COMPLAINT HANDLING. Principles of Good Complaint Handling
|
|
- Maximillian Hodge
- 8 years ago
- Views:
Transcription
1 COMPLAINT HANDLING Principles of Good Complaint Handling Promoting good complaint handling is a key part of your work if you receive complaints from time to time. Good complaint handling can turn aggrieved customers (or staff) into loyal ones. Within any industry, those companies with a positive philosophy and a reputation for fair complaint-management have a competitive edge. A management philosophy that embraces customer satisfaction as a primary goal of business, instead of defending the company in the face of complaints, can change the rules of the game for companies. It shifts the emphasis from the cost of pleasing a customer to the value of doing so, and trusts front-line employees to use their judgment. Good complaint handling is a key element of good administration and there are some key principles to good complaint handling. They are: Getting it right Being customer focused Being open and accountable Acting fairly and proportionately Putting things right Seeking continuous improvement Experience shows that consumers who complain about products and services continue to frequent the businesses and buy the products they complain about if they believe the complaint was resolved fairly. Research into complaint behaviour reveals that only a fraction of dissatisfied consumers complain to business s and, thereby, give the company an opportunity to correct the problem. There is evidence that some consumers do not complain because they are sceptical about business's willingness or ability to
2 resolve disputes fairly. Consumers simply withdraw their patronage and criticize the company or the product to others. Such findings underscore the importance to your organisation of a complaint management system that is well-publicised and easily accessible. An unregistered complaint may do as much harm as one that is mismanaged or not resolved. What is the cost of negative word-of-mouth from dissatisfied customers? Complaints and complaint trends tell business how to do its job better by alerting management to problems that need prompt attention and correction. Furthermore, they indicate long-range opportunities for product innovation and problem prevention. A well-planned system for screening and recording complaint data can provide business owners and managers answers to such important questions as the following: Are products "oversold" or "over advertised?" Is advertising clearly understood? Are salespeople overzealous? Do product disclosures (such as labels, product information, warranty information and service agreements) need to be improved? Are user's manuals clear, complete and easy-to-read? Would changing warranty coverage reduce complaints? Are there opportunities for product improvements or better quality control? Are there indications of safety defects that should be reported and corrected, or that justify a recall? To get this valuable feedback, complaint-reporting must generate information swiftly and systematically to the appropriate managers or departments. Initial screening should trigger immediate action, when necessary, and statistical summaries should identify trends and long-range courses of action. Complaint managers need to be patient, articulate, and able to balance fairly the interests of the organisation with those of the consumer. They also should be able to communicate legitimate consumer complaints to management to help determine whether there is a need for changes in company policies or procedures. All members of a complaint-management department should be familiar with the operations of the company and with its products and services. Training can strengthen communications skills and heighten staff's awareness of the special needs of consumers from different cultural, economic or educational backgrounds. Also, complaint-management staff should be familiar with
3 consumer protection laws and with the operations of third-party disputeresolution mechanisms to which particularly difficult complaints may need to be referred. Steps for effective complaint management 1. Define where you will receive complaints and who will receive them and publicise this. 2. Develop a system for record keeping of complaints and monitoring them. 3. Process and record the complaints log them, categorise them and assign them to be dealt with. 4. Acknowledge the complaint to the complainant and make the response personal not a mechanised response. 5. Investigate and analyse the complaint in a fair way and record it. 6. Resolve it in a consistent way, follow your organisations policy and keep the customer informed 7. Follow up ask them if they are happy with the procedure. 8. Periodically review complaint reports, summarise your findings and develop recommendation to improve. Empathy and trust will diffuse conflict and allow you to handle complaints effectively Empathy and trust improve relationships and communication, complaint handling, customer retention, and help to diffuse misunderstanding or even conflict. Empathy and trust are essential to understand others positions, develop solutions, win and retain business, and avoiding conflict (prevention is better than cure). These days we need to be more effective communicators to be successful in business - and in life. Hard sales do not build relationship with customers, understanding and trust do, hard selling over the years has created resentment and miss-trust, which makes building trust with customers even more important. One-sided persuasion is not sustainable and is often insulting, especially when handling complaints. Trust and empathy are far more important in achieving and sustaining successful personal and business relationships. The essence of empathy is really understanding the other person's position and feelings. Being able to 'step back', and achieve a detachment from our own emotions, is essential for effective, constructive relationships.
