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March 10, 2021 | 36 Mins Read

Dot Mynahan of Otis Elevator on IWD 202‪1‬

March 10, 2021 | 36 Mins Read

Dot Mynahan of Otis Elevator on IWD 202‪1‬

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Dot Mynahan, Executive Director, Field Operations for Otis Americas talks with Sarah about her 30-year history in field service, how Otis is working to mentor and advance women leaders, and how she’s chosen to challenge.

Sarah Nicastro: Welcome to the Future of Field Service podcast. I'm your host, Sarah Nicastro. I'm excited today to be speaking with Dot Mynahan of Otis on International Women's Day week. I've interviewed Dot in the past, but not for a very long time and I'm so excited to be interviewing her again, sharing that with you and talking about this important day and month.

Sarah Nicastro: So, Dot, welcome to the Future of Field Service podcast.

Dot Mynahan: Thank you, Sarah. I'm really happy to be here and I appreciate this opportunity. As you said, my name is Dot Mynahan, and I am currently the Executive Director of Field Operations for Otis Elevator Americas. So I cover the Canada, the US, Central America and South America.

Sarah Nicastro: Excellent. And so, thank you for being here. Before we get into the topic at hand, just tell us a little bit about your current role, your background and your history, anything you want to share about yourself.

Dot Mynahan: Sure. I started with Otis 30 years ago as a temporary employee, believe it or not. I answered a newspaper ad, so I'm aging myself there, for a service clerk. So I started as a service clerk in the Portland main office, and over the course of those 30 years, I've worked my way up through the company to now be the executive director of field ops.

Dot Mynahan: My role currently is to ensure that our field employees have the proper training, tools and support. I really focus on support to perform their work safely and efficiently and deliver our products to our customer so that we meet customer's expectations. Actually, we try to exceed the customer's expectations here.

Dot Mynahan: So, I think when I looked back at Otis and where I started, I was really struggling to find a company where I felt like I had a career that I could grow with the company, and that it felt like a family kind of atmosphere and I think I definitely found it with Otis. So I'm so thrilled that I made that step way back then.

Dot Mynahan: And then on a personal level, I live in Florida. I have a rescue cat named, Girdie, who's 11 years old. I rescued her when I lived in Maryland. And my sister is a snowbird so she's been living with me since November and I kicked her out in May.

Sarah Nicastro: Nice. Well, I'm jealous of her. I'm in Pennsylvania, so the snow is actually falling outside the window as we speak. We have a quarantine rescue kitty who will be turning one on the 15th of March. So he is the sweetest thing ever, and he's been a welcome distraction while we have been cooped up.

Dot Mynahan: That's awesome.

Sarah Nicastro: Good. So you've been at Otis 30 years. When you answered that newspaper ad, did you have an inclination that maybe Otis would be that company you could grow with or did it just kind of happen serendipitously?

Dot Mynahan: Definitely serendipitously. As I came into the original interview, I was thinking, "I really want to stay with this company five years." Other jobs that I'd had previous to that, I'd worked in water and sewer, sold pipe. So I had kind of non-traditional roles leading up to this role.

Dot Mynahan: But usually after two years, I had maxed out on what I could learn and I would become bored, and then look for my next opportunity. So I came into Otis, and I thought like I really want to learn. I really want to grow and see what I can do, and boy, if I can get five years with this company, I'd be really, really happy.

Dot Mynahan: I came to Otis and I was so challenged to learn how we work, to learn about elevators. I started as a service clerk, so just even parts and however thing went together, and I can remember being so humiliated and humbled by my lack of ability to learn the job easily. And my supervisor at that time said, "Don't stress out. It takes about six months for the light bulb to go on and then all of the pieces are going to come together."

Dot Mynahan: And he was right on the money. One day, it was just like, boom, I get it. But I got the insight part of the job. I was still working in the office, I'm ordering parts, I'm processing payroll, working with the field guys from the office support side of the house. I think one of the interesting things was when I was given the opportunity to go out in the field and actually work as a helper as part of a training program.

Dot Mynahan: That's when everything really started to come together and I understood how elevators work. I actually worked on installing them and repairing them and maintaining them, and that really kind of took me to the next level.

Sarah Nicastro: I have a feeling you would say serendipitously and I'm going to challenge you a little bit here because I think that this is an International Women's Day episode. And I think that this is something that we as women can tend to do, which is minimize a bit the role we've played in our success or longevity, et cetera.

Sarah Nicastro: I don't think it's not serendipitous. I mean, you didn't obviously know when you answered that ad that 30 years later you would be where you are. I mean, I'm pulling some stuff from LinkedIn here, but over the lifespan of your career with Otis, you went from service clerk to field management trainee, to maintenance supervisor, to branch manager, to general manager, to regional field operations, to senior regional field operations, to director of field operations for Latin America to now.

Sarah Nicastro: I think there's also a need to ... I highly doubt that Otis only challenged you to do all of those things. I mean, there had to be a drive within you to learn and to progress and to continue to push yourself. What are your thoughts on that?

Dot Mynahan: So I think serendipitously because Otis has this phenomenal employee benefit called the employee scholar program. So I actually took advantage of that benefit to finish my undergraduate degree and to get my MBA. So, I see it as being how lucky I am to work for a company that has that benefit that I could take advantage of.

Dot Mynahan: But you're right. I mean, a lot of these was agreeing to take the interview for the next step, and thinking like, "Why are they asking me to interview for this job?" But I think after the first couple of times of taking those interviews and taking the jobs and proving that I could do it to myself as well as to others, at that point in time, I started thinking ... In fact, I started answering interview questions differently when they said like, "Why do you want this job?"

Dot Mynahan: And I'm like, "Really, why do you want me? You know what I bring to the table. You know what I'm capable of doing. Is that what you need for this next role, if that's what you need to fill this position?" Because I brought a lot to the table, and I felt like I brought a lot to the table.

Dot Mynahan: So I think the part that came from within was just that confidence of saying like, "You know what? I think no matter what, I can do this job." And I think one of the lessons that I learned when I went out in the field, and this is probably for Otis where I first felt that, is when I went out in the field as a trainee and I was a helper, I went out to a construction site, and they're like, "Okay, run that chain fall and hoist that heavy piece of equipment."

Dot Mynahan: And I didn't have the upper body strength of the guys who were running the chain fall for years on construction sites. And I was so humiliated and so disappointed in myself that I couldn't deliver the performance that a peer could deliver. But then when it came time to wire up the controller, I did it without any errors. My wiring was all treed up. And the mechanic was like, "This is awesome. I don't have to check your work. I can trust your work."

Dot Mynahan: And I thought like, "Okay, so bring that skillset to the table." So I just have kind of done that same approach through all of these positions, is just take those learning lesson. And maybe I don't everything to the table these job requirements, but I think what we've seen statistically is that men will apply when they have 60% of the skills required for a job, and women will apply when they have a 100%.

Dot Mynahan: I no longer look at the 100%, I look at, do I think I can-

Sarah Nicastro: What am I bringing to the table?

Dot Mynahan: What am I bringing, right.

Sarah Nicastro: I hope that didn't ... I didn't mean that to come across as a criticism in any way of that answer. I was saying it only because I resonate a lot with ... And I've actually had a mentor of mine that I'll say, I'm really fortunate, I'm really lucky and I'm always pushed of, "Okay, maybe so but you've also worked really hard and you're also very talented, so don't underemphasize or minimize in your own mind or externally the value that you have."

Sarah Nicastro: And I just think that's an important point because I think that there can be a tendency to do that. The other thing though that your story made me think of is the really cool synergy that happens when you have an employer that recognizes, acknowledges and fosters that sense of worth and how that builds your confidence, and then how that kind of snowballs to continue expanding the value that you can bring to the company.

Sarah Nicastro: I think that that's a really cool thing to see happen. They believed in you, maybe a little bit before you started to say like, "Okay, I can do this." And then as you build that confidence, you realize, I can do more and more and more. Your value to them grows because they gave you those opportunities. They challenged you to learn and grow and that's really cool. I mean, I can see why you would stay around 30 years if you have the opportunity to do that.

