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October 9, 2023 | 4 Mins Read

Keep Safety in Focus in Field Service By Prioritizing Culture Over Compliance 

October 9, 2023 | 4 Mins Read

Keep Safety in Focus in Field Service By Prioritizing Culture Over Compliance 

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By Sarah Nicastro, Creator, Future of Field Service

While technology and automation have reduced a lot of workplace hazards, on-the-job injuries and fatalities are still a big problem in the U.S. According to the U.S. Bureau of Labor Statistics, there was an 8.9% increase in fatal work injuries between 2020 and 2021.

OSHA reported a 16.3% increase in deaths for driver/sales workers and truck drivers in 2021, for example, and field service-related injuries increased even faster. According to the OSHA data:

“Installation, maintenance, and repair occupations had 475 fatalities in 2021, an increase of 20.9 percent. Almost one-third of these deaths (152) were to vehicle and mobile equipment mechanics, installers, and repairers.” 

To put that in context, OSHA reported that there were 302 fatalities in 2021 among protective service occupations, meaning that maintenance/repair workers had an on-the-job fatality rate roughly 60% higher than that of police officers and firefighters.

A lot of field service jobs involve servicing complex equipment with heavy moving parts, working in environments with exposure to high voltage equipment or volatile chemicals, or working in dangerous industrial environments. The work must be done quickly and efficiently, and often on short notice. Technicians have to follow their own organization’s safety protocols, but also remain safe in customer environments that may be held to a wide variety of standards.

Technology is helping – field service management tools provide automated reminders and checklists so that technicians follow required steps, and with mobile devices they can quickly communicate unsafe conditions or accidents. But safety remains, by and large, a cultural issue. That was the subject of a recent talk I had with Franklin Maxson, VP Field Services, North America at Socomec, a company that specializes in electrical and power products.

Because of the nature of the equipment Socomec technicians work with, safety has to be top of mind. But the technicians work in a distributed environment and at client sites where they don’t know how well safety policies have been implemented until they get there. Because service leaders don’t have direct control over the technician environment, Franklin says they had to take a step back and look at safety from a cultural perspective.

“We have to make sure that [safety] is embedded within our culture, within our vision, and our mission, and that it remains an active part of every conversation so that we can maintain that focus,” Franklin said. “Safety is one of those things that if you don't focus on it, you become complacent about it.”

There are a few key components to that approach. First, you have to normalize safety as a default – it should take priority over other considerations like speed and cost, otherwise technicians will feel pressured to take safety shortcuts. Leadership and team members all have to be clear on that.

Tap Into the Power of Curiosity

Additionally, Franklin says companies should have an open-door policy so that leaders can listen to employee safety concerns without judgment. Employees should feel free to report safety incidents, even if that means self-reporting their own mistakes. The key is to make sure that reporting is met with curiosity, so that the team works together to solve any problems and make sure the incident is not repeated – which may mean revisiting policies, providing training, or investing in different equipment. A punitive approach will backfire and reduce organizational visibility into safety issues.

Another helpful tip: identify team members that have some passion around safety. They can help drive the safety culture across departments.

Getting away from a “checkbox” approach to safety can also be valuable. In the electrical industry, Franklin said that the lockout/tagout process is often handled using a list completion approach. But a better way might be to have regular conversations around the process – are there challenges to implementing the company policy? Do employees always have the right equipment on hand to complete these processes when they arrive on site? Those types of conversations can help create new solutions and improve safety for everyone.

Those conversations also empower employees to suggest new solutions, and also lets them know that if an unexpected scenario occurs, they can feel free to delay the work until the safety issue is addressed.

“[T]ypically, what we find when we do the incident investigations, is something changed,” Franklin said. “Something went outside of the expected norm, and we weren't prepared for it. So how do we take that moment and say, ‘You know what? Let's take 10 minutes. Let's review our hazard analysis. Are we actually ready to proceed to do this, or do we have to take a step back?’”

The approach Franklin says has worked at Socomec combines top-down leadership with a grassroots safety culture. But they must be aligned. Leadership needs to set goals and expectations and have methods in place to measure progress. Team members, on the other hand, need a mechanism to document safety observations and hazard reports, and management should focus on addressing those to the best of their abilities. Franklin said he actually tracks the close rates on reviewing and answering those reports.

Finally, he said that safety has to constantly be on the radar of service leadership. “If you stop paying attention to safety, safety will erode,” he said. “Just quick look away, and the next thing you know, there are things that are changing and that are not going the right way, because we stopped focusing on it. And it didn't take long, just a couple of months, and it started to erode.”

We covered a lot of ground in our discussion, including the personal and professional experiences that led Franklin to be such a safety cheerleader. You can listen to the entire podcast here.

October 2, 2023 | 4 Mins Read

Success with AI Hinges on Transformational Leadership

October 2, 2023 | 4 Mins Read

Success with AI Hinges on Transformational Leadership

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By Sarah Nicastro, Creator, Future of Fied Service

Guiding a field service organization through new technology adoption can be a challenge for company leadership. Employees can respond to these deployments in a lot of ways - sometimes with excitement, sometimes with apprehension, sometimes with frustration, sometimes with fear, sometimes with a combination of all of these emotions and more.