4 Part of the 'empathy process' is establishing trust and rapport. Creating trust and rapport helps us to have sensible 'adult' discussions. Establishing trust is about listening and understanding - not necessarily agreeing (which is different - sympathy) - to the other person. It is listening without judging. To listen empathically you need to understand how the other person is feeling, what is going on beneath the words they are expressing, are they annoyed, angry, excited, nervous, frustrated etc. Once you understand how they feel you can then relay this understanding back to them I can see you are frustrated, this builds trust and rapport. It is difficult and rarely appropriate to try to persuade another person to do what we want; they will end up doing what they want anyway, instead we must understand what the other person wants, and then try to help them achieve it, which often includes helping them to see the way to do it. This will build trust. Listening Of all the communications skills, listening is arguably the one which makes the biggest difference. It is also the most difficult to put into practice, most of us have had years of trying to influence people by persuading them rather than listening to them. Think about it from your perspective, how do you react when someone tries to persuade you. How would you feel if they listened to your complaint. Even the best speakers in the world can become unstuck by never listening, have you ever heard of anyone being accused of listening too much? What about talking or saying too much? Listening does not come naturally to most people, so we need to work hard at it; to stop ourselves 'jumping in' and giving our opinions. Mostly, people don't listen - they just take turns to speak - we all tend to be more interested in announcing our own views and experiences than really listening and understanding others. But we all like to be listened to and understood. If you listen to and really understand the customer (or staff members) complaint, they will then listen to your view.
5 Handling complaints and customer retention in your organisation The principle of ownership is central to complaints handling: if you receive a complaint or query you continue to own it until it is resolved, even if you get help with it or delegate it. You must always follow-up and check on progress and eventually resolve it to the complainant s satisfaction. The measurement and monitoring of complaints, from receipt to resolution is also vital: the organisation must have suitable systems and processes and commitment to do this, especially from the very top. There is a difference between 'understanding' someone and 'agreeing' with them: everyone in the organisation should have the training, motivation and ability, to understand and to convey that they understand, to see the reality of the customer s position and feelings, whether they are right or wrong, and they should have the training and authority to 'agree' where appropriate, which has implications for authorisation levels and compensation offerings. Seek complaints and feedback: the organisation should welcome complaints and should encourage staff to ask for them - complaints enable quality improvement and ultimately improve relations with customers (the vast majority of customers are more loyal after the complaint is resolved satisfactorily than they were before the complaint arose). One of the reasons the Japanese have been so successful in manufacturing, is that they say a complaint, mistake or defect in production as an opportunity to improve, and that is exactly what a complaint is, it is a gift from your customer! A gift in the form of an opportunity for you to improve what you do! Use the 'over-compensation' principle: always look after complaining customers extremely well - generally regardless of whether they are right or wrong. Organisations often begrudge compensating complaining customers, which is completely illogical, because complaints are relatively rare and the real cost of compensation is relatively inexpensive, and yet the benefits from customer satisfaction, increased loyalty and positive word-of-mouth, are enormous by comparison. Trust and rapport training to improve customer service Here are some pointers as to how you can develop empathy skills for customer service staff, especially in situations where customer retention is a strong priority (and it should be for most businesses as it costs much more to find new customers than keep the ones you ve got).
6 Explore all the wrong ways things have been done, both in your organisation and experiences staff have had outside the organisation, how people for example have reacted when being persuaded into something. Then discuss and identify good rapport-establishing phrases, questions and then practice and demonstrate suitable tone. Style must be highly sympathetic and interested (the tendency is for tone to be confrontational, competitive, challenging, etc, which makes matters worse). Use a training exercise to identify suitable empathic information-gathering questions - what do we need to know in order to help, how to ask for this information, and how to position the need to ask questions in the first place, once initial rapport has been established. Use a training exercise to identify approaches, and ' ready-made' phrases, to view customers' situations objectively with the customers - 'let's look at this together and see what the options are...' - rather than the tendency to go headto-head and counter the customer's position with superior argument, justification, or worse still implied or direct threat, such as penalties, etc. (It's easy to fall into the confrontation trap because so much sales training and experience is based on the power of persuasion, which is in itself can be highly confrontational in defensive scenarios.) The secret to customer retention is the relationship in the first few seconds - customers are far more likely to rethink and stay if they 'like' the person on the other end of the phone. Certainly a customer will not begin to reconsider if they 'dislike' the other person - instead they become empowered to accelerate and reinforce withdrawal from the moment they feel the slightest bit challenged or opposed. Trust, rapport, empathy and understanding are powerful relationship-builders, and form the bedrock of sustainable business and careers. Call now to discuss complain handling training for your organisation, so you routinely turn complaints into loyal customers, call us now on We can also help you create a customer complaint policy, procedure and system.
