Month: April 2013

4. Moments of Truth, metrics and dashboards

4. Moments of Truth, metrics and dashboards
Consider a dashboard of MOT’s across the organization. Ownership can be assigned to each and every MOT and they can be actively managed to progressively improve the process. For any process that deserves to exist there is an optimum number of MOT’s to achieve a Successful Customer Outcome (SCO).  What would be the theoretical optimum? One MOT. It is however rare to find that animal, so at a pragmatic level what should be the optimum?
A direct relationship exists between the technology that supports a process, the peoples skill and competence and the clear objective articulation of an SCO. Lower levels of organization maturity (technology, people, process) result in higher numbers of MOT’s. This in turn creates higher costs, poorer service and less than optimal performance.
On a scale of 1-10 (1 bad, 10 good) how developed and supportive is the technology, people skills and SCO development?

A typical dashboard with MOT’s includes metrics such as: Amount, Type, Ownership, Alignment, Trend, Ratio and Impact. We will explain and discuss the latter two later.

Voice of Customer (doh)

Business Process Management – what is it?
http://youtu.be/NO54KXxTp9I

Moments of Truth – what are they?
http://youtu.be/OT_2cqMtrUw

Breakpoints and Business Rules?
http://youtu.be/_8KSN_McWIg

Successful Customer Outcomes (SCO’s) http://youtu.be/u4keI_kmdxM 

Voice of Customer? http://youtu.be/bTbHrxi1Vq4  


Latest CPP program – Levels 1-8
http://www.bpgroup.org/certification-by-city.html


Linked In (Over 10,000 members now)  BP Group overall 85,000
Certified Process Professionals 25,000+

3. Moments of Truth and alignment

3. Moments of Truth and alignment
Having identified the MOT’s and understood their Type we can ask ourselves do they explicitly contribute to the achievement of a Successful Customer Outcome. In a very direct way you can see MOT’s that are moments of misery, and those that are moments of magic.
Naturally we wish to eradicate the moments of misery, and optimize the moments of magic. Famously Scandinavian Airlines, under the leadership of Jan Carlson, set about removing unnecessary MOT’s and in doing so became one of Europes leading airlines in the late 1980’s.
How many MOT’s can you find, what type are they and do they contribute to a Successful Customer Outcome?

2. Moments of Truth (MOT) and their usefulness.

2. Moments of Truth (MOT) and their usefulness.
Any interaction with the customer is a MOT. There are of course many different types of interaction and we can summarize them as follows:
Person to Person –
Person to System –
System to Person –
System to System –
Person to the Product or Service –
Product or Service to Person –
Let’s review examples of each.
Person to Person.
In a shop. Buying a ticket at a manned ticket outlet. Meeting a supplier. Anything in fact that involves a direct interaction between people.
Person to System.
Navigating an Automated Voice Response system. Paying for a parking ticket from a machine at the airport. Interacting with a cell phone.
System to Person.
Receiving a voicemail on your phone. Showing your passport to an automated immigration check. Requesting money from a ATM.
System to System.
The interaction between your machine and a server when you send an email. Your car navigation system interacting with a GPS system.
Person to Product or Service.
Operating a vacuum cleaner. Noticing your fences have blown down after a storm (this interaction is with your insurance policy).

Product or Service to Customer.
Receiving parcels from Amazon. Driving a hire car.
As you can see there may be nested MOT’s and they often occur in sequence. For instance Calling an automated call centre (PS), then following key presses (PS), talking with a Customer Service Representative (PP) and finally the call being closed by the automated service (SP).

A process is shaped by the types of MOT, their frequency and the relationship between them.

What types of MOT have you experienced today? 

Exploring the fertile territory of Moments of Truth *** Moments of Truth are the cause of all our work ***

1. Moments of Truth are the cause of all our work.
In fact MOT’s create what we all say is process. Here is a video that explains their origin back in the 20thcentury. For our purposes this 10 part (one a day) series takes us through the understanding, usefulness and advanced application of MOT’s.
Why are they so important? Put simply any interaction with the customer is a Moment of Truth. Any interaction. Combine that with the observation that the customer experience is the process and you can see that MOT’s extend upstream and downstream of our business.
For example Southwest Airlines have innovated their check in process and it happens as you check out of the hotel. That MOT allows them to get the baggage into the loading cycle early and as a consequence it costs less, enhances customer service and ultimately delivers increased revenue (we all want more of that).
Getting a grip on Moments of Truth allows us to make the customers lives easier, simpler and more successful.

