Author Archives: Bob Adams

Excuse Me, Can I See the Manager?

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The best place to start thinking about process is at the end; in this case, where a customer or guest didn’t have a great time/meal/service/whatever.

The customer/guest usually takes it out on the person who was most involved in the transaction – a clerk or waiter or flight attendant – a front-line person.

But is it really their fault?

Seth Godin wrote a great post entitled “Who’s responsible for service design?” which provides an excellent starting point for a better understanding of the “process” that must go into your Guest Services Team. Here are a few highlights, but be sure to read the entire post:

Too often, we blame bad service on the people who actually deliver the service. Sometimes (often) it’s not their fault. Sadly, the complaints rarely make it as far as the overpaid (and possibly overworked) executive who made the bad design decision in the first place. It’s the architecture of service that makes the phone ring and the customers leave.

Three quick tips for anyone who cares about this:

  • Require service designers to sign their work
  • Run a customer service audit. Walk through the building or the event or the phone tree with all the designers in the room and call out what’s not right.
  • Make it easy for complaints (and compliments) about each decision to reach the designer (and her boss).

That’s powerful.

  • What are the processes behind the scenes that make your Guest Services work?
  • What are the processes you have in place when something unexpected pops up?
  • What are the processes you have in place when something needs to be changed?
  • How do you even know that something needs to be changed?

A closing quote from Seth Godin:

In my experience, most of the problems are caused by ignorance and isolation, not incompetence or a lack of concern.

Are you ready to be a process engineer for your Guest Services Team?

One Word Makes the Difference

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Guest Services in the church is a passion of mine. I want churches to realize that they have a chance – usually a single chance – to make a WOW! first impression on Guests coming to their facility this weekend.

Here’s a challenge for you: a single word will change your mind-set on this topic:

When it comes to ChurchWorld, more often than not we have visitors.

It may be a little thing to you, just a word, but I think it’s actually a powerful first impression that needs to change.

Do you have Visitor parking? Visitor packets? A Visitor’s Center? Do you welcome your visitors during the worship experience? And on and on…

The first step in creating a WOW! Guest Services experience is to remove the word visitor from your vocabulary, never to be used again.

It’s a little thing to be sure. But it’s a mindset change that will really impact how you create the rest of the experience at your church.

You are expecting Guests this weekend.

Guests come to your place, looking for a warm greeting, a smiling face, and an experience designed to make them feel like, well, Guests. Nothing phony, manipulative, or in-your-face; just welcome them as guests with the most sincere, energizing, and loving experiences you can.

Can we agree to start with a simple change that conveys a powerful image, one that will be reflected through your church?

Over the past several years, in conversations with hundreds of church leaders on the topic of Guest Services, that one word has been like a light bulb being turned on – it’s like “Wow – I get it!”

Now that you’ve got it, I want to stretch you a little bit more and plant a seed for future posts:

The magic formula for Guest Services in your church can be broken down into 4 categories:

Product

What business is your church in?

Only you and your leadership team can answer that, but I am suggesting your church is in the people business. Your church doesn’t manufacture and sell an object, but you do seek to produce something: changed lives.

The “raw materials” you start with are the pinnacle of God’s creation – after all, we are made in His image. But even so, we are all in process. Somewhere between birth and death, all of us are on a journey. Your church needs to balance the frailty and possibility of everyone you encounter, and create experiences that accept them where they are, challenge them to move toward where they need to be, and walk with them along the way.

Churches that understand their “product” and create vital, life-changing experiences – those are the churches that are making a difference in our world today.

What are you creating at your church?

Place

Think like a designer – be an environmental architect

Just as an architect asks a number of questions before designing a building, church leaders who want to be environmental architects must ask questions to reveal the function of the space, which in turn determine its design.

If you were to own the architectural responsibility for every environment in your church, you should be asking questions like:

  • What’s the purpose of this environment?
  • Who will use this environment?
  • What do we want people to experience?
  • What do we want people to leave with?
  • Who’s responsible for quality control?