Sarah Nicastro: I want to talk a little bit about, as a woman in field service, what are some of the most notable experiences, some of the lessons you've learned of being a woman in a field that is still in 2021 largely male dominated?

Dot Mynahan: One of the lessons I already talked about, going out in the fields and realizing I didn't bring what some of the men in the industry brought to the table but I brought other skills that were beneficial. And so, just kind of understanding my value to the team, maybe just in different areas. So I think that was really good.

Dot Mynahan: I think one of the other most notable experiences and this was incredibly challenging, is at the tail end of that field training program, my mentor at that time said, "What I want you to do is ... Over the final few months of this training program. As a supervisor in another office in New England goes on vacation, I want you to go to that office and be the supervisor for the week."

Dot Mynahan: So think about that. I'm going into an office, I know nobody. I don't know the field mechanics. I don't know anybody and I have to go in and I have to be a leader sitting at that desk and helping the field mechanics. And the reception oftentimes wasn't warm and fuzzy. They were like, "Who are you? My supervisor has 20 years of field experience. What do you bring to the table?"

Dot Mynahan: But it didn't take long. Sometimes I think they were challenging me. It didn't take long for them to realize I knew my parts. I knew how to order parts and get them to them quickly, and I knew the systems. So frustrations that they had where maybe a piece of equipment showed up and their paperwork that wasn't right, and nobody knew how to fix the systems, I knew how to fix them.

Dot Mynahan: And so what ended up happening is by the end of the week, I often had three or four mechanics waiting to speak to me before I left saying, "Before you leave, can you help me with this, this and this?" I think that was incredible experience because I had to learn how to go into some place cold, how to build relationships. But I also developed an incredible network that I still leverage to this day. There are still people from those offices both in the field and in the office that I still reach out to, to this day as part of my network.

Dot Mynahan: They'll oftentimes say, "Hey, remember when you came to our office and filled in for the supervisor?" That was just an incredible experience for me and really taught me that I could go in cold to an operation and make a difference. And I think I faced the biggest challenge after that was when I was asked to consider going to Latin America. I didn't speak Spanish, didn't speak Portuguese, had never been to Latin America.

Dot Mynahan: And they're saying, "Hey, would you be interested in talking to us about the director of field operations for Latin America?" I can remember being on the flight down to Brazil thinking like, I don't know anybody. It was such an odd experience. But I thought like, "You've done this before. You've done this before. You used to go into all these offices. You didn't know anybody, and you made it work. So go in with an open mind and see what they need."

Dot Mynahan: And sure enough, what they needed were all of the skills that I had that I could share. And the interesting thing was a lot of the people in the positions that I was helping in Latin America, they needed to learn English or to practice their English in order to be promoted, be considered for future promotions within the company. And so, a lot of times, it ended up being a very strong relationship where I might not speak Spanish or Portuguese well, but they really wanted to practice their English.

Dot Mynahan: And so, we made it a point to work together. I would help them with presentations. So I not only was making an impact in the field, but to them personally. And once again, that strong ability to network and I still talk to those people all the time as well.

Sarah Nicastro: That's good. So let me ask you a question about the construction example that you shared because I'm just thinking, staying on the field service topic, and how do we kind of welcome more women into field service roles. In a situation like that where there truly was a challenge in the sense of you couldn't lift the heavy equipment. You could do a lot of these other things and arguably do a lot of these other things better than some of the other folks doing them, but there was thing.

Sarah Nicastro: As an employer, so now, putting on your ... Later on, putting on your director hat, and for others listening, what's the resolution there so that ... Is it just team work? Is it some changes in the requirements? How do you get around that real challenge to be able to bring more women in? I appreciate you just had to deal with it personally and kind of find your own solution. But thinking of it from the director's side or from the employer's side, what are some of the ways to make the work more welcoming to women that can do 99% of the job?

Dot Mynahan: So I just want to be clear. I could do the work. I couldn't do the work as fast. I couldn't run a chain fall as fast the guy sitting beside me who run a chain fall for years. So, I could do it, but I felt like I was slow and it was just disappointing. But how do we make it more appealing to women? We have a member FORWARD which is the employee resource group that I co-started, one of our leaders in the Midwest region was a former new equipment mechanic and I don't even think she's 5' 2".

Dot Mynahan: But she knew how to use the tools available to her and the hoist available to her, and to ask for help from her apprentice. And she actually went from an apprentice to a mechanic and actually was promoted into a supervisory role. So I think one of the big things that I like to say is, and that we try to do through my employee resource group FORWARD, is to share those stories. Share pictures of women in the field.

Dot Mynahan: Otis has done a phenomenal job of doing professional photo shoots for some of these women in the field that we can use in materials that we go to recruit at job fairs. Say, "Look, here's a picture of a woman working on the elevators. Well, here's a picture of women working in escalators. You can do this work." And it's the highest paying trade. So you want to do this work. And I think that we've had a lot of success in Brazil, I hate to admit to bias, but I was biased myself.

Dot Mynahan: So we have a training program where we bring in apprentices every year and hire 40 apprentices to train. And so HR came to me and said, "How many women should we target to hire this year?" And I said, "Well, how many did we have last year?" They said, "Eight." I said, "Let's double it. Let's go to eight." My boss said, "What are you saying? Let's get half. Let's hire 20. 20 women, 20 men have gender parity."

Dot Mynahan: And the light bulb went off for me thinking like, "Why didn't I think of it like that?" And we actually changed how we posted for the job saying, "Women are encouraged to apply." There were 1,200 applicants, 400 were women. We went out and took photos of women working in the field and posted those with that recruitment, and we had gender parity in that class. And not only did we have gender parity in that class, but we've had gender parity in every class from that point on.

Sarah Nicastro: That's awesome. And that's kind of exactly the insight I was looking for, because maybe it sounds simple but something like those photos that builds that confidence, instead of you having to go out there and kind of feel uncomfortable and build it yourself, that helps Otis paint that picture of, "Hey, anyone can do this job. Women can do this job. It's a well-paying job. Look at these people doing it. This is something that is as applicable to you as it is to anyone else."

Sarah Nicastro: That's good. So let's talk about ... You obviously have a passion for mentoring and supporting other women, particularly in field service. Let's talk a little bit about why that's so important to you and then also why it's important to the industry for everyone to do a better job of mentoring women in service.

Dot Mynahan: Well, I think it's important to me just because of my background. I still ... I know you're going to disagree, I still think I was so lucky to find Otis and to find the trade that I just love. And so, I just feel like ... And I've been successful, and I feel an obligation to give back, to show other women this can happen. You can be successful. You can come into this trade. It's a great trade. It's a great industry. You can do this.

Dot Mynahan: So I think that that's really important. I think from a financial standpoint, if you want to get to the business bottom line, I think studies show that having women in senior leadership roles actually leads to better bottom line results. And so from a strictly financial standpoint, I think companies missed the ball when they don't have a diverse workforce.

Dot Mynahan: I mean, the diversity of thought, how I could do wiring better than the other person, it's a stronger team. One of our culture statements is we're stronger together and I really and truly believe that. And so what happened for mentoring, I also didn't understand what mentoring meant. I thought a mentoring relationship was I set aside one hour a week or month to meet with you. We have lunch, how are you doing? What do you need help with?

Dot Mynahan: But that's not what it is at all. It's actually a relationship that's owned by the mentee and you agree to be there for that person. So once I understood that and once I had one of my mentors tell me that he was mentoring 15 people, I realized that I could actually help influence 15 people. And then I met a peer of mine when I was in Latin America, I was the director of service operations and I met a peer who was the director of service operations in Singapore and we never knew of each other. She was another woman.

Dot Mynahan: And we met in Berlin for a safety conference, and we were walking down the street and I said, "If I can mentor 15 women in field operations, and you can mentor 15 women in the field operations, then we could change the lives of 30 women in the company. Wouldn't that be awesome?" And then we both looked at each other and said, "Do you know 15 women in field operations?" And the answer was no.