Leadership style has a big impact on how successful a technology deployment will be. I recently spoke to Dr. John Chrisentary, former Director of Global Technical Services and Technical Fellow at Medtronic, about this intersection of leadership approaches and technology, particularly how a transformational vs. transactional leadership approach can impact projects.

According to Dr. John, there are three basic leadership styles. The laissez-faire model, which is very hands-off and basically involves leadership taking credit for everyone else’s work, is what he calls the worst of the three. More common is a transactional leader, which takes a carrot and stick approach – team members are motivated solely by rewards or avoiding punishment (like being fired or demoted). While that model has been the norm at a lot of organizations, it is quickly falling by the wayside because of generational shifts and technological shifts that have made it much less effective.

Transformational leadership, on the other hand, involves listening, collaboration, building connections, and figuring out what individuals in the organization really need to not only be successful, but also help make the entire organization more successful. “[H]ow can I influence/change a person's way of thinking about themselves, about a process – how can I encourage them? And then also, how can I get them to move to a higher level?” Dr. John explains. 

Taking this approach is becoming critical for service leaders to meet evolving customer expectations and to help inspire their team members to meet those expectations. As Dr. John puts it, leaders must have a good grasp of the vision or purpose of what the service organization is doing. The team wants to know why you are changing technologies or processes, which can not only inspire them, but also help encourage urgency. 

This can be a difficult transition for transactional leaders, because they feel like they are giving up control. They have used their position to empower themselves, not their employees. That approach will be increasingly difficult with younger workers (who are much more likely to chafe at that type of management) but also in origin with customers and partners in other countries. 

“[I]f you're not a transformational leader, you're going to have a hard time working in the international realm because one of the things you have to create internationally are relationships. And this is where that transformational leader really comes into play because they understand that every person brings value to the process. And if they can help the person understand their value, that person has a higher probability of success.”

So how does this come into play for advanced technology deployments? I asked Dr. John how transformational leadership is better positioned to take advantage of things like artificial intelligence (AI), machine learning, augmented reality, etc. 

Technology requires leaders to understand how new tools will affect the workforce, how team members will use those tools, and what technologies might be required in the future. Getting that type of insight requires all of the communication and listening skills typical of a transformational leader. The leader also has to be able to help the team see that getting through these sometimes painful new technology deployments will help everyone be more effective several months to a year down the road.

AI presents a specific challenge, in that many people across an organization may fear the technology will render part of their workforce obsolete and may even be intimidating to customers.  According to Dr. John, the important thing is to evaluate your customer base demographics and take that into account when deploying AI-based service solutions, the idea being that younger customers may be more open and accepting to this level of automation. But personal touch is still important, and as I have discussed before, too much reliance on automation can leave a bad taste in the customer's mouth.

Internally, AI and other types of automation need to be positioned as tools that will help the team do their jobs better – not technology that will take their jobs away.

“[P]eople want to do a good job if you give them an opportunity, and technology is a tool to make you effective. It is not a silver bullet to make your organization or even your position Kevlar-enforced. It doesn't work that way. You're using these tools to make your organization the best it can be, and you're providing opportunities for people to learn to master the tools.”

We covered a lot of ground in our discussion, and you can listen to the whole interview here.

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September 25, 2023 | 5 Mins Read

Why Conflict Management is Important for Innovative Companies to Master

September 25, 2023 | 5 Mins Read

Why Conflict Management is Important for Innovative Companies to Master

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By Sarah Nicastro, Creator, Future of Field Service

When companies are implementing new technologies or processes, or going through a digital transformation initiative, it can stir up all kinds of feelings among employees – everything from excitement and enthusiasm to fear, confusion or anxiety. And whenever there are strong feelings, you can wind up with conflict.

Most people do not enjoy conflict. Some people, in fact, go out of their way to avoid any conflict, at work or at home, or just about anywhere in between. But healthy conflict management can actually improve the work environment, at least according to author and executive Steven L. Blue. Steven is the president and CEO of Miller Ingenuity, a high technology rail safety systems company, and has written several books on business transformation. 

I recently talked to him about how conflict at work can be a good thing, and what he sees as some healthy and productive ways for leaders and managers to address conflict.

How do companies generally manage conflict, and what are they doing wrong?

Companies generally ignore or bury conflict. A sure sign this is happening in your company is when in meetings with you, your subordinates say, “Let’s take this offline.” That generally means ignore it and hope it goes away. It never does. Buried conflict comes back to bite you time and again. And sometimes it bites you again years and years later. Buried conflict never goes away. It continues to fester.

I think we are all sort of conditioned that conflict is a bad thing, but clearly there are going to be disagreements in a work context, and for the sake of an organization you have to work through or resolve them. Are there types of workplace conflict that managers SHOULD discourage or avoid? Are there different types of conflicts that require different approaches?

Conflict is considered a bad thing only because most organizations do not know how to productively and effectively deal with it. Managers should never discourage or avoid it. Every conflict should be dealt with separately, because every conflict has different causes and solutions. The only common denominator in all conflict is either personality or organizational conflict. Personality conflicts are more difficult to resolve. Sometimes these can be resolved by replacing people or reassigning them. Organizational conflicts are usually rooted in different parts of the organization that have conflicting goals. As an example, the manufacturing department might have a goal of getting the product out the back door “no matter what.” At the same time, the quality department might have a goal of never letting anything out the back door that has a quality issue. The way to resolve this is to align the goals of all departments. The way I have aligned all department goals is by having every department share the only goal that matters, and that is profit.

