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Energy v. Apathy - 4/22/25


I asked a couple friends who are much more scientifically-oriented the question: What is energy?  I didn’t mean E=MC2.  I meant physiologically, what is energy? They described a lot of things that sounded really good, yet far too advanced for my non-medical mind. Part of the reason why energy is of Read more

Prep Enough to Personalize - 4/15/25


Everybody loves Howie.  He is an account rep for the local air conditioning and heating company.  When I say Everybody loves Howie, I’m definitely talking about the customers.  His co-workers love him too, but customers are especially fond of him.  They seem to really enjoy their conversations with him, Read more

Get Your Customers to Brag, Not Bolt - 4/8/25


Here are two customer retention concepts that we discuss with some sports clients: BIRG and CORF.  BIRG is Basking In Reflected Glory.  CORF is Cutting Off Reflected Failure. You want BIRG.  You want the customers feeling so good about your organization that they want to be a part of your Read more

Narrow Your Focus to Seek Excellence - 4/1/25


You’ve probably heard companies use phrases such as: “We want to go from being good to great.”  Maybe they’ve said: “We strive for perfection, and although we’ll never reach perfection, maybe we can achieve excellence along the way.” These organizations find some kind of a catch phrase or slogan, but Read more

Avoid the Unfriendly Ghost - 3/25/25


Last week we talked about the qualities of “PERKI Customer Service,” essentially what attitudes and actions are characteristics of those who provide great customer service.  This week, let’s take the opposite approach.  What are some of the mistakes that people make?  Maybe these are mistakes of omission or commission; Read more

PERKI Customer Service - 3/18/25


After having worked on hundreds of projects over the years with thousands of thousands of individuals, some things become pretty clear. There are certain traits held by people who are great in customer service.  Look at this list, and do a self-assessment.  Which apply to you? Positive and Patient Do you Read more

It Helps to Downshift - 3/11/25


One of the first tips I heard when I was learning how to drive related to what to do when the brakes fail - downshift.  Shifting into a lower gear can slow down a moving vehicle.  I would explain this in technical terms to you, but considering I’m not Read more

Patience is… - 3/4/25


Patience is a…pain in the neck.  Why is it so hard to be patient?  Those of us who work in customer service know that we constantly have to show patience with our customers.  We’re ready to move to the next step or the solution because we’ve heard this issue Read more

Everybody Doesn’t - 2/25/25


Joey received the compliment, but he was confused.  Paula, his boss, and Joey had their monthly one-on-one meeting, and Paula noted that, although he was new, Joey was already doing a great job!  While there were learning curves on some of the organizational policies and the technology that he Read more

A Simple Phrase to Transform Your Customer Feedback Approach - 2/18/25


I went to a restaurant called Big Ed’s (no relation) in Raleigh, NC recently.  It’s basically country cooking with fantastic breakfast options!  On the menu there was a quote that said: If you enjoyed your meal, tell a friend.  If not, please tell us. That was an excellent statement that embodies Read more

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Achieve and Improve

Posted on June 12, 2012 in Business Advice, Healthcare Please leave a comment

Hospitals learned years ago that their reimbursement from the Federal Government would begin being impacted by patient satisfaction. Essentially, the higher patient satisfaction, the higher the reimbursement. The hospital could potentially make less money for the same services provided if the patient satisfaction level was low.

But when that impact became more well-defined over the past couple years and has become a reality, it’s interesting to see how the Federal Government adjusts its reimbursement. HCAHPS (this new government mandated measurement/reimbursement program) is changing how hospitals get reimbursed, how they’re measured, and about what they care most.

According to Janette Jones, a consultant and HCAHPS expert with the healthcare research firm The Jackson Group, starting this summer, the Government will begin withholding reimbursement from hospitals based on patient satisfaction and clinical measures. The dollar impact can be as much as $500,000 for mid-sized hospitals, and more for larger hospitals.

And while the Achievement of key levels of performance comes into the calculation today, Improvement will also be considered down the road. And as Improvement in performance is taken into account, gradually the overall impact of the reimbursement will increase until 2% of Government reimbursement (in some cases equating to millions of dollars annually) is at-risk.