Now just in case you were wondering, this concept of space is not limited to physical place. Environments (the physical kind) matter very much. But a good environmental architect is also creating psychological space in much the same way.

You’re on a journey to create experiences that keep people coming back.

Process

Guest Service leaders need to understand design thinking.

Design has the power to enrich our lives by engaging our emotions through image, form, texture, color, sound and smell. The intrinsically human-centered nature of design thinking points to the next step: we can use our empathy and understanding of people to design experiences that create opportunities for active engagement and participation.

Just as a product begins with an engineering blueprint and a building with an architectural blueprint, an experience blueprint provides the framework for working out the details of a human interaction, including emotive elements, from beginning to end.

It captures how people travel through an experience in time. Rather than trying to choreograph that journey, its function is to identify the most meaningful points and turn them into opportunities that positively impact the individual. What might be a source of discomfort or pain is now an opportunity for an experience that is distinctive, emotionally gratifying, and memorable.

The experience blueprint is at one and the same time a high-level strategy document and a fine-grained process analysis of the details that matter.

It’s time to create an Experience Blueprint for your Guest Services!

People

You have to have a great team in place first before you can begin to deliver excellent experiences.

In the equation Creating Experiences = Product + Place + Process + People, the most important part, the starting place, the foundation which all else is built on – it’s people.

The experiences that you are attempting to create, the places and spaces in which they are housed – both literally and figuratively – are important. But you don’t get anywhere without the people.

When an organization helps its team members bring pride, excellence, and playfulness to every aspect of their task, those team members literally have the chance to change the lives of those around them.

People want to be a part of something bigger than themselves. They want to be a part of something that touches their hearts.

Everything matters – but everyone matters more.

 

Intrigued about Guest Services at your church? Look for more information in upcoming posts here, and drop me a quick note and tell me more about what your church does in the Guest Services area.

Have You Checked Your Digital Front Door Lately?

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Recently I was on site at a church conducting a Guest Perspective evaluation. At Auxano, our Guest Perspective starts in the digital world, because that’s where many guests begin their search for information.

Our client is doing a great job on their digital front door:

  • Their website is crisp, easy to navigate, and always current
  • The mobile option for the web site works well
  • They have developed apps for iPhone and Android devices
Taking a cue from our conversations over the past two days, here are five key ingredients that will insure you have a guest-friendly website:
  • Post all necessary information on a guest-specific landing page. This will make it easy for guests to find out service times, locations, and other helpful information.
  • Personalize your site to guest satisfaction; what would you want to know if you were looking at your church for the first time?
  • Perform quick and inexpensive usability tests to ensure ease of use. And when you make changes to the site, perform the tests again.
  • Build credibility by adding the human touch: Let your guests know that there are real people behind your  site. Post the names and pictures of the staff and team members with whom your guests typically interact.
  • Ask your guests for feedback. Answer — and act upon – every response you receive.

Follow the guidelines above for your digital doorway and soon you will be welcoming guests at your physical doorway!

Building an Experience Culture

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Design has the power to enrich our lives by engaging our emotions through image, form, texture, color, sound, and smell. The intrinsically human-centered nature of design thinking points to the next step: we can use our empathy and understanding of people to design experiences that create opportunities for active engagement and participation.

– Tim Brown, Change by Design

And the truth of the above quote is delivered to people by people. An exceptional guest experience starts with the front line team that delivers that experience.

Creating an experience culture requires going beyond the generic to design experiences perceived as uniquely tailored to each guest. In order to do that, your front line team has to know something about the guest they are serving. An experience comes to life when it feels personalized and customized.

Do you know who are you serving? Maybe it’s time to create a persona.

Personas are fictional characters, created out of the insights of research you have conducted, that can exemplify certain attributes. Because they make the potentially abstract concept of “guest” very personal and human, personas enhance your ability to build the empathetic understanding of guests that is at the heart of design thinking.