Table of Contents. 1. Complaints: A Critical Form of Communication...2. 2. Why is Complaints Handling Important?...2
Table of Contents 1. Complaints: A Critical Form of Communication...2 2. Why is Complaints Handling Important?...2 3. Complaints Management System: Management's Role...3 4. Customer Retention Strategy:
More informationManaging Your Online Reputation
Managing Your Online Reputation Sigler Wholesale Distributors Created for Carrier Dealers in Northern California 2012, Sigler Wholesale Distributors Introduction So much of the world today exists online
More informationComplete List of Behavioral Interview Questions. Interviewing. by Alex Rudloff
Complete List of Behavioral Interview Questions Interviewing by Alex Rudloff Behavioral Interviewing, a style of interviewing that is increasing in popularity due to its effectiveness, can be an intimidating
More informationMaking the Case for Service Recovery - Customer Retention
Making the Case for Service Recovery - Customer Retention Service Recovery is one of the key ingredient s to good service, leading to happy customers and we all know happy customers are very good for business,
More informationListen, Inform, Respond: A guide to good complaints handling. www.legalombudsman.org.uk
Listen, Inform, Respond: A guide to good complaints handling www.legalombudsman.org.uk 01 Introduction In the rapidly changing world of legal services, one of the best ways to ensure long-term success
More informationDESCRIBING OUR COMPETENCIES. new thinking at work
DESCRIBING OUR COMPETENCIES new thinking at work OUR COMPETENCIES - AT A GLANCE 2 PERSONAL EFFECTIVENESS Influencing Communicating Self-development Decision-making PROVIDING EXCELLENT CUSTOMER SERVICE
More information6 SECRETS TO OFFERING EXCEPTIONAL CUSTOMER SERVICE
6 SECRETS TO OFFERING EXCEPTIONAL CUSTOMER SERVICE Introduction THE SERVICE GAP The vast majority of people are not experiencing great service. Nearly a third of consumers believe that businesses are now
More information6 SECRETS TO OFFERING EXCEPTIONAL CUSTOMER SERVICE. 2013 salesforce.com, inc. All rights reserved.
6 SECRETS TO OFFERING EXCEPTIONAL CUSTOMER SERVICE 2013 salesforce.com, inc. All rights reserved. > Intro INTRODUCTION The vast majority of people are not experiencing great service. Nearly a third of
More informationDeveloping a Complaints Policy and Procedure
Developing a Complaints Policy and Procedure (Resource contributed by Simon Croft) Why Have a Complaints Policy and Procedure? The Charity Commission report Cause for Complaint states: an effective complaints
More informationComplete List of Behavioral Interview Questions
Complete List of Behavioral Interview Questions Interviewing by Alex Rudloff on May 21st, 2007 Behavioral Interviewing, a style of interviewing that is increasing in popularity due to its effectiveness,
More informationIt s about good service. Tips for Toronto Public Service. Complaint Handling Guide
It s about good service Tips for Toronto Public Service Foreword This guide is intended to assist the Toronto Public Service and its Agencies, Boards and Commissions in developing and/or improving their
More informationComplaints. It is also important to learn from complaints in order to prevent or minimise the risk of similar problems happening again.
6 Complaints Even the most careful and competent dental professional is likely to receive a complaint about the quality of the service, care or treatment they have provided, at some point in their career.
More informationBehavioral Interview Questions
Behavioral Interview Questions Carnegie Mellon has identified five core competencies that are required of all employees for success at the university. These are: Customer Service Teamwork Initiative Leadership
More information06. Create a feedback loop. 01. Create a plan. 02. Improve People skills. 07. Get a tool that supports the workflow. 03. Keep your promises
01. Create a plan 06. Create a feedback loop Plan how you are going to provide better customer service and take help from both staff and customers. 02. Improve People skills Service is a skill and people
More informationCustomer Service and Communication. Bringing service to the next level
Customer Service and Communication Bringing service to the next level 1 Park Authority Philosophy & Goals Before focusing on customer service, it is first important to understand and reinforce the Park
More informationAnswerNow Guides Why Live Service Matters!
