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November 19, 2021 | 3 Mins Read

Field Service Comes to Medical Care

November 19, 2021 | 3 Mins Read

Field Service Comes to Medical Care

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By Tom Paquin

In November 2020, the Centers for Medicare & Medicaid Services launched the Acute Hospital Care At Home program to provide hospitals expanded flexibility to care for patients in their homes. This is but one of many at-home hospital care programs that have begun to pop up, in an effort to keep high-risk patients safe, mitigate capacity issues at hospitals, and to simply allow people the dignity of care from their own home. And while we’ve spoken about medical devices before, it’s interesting to take this conversation into medical care itself.

While this certainly is a nice option for individuals with chronic conditions who would prefer to stay in their own home rather than make regular trips to the hospital, it’s impossible to not see this as what it is: Yet another vector for field service management. And in-home medical care being another service option means that what was once a simple, centralized function now has tendrils that extend far outside a single network of buildings. Let’s talk about what that means.

Scheduling in the Another Dimension
Under even the rosiest of circumstances, coordinating a staff of personnel across a business is a challenge. Take “Making the rounds” and move it to a statewide scale, and you’ve added another dimension of challenges, logistics, and pain. Do you embed individuals in homes? Do you subdivide labor between at-home and in-office? Do you bring on contingent labor and merge them with salaried staff? 

In service, we know that this can be most effectively managed by a full-featured optimization system. For staffing effectiveness (especially in the face of a labor shortage), this is an imperative. Getting this right will allow hospitals and associated organizations to offer the care that patients need, when they need it, in a way that maximizes value and limits overhead. 

Decentralizing the Service Supply Chain
For medical devices, especially consumables, there’s a variety of interesting opportunities to provide decentralized service. Should consumables be sent directly to the patient? What are the compliance risks of doing so? What about remittance and disposal of hazardous materials? There’s a lot of potential for value add, money saved, and more thoughtful utilization of materials. 

Getting all that figured out will be beholden to understanding parts management and reverse logistics across all channels of care. That means fusing in-office care with field care, in a single view, across use cases. 

Always-on Device Management
I can imagine that home medical care would be particularly appealing to individuals on dialysis, or who receive lengthy treatments of other kinds. Obviously many of those types of treatments require and include complex machinery in order to function correctly. And when that equipment falls out of physical view, tracking becomes all the more important.

We’re quick to articulate the invaluable connection between asset management and service management, and that becomes doubly true when medical property is in a customer’s home. For things to run efficiently, you need to know that there’s an issue with a piece of equipment before the appointment, not at the beginning of an appointment.

Whenever service comes into play, these sorts of considerations naturally arise. And while it’s important for all service organizations to get service right, the stakes are often much higher for medical care. Fortunately, today’s tools for service deliver can rise to meet those challenges, and help initiatives like this succeed. 

November 15, 2021 | 4 Mins Read

Are Misperceptions Holding You Back from the Potential of As-a-Service?

November 15, 2021 | 4 Mins Read

Are Misperceptions Holding You Back from the Potential of As-a-Service?

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By Sarah Nicastro, Creator, Future of Field Service

If you listened to the recent podcast with Dave Mackerness of Kaer, you should understand the value that the As-a-Service business model holds. However, it seems that there are some common myths around what it really means to introduce an As-a-Service offering that holds companies back from it potential. On this week’s podcast, I welcome Kevin Bowers, Director of Field Service Research at Technology & Services Industry Association to discuss the myths and truths of As-A-Service. 

Kevin recently wrote a column on this topic that prompted me reaching out and inviting him for a podcast discussion. In that column, he shares the two most common misperceptions he’s witnessed – that As-a-Service means simply leasing equipment or that it is related to a cloud offering. “My boss’s boss often says, do you know what the S in as a service stands for? It doesn't stand for subscription. It doesn't stand for solution. It's for the service,” says Kevin. “It's about adding value to that piece of equipment. It's not, like you said, CAPEX, OPEX. It's about helping the customers achieve something that they're after. And it doesn't have to be in the cloud.”

I agree with these points fully. As-a-Service gets brushed off as nothing more than giving customers a way to pay that is OPEX versus CAPEX, but the true value of this opportunity is in delivering far more than different payment terms. It’s about offering customers an outcome they need, an experience they desire, and the peace of mind they seek. As such providing something As-a-Service is really one method of migrating to an outcomes-based model. When companies simply try to re-label their traditional products and services “As-a-Service” and wonder why customers aren’t interested, it’s because the true value of the model is in the outcome not in the offer.

Simplicity Sells

One of the benefits of introducing As-a-Service is in its simplicity – you are solving a problem your customer has, reliably and consistently, as a service. This is easy to understand, highly compelling, and likely to succeed. What happens, though, is that companies over-complicate the idea of As-a-Service based on legacy thinking by trying to position it as the capabilities that enable the company to provide X-as-a-Service rather than articulating the outcome to the customer. 

