite sophisticated things and driving real business value by doing so. But while I'm excited to see how companies put AI to work for their businesses, for their customers, for their employees, I also fully expect that we will inevitably really see some major missteps, ones that could be quite significant. If I were to get out my crystal ball, I would anticipate everything from failing to see AI as a tool that can augment the work of talented people and instead trying to replace them with technology to the detriment of the customer experience, or rushing into AI use that isn't rooted in real business case or supported by capable technology. There are some ways here that organizations can go really, really wrong if they aren't keeping in mind the ethical implications, the customer experience implications, and being really smart about how they take this incredibly valuable tool and put it to the best use for their organization. So I'm not concerned, to be clear, about the fail fast type of mistakes that are part of any innovative project, but more so the big kahuna, what were you thinking type missteps that come from believing that there's some sort of loophole away from the realities and limitations of the hard work that is involved in getting AI right. So be smart about tying your investment and evolution and the technology to real business cases, and be smart about the partners that you choose to work with and the way you communicate those changes to your workforce and to your customers.

And my final non prediction is more so a call to action, which is service leaders must get better at storytelling. At the Service Council Symposium last fall and in their own 2025 predictions, John Carroll of the Service Council spoke about the rising existential threat to service leaders. Essentially, the risk that exists for service not to have a spot in strategic decision-making at the company to have a for organizations to miss the full view of what service and the wealth of insights a service function has mean to the business and instead be dismissed or deprioritized. So this existential threat would be massively unfortunate to see unfold, and my hope is we don't see that happen at all. As we know, service is far more than a means to meeting customer needs. It's really a treasure trove of so, so much more. But to avoid this potential reality, service leaders have to become better storytellers. Many service leaders grew up from being technicians themselves, and not all have become comfortable or adept at articulating and influencing, but that is exactly what is needed. Service leaders need to use storytelling to translate the needs of and opportunities within the customer base to terminology that screams business value and shifts the perception of them and their teams from that of a necessary evil to a powerhouse of competitive differentiation and potential innovation. Deep diving into being sure you understand all the ways in which service is interconnected with your company's financial objectives, strategic vision, sustainability initiatives, and technological road map is a great start. But using storytelling to explain this interconnectedness in a language that will resonate with your company's C-level executives is a must. So let's work on that in 2025.

And those, my friends, are my 2025 nonpredictions. I would love to hear your thoughts on anything that I've shared here. I would also love to hear your thoughts on what you think 2025 will bring. So if you have any insight for me, please feel free to reach out through email or on LinkedIn. And next week, I look forward to our 3 hundredth episode. That's crazy and hard to believe. Until then, you can find more by visiting us at futureoffieldservice.com. The unscripted podcast is published in partnership with IFS. You can find more at IFS.com.

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October 21, 2024 | 3 Mins Read

My Top 5 Moments of IFS Unleashed 2024

October 21, 2024 | 3 Mins Read

My Top 5 Moments of IFS Unleashed 2024

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Last week, more than 2,000 customers, partners, and prospects from across the globe descended upon the Orlando World Center Marriott (which happens to be the largest Marriott in the world) for IFS Unleashed. It was an action-packed week (and that’s putting it lightly!) with more to recap than could possibly fit into one short article. So here I’ll share my top five moments of the week.

#1: The Future of Field Service Stand Out 50 Leadership Awards Announcement

These aren’t even in a particular order, but of course this had to be number one! This summer, we opened nominations for the Stand Out 50 leadership awards, on a quest to acknowledge not only the incredible work of service leaders, but to reinforce the tremendous importance, value, and potential of service within businesses. On Wednesday, we announced the winners live at the event. I was joined by two of my fellow judges, Dot Mynahan of National Elevator Industry, Inc. and John Carroll, CEO of the Service Council, who spoke with me about why this recognition matters so much. It was an honor to have the opportunity to acknowledge these impactful leaders, some of which were able to join us live for the award. Take a moment to have a look at the winners and stay tuned for some content we’ve collaborated with them on as well.