Consider this: a 2% increase in customer retention has the same effect as cutting costs by 10%. That means that simply by keeping a small number of your customers from jumping ship, you can save money
More informationQuality Standard Customer Service Complaints Handling
Quality Standard Customer Service Complaints Handling Version 1 Date:- 2 nd December 2010 Page 1 Contents INTRODUCTION 4 OVERVIEW OF THE COMPLAINTS STANDARD 5 FRAMEWORK 6 MANDATORY SECTIONS 7 SECTION 1
More informationGuide to Interview Questions
Guide to Interview Questions Page 0 Table of Contents Behavioral Interview Definition... 3 Skill-Based Interview Definition... 3 Key Competencies... 3 Opening Questions... 3 Closing Questions... 4 Skill-Based
More informationDealing with problems and complaints
47 6 Dealing with problems and complaints STARTER Look at this list of things that customers complain about. Which three things annoy you the most as a customer? Compare your answers with a partner. a
More informationLaGuardia Community College Department of Human Resources CUSTOMER SERVICE COMMUNICATION SKILLS INTERPERSONAL SKILLS E-MAIL & TELEPHONE TECHNIQUES
LaGuardia Community College Department of Human Resources CUSTOMER SERVICE COMMUNICATION SKILLS INTERPERSONAL SKILLS E-MAIL & TELEPHONE TECHNIQUES 1 This Workshop Provides Strategies to: Deliver quality
More informationEffective complaint handling
This guide sets out key information for state sector agencies about developing and operating an effective complaints process. It also provides information about the Ombudsman s role, as an independent,
More informationThe Five Myths of Customer Service Satisfaction:
White Paper The Five Myths of Customer Service Satisfaction: Setting Your Sights on the Right Targets Sykes Enterprises, Incorporated Web: www.sykes.com Tel. +1.813.274.1000 CONTENTS INTRODUCTION... MYTH
More informationQuality Management System
Chapter j 38 Self Assessment 739 Quality Management System 1. Is your system thought of as a set of documents or a set of interacting processes that deliver the organization s objectives? 2. Is your system
More informationResponding to Complaints in Your Practice
Responding to Complaints in Your Practice Contents Frontline and formal complaints 3 Why do patients complain? 3 How doctors respond to complaints 4 Your responsibilities 4 Avoiding complaints 5 Avoiding
More informationSelf-directed learning: managing yourself and your working relationships
A COACHING STYLE OF MANAGEMENT In this chapter we look at how you might use a coaching approach in managing people. We begin by exploring what we mean by coaching, which I regard as being primarily non-directive.
More informationHow to Brief an Agency
How to Brief an Agency Contents: Introduction - Introduction - What makes a good brief? - Important Steps to take - Finalising the Brief - Evaluating the Agency's proposal Giving a thorough brief to your
More informationWorking in a Customer Service Culture
Working in a Customer Service Culture Customer service skills course designed for participants in the Senior Community Service Employment Program. You can find the student guide to this course located
More informationGuide to to good handling of complaints for CCGs. CCGs. May 2013. April 2013 1
Guide to to good handling of complaints for CCGs CCGs May 2013 April 2013 1 NHS England INFORMATION READER BOX Directorate Commissioning Development Publications Gateway Reference: 00087 Document Purpose
More informationLesson One: Introduction to Customer Service
Student s Name: Date: / / Lesson One: Introduction to Customer Service 1. Customer service is a relatively complex puzzle. While engaging customers, we are attempting to offer services in a manner that
More informationONTARIO NURSES ASSOCIATION. The Mentor Toolkit. Updated March 2013
ONTARIO NURSES ASSOCIATION The Mentor Toolkit Updated ONA is the union representing 60,000 registered nurses and allied health professionals and more than 14,000 nursing students providing care in hospitals,
More informationPrinciples of Good Complaint Handling
Principles of Good Complaint Handling Principles of Good Complaint Handling Good complaint handling means: 1 Getting it right 2 Being customer focused 3 Being open and accountable 4 Acting fairly and proportionately
More informationWest Yorkshire Fire & Rescue Service. Customer Care Policy
West Yorkshire Fire & Rescue Service Policy Ownership: Corporate Services Date Issued: July 2005 Date Last Modified: February 2008 Table of Contents Page No. The Concept of the Customer...3 The External
More informationyour people are our business Performance Management
Performance Management Introduction As a business owner, it is crucial to ensure that employees are motivated, inspired, productive and working to their fullest potential. As a manager of people, performance
More informationHow To Be A Successful Customer Service Member At Walter'S Health Care Insurance
TASK I: Communication and Cultural Competence Module A: Customer Service California WIC Training Manual 6/1/2010 Task I/Module A Page i TABLE OF CONTENTS OVERVIEW..... 1 What Is Customer Service?......