What companies must understand is that today’s customers are far less interested than ever in the products you sell or even the services you provide – they care about how you can help them. This is the root of As-a-Service. It doesn’t mean repackaging what you’ve always done with a shiny new bow, it means reorienting your business to guarantee outcomes that your customers need and value. “At TSIA, we've been saying it for seven, eight years now: customers don't care about your product,” says Kevin. “You posted about your experience at your event in Netherlands recently, talking about how it's not about the product, the service. It's about the story, and more and more, that story is about outcomes. And to be clear, it's about the customer's outcome, not your outcome. I think that idea still ruffles feathers.”

This mindset or identity shift can prevent companies from seeing the realities of the transition to As-a-Service, which then prohibits their success because they are hedging their bets instead of taking a leap. One important aspect of As-a-Service to understand is that risk is inherent, and the more you try to mitigate your risk, the less value you’re delivering to customers which means that your shift to the model will appear unsuccessful when you never truly embraced the model at all. Companies who offer outcomes take on a certain amount of risk, which is part of the appeal for customers. There’s no way around that, so rather than looking for a shortcut, you should spend your energy determining what you need to change within the business to be confident in accepting more risk.

This is where technology plays a huge role. It’s incredibly challenging, if not impossible, for a company to scale its operations to guaranteed outcomes with manpower and sheer will. You need data, automation, and intelligence of modern tools to enable this transition. “Historically a missed SLA was a missed SLA. In the world of outcomes, when field service doesn’t arrive on time, you don’t get paid,” explains Kevin. “This means you have to have the right infrastructure in place. You can't run field service on an Excel sheet anymore and have pipe dreams that you're going to deliver an outcome.”

This brings about another misperception, which is that the introduction of As-a-Service is a service transformation. It’s not, it’s a business transformation. You cannot, as a company, introduce As-a-Service in just one silo – it is an overarching strategy and shift in companywide approach. This realization can scare some folks away and it needn’t. While ultimately the move to delivering outcomes is a change in company identity, it isn’t a matter of flipping a switch – it can most certainly start and be proven in an area of the business and then expanded strategically over time. This approach was discussed in the podcast with Kaer and Kevin gives another example in our discussion this week. 

The truth Kevin and I, along with many others, agree on is that As-a-Service isn’t a trend or fad but a proven business model that will only continue to become more prevalent. So, take stock of what misperceptions you may have and consider what you stand to gain by breaking those down and examining the truths of companies like Kaer seeing immense success from embracing risk and being willing to innovate. 

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November 12, 2021 | 2 Mins Read

Revisiting Old Articles: Part 1

November 12, 2021 | 2 Mins Read

Revisiting Old Articles: Part 1

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By Tom Paquin

If you’ve been following the work that we’ve done on State of Service here at FoFS, you’d have a fresh view on how the many challenges of the last two years have culminated in our current expectations around service delivery. So I figured let’s dig into the archives and see what we were saying back when this site got started.

Sarah brought me into the Future of Field Service family in early 2019, and my tenure began with a couple of articles in January of that year. Let’s take a look at some of them, how things have changed, and what remains the same. Here’s my first article for FoFS:

Is Field Service The Retail Game Changer?
Most of the existing examples listed here have been among companies selling complex tech products, but that should not be the limit to retail’s service footprint. If field service right in every instance? Absolutely not. I think we’d all be a bit alarmed if a Victoria’s Secret technician rang your doorbell for a 3PM hosiery service appointment. But Victoria’s Secret actually does have a robust in-store service offering that works great for them. Think of what would have happened if Border’s, or Circuit City, or Blockbuster had developed service systems in-store for consultation and unique services. These companies failed because they tried to compete against the superior capabilities of competitors, rather than improving, and utilizing their unique set of strengths.

Have you been to your local mall recently? Yikes.

I remember the first time I ventured into an indoor mall during COVID times, and I was shocked by the dramatically different landscape. Legacy brands and corporate strongholds had eroded, leaving a swath of vacancies, some new local businesses, and a surprising number of storefronts now taken up by something I wouldn’t even think that they were zoned for: Restaurants.

With Amazon slowly gobbling up the world of retail commerce like a big, exploitative Galactus, businesses have needed to flex their services in order to stay relevant. This is true across retail, from grocery curbside and delivery to personal shopping, to vastly expanded pick up in store.

Some businesses are more creative than others, and in what is apparently a burgeoning “Metaverse”, the utilization of online channels to deliver service solutions will increase as well. 

The reality is that brick and mortar stores were tasked with the drive to innovate or die before COVID, and COVID advanced digital transformation by a half-decade or so. Some businesses have not survived the transition, while others are innovating their way towards new revenue, better customer experiences, and meeting (often literally) their customers where they are. 

Next time, we’ll talk about the death of the frankensystem.