#2: Mark Moffat’s Opening Keynote

Mark took the reigns as CEO from Darren Roos in January, and it was compelling to see how he addressed the crowd on opening day. His keynote brought what felt like genuine energy and passion around the next phases of IFS’s journey that he’s signed up to lead. He set the stage for Industrial AI as the next Industrial Revolution and spoke enthusiastically about how IFS is positioned to lead as that unfolds. The session set the tone of high energy and excitement for the week! You can watch his keynote here.

#3: Darren Roos’s Closing Interview with Gary Player

I’ve never golfed a day in my life, so while I knew who Gary Player is, I didn’t expect this session to have a markable impact on me. About three minutes in, I found my eyes welling up with tears listening to the 89-year-old legend talk about what’s mattered most in his life, how he takes care of himself, and some of the incredible experiences he’s had. As a bonus, I ran into him in the hallway just after and he was kind as could be – gave me a big hug, a kiss on each cheek, and gladly took a selfie. I won’t be picking up golf clubs as a result, but the interview is one that will stick with me for a long time.

#4: Exelon’s Story of Business-Led Digital Transformation

There were many impressive customer stories shared over the three-day event, so while it’s hard to pick just one, I’ll explain why Exelon’s took the top spot for me. The company’s leaders spoke about the importance of not only replacing outdated technology, but doing so in a business-led, customer-centric manner. To me, this means modernizing the right way – not just layering new technology on top of existing processes but digging in to see what all it will take to become the business it wants to be not only today but into the future.

#5: Making Memories with Wonderful People

I will own that this is a cheat to put on this list, because it isn’t *one* moment but a whole lot of them. But if there’s a true number one, it’s this one – because having the opportunity to spend time in person is a gift. There’s simply no replacement for human connection, and having the chance to share a laugh, give a hug, have a brainstorm session, shake hands, ride a roller coaster (we went to Universal Studios Wednesday night, which was so fun!), or even just smile at across the room are moments that make the hard work we all go back and do different, because we’ve connected (or reconnected) on that human level. It’s special, and it’s an important reminder that it’s always people that matter most.

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October 14, 2024 | 5 Mins Read

What Does “Master the Basics” Even Mean in Service Today?

October 14, 2024 | 5 Mins Read

What Does “Master the Basics” Even Mean in Service Today?

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Everyone has heard and likely used the term “master the basics.” In the service context, we often do so when talking about the need to have the fundamentals nailed before looking to innovate. I recently hosted a podcast with Ben Williams, Director of Service Operations for Americas at 3D Systems, that made me reflect on our use of this term.

When Ben and I had our podcast prep call to explore different ideas for our discussion, he brought up the importance of “being brilliant on the basics” before trying to layer on change. This became the theme for his episode, during which I realized the distinction between the two phrases. “Being brilliant on the basics is important because you create a solid operational foundation, which aligns you for a long-term growth and sustainability. And the byproduct of that is increasing your customer experience,” he says.

The difference between Ben’s suggestion of being brilliant on the basics versus the more commonly used phrasing of mastering the basics comes down to the fact that the service landscape of today is something that is in many ways a moving target – and how could you master what continues to change? You can’t, so as Ben suggests, you focus on being brilliant on the basics – continuously, as what it takes to be brilliant in any given area of service will change.

“You're going to get to a point where you’re brilliant on the basics and your customer experience is great. And then you reach this spot called Arte. Right. Once you reach that, that's the mastery of everything. But the problem is, personnel changes, process changes, and then you're beginning back at the basics. It's kind of like an ebb and flow, just like the tide. It's constant work in progress. And do you master it? No, I don't believe there's a real mastery of it, but I do believe that you'll get to a point where the change part, the willingness to change, look at your processes, wanting to keep building on your future becomes more innate,” Ben shares.

Wise words! I really liked this reframing of a term we’ve used often, perhaps without fully reflecting on what it means. So rather than focusing on mastering the basics, the win seems to be in mastering the willingness and ability to continually learn and evolve.