More informationDevising a Government Complaint System
Devising a Government Complaint System Guide to Good Practice Table of Contents Introduction Acknowledgements Why Have a Complaint System? Why People Complain Aims of an Effective Complaint System Principles
More informationRECOVERING FROM SERVICE FAILURE
RECOVERING FROM SERVICE FAILURE Turning customer frustration into By Professor Stefan Michel - November 2008 IMD Chemin de Bellerive 23 PO Box 915, CH-1001 Lausanne Switzerland Tel: +41 21 618 01 11 Fax:
More informationEMPLOYEE JOB IMPROVEMENT PLANS. This Employee Job Improvement Plan designed by Kielley Management Consultants achieves results because:
EMPLOYEE JOB IMPROVEMENT PLANS This Employee Job Improvement Plan designed by Kielley Management Consultants achieves results because: it is simple and understandable it keeps supervisors and employees
More informationThis document contains four articles that have been combined as a separate booklet and covers two elements of research.
Research into Why So Many Sales People Fail Overview This document contains four articles that have been combined as a separate booklet and covers two elements of research. The first is research done by
More informationCustomer Experiences - The Key Messages
Customer Experiences - The Key Messages 1 - Traditional Differentiators are no longer working One question to always ask is "what are your key points of difference". Most struggle with this question, some
More informationWHO GLOBAL COMPETENCY MODEL
1. Core Competencies WHO GLOBAL COMPETENCY MODEL 1) COMMUNICATING IN A CREDIBLE AND EFFECTIVE WAY Definition: Expresses oneself clearly in conversations and interactions with others; listens actively.
More informationCreating the climate to get the most from your team
Creating the climate to get the most from your team Helping leaders to create high-performing organisations NOVEMBER 2011 SHARON CRABTREE MICHAEL DODDS About Hay Group Our objectives today Look at what
More informationLeadership, Attitude, Performance...making learning pay!
AP Leadership, Attitude, Performance...making learning pay! Customer Relations LAP 2 Performance Indicator: CR:016 Know When to Hold Em Nature of Customer Relationship Management Built to last Keep em
More informationTHE ART OF DELIVERING EXCELLENT CUSTOMER SERVICE
THE ART OF DELIVERING EXCELLENT CUSTOMER SERVICE INTRODUCTION The customer is King. This is one adage everyone is familiar with. Either you shine shoes for a living or occupy the highest position in the
More informationProviding Quality Customer Service
Providing Quality Customer Service What is Customer Service? For all school district employees to provide the best customer service possible, we must first understand customer service. There are many acceptable
More informationOperating procedure. Managing customer contacts
Operating procedure Managing customer contacts Contents 1 Introduction 2 Staff welfare 3 Application and context of this procedure 4 Defining and dealing with challenging customer behaviour 5 Equality
More informationAGENDA ITEM 5 AYRSHIRE SHARED SERVICE JOINT COMMITTEE 1 MAY 2015 AYRSHIRE ROADS ALLIANCE CUSTOMER SERVICE STRATEGY
AYRSHIRE SHARED SERVICE JOINT COMMITTEE 1 MAY 2015 AYRSHIRE ROADS ALLIANCE CUSTOMER SERVICE STRATEGY Report by the Head of Roads Ayrshire Roads Alliance PURPOSE OF REPORT 1. The purpose of this report
More informationHOUSE OF COMMONS HEALTH COMMITTEE INQUIRY INTO COMPLAINTS AND LITIGATION
HOUSE OF COMMONS HEALTH COMMITTEE INQUIRY INTO COMPLAINTS AND LITIGATION SUBMISSION FROM NATIONAL VOICES Summary and Recommendations 1. Effective complaints handling is a vital impetus to improving quality
More informationINTERVIEW QUESTIONS: ADVICE AND GUIDANCE
INTERVIEW QUESTIONS: ADVICE AND GUIDANCE Although interviews can vary tremendously, from an informal chat to a panel interview, some questions always seem to crop up. It would be a good idea to review
More informationThe New Customer Experience Manifesto. How to Create a Customer Experience Board
The New Customer Experience Manifesto How to Create a Customer Experience Board How to Create a Customer Experience Board If you agree delivering superior customer experience is vital to your business,
More informationWhite Paper How-to-Guide: Empowering Agents to Excellence in Every Day Moments
White Paper How-to-Guide: Empowering Agents to Excellence in Every Day Moments A Continuous Improvement Process for Sustainable Customer Satisfaction February 2014 EXCELLENCE IN CUSTOMER EXPERIENCE EVERY
More informationShared Solutions: An Overview Special Education Policy and Programs Branch Ministry of Education
Shared Solutions: An Overview Special Education Policy and Programs Branch Ministry of Education Table of Contents 1. Shared Solutions: Overview 2. Understanding Conflict 3. Preventing Conflicts 4. Video:
More informationfleeing along with your staff A different perspective and some simple customer service skills could go a long way to remedy this situation.