Why should managers engage in conflict and encourage their teams to do so? What are the benefits in terms of team building and problem identification/solving?

Productively and effectively engaging in conflict produces superior profits, better teamwork, and smoother operations. Not engaging in conflict produces just the opposite.

Because of the point I made in my second question, a lot of people really do not have good skills when it comes to engaging in and resolving conflict. How can managers learn those skills and foster them in others? I mean, in some cases, conflict-avoidant people (or highly combative people) may have issues that date all the way back into their childhood, and it seems like a big ask to get managers to try and fix that. How do you help teams have better skills, and what boundaries do you need to respect?

I always engage the services of a professional industrial psychologist skilled in teaching and mentoring managers on the skill of conflict resolution. The question I always address is “not who is right, but what is right.” The idea is to be hard on the problem, but easy on the people. By easy, I mean always respect the person’s views and dignity. In cases of conflict, sometimes everyone is right while at the same time, no one is right. It is critical to listen with understanding of everyone’s views. Always affirm that their views are valuable. Your people always want to know you have understanding and empathy for what they are saying.

What about power dynamics in conflict? Working out a disagreement with a co-worker is one thing; finding a diplomatic way to do that with your boss is another. And for managers, they may not necessarily be getting an accurate picture of disagreements because their employees may be intimidated or worried about job security.

Therapists allow their patients to discuss what is bothering them in “a safe space.” Managers can learn from this. Give your people a safe space to air their views. Affirm that what they tell you is valid and is perfectly okay to feel and discuss. Don’t ever cut them off mid-sentence. The two worst words in the business language are what I call “ya-but.” Instead, managers should practice “yes-and.”  If a manager manages by intimidation, you need a new manager. Management by intimidation died in the 80s.

Are there generational differences around conflict that managers need to keep in mind?

Absolutely. Younger people, especially millennials, won’t tolerate “old school” management techniques. Many baby boomer CEOs grumble that they don’t understand millennials. Millennials have different values than baby boomers. They don’t buy the old generational values of “work hard and the company will take care of you.” People today expect more time off than time on. CEOs should understand that and work with it, rather than grumbling and trying to resist it.

I think everyone has had a coworker at one point or another that engaged in fairly unproductive workplace conflict. How do you identify useful conflict versus unhealthy conflict? What do you do about the latter, without discouraging the former?

You can spot productive vs. unproductive conflict in meetings. Observe how people are speaking to one another. All human behavior is rooted in language. That is why I don’t tolerate foul or abusive language anywhere in the company. In meetings, you can feel the tension when people are speaking to each other. If the meeting feels uncomfortable, stop it and dig in. Ask questions as to why someone feels a certain way. Notice I said how a person “feels.” That can start to explain why they have a certain position. If a certain person is abusive or adversarial in the meeting, take them aside afterwards. Make sure they understand your policy of “hard on the problem, easy on the person.” They need to know you will not tolerate abusive or adversarial behavior.

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September 18, 2023 | 3 Mins Read

Will Generative AI Increase Big Brother Concerns Among Field Service Organizations?

September 18, 2023 | 3 Mins Read

Will Generative AI Increase Big Brother Concerns Among Field Service Organizations?

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By Sarah Nicastro, Creator, the Future of Field Service

There has been a lot of news generated around artificial intelligence (AI) over the past year, and back in March, I wrote about short-term and long-term ways that AI can benefit field service. Over the summer, I also talked to Alfonso de la Nuez, who is very bullish on how AI can improve digital customer interactions.

Field service tools are already beginning to incorporate generative AI into their workflows. The idea is that these AI algorithms can help better route customer service requests to specific technicians based on their skills or experience with a particular customer. This provides new functions that can help save time for technicians and improve service for customers, while also automating more the dispatch function so that the dispatchers can focus more on addressing emergencies or other value-added tasks.

However, these tools also provide much more granular visibility into employee activities, which for some, may raise concerns about increasing levels of employee surveillance. A few years ago, Google got into trouble because a calendar tool extension was seen as a way to monitor employee meetings and possible crack down on unionization efforts, and there has been consistent pushback in some industries around how AI can enable employee surveillance. In field service, particularly with a lot of younger technicians entering the workforce, concerns about “Big Brother”-style employee monitoring going to be a problem?

Visibility Vs. Micromanagement

There is a fine line between increasing visibility and insight using technology and enabling an invasive level of surveillance or micromanagement. For a lot of desk workers, this usually involves software that keeps track of their productivity and Internet usage. In some industries, companies use software to record and evaluate customer calls and other interactions.

There have been some studies that indicate heavy employee surveillance actually encourages rule-breaking or can be detrimental to productivity. This has gotten a lot more attention since the COVID pandemic created an influx of employees working from home. Gartner says the number of large employers using these types of tools has doubled since 2020 to 60% of firms and will probably rise to more than 70% in the next few years.