Ben and I went on to discuss some of the areas within his remit where he’s focused on being brilliant on the basics. These are areas we’d know to be fundamental to any service operation, but with layers of change continually being introduced as a result of technological innovation, customer preferences, and so on. Here’s a look at what was on Ben’s list:

  • Customer Communication – this category encompasses a range of things, from understanding how customers want to communicate with you (what channels) to ensuring everyone from your frontline workforce up is adept at communication skills. Ben says, “If it's something that's important, people forget: pick up the phone and call. If you're in an escalated issue or process, communicate. Don't hold secrets. Communicate. Foundational things that leaders may know, but we're in a different time now. You have to teach these things.” And going back to the moving target theme, it’s important to stay connected to what your customer preferences are and what experiences they value and continue to focus on being brilliant at those things.
  • Process Optimization – reflecting on processes and whether or not they serve the business and its customers is a practice that must be ongoing, because what works at one point in time won’t necessarily work a year from now. Because this exercise is one that forces companies to introduce change to their frontline employees, I feel it’s put off or avoided more than it should be. Ben shares, “I think everyone would agree it's cheaper to optimize than to spend. Where we run into issues is your old process might not be able to handle all the new optimization and efficiencies you want. The processes were probably great for 2000 or 2018. But in 2024, you might have to revisit some of these processes. Everybody has a different cadence, right? For me and our business, we review processes probably every year to ensure and it'll help us where we're at, where we've come from, and which direction we want to go forward.”
  • Strategic Alignment – this encompasses everything from the fact that your customers see you as one brand versus separate functions to the need to create a common view on what the potential for service is for the business and the risk of inefficiency. Ben says, “The customer sees 3D Systems. They don't see 3D Systems field service, customer service, and accounts payable. They see 3D Systems as a team, and being strategically aligned and eliminating silos is one of the best things you can do as a company.”
  • Leadership – with an evolving talent landscape and new ways of working, leaders who are willing to grow and evolve with the times – to be brilliant on today’s basics – are crucial. Ben shares, “When we talk about leadership, we're always talking about influence, right? And we're always talking about vision. No one ever says, hey, when you're a leader, don't be in that crystal palace in the sky and not be available. Be available. Basic. Be self-aware. We never talk about developing relationships all the way down. Be available, be personal, have relationships. It goes a long way. Do simple things. I'll write personal notes and send them to my field engineers. Little things like that are lasting and impactful.”
  • AI Readiness – while AI usage is growing, many companies need to start by being brilliant at their data hygiene to make the best use of the technology. Ben says, “Here at 3D Systems, we're in our own initiatives to figure out where it fits with regard to service. We had early adopters of AI that we use to troubleshoot with, and we've learned the pros and cons. But being brilliant on the basis is making sure your data is clean. Do it now. Because the competitors are doing it as well, and they're utilizing AI. AI is a tidal wave. Don't look at that as a cost. Just look at it as an investment in your future.”

What makes this more challenging for companies than maybe it should be I believe is the pace of change. Everyone is in a race to understand what’s next, what’s new, what’s the path ahead – it takes our focus away from the basics we need to be brilliant at and what it takes to do so.

The reality is that the two are intertwined – being brilliant on the basics involves continued focus on some of the core foundational elements of service we know matter most as well as the incorporation of new technologies, new ways of working, and new value streams. Keeping grounded in the customer lens is important – yes, they may be interested in a new service that innovation could bring, but not if you aren’t already capable of delivering a stellar experience, on-time, the first time.

There was loads more to Ben and I’s full podcast discussion, be sure to check it out here!

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October 7, 2024 | 6 Mins Read

The Crucial Work of Connecting Women with the Trades

October 7, 2024 | 6 Mins Read

The Crucial Work of Connecting Women with the Trades

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Field service organizations have been striving over the last number of years to bring more women into roles, to varying degrees of success. Many have reported that they’ve struggled to recruit and retain woman technicians, even more so than other diverse groups they’ve aimed to welcome into their workforces.