Dot Mynahan: So that's when we went to HR, and they suggested we start the employee resource group. So that we started FORWARD for women in the field operations, and now we've gone from an original group of 12 at the kickoff four years ago this month, to over 500 people worldwide.

Sarah Nicastro: That's awesome.

Sarah Nicastro: Yeah. Just for the record, I do think you're lucky. I just think Otis is lucky too. That's all I was trying to say. No, and I know that feeling. So, no, that makes sense.

Sarah Nicastro: So let's talk a little bit then about, so you had this idea, you realized, "Okay, great. I could mentor 15 women in field ops, but where are they?" And then that's how the concept for FORWARD kind of initiated. Talk a little bit about exactly what FORWARD is, its intention, what it provides, how it's grown, and how you see its impact.

Dot Mynahan: So we started four years ago this month with a group of 12 women field leaders from across the US and actually we had representation from Canada and Latin America. And I think one of the biggest difference of why we were so successful is coincidentally the same week we were meeting in Connecticut to start this group and to meet each other and get this kicked off, the executive leadership team was meeting in Connecticut and our diversity inclusion person from World Headquarters who was helping us, April, she arranged for a social hour, a happy hour with the team.

Dot Mynahan: And when the executives came in and started talking to these women, we had a former Navy fighter pilot. We had a naval academy grad. We had the mechanic in the Midwest who became a supervisor. We had one of the apprentices from Brazil who was such a good troubleshooter that after two years, she became a help desk engineer helping other mechanics troubleshoot.

Dot Mynahan: And their eyes lit up. And they realized that we had hidden gems in our organization that the old adage, if you can't see it, you can't be it. I think that a light bulb went off for them that we have these resources that are under-utilized. And so, each of those women went back into their regions and started a smaller sub-regional group for FORWARD, and then it just continued to blossom.

Dot Mynahan: And the interesting thing is we say that we're there to help women in field operations, but in reality and if you look at our mission statement, we're there to help employees in field operations. So we do that through networking, through training, through support, and have regular calls and conferences in order to try to help grow all of our employees in field operations. And hopefully, we do focus a lot of our attention on women and then they will benefit from that as well.

Sarah Nicastro: Good. So what are some of the actions from those meetings or the resources that become available to these folks to help them in terms of progressing? Is it based solely around the connection and the communication or are there different sort of actions or insights, trainings, et cetera that are sort of a part of that as well?

Dot Mynahan: So we've done some technical training classes as part of the course, but I think the number one value of it is networking and sharing success stories. So each of us as leaders at some point in time or another has told our story about taking that chance, about taking the interview, sharing the statistic of men will apply when they have 60% of the credentials.

Dot Mynahan: And I think what's happened is through the normal kind of networking and mentoring relationships that have developed is when women see an opportunity posted in their office now, they'll usually retell to one of us and say, "Hey, I saw this posting. Do you think I should apply?"

Sarah Nicastro: And you say, yes?

Dot Mynahan: Why wouldn't you? Look at what you bring to the table. Look at everything that you bring to the table. Apply, put your name out there. And even if you don't get the job, because one of the things that I've made it a point to share with the women is I have not gotten every job that I've interviewed for, and that's okay, because I still put myself out there and I still met people who became part of my network. And sure enough, further along in my career, I've gotten to work with those people but the relationship had already started. So, I encourage women to do that in order to move forward.

Dot Mynahan: I think that it's a combination of just the support and the network. For a big win, this might seem small but it's not for our women. It's just we didn't have women's PPE. So, women's fall protection harnesses. We're just getting those lined up for our women. We've always said we'll just order the extra small and the smallest size those gloves come in are size seven. And so we've really put a concerted effort on women's uniforms, women's PPE. I think that those kind of benefits are things that never even crossed our mind as being a problem. We weren't even aware of it until FORWARD.

Sarah Nicastro: That's really a good point. And I think going back to what you mentioned earlier too when we were talking about the construction example with just the way you post a job description and the language you use. We've had some different episodes on the podcast that were more related to recruiting. But if you're looking to diversify in your recruiting, there is oftentimes some really bad habits ingrained that aren't malicious.

Sarah Nicastro: It's just you keep doing the thing you've been doing without stopping, reviewing and thinking, "Okay, wait a minute. How could this be perceived? Or how could we be more inclusive here? Or boy, we should really have uniforms made specifically for our women," or those sorts of things. So, I think that a lot of times making improvements in having better gender parity, making these roles more appealing and more accessible to women is just a matter of really slowing down for a minute and thinking, and just being a little bit more creative.

Sarah Nicastro: The other thing I liked is just emphasizing that value of connection. It's hard to feel like you're the first one doing a thing or you're the first one having a feeling about this role or this situation or this opportunity. And when you can connect and see so many examples of growth and evolution and maturity and learning and failure and all of those things, it normalizes all of it so that there's this collective, "Okay, we all can do this," and "I should apply for this job and I should learn this new thing."

Sarah Nicastro: It's just there is so much value in community, and I think that I'm glad that you have that passion and I'm glad that you took action on it and put that together, and the growth in four years is so super impressive. And you have to be really proud of thinking about the impact that's had on that many individual human beings and their confidence or their livelihood, all of that stuff.

Sarah Nicastro: If you were to give listeners advice or thoughts around the importance or the process of creating a program like FORWARD, what do you feel like you've learned that you should share?

Dot Mynahan: I think that there is a common misperception about employee resource groups, giving people an unfair advantage. In fact, when FORWARD first started and we had our first meetings, supervisors would reach out to me and say, "Well, how come women can attend those training sessions and I can't?" I'm like, "Oh, no. look at our mission statement. It's all employees. Please, join."

Dot Mynahan: And we started to see the attendance creep up with more and more men participating both to learn but also as allies because you not only have to have the women who are there but we have to have allies and those who will advocate for us.

Dot Mynahan: So, I think from a company to start an employee resource group, just find a leader. Find a couple of leaders who are willing to put forth an effort, who are willing to put themselves out there and take that chance, take that step and to be the face and the voice of women in field service and help other women succeed. I think that that's the big thing, is it can't be done for selfish reasons. I didn't co-found FORWARD for selfish reasons. Erika and I truly had it in our heart that we were trying to help 30 women. So, find those people in your organization that can do it and that can help.

Dot Mynahan: And the other key benefit, I think, that a lot of companies may not understand as well as I've learned is the employee assistance programs. When we think about employee assistance programs, we think about them in terms of counseling. When somebody has a problem, so we're going to leverage the employee assistance program and get them counseling. But in reality, the employee assistance programs are incredibly valuable resources for far more benefits than just counseling. They help during natural disasters and finding resources available in the local area for you.

Dot Mynahan: With COVID, we had them present several times throughout the year to us just all of the additional pressures on the women that it's okay to feel the way that you're feeling, the additional stresses at home, the people that had to homeschool who had kids. All of the additional burdens really started to add up and have negatively impacted women.

Dot Mynahan: So, I think that it's kind of ... I would recommend two specific actions. Number one, start and employee resource group, and I think that's a huge help and it's not hard to do. And number two is really leverage your employee assistance group to help with resources and benefits that will encourage women and help women be successful. As they take on these new roles, as they have doubts and concerns about themselves, they have outside support as well as internal support.

Sarah Nicastro: That makes sense. So you kind of segue to the next thing I wanted to talk about which is I've been reading a lot of the data around how COVID has impacted working women and especially working moms. It makes me really sad. I have two children, four and five-year-old boys, and I am incredibly fortunate to be in a role with an organization that is supremely supportive of doing whatever it takes to juggle it all and understanding that this last year has been crazy times and just the best support.

Sarah Nicastro: So, to see how this is impacting so many women that aren't that fortunate, it just makes me really sad. I've worked really hard on my career, and it's really important to me. And I know that it is equally important to a lot of these women that have found themselves having to give it up. And I'm just curious outside of what you just mentioned about the employee assistance, what other thoughts do you have on how ... This isn't have to specific to field service necessarily or it can be, but just how companies and leaders need to be responding to support working moms and also to think ahead a bit about as hopefully we recover from this, how can we put an effort on bringing those women back into the workforce and giving them, not just handing them their careers back, but how do we make a space for them?