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November 8, 2021 | 8 Mins Read

What Does Milk Have to Do with Servitization? (No Really, Hear Me Out)

November 8, 2021 | 8 Mins Read

What Does Milk Have to Do with Servitization? (No Really, Hear Me Out)

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By Sarah Nicastro, Creator, Future of Field Service

When you talk about the future of service, the terms “outcomes,” “Servitization,” and “as-a-Service” are all sure to pop up. In reality, these terms all mean different things but are inextricably linked. Customers are more and more demanding outcomes (versus products and/or services), and “as-a-Service” is a method of delivering those outcomes that can work particularly well for manufacturers looking to Servitize their businesses – aka evolve from being a product provider to trusted advisor. 

The intricacies can be a lot to wrap your head around, I know. Which is why stories like Kaer’s are so powerful – early adopters who make sense of it all in a way that achieves results, and then share that success for others to more easily envision how it applies to their own businesses and industries. I recently spoke with Dave Mackerness, Director at Kaer, to talk about the company’s journey to cooling as a service.

Kaer in a Singapore-based cooling company that serves South East Asia. The company has been in business for about 70 years and Dave with the organization for the last 12. In 2012, led by the company’s CEO, Kaer introduced Cooling-as-a-Service. Five years later, the company went “all-in” by focusing its efforts entirely on the new business model based not only on the success it saw as a company, but also based on how the modern business model positively impacted both the customer experience and the environment. 

When you think about the timeframes here, I would consider 2012 an early adopter of an As-a-Service model, particularly for the cooling industry. When I asked Dave what sparked Kaer’s early willingness to embrace this level of innovation and change, the answer shocked me – it had to do with milk. 

Dave joined Kaer after this journey had begun, so he retells how the CEO explained it all to him. “This is how my CEO explained it to me and then I stole the idea for my own presentations,” he says. “When we are looking at Servitization, at innovation, we look in different industries and we looked at different companies. There are standard companies that come up when you think about what's disruptive and what's innovative, like Zoom, Office 365, Spotify, Netflix, IBM Cloud, Amazon Web Services, Grab Food, Uber, and so on. We wanted to determine what they have in common. What we realized was, what they had in common is that they stole their business idea from someone else and not just from someone else, but they stole their business ideas from the same person.”

Wondering where milk comes in? We’re getting there. “The person they stole the idea from was a guy called GW Maxwell. In 1906 I believe it was in the U.S., GW Maxwell invented the milk carton and he allowed people to get the benefits of milk that they wanted without buying a cow,” says Dave. “They could now buy milk, without buying the cow. And we had this analogy that we should be buying milk, we shouldn't need to be buying cows.”

This early example of Servitization illustrates this still in-demand concept of allowing customers to benefit from an outcome – in this case milk – without investing in a particular product – in this case the cow. “If we want milk in our coffee or our cereal in the morning, none of us own a cow in our and most of us don’t have the ability to do so,” adds Dave. “So it was that milk carton, that was the first time we had ever seen the service business model utilized, which is back in 1906. Since then, every single company has used that or stolen that idea whether in entertainment, logistics, ride hailing, or in cooling. It's not specific to a particular industry. So that's the cow analogy. We say buy milk, don't buy cows – and that prompted us to look at how to offer Cooling-as-a-Service.”

The reality is, many of you are still selling cows – metaphorically speaking. But your customers want milk. And if you don’t find a way to offer it, a competitor will. Kaer’s journey to Cooling-as-a-Service is evidence that while the evolution isn’t a simple one, it is worthwhile in a number of ways. 

As-a-Service Impact on CX

First and foremost, it delivers a better customer experience which will, in turn, keep your business in business. “Cooling-as-a-Service delivers a far better experience for our customers,” explains Dave. “Someone who was used to buying CDs and has moved to Spotify or was used to going to Blockbuster and now signs into Netflix, knows there’s a very obvious difference. It's chalk and cheese, in terms of the experience you get and that was the first thing that became apparent to us.”

The business model itself forces a greater focus on the customer needs and holds companies accountable for not just saying they are customer-centric but proving it in actions. “As-a-Service forces a relentless focus on your customer and I think that every company now says they’re customer centric. Everyone wants to be but, do they actually do it? Is their business set up around it, or do they just throw catchphrases out into the marketplace?” asks Dave. “Under this model, the only way to keep your customers or to get new customers is by differentiating through experience. Because at the end of the day, our 24-degrees air is a commodity. I mean anyone can put that together; it’s how you deliver it and how you give confidence to your customers that they will have that exactly when they need it with the exact requirements that they have is really important. Also, how you build relationships around that, how they interact with you as a provider is really important.”

While a product-centric model reinforces practices around incremental improvement, a Servitized model pushes companies to be more innovative and to focus more on experience and outcomes. “In the historical business model, you get customers by product innovation, so can you get slightly incremental improvement on the speed of your computer and so on. It's all about product features and price and branding and marketing as well of course,” says Dave. “But if you think about... look at Spotify and Apple Music. They're offering very similar things to kind of the same people and if I sign up to Spotify today, I can sign off tomorrow and stop my contract with them. The only way they can hold onto customers is better experience and so it's forces you to deliver just that.”