KEEPING CUSTOMERS DOES YOUR SALES STAFF HAVE CUSTOMER-SERVICE TRAINING? IF NOT, YOU RE GOING TO LOSE THAT SALE! BY GREGORY M. LOUSIG-NONT So why do salespeople need customer service training? If a customer
More informationHow To Plan At A Tribe Of People
ONE Don t Mark My Paper, Help Me Get an A Garry Ridge AS I SHARE with you how we successfully implemented our Don t Mark My Paper, Help Me Get an A philosophy into our performance review system, we ll
More informationCODE OF ETHICS AND BUSINESS CONDUCT
CODE OF ETHICS AND BUSINESS CONDUCT This Code of Ethics and Business Conduct ( Code ) has been approved by the Amalgamated Holdings Limited ( AHL ) Board of Directors for use within the AHL controlled
More informationPERFORMANCE DEVELOPMENT PROGRAM
PERFORMANCE DEVELOPMENT PROGRAM Document Number SOP2009-056 File No. 08/470-02 (D009/8429) Date issued 16 September 2009 Author Branch Director Workforce Unit Branch contact Strategic Projects Coordinator
More informationHow to complain to your claims management company
How to complain to your claims management company Claims Management Regulation March 2013 HOW TO COMPLAIN TO YOUR CLAIMS MANAGEMENT COMPANY - CLAIMS MANAGEMENT REGULATION 3 Contents What should you expect
More informationSection 11. Giving and Receiving Feedback
Section 11 Giving and Receiving Feedback Introduction This section is about describing what is meant by feedback and will focus on situations where you will be given, and where you will give, feedback.
More informationComplaints handling procedure
East Ayrshire Council Complaints handling procedure September 2012 2 East Ayrshire Council Complaints handling procedure: September 2012 East Ayrshire Council - Complaints handling procedure Foreword Our
More informationAwareness-raising questionnaire
1. Introduction This questionnaire will help you think about your company s efforts towards responsible entrepreneurship by raising questions on the possible ways you could improve your business in a profitable
More informationBEHAVIORAL INTERVIEW QUESTIONS INVENTORY
ACCOUNTABILITY/DEPENDABILITY Provide a specific example that best illustrates your ability to be counted on. Tell us about a time when you took responsibility for an error and were held personally accountable.
