Business and Marketing


Today on his popular blog, Boing Boing, science-fiction author Cory Doctorow published an abysmal experience he had yesterday with United Airlines on the final leg of his U.S. book tour. I’m not going to repeat his account, but it is sadly typical of the experiences many of us have with big-company customer service.

In a nutshell, United Airlines screwed up and the customer service representative dealing with the problem refused to do the right thing for the customer. I’ve had similar experiences time and time again, and it is the primary reason that I am constantly searching for providers of all kinds who will treat me better than the communications company, bank, technology provider, regulated utility, retailer, or government agency I am currently stuck with.

Usually when I get mistreated by a big company I don’t blame the customer service rep who refused to help. I assume that that person is stuck with the rules, training, supervision, and other constraints imposed on them by their company. I try to avoid blaming the rep, but I always encourage the person to pass along to his or her masters the reason for my dissatisfaction with their company. Most big companies have people who sit around a table and discuss why their customers leave them, and I always have hopes that if enough feedback filters up from the front line, it might make a difference in the way the company treats its customers.

In short, my message to big companies is: Empower your front-line people to do the right thing for your customer.

ARB — 2 March 2013

William Thomson, Lord Kelvin

William Thomson, Lord Kelvin

I love the proverb, “What gets measure gets managed.”

This principle often gets applied to business situations. It can mean that simply examining an activity changes the activity by forcing you to pay attention to it. It can also mean that producing measurements about the activity gives you a handle on it, a way to improve it. If you start adding up your sales volume every month, it gives you a basis for saying, I’m not generating enough revenue, I need to do more selling.

But I’m interested in know the source of that quotation. It often gets attributed to management expert Peter Drucker, but I’ve never seen an actual reference that proves he said it.

This blog post will serve as an ongoing investigation of this quotation and might be updated from time to time as new information comes to light.

Here are some popular forms of the quotation:

“What gets measured gets managed.”

“What doesn’t get measured doesn’t get managed.”

“What gets measure gets done.”

“To measure is to know.”

However, I haven’t been able to find any reliable reference that traces any of these forms to Peter Drucker or any other original source. It’s possible that these are nothing more than memes that have caught on and keep getting passed around.

So far, the most likely source of this idea, if not in any of these popular forms, is William Thomson, the Scottish physicist also known as Lord Kelvin. According to the Encyclopaedia of Occupational Health and Safety, by Jeanne Mager Stellman (page 1992), Kelvin said in his May 3, 1883, lecture on “Electrical Units of Measurement” (Popular Lectures, Vol. 1, page 73):

I often say that when you can measure what you are speaking about, and express it in numbers, you know something about it; but when you cannot express it in numbers, your knowledge is of a meagre and unsatisfactory kind; it may be the beginning of knowledge, but you have scarcely, in your thoughts, advanced to the stage of science, whatever the matter may be.

That might be the best we can do in tracking down the source of this bit of management wisdom.

Some people probably think it doesn’t matter whether we get these kinds of things right or not. But in his story about researching this same Lord Kelvin quote, James Heywood of patientslikeme makes some good points about the value of checking primary sources.

ARB — 2 Dec. 2012

I’ve discussed this question before over on ThomasNet Green & Clean — see my piece “The Climate Change Controversy — What’s It Really About?

However, I’m meditating on a somewhat different way to articulate it. I should say that I don’t think this controversy is essentially about science. I’m not persuaded by ill-informed or politically motivated assertions, but I don’t use terms like “hoax,” “anti-science,” “pseudo-science,” or “denialism” in connection with the argument.

My current thinking is the following:

The climate change controversy is about a high-stakes struggle between science in the service of eco-socialism and misinformation in the service of free-market fundamentalism.

I’m engaged in an ongoing development of my thinking on this topic and will no doubt circle back to it. But I just wanted to pin down that idea.