These challenges become easy to comprehend when you consider related recent news such as how, “despite the many academic symposiums, STEM programs, and corporate efforts towards diversity, the high tech sector has made frighteningly little progress over the past two decades, according to a new report by the U.S. Equal Employment Opportunity Commission (EEOC).”

All the while, much debate is taking place over the validity and impact of DEI efforts (and even how best to refer to these efforts). In a recent article for BBC News, technology editor Zoe Kleinman discusses how women’s STEM supports are waning as a result of this debate (along with corporate budget cuts and culture shifts). She specifically notes the closure of two impactful groups: the charity Women Who Code, a US-based group with 145,000 members that in June announced it was shutting down “due to factors that have materially impacted our funding sources;” as well as the US non-profit community Girls in Tech that closed in July after 17 years (also reportedly with lack of funding as the main reason).

Existence of these groups is an essential component of how we continue to make much-needed progress in gender equity. We spoke recently with California-based Tradeswomen Inc., a grassroots non-profit focused on recruitment, retention, and career development for women in the skilled trades industries. Melinda Ramirez, the group’s development manager, and Felicia Hall, workforce development manager, share how the organization is bringing women and employers in the trades together.

Future of Field Service: Can you tell us about the mission of Tradeswomen Inc.?

Melinda Ramirez: Our organization is non-profit, we’ve been around for about 45 years, and our mission and our work is centered around improving equity in the skilled trades, mostly construction trades, and increasing the number of women and LGBTQ employees in the trades.

Most estimates say 11% of the employees in the industry are women, but really only about 4% of employees in the trades are women that actually work with tools. We do outreach for recruitment, retention, and leadership development. We go to a lot of career fairs, try to help guide women into pre-apprenticeships, and help them to apply to different registered apprenticeship programs. We also helping them with resources to support their efforts, like gas cards and child care stipends.

Our previous director, Meg Vasey, works with the National Taskforce on Tradeswomen’s issues, and they focus on policy and law. For example, one item that was recently passed was having separate bathrooms or porta-potties for men and women on jobsites. They have also worked on mandating better fitting safety gear, since most safety gear and hardhats were designed for men.

We will soon go to New Orleans for the Tradeswomen Build Nations conference, and I am meeting up with people from all over the world who are working on policy and gender equity.

Felicia Hall: We work directly with recruiters, and we have a newly developed Multi-Craft Core Curriculum (MC3) apprenticeship program with NABTU (North American Building Trades Union). That allows candidates to get into a paid, union apprenticeship.

A lot of the work we do is in advocacy and getting knowledge out there about the trades. Many women don’t know these roles are even an option. We focus a lot creating awareness among high school graduates about the trades and the opportunities available.

We have a monthly apprenticeship workshop, where we explain the benefits and some of the challenges of working in the trades. As women in the trades, you do face discrimination, and they will push you to your limit. As a woman you need to be able to pick up your ladder or tools and move them yourself. We talk about the importance of that independence as a woman on a job site, and how to conduct yourself on a job site.

Future of Field Service: What are some of the biggest challenges in connecting women with jobs in the trades?

Felicia Hall: A lot of the challenges are just getting women to commit. There can be fear because this is unfamiliar to them. We have to convince them to consider the opportunity. We also face challenges around availability. Once people hear about us, they want us everywhere. We are small but mighty, so we try to do as much outreach as possible.

Melinda Ramirez: Any kind of contract with federal funding requires hiring a certain number of women, minorities, and apprentices, and there is a formula companies have to follow. It can be difficult for them to find qualified individuals, and we see a lot of challenges because they hire an apprentice, give them half a shot, and then move on to a more experienced person so they can say they fulfilled their requirements.

I read an article recently about the difference between mentorship and sponsorship. A mentor in the trades will give you advice and point you in the right direction, whereas a sponsor will take a risk on you, introduce you to the right players, and give you the big jobs. Men tend to get more sponsorships, where women experience more mentorship without anyone taking risks on them.