And various surveys show that, as you might expect, a lot of employees do not like that. This is especially true since, in some instances, worker surveillance is discriminatorily targeted more frequently at women, minorities, and workers in low-skill jobs. According to a report from the Institute for Public Policy Research, both non-unionized women and black workers are 52% more likely to face workplace surveillance, and young people in low-skilled jobs are 49% more likely to be monitored.

Field service is a lot different than the work-from-home desk jobs usually profiled in articles about workplace monitoring, and I suspect that young workers are probably less worried about it than their older coworkers because they have grown up in a culture of online data sharing. According to one study, just 22% of employees aged 18-34 were concerned about employers having access to personal information and activity on their work computers.

In field service specifically, workers are already used to a high-level of visibility. Routing and scheduling systems live and die on accurate data about location, job completion, and other data points. Field service organizations regularly evaluate data around drive times, time to completion, and other information, most of it related to SLA compliance, safety, and reimbursement. 

What can sink a technology deployment that involves this type of visibility, though, is a lack of communication. Most technicians don’t mind this type of data collection, provided they know why it's being deployed, and how it can help them do a better job. 

According to a study that appeared in the Journal of Computer-Mediated Communication this year: “Attitudes toward workplace surveillance grow more negative when there isn’t a clear rationale for collecting this more sensitive data, and workers may see this as an abuse of power ... Therefore, it becomes essential for employers to clearly communicate both the purpose for collecting data, how they will use that data, and constraints on future data use.”

If you have any thoughts on AI in field service, or how increased visibility is accepted by the technicians in the field, feel free to drop me a note about your experiences.

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September 11, 2023 | 4 Mins Read

What the History of the Barcode Reminds Us About Introducing New Technology

September 11, 2023 | 4 Mins Read

What the History of the Barcode Reminds Us About Introducing New Technology

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By Sarah Nicastro, Creator, Future of Field Service

When we talk about technology here at Future of Field Service, we are usually looking forward. But a new book about old technology – The Barcode, by former IBM engineer Paul V. McEnroe – got me thinking about some important lessons from the past. 

Primarily, the fact that you never know exactly what kind of response you are going to get when you deploy a new technology, even one that seems to have some pretty obvious benefits.

McEnroe was one of the engineers who developed the UPC retail barcode – the one we still use today at most checkout counters. Other types of barcodes existed in the early late 1960s and early 1970s when McEnroe and his team began their work, but the UPC was specifically created to help retailers improve efficiency at the checkout counter and for inventory. The retail industry worked closely with IBM and cash register manufacturers to create a laser scanner/register combo that could communicate with a server in the back of the store using the available networking technology of the day.

After years of development and several live tests, the team was ready for a full-scale launch at a Giants supermarket in Virginia in 1974. McEnroe waited to hear word from his technician on site to find out how the launch had gone, but when the phone rang his colleague told him that the store couldn’t open.

Anyone who has been involved on a big technology installation knows that things can go wrong. But in this case, the problem wasn't technical. The store couldn't open because there were demonstrators picketing the store and telling customers not to enter – because the prices were no longer marked on grocery items.

What happened with the UPC rollout was a common mistake – the engineers had not done a good enough job of letting actual users know why they were deploying the technology, and how it would help them. In fact, not only did retailers get pushback from customers, but retail unions also objected to the new barcodes because they feared more automation would eliminate jobs. There were safety concerns about the lasers in the scanners, as well.

Within the first year of the roll out, popular talk show host Phil Donahue had railed against barcodes on TV, and there were eventually Congressional hearings about customer concerns.

McEnroe and the team at IBM, as well as retailers, had to go on the defensive and educate employees and consumers that the lack of price marks was actually a good thing. For the checkers, they could do their jobs faster. Customers also now had an itemized receipt that not only showed them what they paid, but exactly what each item had cost. There were tests conducted to prove the lasers were safe. 

Eventually, UPC codes made their way onto more goods, but the technology was not ubiquitous in retail until the late 1990s. One major retailer, Hobby Lobby, still doesn't use UPC codes at the register.

There are few lessons here for any big technology or digital transformation project:

  • Involve all the relevant stakeholders at the beginning of the project. The IBM team felt a bit sandbagged by the consumer backlash, because up until that point they had primarily been talking to retailers, packagers, and manufacturers about how to make the scanning system work. If they had involved customers and retail employees from the start, they would have been able to address those concerns earlier.
  • Communicate the why of the project. I have heard this from lots of guests on our podcast. Team members and customers want to know why you are deploying new technology, not just how it works. The UPC was meant to improve efficiency at the store, make life easier for staff, and improve service for customers. The developers should have been beating that drum from the start.
  • Be prepared to answer hard questions. Concerns about labor cuts were not entirely unfounded, and in the 1970s there was a lot of talk about replacing employees with what at the time seemed like sci-fi style machinery. Even if the IBM team could not anticipate that issue, the retailers involved should have seen it coming and had answers ready. 

Like a lot of new technologies, the UPC had ramifications beyond its original application. Barcoding revolutionized inventory management, and with the introduction of other types of barcodes, those benefits eventually spread throughout the supply chain. Barcodes play a key role in product recall efforts. Customers can scan barcodes with their phones in the store or at home to compare pricing or look up product information. 

The technology solutions that organizations are deploying in the field service space present those same types of opportunities – provided that companies communicate the benefits and address concerns for employees and customers alike.