Dot Mynahan: Yeah. I mean, that's a great question. I was looking at a research from McKinsey and LeanIn that said basically one out of four women have stepped away during COVID from their careers, and one of five men. So, the impact to women is greater than to men. And we're looking at also additional workload at home, that there's an additional three hours of work at home to women versus men.

Dot Mynahan: And so it's just an incredible burden that we've asked these women to shoulder. One of the things that I've seen done successfully by UTC when Otis was a part of UTC is how to welcome ... They had a special program welcoming women back to careers who had taken a break for either to have children or because of COVID and the impact of COVID, and having specific programs designed to say, "We welcome you back. Please come back and join us."

Dot Mynahan: And I think that for us at Otis, we're going to do the same thing. We have done a phenomenal job with transitioning to remote work, supporting remote work, really being understanding with our teams. I mean last ... oh, god, it was probably end of October, beginning of November, in my weekly staff calls with my team, I could hear the fatigue. And it's all men but I could ... from my direct reports ... but I could hear the fatigue in their voices. They just were tired.

Dot Mynahan: And I stopped the meeting and I said, "Here's the deal. I can hear that you're there. You're at the breaking point. So what I want you to do is sometime whenever it makes sense to you, take a play day. Just take a play day. Just take the day off. Send me a note. Let me know. Text me, I don't care, and just say, 'You know what? I need a play day,' and go do something fun for yourself, with your family, whatever you need to just kind of get that break we all need." And that was so successful, even just the offer of doing that was so well received. And you could just feel the tension break and really just helped reset everybody.

Dot Mynahan: So, I mean I think we've done a lot. I really, really, really can't stress enough how important employee assistance programs are. There are so many resources available through employee assistance programs for childcare, finding childcare, finding eldercare, financial assistance like where can I find financial assistance. That's a benefit that I think a lot of people have that they don't realize that they have.

Sarah Nicastro: Yeah. That's a good point. I mean it's obviously a very multifaceted issue, right? There is a lot of societal things and all sorts of stuff that comes into play. It's not like any employer or group of employers could have prevented that data. But I do think that first of all, kudos to the companies that have responded well and have done anything and everything in their power to create a more flexible environment. And to take into consideration the mental load for all of us and to acknowledge that to do what you can to give people some breathing room.

Sarah Nicastro: I think the other big thing I think about is, to your point, like the welcome back idea. There is going to be a real thing that hopefully when these women are in a position to reenter the workforce and they have this gap ... I know just talking from moms that have taken time off. It's like, "Well, now I can't find a job because I have three, five years on my resume where I wasn't working."

Sarah Nicastro: So, things like that like understanding, "Well, hey, there's a really big reason right here why so women and men were forced to do this. Let's be understanding." Just think about how we make accommodations for that in terms of our hiring and things like that. It's just, yeah, I hope we make some good progress.

Dot Mynahan: I bet there's a bunch of hidden gems out there, right? I mean I think that's the thing, like go past those gaps and look for those hidden gems. They're out there. They want to come back and giving them that opportunity is just the right thing to do.

Sarah Nicastro: I'm not trying to get too off topic, but this just made me think of a thought which is if service organizations are being strategic about the fact that this has happened, welcome them into service. Look for some skillsets that maybe in different industries that maybe could be useful in your organization. And go recruit those people. Think about how you can not only help them, but you use that as an opportunity to market a field that maybe those women never thought about getting into before. So, just a thought.

Dot Mynahan: No, it's a great thought and it's the thoughtfulness. It's not only thinking about it but trying to come up with a plan and measure yourself to that because once you start measuring yourself to a goal, you're likely to achieve that.

Sarah Nicastro: Yes. And that's a good point. Any consideration or support or allyship, it's one thing to say it. It's another thing to take action. So, it's good if people are understanding that this is a real challenge but what can we as leaders, what can we as organizations do to help build some resolution to this problem over the coming years.

Sarah Nicastro: The international women's day theme for this year is Choose to Challenge. It says, "From challenge comes change, so let's all choose to challenge." So, I wanted to ask how do you challenge gender bias and inequality and how maybe is that different for you now versus 30 years ago when you were first starting out in your career with Otis?

Dot Mynahan: I think it's markedly different. There are more women in field operations roles. We've been celebrating them now for four years with FORWARD and really sharing their stories. So, the conversations have become so much easier. Before FORWARD, before we had this opportunity to really highlight all of these hidden gems I call them, the conversation would always be a struggle. You'd have to be fighting for them. "But she can do this, and she can do this, and she can do this."

Dot Mynahan: And now, I just feel like you bring up their name and they're like, "Oh, yeah. She's done a great job in this past role. Yeah, we should consider her." So, it's just kind of changing the ... It's changed the discussion. It really has changed the discussion and I truly believed that the, "If you see it, you can be it" adage holds true and that we've done a great job within the company to have a lot of pictures of women in field operations which has helped that discussion as well.

Dot Mynahan: We're the only employee resource group right now at Otis that reaches out and includes our women field employees, so we're challenging ourselves as how do we get more women into the apprenticeship program to have a feeder system of women coming into the field. And that requires a change in the way that we approach recruitment and outreach and how do we find other women. But I think we really, I think, celebrate women and the success in a way that because of the success stories that we shared and because the conversations have occurred and they're occurring regularly, it's happening more organically now for us.

Dot Mynahan: And hopefully as other companies follow suit, the same thing happens. We're doing these shirts for International Women's Day with FORWARD and Otis on them and wearing purple. And we had these masks made up for them as well. And it's just all about, okay, go out. Be in the field. Take a selfie. Share it. Share it on social media. Share what you do and really get out there and celebrate what women can do in field operations.

Sarah Nicastro: To hear about the progress and how much has changed and how it's being celebrated at Otis, it's really, really cool and refreshing and good. I know there are still organizations out there that need to make far more progress than they have. And I guess last question on the idea of challenging, which would be if you went back to some of your earlier experiences where it wasn't quite as normalized and it was a little bit more uncomfortable to speak up if you saw something unfair or that sort of thing, what advice do you have for people that are in situations that they do need to challenge what's being said or done or what that status quo is. Is there any thoughts you have on how to challenge effectively?

Dot Mynahan: I think that part of the ... And we have this happen on a regular basis. We have a lot of women in the fields who are the only woman in there, local. So, they don't even know any other woman in the trade. So, I think just trying to make those connections happen by giving women support, I put my name. I put my cellphone number out there, my email address. I'm like, "Text me if you have a problem." I've gotten calls all hours of the day and night from women or text messages saying like, "Hey, I need to talk to you."

Dot Mynahan: And oftentimes, it's either just like, "Look, I can understand what you're saying, but I think this mechanic would be a good resource for you to bounce things off of." Or sometimes, I'm like, "You know what? Let's get you talking to labor relations and how to handle situations, their unionized employees, how to help with that." I think it's just for me trying to get make those connections and allow the woman names of people that they can call for help.

Dot Mynahan: So, we have kind of two tiers of help. We have kind of the FORWARD tier in leadership ... Well, actually three. I would say we've got the FORWARD leadership team and all of our FORWARD members who will help each other. We have the company resources that are out there. And then we have the sisterhood of the IUEC, the International Union of Elevator Constructors. We have a group of women there who will openly share their names and phone numbers and email addresses to other women who are coming into the trade.

Dot Mynahan: So as we're hiring new women into the trade, I'm trying to connect them to the other women in the trade.

Sarah Nicastro: But I really like that point, Dot, because knowing that there are women that aren't working around other women that may run into situations that they feel they need to challenge, maybe they will have the confidence or the desire to just challenge in the moment, but give them a safe space if that's not the case, right?