Women also don’t see themselves reflected in leadership roles in these companies. If you don’t see women in those positions, it can be hard to stick with it. Most women tend to leave the trades within the first four years, and there are a lot of reasons for that, but it really comes down to changing the worksite culture. That takes time and work and has to start from leadership and move down.

Future of Field Service: For companies that want to recruit and retain more women in these positions, what are some helpful strategies?

Melinda Ramirez: You need flexibility, and what I mean by that is making small accommodations, like offering a time and place for lactation when women come back from maternity leave, for example.

Companies also need to be understanding about childcare issues, Women tend to be caregivers for children and in some cases their parents, and because of the early start on jobsites that can be difficult. Most daycares do not open at 4 a.m.

There should also be a path for upward mobility. If you give them opportunities and have women in leadership roles, you will attract more women at an entry level.

Felicia Hall: When we work with companies that have women in leadership positions, they often tell us they prefer to hire women because they are more meticulous and pay attention to detail. We have seen data that shows when you have one woman on a job site, you get a 15% higher safety record. Just by having one woman in any role on a job site improves the safety on that job site.

Future of Field Service: Are you seeing promising trends around promoting the trades to younger women, and students in general?

Melinda Ramirez:  We are trying to get information to youth at an early age, even as young as middle school. You have to show them that this is an option, because a four-year college is not for everyone.

You can learn more about Tradeswomen Inc. and the work they’re doing on their website. The group holds a monthly apprenticeship workshop on the third Thursday of every month via Zoom. (Registration is required.) If you happen to be in California, they are also holding a fundraiser on Nov. 16 in Alameda, CA.

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September 18, 2024 | 2 Mins Read

Lessons in Servitization: Combining Historical Success with Continual Innovation

September 18, 2024 | 2 Mins Read

Lessons in Servitization: Combining Historical Success with Continual Innovation

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Episode 283

In this session from Future of Field Service Live in Cologne, host Sarah Nicastro talks with Joern Lindstaedt, VP of Global Customer Service at Rolls Royce Power, about the company’s famous “power by the hour” innovation and how an early start at Servitization translates to a culture of continual innovation.

Joern brings over 20 years of experience in customer and product support across aviation, transportation, and power generation. He has vast experience leading global, cross-functional teams and driving the development and implementation of worldwide service support strategies and MRO networks.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts or Spotify.

Watch the Podcast Video here:

Episode Highlights:

  • [02:21] - Rolls-Royce's success with its innovative "power by the hour" concept was driven by listening to customer needs and adapting to meet them. The company's first deal in 1962 with a business jet client reflected this customer-focused approach, offering peace of mind with fixed maintenance costs despite the lack of advanced technologies like trend monitoring. Understanding their clients and developing long-term service agreements allowed Rolls-Royce to build a model that transformed the way maintenance and services are delivered, creating lasting customer loyalty and reshaping the aviation industry with its outcome-based approach.
  • [10:01] - Building a successful service business requires laying a strong foundation before making big promises to customers. While the behind-the-scenes work may seem unexciting, like setting up ticketing systems, building operation centers, or gathering customer feedback, it's essential for long-term success. You can't skip this step if you want to meet customer demands and deliver consistent outcomes. Be transparent with customers about your capabilities and work together to address any challenges.
  • [26:38] - When tackling change management challenges, having a sponsor at the C-level is vital. Resistance is inevitable; different departments may hesitate to change, especially when they benefit from the status quo. Involving stakeholders early and making them part of the solution helps overcome these obstacles. Change management can take longer than building the technical capability, but it's necessary to secure buy-in from everyone involved. Combining sales, services, and even engineering teams ensures a better understanding of customer needs, fostering smoother collaboration and long-term success.
  • [32:30] - In the next five years, the service landscape will be shaped by technology that enables greater scalability and customer-focused solutions. AI will play a key role in managing complexity, while hybrid roles allow more flexibility, like troubleshooting from home. However, the key is to keep the human touch, ensuring that technology enhances the customer and employee experience without becoming impersonal.