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September 5, 2023 | 4 Mins Read

Three Keys to Better Workforce Development and Retention

September 5, 2023 | 4 Mins Read

Three Keys to Better Workforce Development and Retention

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By Sarah Nicastro, Creator, Future of Field Service

At this year’s Future of Field Service Live Tour stop in Minneapolis, I had a chance to feature the wisdom of Gyner Ozgul, President and COO of Smart Care Equipment Solutions, which specializes in commercial food service equipment repair.

Smart Care has been in a high-growth mode, acquiring other companies in the market and, in the process, tripling its business over five years. In our interview, Gyner talked a lot about some of the strategies that the company has employed to help manage that growth while maintaining high service levels for customers. That has included things like investing in a modern, sophisticated foundational service management solution, adopting the best practices of some of the companies they have acquired (rather than imposing their own processes in every case), and leveraging repair data to drive predictive maintenance efforts.

He also had a lot of interesting things to say about workforce development that I thought were worth repeating. Technicians make up the biggest part of the Smart Care workforce (two-thirds) and play a key role in maintaining customer relationships. Gyner says the company has taken some really beneficial approaches to training, employee development, and compensation that have helped improve technician retention and customer satisfaction.

Training: As the economy emerged from the COVID pandemic, Gyner says that Smart Care experienced growth that, if you put it on a chart, looked like a hockey stick – a huge increase after a relatively flat period. That meant they needed to hire a lot of new technicians to keep up, and managers were rushing to get those new technicians into the field. As it turned out, that was self-defeating.

“We had a lot of turnover on year-one technicians,” Gyner said. “They were leaving because our onboarding and training experience, frankly, wasn't very good, because it consisted of some qualitative view of some local manager or dispatcher saying this person is ready to go and run service calls.”

To fix this problem, the company adopted a system that relies on experienced technicians that serve as district field trainers. New hires are only released for active duty, so to speak, once that trainer says they are ready, even if managers are chomping at the bit to get them into a truck.

This not only provides buy-in among the other technicians (who are more confident in the abilities of new employees), but also gives the trainers the opportunity to recommend that those new hires work on specific types of equipment. The dispatch tool the company uses can restrict job assignments just to the skills those technicians have.

As a result, Gyner says the company has improved its retention rates on year-one technicians by a whopping 50% this year. 

Compensation: Gyner’s views on pay are pretty straightforward – pay the technicians what they deserve to be paid and set expectations for them to enable their success.

“We all have this trepidation [about paying] people what they deserve to be paid,” he said. “I am not one for the carrot [approach] – I will give you $1,000 and I'll give you another $1,000 if you do something right. I'm more like, just give them the $2,000 and help them be successful. If they're not the right person, then they're probably not the right person at $1,000 or $2,000. I say, compensate them well because it's hard to overcome culture if the compensation is not right to begin with, because that person feels they're undervalued immediately.”

Workforce Development: Gyner said it was important to recognize that there are employees in the field that want to work their way up to higher positions, and others that are happy staying put. 

For technicians that want to remain in their current positions, it's important to provide training to help them hone their skills and allow them to feel energized in their jobs.

For those that do want to advance, there are tracks available to help them become district field trainers, managers, or even sales representatives. 

“We've been very clear to map out each one of those for our technicians, so they feel that this is an organization that no matter what path they take, they can feel supported and be successful,” he said.

But Gyner also pointed out that managers have to recognize which employees fall into which categories and identify team members that might have more to contribute (even if they may not recognize it themselves). Gyner calls these people his bright stars.

“I proactively like to reach out to them and just talk to them. Sometimes not about anything specific, just what's their experience like, what are we doing in the organization I should know about.”

Sometimes those conversations can lead to ideas for new product improvements or processes. “Then I take them, and I'll put them in a little bit of a discovery special project and empower them to go do that,” he said. “They may be or may not be in that work stream function, and that's less relevant to me. I just want to give them an opportunity to go do something and shine.”

You can listen to our full conversation here.

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August 28, 2023 | 3 Mins Read

Is Your Field Service Technology Ready for Stormy Weather?

August 28, 2023 | 3 Mins Read

Is Your Field Service Technology Ready for Stormy Weather?

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By Sarah Nicastro, Creator, Future of Field Service

This has been a weird, volatile, and often frightening year for extreme weather – from massive floods in the northeast, wildfires in Canada, the western U.S. and Hawaii, to record-setting heat waves across the country. In late July, people were dying from extreme heat in Arizona, but skiing in California.

There was recently an article in the New York Times about the challenges that extreme heat poses for air conditioning repair companies, with a particular focus on José Guerrero, based in Phoenix, who has certainly been busy this summer. Guerrero runs a small company (most of the employees are his family) and has not only struggled to keep up with demand, but also finds himself working in attics where temperatures have exceeded 150 degrees. There are days and times when they simply cannot work, risking fainting or far worse.

With weather extremes increasing throughout almost every season, field service companies need to have technology that can help them take weather, alongside other considerations, into account for planning and scheduling optimization.

Extreme weather events are not just driving up the number of calls fielded by HVAC repair teams and utility companies; they are also making it difficult for technicians to get to job sites. In Vermont, flooding washed away massive chunks of major roadways. In the west, wildfires can make certain areas inaccessible. While weather forecasting has made predicting certain conditions – like big snowstorms or heavy rain – more foreseeable, conditions during and after these events can increase service demand while making customers much more difficult to reach.