The Impact Around Sustainability is Clear

The other area of immense benefit Kaer has witness in its move to Cooling-as-a-Service is around sustainability. And while perhaps the benefit here is compounded by cooling’s impact on energy consumption, the reality is that even in other As-a-Service examples, the ability to positively impact the environment through more efficient and extended use of assets, higher asset utilization, and more built-in product innovation is proven.

“Cooling now makes up 10 percent of the world's energy consumption. That's today. The need for cooling is going to triple in the next 30 years, so if we don't have more sustainable systems and better performing systems, the energy consumption of the world will be 30 percent cooling and we can't manage that,” says Dave. “So, at the moment in the cooling industry, you buy your equipment, you put it into the building, and you cannot change because it's big infrastructure in the basement of your buildings. As that building goes through its life cycle, if it needs change, you're stuck with the same system that you had when you built it or when you estimated what you were going to need. You’re locked in a system and you just have to do the best you can with it. Generally, that's not a great approach and then at the end of the life you throw it away or recycle it, you get rid of it and build a new system. Very linear.”

Cooling-as-a-Service enables a more circular approach. “Now, we're working in a portfolio manner. Let me give you an example. During Covid we had customers that fell into one of three categories, one was customers that weren't really affected with cooling requirements (not many), others whose cooling requirements significantly decreased (think about offices and shopping malls in the last year), and those whose needs went through the roof (like pharmaceutical manufacturing and data centers),” explains Dave. “What would happen in those cases under a traditional model is they would have very poorly performing systems. With Cooling-as-a-Service, the customers that had increased capacities could serve that new requirement. We could take from where we had excess capacity and move to where we need capacity over here. We design modularly we can plug and play cooling capacity. We can change out technology to increase or adjust capacity with this approach, which has really changed and extended the life of our assets.”

Opportunity, Meet Risk

Dave talks further in the podcast about the benefits Kaer has seen in migrating to Cooling-as-a-Service and why he and other company stakeholders are, as a result, so passionate about educating others on the potential of embracing the opportunity to evolve in this way. However, a word of caution he offers is that if you are considering As-a-Service, you need to be ready to go all in.

This means risk. The model isn’t the model without it, and he tells tale of those trying – unsuccessfully – to mitigate risk or push it back onto customers in a way that all but guarantees failure. “This model requires a different investment of dollars in infrastructure and what happens is that the providers then get nervous around return on investment. You cannot look at it this way; you have to understand what your business risk is and you cannot mitigate your own risk by putting on your customers contract clauses and penalties that you bake into the business model or essentially tying them down into things or locking them into things to secure your revenue. It kills the business model,” cautions Dave.

Thinking about this in terms of Netflix helps drive home his point. “When Netflix comes to me and asks for ten dollars a month for all I can watch, I wonder what happens when I have watched all I want – but I know I can cancel anytime, so I go for it,” Dave says. “If Netflix asked me for ten dollars a month but told me I needed to sign a ten-year contract and pay in advance for the first year and if I needed to terminate the contract be held to a penalty of six years’ worth of revenue, they wouldn’t have a business model. For this to work, you have to stay true to the business model.”

As we discuss what the future holds related to this evolution, we agree that adoption of this model is – and will continue to be – on the rise. Dave leaves you with some last words of wisdom: “If you're looking at Servitizing your business, you will hear many times why it can't be done and many times why you need to write difficult contracts or complicated contracts in order to do it. My advice is – go back to that philosophy I was always told to ask why five times and if they can't answer on the fifth time then you know it's not a real reason. Change it a little bit, ask why not five times and every time someone gives you a follow up just say, why not and why not, and you'll get to the fifth one and you'll realize there is no good reason to stick to the old way of doing things.”

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November 5, 2021 | 3 Mins Read

Avoiding the ISV Trap in Field Service

November 5, 2021 | 3 Mins Read

Avoiding the ISV Trap in Field Service

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By Tom Paquin

We are quick to point out here at Future of Field Service that service does not stop and start with appointment booking. Service—true service—extends throughout a company’s lifecycle, and properly operationalizing, automating, cataloging, and tracking service requires a holistic understanding of business elements, from human resources, to parts, to procurement, to fleet management, and everything in between. 

To cover their inability to meet these expectations, many service software providers gloss over their lack of capabilities by developing wide networks of ISVs: Independent Software Vendors. ISVs offer software that, when sold in tandem with a platform, provide functional support absent in the core system.

There are invariably some benefits to working with ISVs. If you work in a specialized industry, ensuring that you have all the modules that you need to be successful often requires configuration across a broader network than just what a core function offers. Furthermore, integration flexibility offers the ability to add on modules on the fly, so you can start with a core system, and deploy new systems as-needed. 

