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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

What Phones and Football Have in Common - 2/11/25


Congratulations!  You made it through weeks/months of hype for football’s Super Bowl!  You made it through hundreds of pregame shows and podcasts, endless debates on things endlessly inconsequential, 10 hours of pre-game shows on Sunday, what seems like 100 commercials designed specifically for the “Big Game,” and the longest Read more

Create Awareness of Alternatives - 2/4/25


Sandy was hungry, and she was on the move.  Driving between meetings, she saw the restaurant sign and pulled in.  The fast-food restaurant had two drive-thru lanes.  One was for any customer who wanted to place an order on the spot. The other was for mobile orders only.  The Read more

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Be Clear on What You Value – 11/11/14 TOW

Posted on November 11, 2014 in Customer Service Tip of the Week Please leave a comment


Today is Veteran’s Day in the United States of America. Many veterans, those currently serving in the military, and those who have friends/relatives who have served seem to have a strong attachment to their particular branch of the service. The values espoused by the branches often relate to courage, honor, loyalty, respect, and integrity. Those associated with the military latch onto those words and try to embody them in all they do.

To a business, those words are akin to the Core Values of an organization. They represent what the organization wants its culture, its people, its image to be about; Core Values are the desired characteristics of the employee and the company. Those qualities – when defined – help in so many ways.

Unfortunately, we have some clients that have not yet created Core Values. They have an organizational Mission – so they know what they’re there to do. They often have a Vision – so they know the long-term direction they want to go. But they haven’t defined the fabric of the people they desire to live that Mission daily and move toward that Vision. They can’t look for specific personal qualities of a prospective new hire because those qualities haven’t been defined. They have difficulty rewarding specific attitudes and actions, because the attitudes and actions aren’t fully determined.

Now you may say that – if the company has a Mission and a Vision – they can reward behaviors that align to those; they can hire people to do the job needed to live the Mission.

True, but we’re talking something deeper than a job description. Surely you’ve experienced two people with similar job experience but could tell one would be a better fit organizationally than the other. I’m certain you’ve seen employees with technical skills but without the attitudes or actions that are a symbol of what your company truly values.

On this Veteran’s Day, it’s important to appreciate those that give us the freedoms we have and often take for granted. Let’s learn a lesson from them at the same time. Take time to identify what the organization truly values in its people. Then seek, hire, reward, and retain those that are an example of what makes your company great.

Be Clear on What You Value.

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Of Panthers, Bratwurst, and a Greater Purpose – 10/14/14 TOW

Posted on October 14, 2014 in Customer Service Tip of the Week Please leave a comment


I’m fortunate to be a season ticket holder of the Carolina Panthers NFL football team. At most games, I grab something to eat in the concourse before I go up to my seat, and the dynamics of the interactions with the staff at the food booths are usually VERY positive. Let me paint a picture…

First, I let my stomach guide me to the right booth (Will it be nachos, a burger, or bratwurst? Decisions, decisions…). Once I select the location – which typically has about 4-5 windows and lines of fans waiting to order, I choose the line, and begin slowly moving toward the front, taking baby steps after each customer is served – nothing special about the experience at this point.

But then it happens – a true customer service 21st century miracle! Are you ready? I get great customer service from (Are you REALLY ready?) people who are paid…NOTHING!

At almost every booth at every game, the booths are manned by volunteers. You can tell by their hats that they’re supporting a local high school marching band or a dance academy or some other organization. The “employees” are volunteers, but the organization gets a piece of the sales revenue.

When you encounter these volunteers, they ask you what you’d like, and they lean in to make sure they heard it correctly. These cashiers relay it to the co-workers to ensure they get the order passed on; the cashiers are always smiling, confirming your order. They’re joking with co-workers. There’s positivity EVERYWHERE!

They like their co-workers and care deeply about getting things right. “Now you wanted chili, is that right, sir?” or “Would you like extra jalapenos – no charge?” or “Was that a diet or regular?” or “Thanks much for coming! The condiments are in that silver station behind you. Enjoy the game!”

You might read this and ask “What’s impressive about this experience?”

These are people working for hours and hours in a tough industry – food services. They are not well-trained, they are on their feet for 4-5 hours at a time, and they’re dealing with sports fans – many of which are getting increasingly intoxicated as the game progresses.

Yet, the volunteers are positive. They convey appreciation. They work as a team with their co-workers. They listen, they confirm, then they get the order right…all without personally earning a dime.

So why are they so good? Because they know the greater purpose in what they do – supporting their kids and the activities their kids love. They know the benefits of their work and who benefits. They and their co-workers have the same goal. They WANT to do a good job for you…and for their kids.

To create a great customer experience, learn from these food service volunteers. Find the greater purpose in what you do.

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Adrian Knew the Goal of His Role – 4/29/14 TOW

Posted on April 29, 2014 in Customer Service Tip of the Week Please leave a comment


Last week was about the “5 P’s” of Building Confidence, but this week’s Tip will focus on the most significant one of all: Knowing Your Purpose.

I was facilitating a training workshop of K-12 bus drivers on Service Excellence. During the session, I asked everyone to create a “Personal Mission Statement.” Essentially I asked them “What is the greater good in what you do? What is the bigger reason for your job – beyond the miles you drive, the maintenance you check, the conversations you have?” I was essentially asking them “What’s the goal of your role?”

I told them that I’d give them a couple minutes to write down their thoughts, and soon everyone started writing except Adrian. So I asked Adrian if he had any questions about the assignment, and he said “No. I know exactly what my purpose is.” After giving everyone another minute to write, I asked for volunteers, and Adrian was the first to raise his hand. He said “I’m here to be a role model to the kids. I’m here to make sure they stay straight and give them advice when they need it.”

Now Adrian was probably only 23-24 years old at the time, but he knew his greater purpose. He knew that his true job – the true good he provided – went far beyond the thousands of miles he drove annually. It went far beyond the paperwork he completed and his many maintenance checks. His impact went beyond cleaning the bus and arriving on time.

He knew the goal of his role.

Do you Know Your Purpose? When you clearly understand your role and the greater good you provide for your customer, your co-worker, your company, and your community, you can be more confident in acting. You can be more decisive, because you know what you’re doing is part of your Purpose.

Find your inner Adrian – Know the Goal of Your Role.


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