These conditions can not only thwart routing and scheduling, but potentially put employees at risk. Planning and scheduling solutions must be nimble enough to reroute work, even when conditions on the ground (or the ground itself) are constantly changing.

There are a few ways weather can have a big impact on service delivery:

Demand: This is the obvious one. If there is a heat dome like the one that spread across the American west and south this summer, demand is going to go up for HVAC repair and electrical utility service calls; the same is true for frigid temperatures in the winter. Planning solutions must be able to rapidly ramp up to accommodate more volume, and companies have to be able to muster more technicians on fairly short notice.

Routing: This one is trickier. For really bad weather events (like that flooding in Vermont, or big wildfire) technicians that work for utilities may be dispatched right alongside first responders into the heart of a developing natural disaster. Your route may be blocked by traffic or an impassable road. Technicians should be able to communicate that information back to dispatch and have it incorporated into the routing technology, and then communicate with customers (and possibly emergency personnel) if there are delays. That requires agile mobile technology, and an intelligent routing solution. 

Safety: This one is easy to overlook in an emergency, but it is important. Just because you can route a technician safely to a customer location, does not mean they should be working on an asphalt roof in 120-degree heat, or remain in the path of a fire or floodwaters. Technicians need plans and processes in place for hydration and frequent breaks, the right clothing for the job, and weather and safety gear. They also need to know that if they do not feel safe, they can communicate that to their customers and supervisors without worrying about recriminations. 

Safety issues can go farther than that. On the Gulf Coast, a lot of companies keep provisions on hand in case workers are stranded during hurricane season (food, blankets, beds, life vests, you name it). For field service organizations that operate in the path of severe seasonal weather, that type of safety planning may become even more important as the weather gets wilder.

Planning and scheduling optimization tools use a lot of parameters to route technicians — experience, client requirements, drive times, traffic. Weather can be harder to predict, but as we experience more severe and dangerous conditions, field service companies and their software providers will need to do an even better job of incorporating weather information to make sure technicians can reach customers quickly and safely.

Have you had experience routing technicians during extreme weather events? I would love to hear what strategies and tools you used. 

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August 21, 2023 | 4 Mins Read

Selling Field Service to a New Generation

August 21, 2023 | 4 Mins Read

Selling Field Service to a New Generation

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By Sarah Nicastro, Creator, Future of Field Service

It appears we have passed through what economists were calling The Great Resignation and the job market upheaval that occurred during the pandemic. But labor markets are still tight and the field service sector was already struggling with staffing issues before COVID. We talk often about the fact that recruiting and retention remain a big challenge and how accommodating the decidedly different expectations of younger workers can sometimes flummox entrenched field service companies.

But not all of them. I recently had the pleasure of interviewing Anthony Billups, North America Vice President of Sales and Market Development at air conditioning pioneer Comfort Systems USA. And although he works in an industry with a very long history, Anthony has some pretty forward-looking ideas when it comes to attracting and managing younger and more diverse technicians.

We talked a lot about outdated thinking, and one area he highlighted was the way the industry talks about field service jobs. In the past, most companies talked about technician jobs exclusively in the context of technical skills required and the type of work done, but that has led to a bit of a branding problem. It's actually a bit challenging to describe field service work in a way that makes it both understandable and interesting to young people who may not know anything about it. 

Consider other types of work that students or new graduates easily grasp – teacher, doctor, police officer, musician, truck driver. When people talk about those jobs, they don't just talk about specific tasks or skills. They talk about the work in its entirety. Police officers protect the public and help people. Doctors heal people. 

“It's important as a leader to go back into your community and to talk about what it is that you do, right? Talk about … your day in the life, talk about the things that made you excited about the role,” Anthony said.

There are a lot of aspects of field service careers that many may find appealing that we don’t highlight enough. That could be talking about travel. It could be talking about the types of facilities you have access to and the people you meet, and what you can gain by working in the industry. It could be how the work you do enables a hospital to run or a pilot to fly, or any number of other very critical, often cool roles that seem to stay invisible. 

In the case of air conditioning, Anthony emphasized that it's an industry that has been around for 100 years and is only becoming more important (and resilient) as people look for new ways to cool buildings. This means there is job security there, along with opportunity and healthy compensation – characteristics that deserve recognition. 

The Value of Storytelling

The field service sector must do a better job of selling itself to potential employees and perhaps that starts with telling better stories about exactly what the market has to offer its employees. Anthony pointed out that in his job, he has worked with everyone from big tech companies in Silicon Valley to major sports facilities. Not everyone can score a nice job at Apple or play professional sports, but service technicians get a backstage pass of sorts to all of these facilities. 

“So, what are some of the jobs that are cool? What do people want now? It's easier to get in through the mechanical room than it is through the front door, and I think that's when we want to change the narrative of the profession,” he said. “We need to start with the end in mind. We need to start where these individuals want to be a part of these industries.”