For all the good, though, there’s a bad side, and it comes when you tip the scale from supported ISVs towards building an ISV Frankensystem on an underpowered core platform. The reality is that if you’re buying roadmap or implementations, you’re not buying software stability, and it’s imperative that you explore those options out of the gate. Here are some traps to avoid:

Implementation
We all know that you want to avoid as much customization as possible when implementing any system. Doing so means that the software is less likely to break, updates and further integrations are easier, and your “vanilla” experience is easier to support. ISVs often lead to a ballooning effect with customizations, which in turn increases the cost, resources, and time associated with implementing a new product. 

Updates
The fraught nature of this patchwork post-implementation means that updates then can become a challenge. With inconstant product-by-product upgrade cycles, you suddenly run the risk of incompatible software, certain business-critical modules losing support, or inconsistent compatibility issued with specific hardware or internal processes. 

Apps
We know that getting technicians to push the buttons they need to in order to use their software is often easier said than done, so using a specific FSM mobile app piles another layer of challenges on top of that. ISVs have the potential of extending that swath of apps beyond one to several, each, again, with their own UI ad idiosyncrasies. In the world of mobile apps, consistency is key, and more solutions means more possible failure points. 

These are a few examples of where ISVs can let you down. I would preface this by saying that not all ISVs or ISV relationships are created equally. Many are very well-integrated, communicative with the core vendor, and avoid many of these pitfalls. But the broader the ISV network you employ, the more you roll the dice. That’s why it’s important to evaluate what actually comes in the box when you’re investing in new service technology.

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November 1, 2021 | 4 Mins Read

What Story is Your Service Telling?

November 1, 2021 | 4 Mins Read

What Story is Your Service Telling?

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By Sarah Nicastro, Creator, Future of Field Service

Last week I had the pleasure of speaking at the IFS Connect Benelux event in Cuijk in the Netherlands. As a funny aside, if you’ve never been to Cuijk it is a small town about that is a two-hour train ride from Amsterdam. When I arrived at the Cuijk train station, I looked around for a taxi stand and, not seeing any cars, popped into a small café to ask where to hail a taxi. The manager laughed out loud at me; turns out that an American woman asking for a taxi in the small town of Cuijk is not only an uncommon occurrence but also mission impossible. The helpful gentleman called three taxi companies before informing me that it just wasn’t going to happen – then kindly offering to drive me to the hotel himself. You can’t tell me there aren’t wonderful humans all around us!

Anyway, I was asked to give a keynote at the event to add some context to the IFS Moment of Service message, which I was happy to do because it’s a message I believe very strongly in. To me, the Moment of Service represents a wealth of opportunity for businesses across industries and geographies – not just today but tomorrow and into the future. 

The Power of a Moment

You’ve likely all heard the quote from Cesare Pavese, “We do not remember days, we remember moments.” As such, the moments you interact with your customers – your moments of service – are a powerful and unique opportunity for you to tell a story. We know that today’s customers are less and less interested in buying products, or even services, and more interested in experiences, outcomes, and peace of mind. Customers aren’t attracted to WHAT it is you do, but the story of how what you do HELPS them. 

So, the moment of service, at its core, is an opportunity you have to tell the story of your company, your brand, and your value. If you think a bit further about storytelling, you consider the initial objective which is to create something compelling that will capture the attention of your audience. This makes me think about delivering today’s moments of service – what story are you telling that will capture your customers’ attention? Perhaps it’s a story of reliability, of simplicity and ease, or of impression and brand identity. 

But storytelling isn’t just about capturing an audience’s attention, it’s also about keeping their attention. And this is where innovation is key – you have to be thinking ahead about what story your customers want from your business next month, next year, and beyond. Maybe that’s a story of outcomes – where you provide a guarantee to your customers of how you will alleviate a challenge or meet a need they have. It could be around insights – how you’ll leverage data and your unique knowledge to provide your customers with a perspective, or training, or context that will help them in new and different ways. It’s most certainly about trust. 

The majority of companies I speak with today have a goal of moving beyond product manufacturer or service provider and to the status of trusted advisor with their customers. To put a world of transactions behind and a focus on relationships in the forefront. I came across an article not too long ago from David Myhrer of IDC that I really enjoyed, talking about how much of Apple’s success as a brand is built on trust. He says, “Brand trust is the foundation which allows Apple to continue to thrive, expanding into adjacent and stretch categories, fueling continued growth and profitability. With each positive experience that consumers have with Apple, with each need fulfilled, across its many products and services, this trust is reinforced, the result of a virtuous cycle. These deep relationships with consumers drive exceptional loyalty and superior conversion rates throughout the Purchase Funnel, making Apple stickier with consumers and less likely to even consider competitive alternatives.”

Whatever the unique characters and themes of your story, trust must be an integral part of the storyline. And while Apple is a consumer brand and many of you reading this don’t work for consumer-facing companies, the overall message is the same. And your moments of service are powerful, and critical, opportunities to tell your story and to build the trust that will create customer engagement and loyalty to carry your business from what it is today to what it will be in five years’ time. 