Sarah Nicastro: So, by you offering yourself as a personal advocate, "You can reach out to me anytime. You can text me, you can email me," you're a safe place for them to go if they're not comfortable challenging someone else in their reporting line or what have you, to help them feel that they're not alone. I think that's a really good point. So, how can other women leaders act as that even personal advocate for other women in different positions in a way that, "Hey, if you need something, anything, reach out"? So instead of them maybe keeping it in, they can come to you and find a way to get that out.

Dot Mynahan: Yeah. And I think that there's another key piece to the puzzle. It's not just women leaders who should be allies, right? And so one of the programs that we did last year, we got the idea from the iron workers is we have the special stickers and cards that the women can give to allies, to give to mechanics who gave them a fair shot to thank them but to give them a sticker they could put on their hard hat. And then if another woman comes on to that job and sees that mechanic with that sticker, she will know that that mechanic was willing to give another woman a fair shot and was thanked for that.

Dot Mynahan: And so, we're trying to even strengthen our ally network out there in the field and try to make it a visible indication so that you're not out there alone. There are men who are very supportive of women in the field, and we're just trying to leverage that network as well.

Sarah Nicastro: That's a really good point. Okay, Dot, last question for you. What advice would you give your younger self?

Dot Mynahan: God, I hate this question.

Sarah Nicastro: You're welcome.

Dot Mynahan: No, because I have this whole mentality where I never have a regret. I might apologize for something I've done but I can't regret it because to me, it was a lesson. So, I would say probably two things. Education is key. I think it took me a long time to get to the point where I got my college degree and I should have stuck with it earlier on and I didn't. So, I think whether it'd be through college education, a trade, apprenticeship program, anything education is key. Take advantage of every opportunity to learn.

Dot Mynahan: I think that the other thing that was probably a really hard lesson for me to learn is I'm fiercely independent. And I never believed in study groups or work groups. I wanted to do it myself and figure it out myself, and I have really learned that I'm an idiot, that those groups and the diversity of thought and the strength in numbers and just the different creative approaches to solving problems is just phenomenal. And I think that I would look back at my younger self and say, "Join those study groups. Join those work groups and take advantage of not only the networking capabilities but to just hear the diversity of thought, to hear different approaches to solving a problem."

Dot Mynahan: I'm in a DE&I training class right now, and we got a homework assignment. And it was a minor homework assignment, and I thought, "Oh, I could get this done in like 10 minutes." But I put together a working group, a homework group and I invited like five other people in the class to it and it was the best discussion. And we really went so much further with the material than what was intended from the homework assignment, and I kicked myself I didn't learn that lesson earlier.

Sarah Nicastro: Now, do you think ... I said one more question, and I lied because I can't resist. Do you think that that willingness to let go of some of that independence happened as you gained confidence?

Dot Mynahan: Oh, that's a really good question. I have to think about that. Maybe a piece of it is, but I think it's just kind of forced participation into those groups. That was the door that opened where I was just like a light bulb went off and I'm like, "Oh, my god, this is awesome. I never would have thought about approaching this problem that way, but that's really creative."

Dot Mynahan: And so I think just experience of being pushed into those groups has ...

Sarah Nicastro: You saw the value.

Dot Mynahan: I saw the light.

Sarah Nicastro: I asked that because there's so much of what you've said today that I really resonated with. But I am fiercely independent, and I think that ... I also have a psychology degree, so forgive me for going deep on all of these things. But I think at the root of that, I'm fiercely independent because I feel like I need to control and improve my own worth.

Sarah Nicastro: And so I think that as my confidence has increased, I've been willing to relinquish a little bit of that independence or control because I recognized the benefit of others' opinions because I'm more confident in my own. So, instead of feeling like I have to know it all, I have to be able to do everything myself because I need to prove that I'm worthy and I'm capable, now it's kind of like, "Yeah, I actually don't really know this. So, like let's get a group together and do some brainstorming because I'm good at this thing but I'm not good at these other things." And that confidence in being able to admit that has taken some time.

Dot Mynahan: Yeah, and I think seeing working groups as asking for help, and it's not. And I think that that was the other kind of piece of the puzzle there.

Sarah Nicastro: No, you're right. It goes back to that diversity of thought. You can learn so much just by engaging. Honestly, I mean I loved doing these podcasts for that exact reason. I mean it's not a group. It's a one-on-one but the different things that it makes me think about or reflect on or the concepts that surface is just really cool.

Sarah Nicastro: Really appreciate your time, Dot, and you sharing so openly. I have very much enjoyed our conversation, so thank you.

Dot Mynahan: Thank you, Sarah. It's been my pleasure to speak with you today. And I would just say for anybody, I am on LinkedIn. So, if anybody from another company has questions or concerns, they can reach out to me on LinkedIn. I'm more than happy to help.

Sarah Nicastro: Thank you for that. You can find more by visiting us at futureoffieldservice.com. You can also find us on LinkedIn as well as Twitter, @TheFutureOfFS. The Future of Field Service podcast is published in partnership with IFS. You can learn more about IFS service management by visiting www.ifs.com. As always, thank you for listening.

March 8, 2021 | 11 Mins Read

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

March 8, 2021 | 11 Mins Read

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

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By Sarah Nicastro, Creator, Future of Field Service

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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March 5, 2021 | 3 Mins Read

Back to Basics: Making Service a Competitive Differentiator

March 5, 2021 | 3 Mins Read

Back to Basics: Making Service a Competitive Differentiator

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By Tom Paquin

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

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

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

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

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

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

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

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

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

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

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March 3, 2021 | 26 Mins Read

Using Data to Drive Your Services-Led Business Mode‪l‬

March 3, 2021 | 26 Mins Read

Using Data to Drive Your Services-Led Business Mode‪l‬

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March 1, 2021 | 3 Mins Read

The Complexities of True Customer Centricity in Service

March 1, 2021 | 3 Mins Read

The Complexities of True Customer Centricity in Service

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By Sarah Nicastro, Creator, Future of Field Service

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

Be Clear on Your Definition of Customer Centricity

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

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

Determine What (and How) to Measure

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

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

Prioritize the Personal Touch

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

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

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

February 26, 2021 | 2 Mins Read

Optimization and the Environment

February 26, 2021 | 2 Mins Read

Optimization and the Environment

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Tom Paquin

A few weeks back, I wrote an article on the importance of proper parts management and reverse logistics for sustainability. In it, I made the case not just for the moral imperative that smart waste management allows, but also the economic imperative. In that same vein, I think it’s important, within field service, to discuss optimization in the same vein.

I’ve outlined optimization in excruciating detail (and sometimes with the help of Super Mario) over the last few years, so if you’re in need of a primer, they’re out there. The bottom line is: Best-in-class planning and scheduling optimization finds and fixed invisible inefficiencies for your business. We’ve used the example of Cubic previously, where PSO showed them  that their instincts of leaving a single technician at a single site for the entirety of the day was actually wasting money and resources. But why, exactly, is that the case?

It comes down to what your optimization system is trying to do. Inferior systems with optimization capabilities, under many circumstances, are just shoving people into time slots in what is essentially the illusion of automation. True, full-featured optimization powered by AI is (as we have discussed before) attempting to accomplish a specific set of goals for your business. Specifically, they are using complex algorithms fed by vehicle, job, and location data to minimize:

  • Drive time
  • Time from ticket to invoice
  • Appointment time
  • Stockouts

And many more. By coordinating a list of goals (and feeding that list with good data) you’re mitigating a lot of drive time. Drive time means gas guzzling time.

Let’s put together a general estimate to what that could look like. Let’s assume your vehicles average 35 miles per gallon, and your system, by consolidating truck rolls, saves 10 miles of drive time per truck per day, which is a pretty standard expectation. Assuming you have, let’s say, 200 technicians, that’s about 57 gallons of gas a day, 286 gallons per work week, 14,857 gallons per year.

Obviously there’s a monetary component to this. Last time I filled up, I paid $2.50 per gallon or so. Assuming that you’re using regular unleaded and happen to be in the greater Boston area, that is more than $37,000 in savings annually on nothing more than gas. That ignores every other saving that good optimization offers a business.

