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March 8, 2021 | 11 Mins Read

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

March 8, 2021 | 11 Mins Read

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

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By Sarah Nicastro, Creator, Future of Field Service

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

March 5, 2021 | 3 Mins Read

Back to Basics: Making Service a Competitive Differentiator

March 5, 2021 | 3 Mins Read

Back to Basics: Making Service a Competitive Differentiator

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By Tom Paquin

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

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

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

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

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

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

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

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

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

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

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March 3, 2021 | 26 Mins Read

Using Data to Drive Your Services-Led Business Mode‪l‬

March 3, 2021 | 26 Mins Read

Using Data to Drive Your Services-Led Business Mode‪l‬

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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.

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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.

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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.

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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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