So, please, understand the power those moments hold – and the importance of the story you’re telling. I truly believe it is foundational to your success. If you need some inspiration on how your peers are differentiating through their own moments and stories, come and visit us at www.futureoffieldservice.com.

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October 29, 2021 | 4 Mins Read

Optimize your Candy Collection to be a Halloween Service Champion

October 29, 2021 | 4 Mins Read

Optimize your Candy Collection to be a Halloween Service Champion

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By Tom Paquin

As I mentioned last week, I am a Halloween enthusiast. When I’m not forcing my wife to hide her face at scary movies, or shoveling pumpkin seeds and pulp into a bowl, I’m thinking about ways that I can traumatize my young neighbors with home haunts and giddy little frights. So if there’s a holiday season worth spilling ink onto across two consecutive weeks, this is the one for me.  

So, having discussed the most explicitly service-oriented spooky movie imaginable last week, where do we go from here? Rather than talk about another pop culture property, let’s talk about what is truly (at least here in the USA) the reason for the season: trick-or-treating.

I, for one, am very excited to take my daughter trick-or-treating. Of course, my daughter is six months old, so we will not be doing that for a few years at least. And though I abandoned trick-or-treating around age 12 or so for “cooler” Halloween activities, near the end, I took great pride in canvassing as broad a swath as possible of an extended network of neighborhoods with my friends to maximize candy acquisition. 

And that’s a distinction that we need to point out, as it’s quite different than service management in how it handled optimization. Yes—both service deployment and trick-or-treating reward maximizing quantity, but there are obviously more dimensions to consider with respect to service—SLA agreement, job complexity, parts management, the list is lengthy. Obviously, all of those elements are important when it comes to true optimization, but for our purposes, let’s assume that that each ounce of candy equals one positive metric of service delivery, whether that be dollar of service revenue, client renewal, SLA compliance, or whatever makes the most sense for your business. Use your imagination. 

With that in mind, what service software capabilities could trick-or-treaters use to be successful? Let’s discuss:

Optimization of Schedules
Young folks might be inclined to move as a single group in order to maximize candy weight output, but in reality, often schedule engines show that what seemed like a conventional wisdom was in fact a hidden inefficiency. Smart scheduling engines will dispatch each trick-or-treater in a way to meet the specific requirements set out by the system, which we have defined as maximization of candy. At a basic level, this can be accomplished by ensuring that each trick-or-treater visit the most houses, and the system could dispatch several kids to specific dense neighborhoods to ensure that the most houses are hit by each individual with no bottlenecks, then the candy can be united into one big pile and divided up. But there are other things that we can use to improve that schedule optimization.

Using Historical Data
My wife insists that we be “the house in the neighborhood that hands out full-size candy”. I find this personally very annoying, because we can purchase, hold onto, and distribute far less candy than we could otherwise (also meaning your humble author has less candy to sneak at 3AM, which is actually for the best), but also because now, years in, some kids know we’re the house in the neighborhood that hands out full-size candy.

Of course, that sort of information, when maximizing candy weight, means more candy with fewer stops. For that reason, logging historical precedent and building those assumptions into your optimization engine will naturally increase the output. To do so, the scheduling engine may prioritize those houses first, even if they’re not on a linear path, in order to make the best use of time. A good system will of course benchmark doing that against following a liner path. 

Simulated Assumptions
That same historical data can be used to build some assumptions if you’re looking to trick-or-treat in new “territories”, so to speak. Let’s say we know that every fifteenth house hands out toothpaste rather than candy, and we have some criteria for what defines those houses—perhaps the public record indicates that 75% of dental employees hand out toothpaste rather than candy. We can build those assumptions into our models, and attempt (through simulation) to avoid any houses that generate a less-than-optimum output of candy weight. 

All these little things may be too much for the average eight-year-old dressed as Captain America to be concerned about, but when it comes to effective service delivery, there’s certainly a great deal of small things that can make a big difference. Taking optimization seriously might help prevent a truly terrifying outcome for your business.

Happy Halloween, everyone. 

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October 25, 2021 | 5 Mins Read

Tackling the Talent Gap Requires a Focus on Controlling the Controllables

October 25, 2021 | 5 Mins Read

Tackling the Talent Gap Requires a Focus on Controlling the Controllables

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Last week, I had two very compelling sessions related to the ever-excruciating challenge that hiring ample talent poses to businesses across industries and across geographies. One was a session I led at the IFS Connect customer event in Itasca, IL. The other was a session with the Future of Field Service Advisory Forum where we were joined by Lauren Winans, CEO of Next Level Benefits, to do a working session on a real job description of an open role within one of the customers in the group. Both were enlightening and served as a reminder of how critically important this topic is in our space (and beyond). 