There’s obviously a bottom-line benefit to this, but the ecological story is just as prescient, and worth publicizing. There are obviously a variety of ways that businesses can mitigate their carbon footprint, but drive time is absolutely and unequivocally a key. And yes, cynical as it might be, if your business is making decisions that eliminate waste, ecologically through reverse logistics and operationally through AI-powered scheduling, you have tools to market around that, too. It’s harder, then, to find a more tangible win-win for a business that’s not just forward-looking with its growth, but also with its place in the natural world.

February 24, 2021 | 15 Mins Read

The 5 Most Common Servitization Fumble‪s‬

February 24, 2021 | 15 Mins Read

The 5 Most Common Servitization Fumble‪s‬

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Building off of the creation of recent special report The Service Centricity Playbook: 7 Phases of Morphing from Product Provider to Trusted Advisor, Sarah and Hilbrand Rustema, Founder and Managing Director of Noventum, discuss the five most common areas where companies go wrong on the Servitization journey.

Sarah Nicastro: Welcome to the Future of Field Service podcast. I'm your host, Sarah Nicastro. Today we're going to be walking through the five most common Servitization fumbles. I'm excited to welcome back to the podcast today Hilbrand Rustema, managing director and founder of Noventum. Hi Hilbrand, how are you?

Hilbrand Rustema: Hi Sarah, I'm good. Thank you for having me back.

Sarah Nicastro: Absolutely. So Hilbrand and I met a few years ago and I've really enjoyed his insights. Noventum works with a lot of different organizations on their service transformation journeys, and having experiences with companies in different industries and in different phases of transformation, he has a wealth of insights. Hilbrand and I recently paired up to create The Service Centricity Playbook: 7 Phases of Morphing From Product Provider to Trusted Advisor. That special report is available now, both on futureoffieldservice.com, as well as noventum.eu. And of course, we would love for you to check it out. We are not going to be redundant in this episode with the content that's in that report, but instead, we're going to talk about the five most common fumbles playing off of the playbook title, but the areas in which that this Servitization journey is most likely to go awry. So with that said, let's go ahead and dig in to the first one. So the first area, Hilbrand, that is an area of potential challenge and concern is looking at services from the inside out. So let's talk a little bit about what that means and how that can be problematic.

Hilbrand Rustema: Yeah, so it is a very common one where companies look at what they can do or what they are used to do, what their own capabilities is, and then they start to imagine all kinds of services that they can provide. Maybe, of course, looking at other companies. But an essential element that is often forgotten in that process is to listen carefully to your customers and to have a good, hard look at your capabilities, your abilities to deliver any type of service, if that is a real good fit with what your customers really need. And when I emphasize these last two words, what they really need, the challenge here is, very often, if you ask your customers, what do you want? Nine out of ten, a customer will not have a very good idea. They may not be able to articulate what they need or even what they want.

Hilbrand Rustema: And that is because it's a process whereby you have to investigate, what are your customers' challenges? Not just the technical challenges of using your equipment, but more like the business challenges. And then to try and figure out how can you, with your products, obviously with your equipment, your technology, but also with your knowledge and maybe your network of partners, how can you create a better answer to the challenges that your customers have? And that involves usually a lot of knowledge, not just technical knowledge, understanding of the processes, of the business model of your customers, of the industry. And that's how you then create services. And while you are identifying possible new services and when you are developing those, it's highly recommended that you do that as a co-creation process with your customers. And the emphasis is on customers, not just a customer, because there's no such thing as the customer.

Hilbrand Rustema: I think you would have to start with developing a reasonable segmentation along these different service needs, so you say, "Hey, these are, whatever, a do-it-yourself customer. And this is a customer that is a strategic thinker and buyer or a value buyer or whatever you want to call them," and go along those categories or segments of customers, and then try to work through their needs together with them. And we do that a lot with workshopping, in-depth interviews, showing them maybe prototypes of, let's say, the business model, and then eventually go through a pilot process whereby, yeah, you really sort of keep on trying, keep on getting it right until your customer or customers tell you you've got it right. And then the last step in there is making sure that you have created a scalable service, so it's not just uniquely fitting for one customer, but it's for a whole group of customer that you can scale it, preferably on a global basis.

Sarah Nicastro: Right, okay. That makes sense. And I think, the key to Servitization is delivering outcomes that your customers find imperative to their business. And it's just not possible to do that if you don't lead with what those outcomes are that they need from you, so that makes sense.

Sarah Nicastro: Yeah. Okay, so that makes sense. So outside in versus inside out is the first important point. The second point or the second fumble is overlooking the need to master the basics. So looking at really getting ahead of yourself in terms of your transformation before you have put tools in place to kind of build a strong foundation. So talk about this.

Hilbrand Rustema: Yeah, so what we see a lot now is that a company sort of got the digitalization bug and started experimenting with the most fantastic digital services and sometimes ignoring a bit those basics. And what we mean by that is delivering very smoothly your basic services, like, let's say, getting a field engineer locally, on time, when it was agreed upon, with the right skills and the right parts in his hands, is something that looks easy to do because many companies do it. But yeah, unfortunately, there's also still a lot of companies that think, okay, well, that's more or less fine with us, so we can move on. The problem is that your customers have a certain reason to do business with you.

Hilbrand Rustema: And very often, it's not the product you sell or it's the service even that you offer, that's usually very similar to what your competitors do, but it is a certain intangible value that you have in your brand, yeah? And if you wonder what that is, well, try asking around why customers really do business with you and you will find a reason and they may say, well, you're, whatever, the leader in the market, or you really are flexible, or you understand... These type of, yeah, sometimes very intangible reasons to do business with you. Now, you want to make sure that you deliver on those basic promises. And if you cannot, if it's too often that you cannot deliver that spare part on time, there is a certain continuum in what your customers are willing to buy from you as a next stage in the evolution of the relationship that you have with them.

Hilbrand Rustema: And if you don't do these basic things right, so if the expectations of the brand of your company are not being fulfilled, you can absolutely forget that they're going to buy more sophisticated services whereby a higher level of trust is needed from that customer because they're going to be a lot more depending on you for these more sophisticated services. So, yeah, one element before you embark on these outcome-based services, the more sophisticated services, do you have all the basics working very well? And not just on your own opinion there, but what do your customers say about that? And if they are, say, generally very positive, you get good marks on that, then you can continue.

Hilbrand Rustema: There's a second reason to have those basics right that when you start with the more sophisticated services, they're typically more knowledge intensive. And if you don't have your basic processes and systems in place, you don't gather, you don't harvest, the type of knowledge and data that you need. For example, if you go from preventive services to predictive services, your knowledge management processes have to be top-notch, otherwise it's not possible to start with predictive services. So that's another reason why you need to look at the basics and start with those. And it's okay to do some experiments, but just remember that those experiments won't scale if you don't have the basics right.

Sarah Nicastro: Right. That makes sense. I always say that trying to skip over some of those basics is like building a house of cards, right? So you want to make sure that you have a really strong foundation from which to build otherwise it could all fall apart at any given moment. Good, okay. So fumble number three is either thinking too small or thinking too big, so the need to balance pragmatic versus big picture thinking. So let's talk about this.

Hilbrand Rustema: Yeah, so I think that there's a lot of companies that are very good at execution. For example, they want to implement a new system, they really focus on it, they do that very well. But if you don't have that big long-term vision, if you have no unifying, energizing vision whereby everybody understands what you are aiming for in the long-term or what your business stands for, it's going to be very difficult to stay focused. So you can do all kinds of successful short-term projects, but if that is not helping you to get closer to achieving that long-term vision, why are you doing it? So you often see that well-intentioned projects, let's name some examples, a drive to standardize your global service operating model, is really going well. And at some point, whatever, after one or two years, the company achieves it, but then it has taken so much effort and time and sometimes pain that people have forgotten why they're doing it. And they're done and then it sort of plateaus while this was only a prerequisite to implement a bigger vision.