Upcoming BP Group Certified Process Professional (CPP) opportunities

Thinking about investing in your future? Needing to extend your Professional scope?
Here’s the next 20+ Open classes delivered by the BP Group and the Certified Process Professional (CPP) program:

Country Event Starts Level Duration (days)
USA San Francisco, USA, CPP Professional®, Masters® April 2013 Apr 8, 2013 1-2-3-4-5 5
India Kolkata Certified Process Professional Masters®, April 2013 Apr 8, 2013 1-2-3-4-5 5
Canada TORONTO, Canada BP Group CPP Professional®, CPP Masters®, April 2013 Apr 8, 2013 1-2-3-4-5 5
USA Chicago, USA, CPP Professional®, Masters® April 2013 Apr 15, 2013 1-2-3-4-5 5
USA Atlanta USA, CPP Professional®, Masters® April 2013 Apr 22, 2013 1-2-3-4-5 5
Kenya Nairobi, Kenya – CPP Professional®, Masters® April 2013 Apr 22, 2013 1-2-3-4-5 5
Australia SYDNEY – Advanced Masters® & CPP Champion®, 22 April 2013 Apr 22, 2013 1-2-3-4-5 5
India PUNE Certified Process Professional Masters®, April 2013 Apr 22, 2013 1-2-3-4-5 5
USA NEW YORK CPP Professional®, Masters® April 2013 Apr 29, 2013 1-2-3-4-5 5
South Africa CAPE TOWN, CPP Professional®, Masters® May 2013 May 6, 2013 1-2-3-4-5 5
South America Sao Paulo, Brazil – CPP Professional®, Masters® May 2013 May 13, 2013 1-2-3-4-5 5
China Beijing, China CPP Professional®, Masters® May 2013 May 20, 2013 1-2-3-4-5 5
Malaysia Kuala Lumpur CPP Professional®, Masters® MAY 2013 May 20, 2013 1-2-3-4-5 5
South America Buenos Aires – CPP Professional®, Masters® May 2013 May 20, 2013 1-2-3-4-5 5
China Hong Kong, China CPP Professional®, Masters® May 2013 May 27, 2013 1-2-3-4-5 5
UK LONDON, UK CPP Professional®, Masters® June 2013 Jun 3, 2013 1-2-3-4-5 5
UAE DUBAI, UAE CPP Professional® & CPP Masters® & CPP Champion®, June 2013 Jun 16, 2013 6-7-8 4
Australia Brisbane CPP Professional® & CPP Masters®, July 2013 Jul 29, 2013 1-2-3-4-5 5
Australia SYDNEY, CPP Professional®, Masters®, August 2013 Aug 5, 2013 1-2-3-4-5 5
Singapore Singapore CPP Professional®, Masters® September 2013 Sep 2, 2013 1-2-3-4-5 5
Malaysia Kuala Lumpur CPP Professional®, Masters® Sept 2013 Sep 9, 2013 1-2-3-4-5 5
Philipines Jakarta CPP Professional®, Masters® September 2013 Sep 16, 2013 1-2-3-4-5 5
Australia BRISBANE CPP Advanced Masters® & CPP Champion®, September 2013 Sep 16, 2013 6-7-8 4
Japan TOKYO CPP Professional®, Masters® September 2013 Sep 23, 2013 1-2-3-4-5 5
South Africa CAPE TOWN, CPP Advanced Masters® & CPP Champion®, 23-26 September 2013 Sep 23, 2013 6-7-8 4

Living the Dream

This week saw the fulfillment of a childhood dream. I have now visited the 48 Contiguous States of the USA  yay!
North Carolina and a progressive organization helped me achieve this honor.
So thanks to James Taylor for helping me live the dream.
Happy? Ecstatic!

What dreams are you working on? How soon before you get there?

Ciao, Steve

ps. Just need Someone to invite me to Hawaii and Alaska now for the full set 🙂

Video snippets for those Outside In tools

Business Process Management – what is it?
http://youtu.be/NO54KXxTp9I

Moments of Truth – what are they?
http://youtu.be/OT_2cqMtrUw

Breakpoints and Business Rules?
http://youtu.be/_8KSN_McWIg

Successful Customer Outcomes (SCO’s) http://youtu.be/u4keI_kmdxM 

Voice of Customer?
http://youtu.be/bTbHrxi1Vq4  


Latest CPP program – Levels 1-8
http://www.bpgroup.org/certification-by-city.html


Linked In (Over 10,000 members now)  BP Group overall 85,000

Certified Process Professionals 25,000+

Successful Customer Outcomes Posting Five

            What does a completed SCO Map look like? Here is one example:
If you understand SCO Maps in their original 2006 form you will also notice the improvedcapacity for iteration. In fact mature Outside In organizations will have undertaken two or perhaps three cycles of analysis to arrive at a completed understanding of customer needs.
In this example the one liner is “Improving Quality of Life”.
So circle back and prepare your own SCO Map (we also call the iterative diagram a SCO Revolution to explain the need for further refinement beyond the first cut).
Test it with colleagues and don’t be surprised if you find your understanding of customers needs is totally transformed for the better.