The IFS Connect session focused on the fact that while we must acknowledge that this challenge is indeed a very real and very frustrating one, the path to progress is to focus on what we can control versus what we can’t. I reviewed six controllables that I believe companies need to focus on:

  1. Let Go of “The Way It Was.” All too often, I see leaders allowing the frustration of the situation keep them focused on how things used to be, versus focusing on how to accept our current reality and adjust. Change is inevitable, and resistance is futile. Step number one is to accept that the labor market likely won’t go back to the way it was three, five, ten years ago – and allowing ourselves to be mired down in negative emotions about this prevents success. Letting go of the way it was requires us to examine our tendencies to hire based on experience, because as we all know, that experience is becoming impossible to find. I recommend the idea of an outcomes-based hiring approach instead, which Bonnie Anderson, Global Manager of Talent Acquisition and Future Talent at Tetra Pak describes in this podcast
  2. Take a Fresh Look at Your Hiring Mindset & Practices. Once you can clear your mind to focus on the present and the future, you can begin to more objectively examine the realities of your hiring practices and whether they stack up to today’s demands. This means really understanding your target audience and what’s important to them as they seek roles and evaluate opportunities. Are you speaking to these desires? When is the last time your job descriptions were updated? More modern language and a focus on what your target audience wants most may help. How you communicate the roles is also important, and more and more companies are getting creative with the sources they use to attract new talent – because they must. Are you leveraging social media? Is your application process mobile-friendly? Have you considered partnerships with local schools, community resources, or military? It’s time to get creative.
  3. Focus on Future-Proofing. With such an immense challenge, it’s easy to get lost in solving only the problems of the day – but we need to make sure we are taking a forward view as well, or we’ll only fall farther behind. For many organizations, the roles of the frontline are evolving. If this is the case, you need to be able to hire for your current needs – but also be building a strategy for how to hire for those evolving needs as well. A few key concepts here are re-skilling and upskilling, which we discussed a bit in relation to the work Orange is doing here. Another is the idea of “farming” your future talent – creating programs that help draw more resources into the industries and help you to build up some of the experience you’re accustomed to being able to hire directly.  
  4. Don’t Overlook the Criticality of Retention. New resources are more expensive to bring on than keeping your existing resources, plus they have less experience. We can’t focus so heavily on recruiting and hiring that we forget to put ample attention into retention. Especially as businesses evolve and roles change, communicating with and involving your current employees is more important than ever before. Understanding what they want out of their roles, what areas of opportunity there is to improve their engagement and satisfaction, and how to maximize their tenure is a key aspect of any talent strategy.
  5. Consider the Role of the Gig Economy. Outsourcing isn’t for everyone, but there are increasingly very diverse examples of how it’s being used. Foxtel, for instance, relies 100% on a third-party frontline workforce. Philips, on the other hand, has looked at how to leverage contract workers to eliminate some of the more basic tasks so that its W2 workforce can focus on mastering the role as they evolve to delivering outcomes-based service. 
  6. Leverage Technology to Your Advantage. In no way can tech solve this problem, but it can act as a great alleviator. From maximizing the utilization of your workforce to enabling greater self-service among customers to improving training and using tools like Remote Assistance to allow newer resources to become adept more quickly while receiving back-office support, there are many ways it can help you to bridge the gaps.

On our Advisory Forum session, Lauren walked us through her firsthand feedback on the open job description – what she’d add, what she’d change, and what she’d leave off. As she highlighted her edits, she explained the reasoning behind each suggestion and offered important tips and reminders for those in attendance. A few particular points of hers that I think are very important to recap are:

  • Create candidate personas so that you can tailor your wording and communications toward what will work best for the people you believe are your best targets
  • Consider what is a must versus what is a preference in your job descriptions, and list as such so as not to dissuade potential candidates unnecessarily 
  • Applicants prefer as much detail up front as possible, so she suggests sharing salary details if you can – not only does this help get the attention of applicants, but it also saves your organization a lot of valuable time weeding through candidates who aren’t in your range
  • If the idea of listing salary makes you concerned because you’re paying new hires more than your existing talent, reflect on this – as discussed earlier, retention is easier than recruiting, and you should ensure your incumbent talent is being properly compensated (and appreciated)
  • Get creative! Lauren pointed out that one of the top wants of talent today is flexibility – while this can be more challenging in service roles, it often isn’t impossible if you’re willing to examine how to make it an option
  • Lauren cautions that the labor trends are likely to be a longer lasting fact than some might like to think, so accept and adjust however you need to in order to find success in the current landscape

For more insights from Lauren, listen to her recent podcast here

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October 22, 2021 | 2 Mins Read

Who you gonna call? Field Service!

October 22, 2021 | 2 Mins Read

Who you gonna call? Field Service!

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By Tom Paquin

Because I’ll never pass up an opportunity to write a truly strange article, and I unironically love Halloween, let’s talk about Ghostbusters.

I’m actually surprised that I hadn’t thought of ghostbusters previously when working my way through pop culture references. It is arguably the most field service-oriented film franchise of the last 40 years. 