More informationWhat your customers want In a world full of contact channels
Maintaining the human touch in customer service What your customers want In a world full of contact channels Research by Echo Managed Services - published December 2015 Customer satisfaction in a multi-channel
More informationPerspectives. The Key to Customer Loyalty. Summary. Organizational Commitment to Service Improvement
Perspectives The Key to Customer Loyalty It s a well known fact that treating your customers well is a key to creating the kind of customer loyalty that can drive revenues and competitive advantage. Yet
More informationClient Relationship Management. LIA Cork 9 th September 2008. Eanna McCloskey Wealth Options Ltd. Know your customer. Definition. Know your customer
Eanna McCloskey Wealth Options Ltd. Client Relationship Management LIA Cork 9 th September 2008 Definition Knowledge of your CUSTOMER, his/her needs, wants and motives Appreciation of the length, width
More informationLeadership, Attitude, Performance...making learning pay! Go Beyond the Sale. Customer Service in Selling. More than a department
AP Selling LAP 130 Performance Indicator: SE:076 Go Beyond the Sale Leadership, Attitude, Performance...making learning pay! Customer Service in Selling Crush the competition More than a department Can
More informationInternal Mediation Services. Surrey County Council in partnership with South East Employers
Internal Mediation Services Surrey County Council in partnership with South East Employers Introduction and Summary Surrey County Council s cultural strategy is clear it wants to create a coaching culture
More information'RLQJ WKH ULJKW WKLQJ
The Severn Trent way 2011 These are our principles. They help us all understand how to think about the actions and decisions we have to take every day. This way, we remain who we want to be and always
More informationILMC Tool Box Series 1.5. General Industrial Series. Effective Communication and Public Relations. 1. Introduction
1. Introduction The shifting of management focus towards 'stakeholders' rather than 'shareholders' has lead to the change in business communication and public relations. Public relations which is defined
More informationINTERVIEW QUESTIONS. Behavioral Questions by Job Competency
INTERVIEW QUESTIONS Initial Questions What is your primary reason for leaving your current company, and how could joining the University of New Mexico/this department fill that need? What do you think
More informationThe Information Management Body of Knowledge
The Information Management Body of Knowledge 2 Allen Lee s simple model (see Fig. 1.2) was the foundation of the IMBOK, but it masks huge complexities in the territory where information technology, business
More informationToday s Professional Teller
As the face of the credit union, you must keep in mind the needs of the members at all times. The United States is facing a crisis of confidence in all financial institutions. As a credit union employee
More informationCoaching and Getting the Best out of Others-1
20-20 MDS Coaching and Getting the Best out of Others-1 1 WELCOME the group. You may choose to use a short icebreaker or mixer exercise to get the session started, but don t let it go too long. Rather
More informationExample Material Change Management
Assessing Size and Complexity of Change - Overview Complex P R O C E S S Many processes Cross functional Critical processes Significant change P E O P L E Complex Many people New way of work Different
More informationExceptional Front-Line Customer Service in Higher. Education
Exceptional Front-Line Customer Service in Higher Julie A. Selander Education Director, One Stop Student Services & University Veterans Services University of Minnesota Presentation Overview Defining customer
More informationHow To Train Online For Retail
The #1 Online Training System For Retailers Increase Sales Improve Customer Loyalty Increase Staff Retention Improve Store Performance www.graffretail.tv Sustainable Retail Training with Proven Results
More informationHuman Resource Research Paper
Human Resource Research Paper Human Resource Management in a Call Center Instructor: Kathryn Taft Advanced Human Resources Management BADM 382 March 16 th, 2005 Raymond Chow Executive Summary One of the
More information13. Project Management and the Australian Bureau of Statistics: Doing What Works
13. Project Management and the Australian Bureau of Statistics: Doing What Works Dennis Trewin, Australian Statistician, Australian Bureau of Statistics Introduction Project management has to be a core
More informationClydebank Housing Association Ltd. Factoring Complaints Handling Procedure
Clydebank Housing Association Ltd. Factoring Complaints Handling Procedure Management Committee submission: 27 November 2012 Approved: 27 November 2012 Review date: November 2015 This policy can be made
More informationOrientation to Quality Customer Service
Orientation to Quality Customer Service This orientation contains crucial information for all new student employees at DePaul University. The orientation is designed to acquaint you with the everyday practices
More informationCONTACT CENTER 09: Five Steps to a Lean, Customer-Centric Service Organization
CONTACT CENTER 09: Five Steps to a Lean, Customer-Centric Service Organization 2009 RightNow Technologies. All rights reserved. RightNow and RightNow logo are trademarks of RightNow Technologies Inc. All
More informationShaping The Workplace Of The Future insights from the 2008 symposium WALKING IN YOUR CUSTOMER S SHOES: ORGANIZATION