Hilbrand Rustema: And very often, and it's unfortunate, there are companies that have this sort of quarterly-based focus, they just live from one quarter to the next. And maybe sometimes, yeah, managers are not in a role long enough to achieve anything like a long-term vision. So I think that is a balance that you have to find. What I would say is that pragmatism and achieving short-term goals is obviously driving success, but without that bigger picture and not just a picture for the service business, but for the entire business and understanding what is the role that your service organization plays in the bigger strategic vision of the company, without that, it's very difficult to be successful.

Sarah Nicastro: Yeah. So execution is obviously important. I mean, that goes back to kind of our second point, which was building that strong foundation, right? I mean, you have to be able to execute. You have to be able to be on time and have good first-time fix rates and all of those key things. So execution is important, but innovation is equally important. And I think what you just said about the fact that this vision for service and this strategy for, where are you taking the company over the next two, three, five years? It has to be company-wide, not just within the service function. I mean, that's one of the biggest challenges I see within organizations that are trying to sort out their outcomes-based service or Servitization journey is they're trying to do so within a silo of the service function, not at the company level.

Sarah Nicastro: And unfortunately, there's just no real way to... Maybe you can make some incremental changes and improvements, but to really seize the opportunity that's here, it has to be done at the company-wide level. So you need people that can do... In some ways, service leaders have it tough right now because, typically, people as human beings are geared toward either being more pragmatic or being more innovative and big picture thinking, right? And to a certain extent, service leaders need to be able to force themselves to do a bit of whichever doesn't come as natural to them. But from a company perspective, you also need to make sure that you're looking at putting skill sets in place that can accomplish both of these functions in a way that can drive the business forward to meet that strategy and those growth goals.

Hilbrand Rustema: Yeah, I would add to that, Sarah, is that one of the interesting challenges that service leaders always have is when they have that vision clear for themselves on where they want to be in a couple of years' time, let's say they want to go to these outcome-based services and maybe, whatever, offer their equipment as a service or managed services or whatever they want to do, it is so challenging to get all the other functions of the organization along with your own vision. So therefore, there is a role here for the C-suite, and normally, I would say they are really driving it. And as a service leader, to get where you want to be, you need to interact with all these other functions. You need them all, yeah?

Hilbrand Rustema: Like let's talk about sales. If you have a very strong sales force that is good in selling products or projects, they need to be really aligned with that portfolio of services that you are trying to sell along. And at some point in time, it may join together, where you're really selling solutions.

Hilbrand Rustema: Let's look at marketing, doing product marketing is a different discipline altogether than if you would want to do something that I would call service marketing.

Hilbrand Rustema: Look at the finance function. The finance function, particularly if you're going to do as a service propositions, they need a lot of new skills in terms of asset finance management, financial risk management, which don't come natural to any manufacturing organization.

Hilbrand Rustema: Let's look at the supply chain organization, that may be very good at the traditional Ford manufacturing supply chain business, but when it comes to parts management, it's almost the opposite dynamic, yeah? So you're not trying to manage large quantities of the same products in a few directions. No, parts management is trying to move to many different delivery points very small quantities. And your objective is not to lower inventories, but to have the right service level, whereas traditional manufacturing or supply chain organizations look more at the inbound manufacturing part.

Hilbrand Rustema: So, it's all these different disciplines that have to develop an understanding of what your new service business model means to them. And there is a very big educational component in that. And it's simply a, yeah, if you want to have people doing different things, it takes time. And that vision, that common vision, that unites everybody is only the starting point.

Sarah Nicastro: Mm-hmm (affirmative). Yep. Okay, good. So moving on to fumble number four is the inability to combine ambition and agility.

Hilbrand Rustema: Right. Yeah, I sometimes find the term "agility" very confusing. We see obviously a lot in the IT organizations, yeah? So meaning the agile development of new IT applications, which is a good thing. It is definitely very successful as a discipline. But if you want to try to work in an agile way in other disciplines, it often gets misinterpreted. And that is that making small incremental changes is something different as developing an agile application. I think agile is a bit of a fashionable term right now.

Hilbrand Rustema: If you do not have a clear understanding, if your project, if you're running that with agile methodologies, if your project is really contributing to achieving that strategic goal, which is part of that vision, then you probably are just using an advanced project management technique called agile. But it may not really help you to get into the right direction. You can have very successful, agile organizations developing completely in the wrong direction, if you know what I mean. And it is tempting to say everything is agile and confuse that with only short-term views and short-term results and to get into an iterative mode whereby if you contrast that with, yeah, more long-term, let's say, strategic view of the business whereby, according to a plan, you are achieving bigger milestones, that will bring you much further than just always do that small iterative change.

Sarah Nicastro: Mm-hmm (affirmative), mm-hmm (affirmative). So that's why we're saying you have to combine ambition and agility, so the ambition is, what is your ambition for the company around service? Where are you trying to go? And it's okay to make iterative changes to get there, but you need to be working towards those bigger objectives.

Hilbrand Rustema: Yeah, agile is a tool.

Sarah Nicastro: Right. Yes, good point, that's a good way to put it. Good. All right. And the last number, fumble number five, is prioritizing IT-driven change rather than business-driven change.

Hilbrand Rustema: Yeah. Ooh, I could probably talk another half hour about this, but we only have a few minutes left. Yeah, I would say, IT-driven change is one whereby there's a lot of focus on implementing a certain tool and a certain application. And usually, under the name of we have to keep it standard, we have to stick to the IT strategy, this is what you have to live with, you see that a lot of limitations are imposed on the business, particularly the service business, for example, companies that try to promote ERP systems in service organizations, they find that very challenging, rather than customer-centric IT solutions. So business-driven change is the situation whereby, at the end of the day, if some decisions on change have to be made, the one and only final criteria is, are we going to improve our business with this? And not, are we going to comply with our IT standards, our IT strategy? And continuously looking at the business goals, how are we going to achieve those? And if that sometimes means that you have to sacrifice your ideal IT strategy or your ideal IT landscape, I would say so be it.

Hilbrand Rustema: In terms of mentality, I would say there's people that fully understand business-driven change. Usually, it's run by people that have a lot of business experience. And you have people that are put in charge of maybe large service transformation initiatives that have a very strong IT background. And I clearly see the differences in outcome. So in the end, you have with the IT-driven approach, you have a working system, yeah? The system works. But is anybody using it? And is it delivering the right results? That's the question. No. And with the business approach, it's quite the opposite. So are we achieving our results with this solution? If not, let's change it, let's tweak it. And I'm not saying this is the blank check to just start all kinds of customization of your IT solutions, no, in the contrary, I would say most, let's say, mature IT platforms, they can deal with most of the, I'd say, the requirements that are out there nowadays.

Sarah Nicastro: Sure.

Hilbrand Rustema: But yeah, the challenge is the attitude and the type of background of the people.

Sarah Nicastro: Yeah, that makes sense. And I think, as digitalization has become a path to growth, then IT needs to support that growth, rather than just, to your point, serving as a means for compliance and just operational. So that makes sense. Okay. So those are the top five fumbles that we see people make on the journey to Servitization or outcomes-based service. Again, the report that we just published is The Service Centricity Playbook: 7 Phases of Morphing From Product Provider to Trusted Advisor. And these are the five most common fumbles, but that report outlines those seven phases and it provides not only Hilbrand and I's perspective from our years in the industry, but also the real-world perspective from some of the companies that are on this journey. So certainly check it out. Hilbrand, thank you so much for coming back and spending some time with me today and for working with me on the report, it's been really fun and I'm hoping that people will find it very useful.

Hilbrand Rustema: Yeah. Thanks a lot Sarah.

Sarah Nicastro: All right. You can find the report and more information by visiting www.futureoffieldservice.com. You can also find us on LinkedIn as well as Twitter at The Future of FS. The Future of Field Service podcast is published in partnership with IFS. You can learn more about IFS service management solutions by visiting www.ifs.com. As always, thank you for listening.