For the uninitiated, the premise is shockingly simple: The Ghostbusters are ghost exterminators. 

So let’s consider Ghostbusters in the context of modern service management technology. What are some of the biggest considerations when running a heavily need-based service business that primarily works with the supernatural? Here are some software considerations:

Service Project Management
Not all service appointments are created equal, and that is doubly true for the Ghostbusters. For every slimer that they need to clean up, which is a one-stop appointment, you’ll have to deal with a Vigo The Carpathian which takes weeks, causes ancillary appointments to crop up, and requires visits to multiple sites.

This is why, as a component of service delivery, it’s important to also ensure that you have a strong project management system in place. This will ensure that staff is deployed effectively, that you have all the proton packs and ghost traps that you’ll need without having to go back to the shop, and that even when tickets are aging due to their size and complexity, that the resolution of that job can be managed quickly, and furthermore, that any ancillary jobs be closed quickly as well.

Hazardous Waste Disposal
Apparently the Ghostbusters just store all the ghosts that they’ve caught in some kind of big metal tank. This seems find in the immediate, but having a system for offloading a full tank, managing resources, and ensuring that your ectoplasmic footprint is kept to a minimum are key. 

We talk frequently about sustainability in service, and this certainly extends to busting ghosts as well. Building a solid system for reverse logistics of parts, equipment, and yes, ghosts, is imperative to avoid an issue like the ghostbusters run into in which the EPA shuts down the ghost containment. By maintaining and adhering to EPA guidelines though smart reverse logistics tactics, you can avoid excess waste, clear yourself of liability, save money on containment, and not have an increasingly large pile of ghosts in your basement.

These are just two realms of strategic service delivery that impact busting ghosts, but this is far from an encyclopedic list. With the right technology and business plan, bustin’ can make all aspiring ghostbusters feel good

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October 18, 2021 | 3 Mins Read

Pausing to Reflect

October 18, 2021 | 3 Mins Read

Pausing to Reflect

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By Sarah Nicastro, Creator, Future of Field Service

It isn’t my nature to do much reflecting – I am more the type who quickly moves on to the next thing, usually at lightning speed. My husband always jokingly asks me if we’ll ever take just one year off of doing “major” things (he knows that, with me, the answer is no). There are a lot of reasons why this is my norm, but this isn’t that type of self-reflection piece. 

On October 15th, I celebrated three years with IFS. For those of you that knew me before, when I was with Field Technologies, you likely have an idea of how emotional the transition was for me. While it was in some ways difficult for me to move forward from a role I’d loved for so long, I knew in my heart that the potential I could see in IFS – both for me in my role and contribution, and in the company’s journey – was too significant to pass up. So, with that instinct, I leapt. 

My first day “on the job,” I flew to Stockholm to attend the IFS Nordics team’s customer event. The overwhelm was fierce – this was the day after my last day at Field Technologies, I wasn’t accustomed to international travel and the jet lag was real, I was highly intimidated and self-conscious about being what felt like the only single language fluent person at the event, and I was so unsure of the decision I’d just made. I put on a brave face, but if I’m being totally transparent, I called my husband crying with uncertainty more than once.

Here’s the wonderful thing, though – experiences like that are what help you grow. You know the saying; good things don’t come from comfort zones? It’s true, and after more than a decade in one environment, it was time. Looking back, I cherish what that trip taught me – that I can do hard things, that those around me see my worth and value my contributions and potential (and that I should, too), that a whole new world brings a whole new realm of opportunities, and that there are kind people all around (huge shoutout to Marne, Fredrik, Elni, Daniel, and Jonathan whose warm welcomes will forever stand out in my mind from that first week). 

Three years later and many more experiences of being stretched in ways that enable my own personal evolution, and I’m not only proud of what I’ve accomplished but thankful for my decision. I was brought into IFS to launch Future of Field Service, which has grown into a platform with thousands of followers that is providing true, objective thought leadership to the industry I love. The podcast, which launched in April of 2019, was something I’d dreamed of doing for a long time – to invite others to share in the wonderful, enriching conversations that I am fortunate enough to have as a part of my “job.” Today we’ve published more than 130 episodes, and I have immensely enjoyed every one of those conversations and value the people I’ve met in having them. 

And more on the people – the people are the best part of this journey. I value the IFS colleagues that I’ve met that have become true friends, those that have challenged my thinking and expanded my views, and those I can watch and admire. The IFS customers, who are just beyond wonderful. I have built relationships with customers where we regularly exchange pictures of our kids and/or pets, where we help one another through challenges or do some great brainstorming, and that have taught me so much. All while continuing to interact with folks outside the IFS ecosystem in a way that enriches the overall progression of the industry.  

Thank you for indulging me in this moment to reflect, and to share with you. I am proud of what I’ve contributed to Future of Field Service, to IFS, and to the industry over the last three years – but more than proud I am incredibly grateful. And best yet, while reflecting is something I truthfully should do far more of, I am also very excited about what’s to come. 

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