So the Government is focused on patient satisfaction, and it’s asking the hospitals to focus on two factors: Achievement and Improvement.

Think about your business in this manner. If your financial success was determined in part by achieving certain levels of customer satisfaction and then continually improving customer satisfaction, how would your priorities change? How would your strategies change? How would your decisions change?

When it comes to customer satisfaction – focus on Achievement and Improvement.

Listen to our latest podcast episode of “Stepping Up Service” on The MESH Network at http://themesh.tv/stepping-up-service/

Interested in improving your company’s customer service? See more at our new website! http://www.cssamerica.com/


Find a Fun Benchmarking Organization for Lessons on Service and Retention

Posted on April 11, 2012 in Business Advice, World of Customer Service 1 Comment

Why did Apple benchmark with the Ritz-Carlton? Are computers the same thing as hotels?

Why did Southwest Airlines benchmark with NASCAR pit crews? Are airplanes the same things as cars?

Benchmarking is usually more about how you do something than what you do. In the article How the Ritz-Carlton Inspired the Apple Store, the author notes how Apple Stores went to the Ritz-Carlton to learn lessons on customer service. Similarly, many years ago Southwest Airlines went to work with NASCAR pit crews to learn how to turn planes at the gate more quickly.

Continuous improvement in any organization involves thinking beyond your world, growing your organization’s collective knowledge by learning from others. What’s more, it can be lots of fun learning, particularly from those in other industries.

To most effectively benchmark, think about how you deliver a service, interact with customers, communicate, process, produce. Try not to think of this in industry terms; instead, think of this in functional terms. For example, as a bank, don’t think “What bank does a great job of increasing the number of accounts with current customers?” Think more broadly such as “What organizations are great at retaining and selling more services to existing account holders?” Instead of benchmarking with another bank, they might consider benchmarking with a pro sports team.

Instead of a local municipality asking “What City/County governments do a great job with their website?”, they should ask “What organizations effectively engage their customers online and leverage those sites to drive interest and traffic to their programs and facilities?”

Benchmarking is a fun way to get creative ideas, to continuously learn, grow, and improve.

So what industry (other than yours) is interesting to you? Go and learn from them.

Interested in improving your company’s customer service? See more at our new website! http://www.cssamerica.com/

Read our New Book – “Ask Yourself…Am I GREAT at Customer Service?” http://www.amigreatat.com/

Listen to our latest podcast episode of “Stepping Up Service” on The MESH Network at http://themesh.tv/stepping-up-service/


Customers Pay You for Performance

Posted on May 19, 2011 in Business Advice, Healthcare Please leave a comment

I will pay you for better customer service, a better experience, higher satisfaction.

No, this isn’t me talking to you; this is the Federal Government talking to hospitals. In a Healthcare Leaders Media article, the author states that “Higher Medicare reimbursements will require higher patient satisfaction scores, which will require higher employee engagement, which will require strong HR initiatives.”

Think about your hospital…or clinic…or bank…or team…or college…or business. What if higher satisfaction of your customers increased your revenue? What if decreasing customer satisfaction lowered revenue?

Well…it already does!

In the article noted above, the Government is going to adjust reimbursement based on patient satisfaction scores – so that’s an obvious cause-and-effect relationship. But your business also has that same cause-and-effect relationship. If your customers are more satisfied with the experience, the relationship, the processes, people, and products, they will be more likely to return. They will be more likely to purchase more per visit. They’ll be more likely to refer you to friends. In short, the more satisfied they are, the more revenue you’ll receive.

So the question to you just like to the hospitals noted in the article is “How do you increase customer satisfaction?” The answer varies for every organization, but it generally comes down to this. Focus on your People – how can you improve their skills, knowledge, and attitudes? Focus on your Processes – how can you make them more simple, self-evident, efficient, and quality-based? Focus on your Products – how can you improve the quality and effectiveness in addressing the customer’s need?

To drive up customer satisfaction, drive up the performance of your People, Processes, and Products.

Read our New Book – “Ask Yourself…Am I GREAT at Customer Service?” http://www.amigreatat.com/

Interested in improving your company’s customer service? See more at our new website! http://www.cssamerica.com/


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