February 22, 2021 | 4 Mins Read

Take Heed, Change Agents – Your Troops Are Weary

February 22, 2021 | 4 Mins Read

Take Heed, Change Agents – Your Troops Are Weary

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By Sarah Nicastro, Creator, Future of Field Service

We’re a year into this global pandemic, and I’ve written multiple articles and published numerous podcasts about how COVID has increased the pace of change, made businesses more open minded in how they operate, and accelerated digital transformation. While the roots of this change are unfortunate, the results of how it is propelling service forward are in many ways exciting. We’ve featured many success stories in the last year about how companies like Park Place Technologies, Munters, and Alfa Laval have navigated the turbulence masterfully in a way that has not only provided business continuity but powers business transformation.

But I’ve been thinking a lot lately about how we must temper our drive for change that brings such immense opportunity from a business perspective with some real empathy and patience for what our frontline workers are experiencing. Keep in mind that when you’re owning the vision and setting the strategy, it is exhilarating and exciting – when you’re on the receiving end it can be quite overwhelming.

To put yourself in the shoes of your frontline workers, you really only have to think a bit about how this last year has impacted you on a personal level. We all have our different stories, but I don’t know many individuals who haven’t struggled in some way – be it physical health, mental health, juggling work and children being home, the weight of being an essential worker, and so much more. However, as leaders, we are built to keep our eye on the prize and keep momentum building – and while I’m not at all proposing we grind that momentum to a halt, I think we need to take pause and consider the weariness of the workforce.

Balance Business Needs with The Human Experience

The business needs to continue evolving, perhaps now more than ever. I am simply suggesting that as we find ourselves a year into an incredibly taxing pandemic, we need to consider a bit more than we might normally what the human experience of our workforce looks like and be sure we adjust our business strategy to compensate for some of the needs of our people.

Change management is a topic we’ve discussed in detail for a long time, and with good reason – it is often where transformation efforts fall short, because we overlook or underprioritize the importance of creating not just compliance but adoption among our workforce. I would say that, today, change management is even more critical – because the frontline troops are weary. They’re weary from a year of worry about their health, their families, and their jobs. They’re weary from adapting to new circumstances and requirements, at work and at home. And I believe the onus is on us to make an extra effort in how we manage change to do whatever we can to minimize their weariness.

Adjust Your Strategy, Speed, and Style

Of course, what this looks like in every business and for each change will be unique, but there are three areas I would suggest you consider:

  • Do you have a solid strategy for managing change? If you say no, well, start there. If yes, ask yourself when was that strategy set – pre- or post-COVID? It might be worth re-examining whether your strategy for managing change is ample for COVID circumstances. Aspects like clearly articulating your ‘why,’ over-communicating, and making ample time for soliciting feedback and addressing concerns are even more important today – you want to think about these steps through the lens of a workforce that is likely stressed, tired, and perhaps worried about how this change will impact their career with your company. It’s important to set extra steps, time, and resources in your strategy to ensure you’re not simply checking a change management box but really helping your employees through an addition to an already-taxing time.
  • When COVID hit, the companies that reacted well did so nimbly and quickly. The speed of change early on was rapid, and it needed to be. But a year in, we’re all a bit more hardened than we were in those early days. While you may still need to apply speed to certain situations or project, where you can think about how you could perhaps slow down a degree or two in order to alleviate some stress, allow more time for adoption, and incorporate more change management into the project.
  • I would argue this is the more important of the three to consider and there’s one word I’d use to summarize the style you need to consider to best address this workforce weariness: PERSONAL. In this new often-virtual world full of uncertainty and volatility, we’re all hungry for more human connection. More authenticity, more transparency, more empathy, more understanding. If you’ve used a textbook change process in the past, know that textbook may not resonate today the way it would have two years ago – you need to dig in and think about how to foster a more personal style of connection and management with your employees. The more personal you get, the better your chances of resonating and breaking away some of that weariness to create more acceptance, engagement, and buy-in.

February 19, 2021 | 4 Mins Read

Vaccine Rollout with a Service Mindset

February 19, 2021 | 4 Mins Read

Vaccine Rollout with a Service Mindset

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By Tom Paquin

If you—like me—have someone who is currently eligible for vaccination from COVID-19 somewhere in the United States, it’s likely that you—again, like me—have refreshed a state government website incessantly, scrambled over the sudden appearance of an open spot, frantically plugged in you or your loved one’s medical information, and been greeted by a frozen webpage, or an error message, or a notification that there are no vaccines available at your given location.

I live in the state of Massachusetts, whose initial vaccine rollout, for various reasons, was poor. And in spite of some improvements, on the 18th of February we moved into Phase 2 of rollout, offering vaccines to people 65 and older, thus flooding over a million new people onto the sites and into the vaccine queue. Perhaps unsurprisingly, this has led to frustration, anger, and confusion as the scheduling portal buckled under the traffic and those without constant access to a computer or who can sit on hold for over an hour are left in a lurch.

This has left many, myself included, frustrated, demoralized, and unsure of what to do next. So we’re going to channel that frustration into what we love to do around here—applying a service-oriented mindset to the COVID-19 vaccine rollout!

While we are quick to talk about service management in the private sector, it’s important to remember that nonprofits and public works need service support too. Often their confluence with the private sector is a blurred line, to begin with (especially in the case of these rollouts, most of which are happening with the help of private enterprises) but, though customer retention is less of a concern for governments and municipalities, mitigating waste and maximizing customer happiness is paramount to successful operations.

So let’s look at a few tips for how to take vaccine rollout and make it right for people:

Stress Testing and Scenario Modeling

Naturally, one of the biggest problems with the vaccine rollout has been the volume of people accessing the web crashing the site. Those who eschewed the website and called have met operators who are also attempting to access a crashing website. How can these issues be mitigated in the future?

My state, like every other land mass on the planet, has a given number of human people in it. That number of human people accessing a scheduling system, under any circumstances, can be simulated. It is something hackers do frequently. A key to any rollout of a customer-facing system is stress testing the load of users at a given time. Managing that load means managing not just the traffic, but how that traffic is queued, how it is routed, and how it is prioritized.

Getting these right in any service scenario will benefit from a favorite topic of mine: simulating service interactions. “What if?” scenario modelers are easier and easier to enable (most commonly in the planning and scheduling world), and can show outcomes at various volumes crosschecked across other conditions. The confluence of these give a picture of overall system health and allow businesses to build immediate contingencies and systems for roadblocks.

Meeting the Needs of Diverse Stakeholders

I am privileged to work in a job that offers me the ability to sit in front of a screen for eight to ten hours a day. Because of this, I could conceivably spend all day refreshing the “Vaxfinder” portal indefinitely and snatch up the latest appointment in between meetings and production work.

People who ironically work in many of the industries that are exposed far more frequently to the public—Postal workers, bus drivers, food service workers, and so on—Lack that privilege. You could argue that this is a socioeconomic failure and represents greater fissures in the foundation of civilized society that have been unearthed by this crisis, and I’m not qualified to say whether or not that is true. I’d argue, though, that a small way to begin to repair such fissures would be through ensuring racial and economic equity with respect to the rollout.

It would be wrong of me to say that technology will save us from our problems, and good people are working to combat this legislatively. But by developing triggers, allocating appropriately into specific demographics, and, plainly, ensuring that the rate of vaccine utilization matches the demographic makeup of the state, region, and so on, is important.

This succeeds though systems of tracking, and is a reminder of the importance, in any service setting, that tracking is never, ever a binary. Lifecycle tracking begins with the supply chain, though the delivery of service (or, in this case, jabs), and finally, the follow-up and demographic management. If that’s not measured in a single, unified way, then you can’t match demographic shortfalls to an increase in the supply chain.

Obviously in the walled garden of a private enterprise, this is easier to do than for a government or nonprofit, but thoughtful development on the front-end can, at the very least, mitigate and correct some of these issues.

Unfortunately, because of that, this article functions more as an allegory for service delivery than a solution that governments can take to heart. But when it’s time to schedule your own jab, consider how your own business is managing supply chain, service, and volume, and if there’s a way to do it better, more equitably, and with less friction for all of your customers.

February 17, 2021 | 27 Mins Read

Where Does Service Fit in Your Organizational Structure?

February 17, 2021 | 27 Mins Read

Where Does Service Fit in Your Organizational Structure?

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