Archive for the ‘Client Service’ Category

Posted by Mike on May 22nd, 2013 | Permalink

The Most Important Person

May 22nd, 2013

You can learn pearls of wisdom from every person if you just take the time to listen.  My professional mentor always stated to respect all people the same regardless of title. I guess the same can hold true when looking at religion, race or wealth.  Then there was his boss who stated everyone deserves to earn a living as he doled out $50 bills as tips. He put huge smiles on the faces of waiters, bellmen and others. But, I think he really did it as it made his day. He felt good about himself as he beamed with pride.

There are times when I am at meetings or on the phone and I catch myself drifting. My fatigued mind can begin to wander when I am speaking to someone. I might think that this person is “not important enough” to give my full attention to. Forgetting as I am that all people are important as we are all connected.

But it is our job to wake ourselves up and connect with every single person. That’s our only job! Because the “most unimportant” person always turns out to be the “most important”. And, the “most important” persons turns out to be pathetically petty just like me. Therefore, we do our best work when we treat each person as if she or he is gold.

I can think back on times in my Advisor days when random acts of kindness to a secretary gave me a referral that led to my largest account. Then there were those times when I did not receive anything monetarily but it led to friendships, future business, or perhaps promotions. When we treat people the way we want to be treated, there is something magical. We get energy. We are inspired. It’s contagious and we get on the roll to do it more.

As I have always stated we are not just in the Financial Services Business. We are in the Entertainment Business. It is our job to make people feel good. To turn dreams into reality. Many times we can do it with Advice. But other times it can be with a smile, praise or humor, but it is the real reason we are all here. We are all here to bring each other joy. We are all here to make each other feel better. The more we focus on that, the happier and more successful we will become.

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Posted by Tom on May 9th, 2013 | Permalink

Managing Expectations

May 9th, 2013

Managing expectations is a critical part to a successful long-term client relationship. To a large extent managing expectations comes down to ensuring the client is satisfied that they received what they ‘paid’ for. Organizations/ businesses/firms that are very good at communication expectations are typically well respected by their customers/client. They have become masters at getting aligned with their clients/customers before any agreements were signed or money changed hands.

Give it some thought. Where can you tighten up your agreement on expectations

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Posted by Dennis on May 6th, 2013 | Permalink

Island Park Esso Revisited

May 6th, 2013

I wrote this blog a few years ago about an entrepreneur in my neighbourhood who had transformed the typical gas station experience. The Island Park Esso remains the only gas station in town worth talking about and the other day I was reminded why.

First of all Island Park Esso is a full service station and without writing the same blog twice it’s not just full service – its incredible service. When I pull up at least two kids climb all over my windows, and on my most recent visit two days ago one of them even noticed that I needed a new wiper and asked if I wanted to have that replaced right then.

While I was there, I saw John Newcomb who is the owner running out to a car from the office. The car had just pulled up, and the owner was running out to meet them and pump gas.

Obviously John is committed to something that is greater than him alone. He is committed to creating his vision of what a perfect service station experience is. In his mind they are clean and staffed by young people who are engaged and polite. He has at least three guys working and often four at a time to take care of you when you pull in, and they pay attention to the details (Sir, you see you need a new wiper? … Would you like me to take care of that?) What was I going to say? “No, thanks I didn’t even know so instead I’ll drive myself to the giant store, decipher the guide that tells me which blade I need then try to fit the thing on myself without breaking it while I curse under my breath …”

I know there are other entrepreneurs who would take that station over, convert to a self-serve model that everyone is not only familiar with but expecting, fire most of the kids and save some money and compete on price. This would be such a mistake. They would be throwing away their only competitive advantage; they would be trading the exceptional for the predictable.

John owns the place but he runs to the pumps. The longer I spend working on my business and chasing down my own version of success the more I pay attention to what people do, and less about what they say.

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Posted by Tom on April 18th, 2013 | Permalink

Announcement: Case Study Now Available

April 18th, 2013

DMW Strategic Consulting is committed to inspiring business owners in the knowledge-based services sector to accelerate their business through innovation. We are pleased to announce the release of a new case study titled The RIA Practice Acceleration. The whitepaper is available for download at RIA Practice Acceleration.

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Posted by Dennis on March 11th, 2013 | Permalink

Don’t Try to Make Money. Try to Make a Point…

March 11th, 2013

A point about how it should sound. Or how it should taste. Or what it should feel like to shop online, or check in at a 5 star hotel, or pack a kid’s lunch or work with a trusted professional.

If you set out to make money, everything you think about will be about how to make money, and that isn’t altogether a bad thing. But if what you want to make is money, and a difference or if you want to be the difference then you will need to be thinking about, and inspired by a different set of ideas.

Set out with the right idea, for the right reason and everything else, including the money, will follow.