ARB — 2 Nov. 2012

I just heard a fascinating interview with sculptor and stop-motion animator John Frame, who explained how his long-term project “The Tale of the Crippled Boy” came to him in a dream. Frame had been a sculptor for decades but had hit a creative wall, or more precisely had run out of steam, to use another metaphor. He had reached a point in his creative work where he just couldn’t create anymore.

Then one night he had a lucid dream in which he imagined an entire world populated with characters in motion. He somehow recognized that these characters were his own creations, and in that dream state he spent several hours observing this world. When when he woke up early in the morning, he captured it all in drawings and notes and storyboards and began his current stop-motion animation project. Did I mention that he had never done stop-motion before? But now “The Tale of the Crippled Boy” has become his entire creative activity.

You can see Frame’s initial animations here on Vimeo:

I have to admit that I’m not drawn to the creative product, fascinating and detailed as it is — too bizarre to appeal to me. But what I am intrigued by is the way the idea came to the creator — seemingly arriving out of the blue in a dream state. Everybody dreams, and I suspect that lucid dreaming is fairly common. However, the important thing here is that Frame got up and captured it all so he could turn the idea into a creative product. It’s also significant that the stop-motion product draws on his many years of work as a sculptor.

This experience illustrates what I think are some important lessons about the creative process, and it follows the ideas set out in my favorite book on this topic — A Technique for Producing Ideas, by James Webb Young. Written in 1965, this is a brilliant treatise for anyone involved in creative work — Young was actually an advertising guy, but his ideas really apply to anyone in the arts. It’s only 36 pages. You can buy it for a few dollars on Amazon and read it in an hour or so.

Thinking about Young’s book and John Frame’s experience, here are some lessons I extract:

  1. Work very hard over the long term to develop your creative skills, whatever they are — design, writing, drawing, sculpture, painting, music — or skills that are creative but more commonly used in the business world, such as copywriting, graphic design, or art direction. I would also extend this lesson into areas such as innovation, science, engineering, and architecture.
  2. When you are up against a creative problem, put a lot of concentrated effort into analyzing the problem, doing research, brainstorming, testing ideas.
  3. When you are sick and tired of all that concentrating, take a break for an hour, a day, a week, or even longer. Do something else. Relax. Exercise. Go for a hike. Watch a movie. Read. Or go to sleep.
  4. At an unexpected moment an idea or a series of ideas will come to you. Be prepared to capture these ideas — have the tools you need always available to write down or draw out ideas that come to you. I always carry a pocket notebook and set of pens with me. Ideas often come to me when I’m out walking. Like Frame, ideas have sometimes come to me in dreams or just before sleeping or just upon waking up.
  5. After the idea comes to you, work with it and adjust it and figure out how to make it work in a practical way. It might be the solution to the problem you’ve been working on, or it might be the source of an entirely new and unexpected creative endeavor.

You can hear the interview with John Frame at The Story — his is the second part of that particular show.

ARB — 14 Oct. 2012

Today a telemarketer from AT&T interrupted my workday (even though I’m on the do-not-call list) and offered to sell me a triple-play bundle of digital TV, Internet, and phone. When I asked him if AT&T offered digital TV in my neighborhood, he looked it up and said no. Way to go, AT&T.

AB — 10 May 2012

 

I’ve been working hard to be more courteous when speaking by telephone with customer representatives. As part of that effort, I’ve been reflecting on what drives me to be rude and sarcastic.

One important factor is that I rarely call up some large company for a happy purpose — it’s almost always a problem. Whatever has happened — a billing error, a product failure, a problem with an order — 90 percent of the time, it’s the company’s screw-up.

So, when I have to call customer support, it’s an interruption to my work, and I’m already primed for conflict. The pressure to respond with asperity mounts to the extent that the customer-service experience stinks — having to navigate through phone-menu options none of which apply, having to wait on hold, encountering a representative who can’t help me with the problem or is poorly trained or is not empowered by the company to do the right thing for the customer.