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September 16, 2024 | 5 Mins Read

Service Innovation: No Risk, No Reward

September 16, 2024 | 5 Mins Read

Service Innovation: No Risk, No Reward

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It’s interesting to talk with leaders from companies along the continuum of innovating around service and to reflect on the wide range of progress and approach. Some, in the earlier stages, are working to determine how to bring service into the forefront their businesses – they may be struggling with alignment on the value and potential service truly brings and focused on things like increasing contract attach rates or expanding aftermarket revenue. Others, more mature in service innovation, have not only found ways to innovate within their service offerings and delivery, but to transform the business model of service – introducing outcomes-based or as-a-Service offerings.

Regardless of where one lies on this continuum, there’s a shared reality – forward progress can’t be made without taking some risk. There’s always risk in trying something new; in doing something different. When it comes to service innovation, there’s an argument to be made that the more risk you are willing to take, the greater the opportunity for reward. This is evidenced by companies that have taken the leap to evolve the service business model significantly and are reaping the rewards.

How much risk a company takes depends on a variety of factors, including the capacity and ambition for change, alignment on the vision for service, and the willingness to adopt a new business model. Progress also necessitates a company and its leaders take an honest, realistic view of where they are currently and what the potential is. Often, I talk with leaders who would identify as further along this innovation continuum than they truly are; they are finding new ways to sell the existing value proposition versus creating any new value or fundamentally changing the customer relationship – but perceive themselves as having truly transformed.

While there isn’t anything inherently wrong with a more incremental than disruptive approach, it’s important to be able to accurately assess your current state in order to envision the full potential for your future. Only from that view can you determine how much risk you’re willing to take to innovate further.

The Initial Leap

Reflecting on this topic calls to mind some of the wisdom I’ve gathered from leaders in businesses who have embraced the discomfort of risk in order to see what opportunity lies beyond the status quo. The first of those is Dave Mackerness, Director at Kaer, a Singapore-based business that transitioned to a Cooling-as-a-Service model. “There was no one we could look to, to understand is this going to be successful or not. So, we did all of our legacy work that we had done for 70 years in cooling and then we added this as a service and got a few customers on board. Throughout year five we actually did all of our legacy business products and the As-a-Service offering as well and then looked NPS, which was much higher for our Cooling-as-a-Service customers,” he says.

With this data in hand, along with data to support the impact on sustainability this model had, Kaer decided to go all-in on its Cooling-as-a-Service offering and stop its legacy business. “When you're talking about an As-a-Service businesses, it's different investment of dollars and providers then get nervous around ROI. The problem is you cannot look at it this way. You have to understand your business risk and your customers’ risk and you cannot mitigate your own risk by putting on your customers contract clauses and penalties that you bake into the business model or essentially tying them down into things or locking them into things to secure your revenue,” Dave explains. “Those two things really kill the business model. When Netflix came around they said to me ‘Dave, give me 10 dollars a month I'll give you all you want,’ and I said ‘I'll do it, 10 bucks a month.’ If they had said to me ‘Dave, it's 10 bucks a month but, you have to sign a 10 year contract and you have to pay me in advance for the first year and to terminate the contract you have to pay me a penalty of six years’ worth of revenue,’ I would've said ‘No, but thanks very much.’ You have to stay true to the business model. It's not easy, and there is a lot of business risk involved, but you can take it a step at a time, and you can learn from other industries.”

Alec Anderson, Managing Director at Koolmill, a company that has disrupted the rice milling industry not only with its machinery but with offering it As-a-Service, knew risk was essential to his endeavor. “The risk is there; there's always risk. Things will go wrong. The question is how do you deal with that risk? It’s important to focus on value creation. How can you create value? How can you capture a share of that value? And if that means redesigning the machine so that they can have a longer life with more service, and I think the world is moving away from the disposable, buy it, scrap it, get another one. If you can design machinery that has a longer life, and it can be upgraded through its life, I think there's great value there,” says Alec. “We work in a very, very conservative industry, and I would say our challenge right now is not a technical challenge. It's really a culture or mindset. It's changing the perceptions and how people think.”