Anthony also cautions that field service organizations need to be more realistic about how younger workers view their careers. Most people are not going to stick with a job for years at a time, as was the historical norm. In many cases, people change jobs every two years or so. To retain those employees (who are expensive to recruit and train) within your organization, it is important to offer more than just a good salary. People want a real path for advancement, and schedules that allow them to have a rich personal life, too.

Manager-employee relationships are also critical, along with development conversations and making sure there is a career path in place. Managers need leadership training (something Anthony says Comfort Systems has made a regular part of its culture). 

“The reason that we really focus a lot of attention on training is that we understand the value of our leaders, and if you can teach a leader to not be a manager, but to be a leader and to learn,” he said. Promoting someone to management without helping them with those leadership skills can put them at a disadvantage – and it can negatively impact the experience of employees, ultimately contributing to turnover. 

Another area of our discussion was that focusing hiring on specific technical skills or experience is cutting field service off from a lot of qualified candidates that have other good qualities – reliability, leadership skills, customer service skills, etc. Non-traditional recruiting can help address technician shortages while also improving teams by adding members with new skill sets and different perspectives.

“It's about the qualities that the person is bringing, the experiences that the person is bringing, and not just where they worked before and the things that we’ve looked at historically when evaluating talent,” Anthony said.

Anthony had much more to share and his insights are well worth a listen. Check out the rest of the conversation here.

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August 14, 2023 | 6 Mins Read

Q&A: Expert Advice for Optimizing the Digital Customer Experience

August 14, 2023 | 6 Mins Read

Q&A: Expert Advice for Optimizing the Digital Customer Experience

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By Sarah Nicastro, Creator, Future of Field Service

While field service remains an in-person business in many ways, digital experiences make up a huge part of the overall service lifecycle – from appointment scheduling and online help desks to chatbots and full-blown remote service, as well delivery of service or consumption-related data and post-service surveys. The flow of digital and physical touchpoints must be seamless, the experiences smooth, and the information exchange easy, accurate, and always available. 

Easy-peasy, right? We know it isn’t, but it is the tall order of customer expectations. I recently posed some questions to author and consultant Alfonso de la Nuez about how to avoid missteps that can lead to customer defections before you even get a chance to impress them with your excellent in-person service. Alfonso is the Chief Visionary Officer at UserTesting, advising on improving customer experiences. He also wrote the book The Digital Experience Company: Winning In The Digital Economy With Experience Insights. Let’s hear how his digital experience expertise translates to the field service environment.

What are some of the key factors that drive a successful digital experience, from a customer perspective?

The first thing sounds simple or maybe trivial, but it's understanding your customers and what situations they are going to be in when they are interacting with the brand. I know in your industry, these companies are actually going to have to interact with a service manager or someone face-to-face, but if you can understand what the customer is going to need or would like to do independent of the moment when the product is getting fixed, that is key. 

For a customer to have a great experience, it is all about expectations. Understand what the customer needs and what is convenient to them, and what they may do with your products. That is what we are looking for here, convenience vs. a revolutionary technology that is going to change everything. Can you relate and engage with customers throughout the customer journey? Do you understand what the customer journey is like? Are they going to contact you through a website? Are you optimized for Google searches, and is the website going to tell the story of what the customer needs?

Your website should be designed in such a way that will anticipate the needs of those users and those customers. I would also argue you have to design the site with a professional look and feel as well. The first thing we are looking for is convenience, content, ease of use, making sure the information is there for people to easily make decisions. But the next thing is to make it look professional, because that does make a difference projecting trustworthiness and affects the customer decision. A great website also needs to be mobile friendly, since a lot of customers are using their phones to browse.

In field service, the digital experience includes a number of facets -- customer self-service, online scheduling, diagnostics chats, and much more -- that often lead into an in-person experience (having a technician arrive at your location to fix something). What are some ways that organizations can ensure their digital and in-person exchanges are both mutually satisfying for the customer and also consistent? 

We always talk about online experiences, but the customer experience is a combination of online and offline interactions. The real art and science here is in combining the two and making sure they are not isolated. Maybe on the website you have an account where you can login and or provide feedback on the experience. Their data may be there along with the phone number for your representative. That should be present in a customer portal. You should be able to sign documents and pay bills and be invoiced automatically. 

In person, knowing that customer is also important. I like how the cable company Xfinity does it. They have an iPad and they can see the customer account, greet them and have access to that online information about them.

Going back to that customer journey, you have to understand that many times things start with a search. They find you online. Can you use technology to schedule and confirm the appointment, and create convenience for the customer by providing them with another confirmation the day before? You can mix online and offline and offer a lot of convenience to customers that way.

What are some of the biggest mistakes companies make when designing their digital interface and experiences?

I think the biggest mistake by far is when companies design interfaces for themselves instead of their customers. It is very typical to look at the design and content from the perspective of the owners of the website. What you have to do is dumb it down completely and make it so a grandma can understand it.

I often see two issues. One is there is so much technical information it is hard to understand unless you are actually a technician. The other is just finding information on the site. A lot of times, the content is not well laid out. Content needs to be organized, and there should be a search function on the site. You need to keep the menu options limited and focus on the customer journey, prioritizing the content we know they will need. 

Another mistake is not prioritizing the digital channel, or not worrying enough about the website. If you just throw a website out there, customers can tell and it will come back to bite you. You should invest in a professional looking and easy-to-use website.