Fortunately, I’m usually able to maintain enough perspective to recognize that the customer representative is usually as much a victim of the company’s abysmal approach to customer experience as I am. Like most of us, the rep is just a poor soul trying to make a living within the limits of the reality they are presented with. Unless the rep is as incompetent or uninterested in the customer as their employer is — in such case, the individual might warrant some castigation.

I often take the opportunity of the interaction to ask the representative to pass along my feedback about what is wrong with their company’s customer relations. Like throwing a stone into the ocean, but who knows, someone might listen.

I would have to say that most of the time my experience with telephone customer service is negative, but normally that doesn’t justify mistreating the human being who is trying to help me.

ARB — 6 April 2012

I thought this was an interesting and useful infographic highlighting the growing U.S. solar manufacturing business. Right now, it shows a $5.6 billion industry that imports $3.75 billion, for a $1.9 billion trade surplus.

I wrote something about the growth of the solar industry recently for ThomasNet Green & Clean — see “How Will U.S. Army Energy Initiatives Affect Expansion of Solar Energy?

Infographic shows US solar industry trade surplus

AB — 15 September 2011

 

Here’s an interesting infographic from Publicis Healthware International, a healthcare-focused communication firm based in Italy. I think this is interesting and potentially useful for marketers of pharmaceuticals, medical devices, and products and services directed at physicians — it gives some idea of how physicians are using social/professional media and identifies some of the trusted communities where they might be reached.

In an accompanying article, Publicis writes that

The proliferation of small and large communities is the result of physicians’ increasing need to share ideas and discuss clinical cases with colleagues in every part of the world.

The article categorizes physicians’ online social media (although “social” doesn’t necessarily express the purpose of these communities) in three ways:

  1. Specialty — focused on physician specialties and special interests — Publicis calls this “the long tail of physician communities”
  2. Location — country- or language-specific communities
  3. Trusted provider — communities that enjoy high confidence among physicians, such as those organized by professional societies
Following is the map/infographic. This image is reduced — you can click on it to link through to the full-sized original:

World map showing physicians' use of online communities

AB — 7 September 2011

What I keep hearing is that businesses don’t want to expand, take risks, or hire new people because they don’t know what direction the economy’s going to go. Supposedly this fear turns into a self-fulfilling prophecy, because most businesses are thinking the same way and nobody’s willing to get moving to generate more business in the economy.

I have to think that this represents an opportunity for businesses large and small that are willing to get off their butts and start doing something. While the competition is busy wringing their hands, you can be out gaining market share.

While the competition is skimping on their marketing budget, you can expand yours and gain more visibility in the marketplace.

While the competition is afraid to take risks and try new things, you can invest in some product development and market testing to get a new product out on the market at a discount rate.

Since the competition is afraid to hire new employees, you are in a position to hire someone good at a reasonable rate. What about taking on a part-timer? A paid intern? A promising young person with little hard experience? A bright, creative, diligent worker who only has a high-school degree? An older person who might appear “over-qualified” on paper but would love to have a great job working for you?

AB — 2 September 2011

Tracey Schelmetic at ThomasNet Green & Clean today throws some much-needed cold water in the face of affluent consumers who think they are helping the environment by driving a hybrid SUV or building a 5,000-square-foot “green” house:

The Ford Escape Hybrid, considered the most fuel efficient hybrid SUV on the market, gets about 32 mpg combined. This is about the same as a Toyota Yaris with a traditional engine, and far below the efficiency of a Honda Civic Hybrid, which gets 42 mpg combined.

She also takes a swipe at Whole Foods, along with some comments that will please Trader Joe’s fans:

Sitting in opposition to Whole Foods is more environmentally minded chain Trader Joe’s, a company preferred by many eco-minded shoppers. Keeping an eye on the most important factor in a green business – building size – Trader Joe’s operates out of far smaller buildings. Stores tend to average between 8,000 and 12,000 square feet, compared to Whole Foods average store size of 50,000 to 80,000 square feet. Trader Joe’s also pledged to eliminate all GM foods from its shelves in 2001, and by next year will sell no seafood products that are not sustainably sourced.

AB — 2 August 2011

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