Using the persona concept will allow you to reveal deeper insights into the various kinds of experiences that your guests are having and to help generate innovative ideas about how to improve those experiences.

Here’s a homework assignment for your guest services leadership this weekend:

  • Create 2 or 3 different personas that represent a cross-section of the guests you are trying to reach; make sure they vary in description
  • Brainstorm the way those personas interact with your church, from the time they approach your campus through the time they depart
  • Note each decision point they have to make and each personal interaction they have with your team
  • Chart those on a big whiteboard

What are those fictional personas revealing about a very real experience?

Let the little children come to Me…

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…and don’t stop them, because the kingdom of God belongs to such as these. I assure you: Whoever does not welcome the kingdom of God like a little child will never enter it.

Luke 18:16-17, HCSB

 

I know that as a GrandBob, I am extremely biased.

But watching my two grandchildren play this afternoon with laughter, passion, and innocence, I am both reminded and challenged by the words of Jesus…

What about you?

Nordstrom’s Customer Service Rulebook

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One five by seven index card.

One paragraph.

One rule.

We’re glad to have you with our Company. Our number-one goal is to provide outstanding customer service. Set both your personal and professional goals high. We have great confidence in your ability to achieve them.

Nordstrom Rules: Rule #1: Use your good judgment in all situations. There will be no additional rules.

 

What about your organization?

Do your values so permeate your organization that rules are minimized?

Clarity is Audible

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When you read or hear the word “clarity”, the odds are that your next thoughts have something to do with vision, imagery, or similar metaphors.

Will Mancini, author of “Church Unique” and founder of the consulting group Auxano, refers to himself as a “clarity evangelist.” One of the central tenants of his work is clarity, and he uses powerful visual images to illustrate.

The concepts of clarity are a regular part of my conversations with churches. In the last month, I have talked about clarity with large and small churches; rural and urban churches; traditional and contemporary churches. Clarity transcends all these groupings as a necessary ingredient of successful churches.

In the midst of all this conversation about clarity, a comment was made to me that literally stopped me in my tracks:

Clarity is audible, too

This astute and wise church leader was telling me that our words – verbally – were very important in his context, maybe even more so than images and other visual elements. He demonstrated this the next day in a powerful, passionate sermon that was a masterpiece of the spoken word. He schooled me though the use of:

  • The dynamics of voice
  • Volume
  • Inflection
  • Pacing and tempo
  • Eliminating verbal graffiti

Leaders who communicate with clarity radiate passion, conviction, and enthusiasm – and people respond.

What Weeding a Flower Bed Reminded Me About Leadership

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I have been in Nashville TN for the last several days on a business trip. Though I wrapped up late yesterday afternoon, I planned some extra time with my mother, who lives about 20 miles from Nashville. We went out for dinner last night and I asked her what she needed doing around the house.

This is the first time I have been back “home” since my father passed away and was buried in early March. Though my mother and I talk several times each week, I knew that there were things to do for her.

Consequently, by mid-morning I found myself pulling weeds in the numerous flower gardens around the house. Both my parents liked flowers and the wildlife they attracted. My dad in particular, was what you might call a natural gardener when it came to flowers. He didn’t believe in formal landscapes and flower beds “just so.” His method was more “that looks like a good place for a few flowers.”

As I was working in around the flower beds all morning, I was reminded of the countless times I had seen my dad as he was going from one place to another in our yard just stop and pull a weed out and toss it on the ground – to be chopped up by the mower later. There wasn’t a rhyme or reason to his actions; it was just something he did.

Small consistent actions over time make a big difference.

My dad had been in declining health since late last year, and had not been able to be out in the yard, there was a lot to do. By noon I was ready for a break. Sitting and drinking several glasses of water I thought about my Dad and how his constant weeding meant that the flower gardens looked pretty good all of the time; now, they looked overgrown.