How can companies make sure their digital experiences are NOT creating friction or frustration for customers, and how can they ensure there is a process in place so that there is a timely intervention when a customer needs to interact directly with someone who can help them?

This goes back to my point about the digital channel not being a priority. If you hire on the cheap, or just offer a chatbot for customer support, if it is not really working that is counterproductive. It produces a bad brand experience.

I would highly recommend if you don't have a real proper bot that is working well with a team of people behind it that can provide support, just take it out. Make people send an email or contact you by phone. If you try the bot just to try to avoid costs and it doesn't work, it will be worse. People are sick and tired of talking to robots.

The good news is that with artificial intelligence (AI). This is about to change big time, because new AI technology is going to take bots to another level. To me it is really one of the things that many of these brands can do to support people in a proper way without turning them off by making it obvious that this is a chatbot. AI will provide much better bots.

Having said that, there is an art and science to building chatbots. Usually, you want to set it up to support the main three to five things people want to do on your website. If what they need is not on that list, there should be a button for them to click that says Other. You don't want them to feel left out of the support picture. You want to channel them through those options to see if they need to talk to an agent. Well, the agent will need to see what information they provided before they speak to them.

Brands must acknowledge that delivering great experiences is not easy. It is hard. Even completely digital companies have a hard time with this and invest millions to do it properly. It takes time and expertise. Maybe you need to outsource it, but you have to start by understanding that is not easy to do. It is a big cultural challenge for many of these companies.

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July 31, 2023 | 4 Mins Read

Are You Prepared to Quell Your Customers’ Security Concerns?

July 31, 2023 | 4 Mins Read

Are You Prepared to Quell Your Customers’ Security Concerns?

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As service organizations adopt more remote technology, and our world is increasingly connected, cybersecurity has become a bigger deal for this industry. Back in May, I spoke to Charlie Hales at Waterstons at length about security.

I was reminded again about how the importance of cybersecurity is growing for service when I saw the most recent Circle of Trust report from security firm Utimaco. It is based on an international consumer survey, and highlights just how connected everyone is, and how worried they are about their data as a result.

According to the findings, most respondents are worried about data security (more than 80%) and a little more than a third have been the victim of data loss, identity theft or digital fraud. At the same time, more than 66% of respondents own a mobile device and 38% report using smart devices in their homes.

In fact, despite being worried about security, people are pretty enthusiastic about connected devices, particularly smart TVs, virtual assistants, energy saving devices (like smart thermostats), and security systems. Only 26% of respondents felt knowledgeable enough to make informed decisions about digital security.

These insights have implications for field service on a number of levels. First, we know customers are concerned about data security, while they are also being asked to provide their information to more providers on a larger number of devices. This goes beyond just giving your credit card number to Amazon or Target; all sorts of sites and devices are interacting with personal and financial data all the time. 

In addition, more people are engaging with smart devices – everything from connected cars and appliances to home security systems and smart utility meters. These non-computer devices are connected to home and business networks in rapidly increasing numbers.

Field service has been at the forefront of taking advantage of what is often called IoT, with machines interacting with operators, other machines, and service technicians over the internet. This connectivity is at the heart of remote service initiatives and puts field service right in the middle of the growing cybersecurity threat.

Some Customers Balk at Network Access

One of the big obstacles in remote service has been connectivity – customers are sometimes hesitant to allow outside parties or vendors access to equipment on their networks, both to protect trade secrets and to ensure internal security. The Utimaco report backs up some of these objections: When asked if they have ever been a victim of data loss, identity theft or hacks related to a smart home device, 41% of US respondents said yes.

For businesses and customers already grappling with their own highly exposed networks, granting access to service providers can seem like inviting catastrophe.

But, there is a safe way forward for field service providers and their customers – and service organizations not only need to take appropriate actions but also become adept at quelling the concerns of their customers.  

First, field service providers must make sure their own house is in order by implementing up to date security technology, working with their software vendors to make sure client data is safe, and maybe hiring an outside provider (since in-house cybersecurity talent is hard to come by) to audit their security infrastructure, make recommendations, and deploy better solutions. 

If you want to be able to remotely monitor and connect to equipment operating in a customer facility or home, that work on the back end will help prove you are trustworthy enough to have that access. In the case of commercial clients, you may very well have to provide significant documentation around your own security capabilities. 

Second, make sure the connected equipment is also sufficiently secured. In the past, we mostly had to worry about computers and mobile devices having onboard security. In the IoT world, connected vending machines, industrial equipment, and home appliances represent potential security threats – not because they hold valuable data (although in some cases, they might), but because they can be leveraged as launching pads for attacks on other organizations. Or they can provide a gateway into an otherwise secure network.

We have already seen some IoT and smart building-based attacks. Back in 2016, the Mirai botnet launched a massive denial of service attack using IoT devices. In Germany in 2021, a building automation engineering firm was hacked and lost control of its building automation system devices. A similar attack in Finland knocked out the heat for two housing blocks in the dead of winter. 

Those types of incidents are a good reminder that service organizations need to take these threats seriously and implement the processes and tools that are readily available to safeguard their remote solutions and, ultimately, their customers.

Do you have any experience with cybersecurity issues, or found strong solutions to secure remote service platforms? Reach out and let me know what your experience was like.

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