The point I’m making with my business is this – you are capable of achieving your dreams if you embrace process and accountability and defeat resistance. Everything I do is about making that point, every day, without fail. I help people do that. That’s my point.

So what’s your point?

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Posted by Tom on March 8th, 2013 | Permalink

Words from Dale Carnegie #4

March 8th, 2013

We ought to be modest, for neither you nor I amount to much. Both of us will pass on and be completely forgotten a century from now. Life is too short to bore other people with talk of our petty accomplishments. Let’s encourage them to talk instead.

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Posted by Tom on March 7th, 2013 | Permalink

Words from Dale Carnegie #3

March 7th, 2013

Actions speak louder than words, and a smile says, “I like you. You make me happy. I am glad to see you.”

That is why dogs make such a hit. They are so glad to see us that they almost jump out of their skins. So, naturally, we are glad to see them.

An insincere grin? No. That does not fool anybody. We know it is mechanical and we resent it. I am talking about a real smile, a heartwarming smile, a smile that comes from within, the kind that will bring a good price in the market place.

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Posted by Tom on February 22nd, 2013 | Permalink

Is It a Right To Be Disgruntled?

February 22nd, 2013

I have said before that good teams do not happen by accident. They are carefully developed and nurtured and require a social contract between employer/leader and the employee/team member. It is also true that there is a fine line between a disgruntled employee and willing and engaged team member. The disgruntled employee seeks opportunities to gain power in their work environment while a team member realizes that power lies in fully engaging in the effort required for victory.

In the Experience Economy a disgruntled employee can be a liability to your brand and business by failing to do their job properly and potentially causing the service to your customers to suffer. The key is to prevent your team members from becoming disgruntled employees in the first place. And just how do you do that?

Ask your employees how they’re doing on a regular basis — A simple “Hey, how are you?” can go a long way to showing your employees you care about them. If you never take the time to show interest in the well-being of your employees, they’ll feel like you don’t value them and you aren’t concerned about them. And why would anyone want to work for someone who doesn’t care about them?

Encourage your employees — In too many cases, management takes a negative tone and approach with employees. Rather than encouraging and motivating them, they pick them apart and point out their faults. You need to focus on inspiring your employees. Keep a positive tone and give them encouragement on a regular basis.

Show your employees you trust them — A lack of trust kills the boss-employee relationship. If you want your employees to trust and respect you, you have to return the favor. It truly is a two-way street.

Focus on career development — No one wants to feel like they’re going to be stuck at their current job forever. When employees feel like they’ve reached a dead end, they lose motivation and begin to hate their jobs. You need to take an interest in the development of your employees. Find ways to help them grow within your company.

Keep your employees current on company happenings — It’s important to keep your employees in the loop. Good relationships are built on communication. If your employees feel like they don’t understand the bigger picture, they’re not going to take an interest in doing their very best at their jobs and helping the company succeed. Your employees want to feel like they matter…like they’re really a part of the team. Communicate with them and keep them current on company happenings. That means you actually need to listen to them and use their feedback too.

No leader/employer or employee/team member is perfect. However, in the end result though, as a leader/employer, you can only do so much. At the heart of the matter the employee still needs to make a fundamental decision about their personal desire to be a part of the team. On a sport team when a team member starts behaving and thinking like an employee they get traded. It seems then that being disgruntled is not a right but a choice.

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Posted by Tom on February 12th, 2013 | Permalink

May the Force Be With You

February 12th, 2013

Let’s talk about a concept called Life Energy. Life Energy represents the finite amount of time that is allotted to us in this life. Everything we chose to do is a trade-off against your Life Energy. For example, what you earn through work/business efforts translates into hours of your life, so you can see the real trade-offs you make in your style of living. In this example the concept that money is something we choose to trade our Life Energy for is a powerful one when you begin to apply it to your daily life. We “pay” for money with our time.

So assume you have 100 units of Life Energy every day and that everything you do in that day costs some of those units. You cannot have it all and there are so many choices. Some considerations are:

  • Make money?
  • Time with family?
  • Time with self?
  • Engaging in an interest or hobby?
  • Caring for an elderly parent?
  • Watching TV?
  • Driving in traffic or commuting?
  • Being distracted by having too much debt?
  • Pursuing material wealth?
  • Spiritual pursuits

How would YOU spend your units. Have you given it any thought? You never get the units back; once they are gone they are gone. What will make you the best version of yourself? Do you need to make some changes?

True fulfillment will come from making sure that the spending of your Life Energy units is aligned with your goals and passions in life.

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Posted by Tom on January 30th, 2013 | Permalink

Right Now!

January 30th, 2013

What can you do right now, today to make peoples lives happier? Do not be consumed with reason why you can’t. One step in the right direction will create a wave that will touch others in ways you cannot even imagine.

Be bold, be brave!

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