WALKING IN YOUR CUSTOMER S SHOES: USING PERSPECTIVE TAKING TO CREATE A CLIENT-CENTRIC ORGANIZATION Contributors: Seymour Adler, Ph.D., executive vice president, aon consulting Miriam Nelson, Ph.D., senior
More informationPresented by: Heather J. Donnelly HDI Certified Instructor. Telephone Skills
Presented by: Heather J. Donnelly HDI Certified Instructor Telephone Skills Objectives Recall the key principles for dealing with an irate caller Apply specific techniques effective in providing excellent
More informationCustomer Relations Curriculum Content Frameworks
Curriculum Content Frameworks Please note: All assessment questions will be taken from the knowledge portion of these frameworks. Prepared by Patricia Carroll, Weiner High School Judy Elliott, Marion High
More informationDevelopmental Sales Coaching
Introduction Optimizing Your Lab s Sales Force Performance Part 1 Developmental Sales Coaching By Peter T. Francis The research is indisputable. Great coaching is the cornerstone of creating world-class
More informationMedical Billing and Insurance client Perception
Balloons and Brochures: Remove the Gimmicks and Create a Lasting First Impression Louise S. Dunn Snowgoose Veterinary Management Consulting 1955 Indian Wells Trails Pfafftown, NC 27404 336-945-0208 snogoose@infionline.net
More informationStudent Leadership Development Model
St. Cloud State University Department of Residential Life Student Leadership Development Model Mission of the Department of Residential Life The Department of Residential Life works to provide a student
More informationSAMPLE INTERVIEW QUESTIONS
SAMPLE INTERVIEW QUESTIONS Before you start an interview, make sure you have a clear picture of the criteria and standards of performance that will make or break the job, and limit your questions to those
More informationIntroduction Customers, and Customer Service What exactly do we mean by Great Customer Service? Customer Relationship Management Adding Value to the
Topic Outline Introduction Customers, and Customer Service What exactly do we mean by Great Customer Service? Customer Relationship Management Adding Value to the Customer Service Experience Customers
More informationInterpersonal Communication Skills Inventory
Purpose This Interpersonal Communication is designed to provide individuals with some insights into their communication strengths and potential areas for development. By answering each question candidly,
More informationHiring Winners for your Dental Team
Hiring Winners for your Dental Team A significant aspect of a successful dental practice today is having the ability to hire, train and sustain a group of people that will work as a team for a common goal.
More informationFeedback. Introduction: (10 Minutes)
1 Feedback Introduction: (10 Minutes) Good coaches are masters at giving and receiving feedback. They are continuously observing their players in action, analyzing their movements, and providing verbal
More information5 costly mistakes you should avoid when developing new products
5 costly mistakes you should avoid when developing new products By Paul Forsythe Managing Director at Alemare Solutions And Product Development expert with 25 years experience Hello, As you will know,
More informationHoward County Library System Customer Service Philosophy: Service is Personal
Howard County Library System Customer Service Philosophy: Service is Personal The Team Lew Belfont (Chair) Yao E. Aziabu Katie George Elizabeth M. Haynes Susan L. Stonesifer We are what we repeatedly do.
More informationEnglishBusiness CompactMINIs Fast and to the point. Cheap and effective.
EnglishBusiness CompactMINIs Fast and to the point. Cheap and effective. CLICK ON THE MINI OF YOUR CHOICE TO READ MORE M01: How to present your company in just 5 minutes M02: How to present yourself in
More informationReducing Customer Churn
Reducing Customer Churn A Love Story smarter customer contact Breaking up is hard to do The old adage that it s cheaper (and better) to hold onto an existing customer than to acquire a new one isn t just
More informationINTRODUCTION. Page no : 01 10 Tips for Improving Help Desk Service Experience
INTRODUCTION It doesn t matter whether you re an enterprise with thousands of customers or a small business with just a handful of employees. It doesn t matter if your help desk is internally or externally
More informationComplaint management policy About this policy
Complaint management policy About this policy This policy sets out our approach to managing complaints about our services, decisions, actions and officers. Contents A Overview... 3 Introduction... 3 Commitment...
More informationDeveloping an effective complaint classification system
Developing an effective complaint classification system www.usefulfeedback.com A UsefulFeedback Publication Contents Introductions 3 Examples 3 Regulatory requirements for classification 4 Customer journey
More informationImprove Your Questioning Skills & Close More Sales
Improve Your Questioning Skills & Close More Sales Web: www.mtdsalestraining.com Telephone: 0800 849 6732 1 MTD Sales Training, 5 Orchard Court, Binley Business Park, Coventry, CV3 2TQ Web: www.mtdsalestraining.com
More information2013 Satisfaction Survey. How are we doing? Easier to Read Version
2013 Satisfaction Survey How are we doing? Easier to Read Version We asked people some questions about their support. Here is some of what people said and the changes we will make. That someone who knows
More informationCUSTOMER SERVICE Maine Woods Tourism Training Initiative
Press F-11 for full screen CUSTOMER SERVICE Maine Woods Tourism Training Initiative WHAT IS CUSTOMER SERVICE? Business Perspective Customer Service is a function of how well an organization meets the needs
More information