Alastair Winner, Partner and Co-Founder at Mossrake Group, has a history of working within companies that have introduced new service business models and, in his current role, works with businesses looking to do the same. On this concept of risk, he says, “When you sell a customer a product, the accountability and the risk for the value that product creates immediately transfers to the customer. In this model, there is an onus on the service provider to deliver that value. This means they're likely to have to make some sort of upfront investment in technology and they're going to have to think about putting capacity ahead of demand, especially if they're able to provide some level of flexibility to the customer. So the customer is not making an upfront investment, but the service provider is. That's a risk,” he explains.

“Then they've got to think about all of the lifecycle activities to sustain the service and deliver the outcome over the contractual period, which could be up to 10 years. When you think about all of the updates and changes and recalibrations and replacements that have to go on over that period, you've really got to be thinking about what does that look like and costing it accordingly,” says Alastair. “The benefits for the service provider are they get a long-term annuity stream with almost certainly a higher rate of return. Over that contractual period, they're going to get service on everything over a very long time and they're going to end up with a very loyal customer.”

You can listen to each of these interviews in their entirety to gain additional perspective from Dave, Alec, and Alastair and each of their journeys. How much risk has your organization taken, and how has it paid off? I’d love to hear from you!

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September 4, 2024 | 2 Mins Read

Canon’s 5-Pillar Service Strategy

September 4, 2024 | 2 Mins Read

Canon’s 5-Pillar Service Strategy

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Episode 281

In this episode of the Unscripted Podcast, host Sarah Nicastro welcomes Andy Schneider, European Vice President of Services and Support at Canon EMEA, to share the company’s five-pillar service strategy and why the relevance of service is near and dear to his heart.

In his role, Andy's key focus is on driving growth and excellence in Canon's Digital Printing & Solutions unit by optimizing service delivery and leading cross-functional teams to consistently deliver outstanding results. Before that, Andy held senior roles at companies such as Spigraph, DICOM, Kofax, and more.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts or Spotify.

Episode Highlights:

[36:01] - The fourth pillar is the relevance of service, which is more than just fixing problems; it's a core driver of business success and customer loyalty. Showcasing the dynamic, high-tech nature of modern service roles offers Canon the possibility to attract top talent and inspire the next generation. As service evolves, it demands creativity, people skills, and the same level of engagement found in sales and marketing.

[07:29] - Canon's strategy is built on five key pillars, with a strong focus on solution growth. At the core, it's about shifting from transactional sales to true partnerships with customers. Instead of just selling products, Canon aims to transform its customers' businesses by aligning with their evolving needs, offering tailored support, and delivering real value. The goal is to move beyond short-term costs and focus on long-term business benefits.

[20:00] - Graphic arts is a key growth segment for Canon's production business, offering print service providers diverse applications with advanced technology. Transitioning from traditional analog to digital printing allows these businesses to enjoy lower maintenance costs, greater creative versatility, shorter and more personalized print runs, and faster production speeds. However, to fully capitalize on these benefits, Canon must invest in workforce skills, tools, and smart technologies that support this high-demand, competitive market.

[27:45] - Operational excellence is all about using the right technology, people, and skills to enhance both the customer experience and cost efficiency. By investing in remote solution tools and customer self-service options, Canon can solve issues faster and more effectively, often without needing an on-site visit. The company is also upskilling its field service engineers for remote support roles, which require new capabilities and tools, all aimed at delivering seamless and modernized customer service.

[32:17] - Sustainability is at the heart of Canon's philosophy, driving efforts to minimize environmental impact across the entire lifecycle of the company's products. From pioneering recycling solutions since the '90s to offering reconditioned devices, Canon is committed to responsible manufacturing and operational excellence. Canon also supports its customers in reducing their environmental footprint with eco-conscious print solutions, energy-efficient designs, and data-driven guidance to promote sustainable practices.

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