I’m certainly nowhere near the gardener my Dad was. My several hours of work will make them look good for a few weeks maybe, and then they will have to be weeded again.

But once again, my Dad is my teacher.

Leaders need to understand that consistent, small actions invested in your team will pay big dividends along the journey.

Thanks, Dad.

Simplicity Never Stands Still

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To achieve great things, two things are needed: a plan, and not quite enough time.

– Leonard Bernstein

Former ad agency creative director Ken Segall’s new book Insanely Simple is written from a unique perspective: developing marketing campaigns for technology giants like IBM, Dell, Intel, – and Apple. It was the stark contrast of Apple’s ways that made Segall appreciate the power of Simplicity – and inspired him to help others benefit from it.

In the chapter entitled “Think Motion,” Segall refers to Apple’s practices of fast-tracking project and marketing development.  Apple has grown to point where it does a tremendous number of things at once, and in doing so has built one of the world’s greatest juggling acts. Apple:

  • lives in constant motion
  • never stops thrilling its audience
  • never lets things get old

The best illustration of this comes from an example of Segall’s work with both Dell and Apple on similar ventures – developing a new branding campaign.

Apple set out to create a brand campaign in 1997.

   Dell set out to create a brand campaign in 2008.

Apple wanted to start its campaign immediately.

   Dell pondered a schedule that would take months.

Apple’s brand team was led by its CEO.

   Dell’s brand team was led by a committee.

Apple trusted a small group of smart people.

   Dell trusted a small group of incompatible people.

Apple knew exactly who it was.

   Dell need to figure out who it was.

Steve Jobs was an active participant.

   Michael Dell would look in when the project was complete.

Apple’s brand team required only the CEO’s approval.

   Dell’s brand team required each division’s approval.

Apple took a month to conceive and create a campaign.

   Dell required a month just to talk about strategies.

Apple ended up with the Think Different campaign.

   Dell ended up with a stack of presentation boards stored neatly in a dark closet.

Simplicity – represented in the above example by Apple’s actions – is a fundamental requirement when you’re trying to achieve lofty goals. As Dell discovered, a fractured, leaderless group without an urgent mandate is Simplicity-proof.

Will you walk the straight path of Simplicity or choose the dark, winding road of Complexity?

Small is the Ultimate Efficiency

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When process is king, ideas will never be. It takes only Common Sense to recognize that the more layers you add to a process, the more watered down the final work will become.

– Ken Segall, Insanely Simple

Ken Segall was the creative director at several ad agencies, working for big-name tech companies like IBM, Intel, and Dell. However, it was his work with Apple over a period of years that gives him a unique perspective of the stark contrast of Apple’s ways that made him appreciate the power of Simplicity. Segall recently released a book about these lessons – Insanely Simple. More than just another repetition of Apple lore, it chronicles an outsider’s long relationship with Apple and Steve Jobs that will provide leaders in any organization with the powerful tools of Simplicity.

Simplicity’s Best Friend: Small Groups of Smart People

While working with Apple, Segall often experienced the strict enforcement of one of Simplicity’s most important rules: Start with small groups of smart people – and keep them small. Every time the body count in a meeting or working on a project goes higher, you’re simply inviting Complexity to take a seat at the table.

This small-group principle is a key to Apple’s ongoing success and key to any organization that wants to nurture quality thinking. The idea is pretty basic: Everyone in the room should be there for a reason. Segall distilled years of observing and practicing this idea down into two “Laws of Small.”

The quality of work resulting from a project is inversely proportional to the number of people involved in the project.

The quality of work resulting from a project increases in direct proportion to the degree of involvement by the ultimate decision maker.

To even speak of putting process before creativity did not happen in an environment like Apple’s. A better idea is a better idea – no matter where it fell in the process. The high value placed on ideas is one of the things that Steve Jobs burned into the Apple culture and it will likely continue to guide the company into the future.

How would small groups of smart people work in your organization?