These Aren't Your Old-School Customers

Chip Bell and John Patterson's new book Wired and Dangerous explores how the customer relations field has changed rapidly with the advent of new technology and new options and how businesses need to update their ways of dealing with those customers or risk shutting down.

In this post, Chip and John list five ways in which customers today are different from customers yesterday -- and what this means for you:

1. Yesterday: Unhappy customers would write a letter to the CEO or ask to speak to the manager.

Today: They post a rant or complain on Yelp or their blog or Twitter or start a Facebook page against the business.

Why You Should Worry: The presence of social media and the internet means that this is no longer an issue between a customer and a company, it’s a public brawl and everyone is invited. Worse yet, people have the tendency to believe the customer, so you’re suddenly feeling threatened by a whole bunch of people you don’t even know.


2. Yesterday: Customers would raise issues and then wait a reasonable length of time for the business or company to address those issues

Today: Customers raise issues and want resolution or compensation immediately.

Why You Should Worry: We are now an instant gratification-based culture, which means that anything other than an immediate positive response runs the risk of being seen as stalling for time or worse yet, completely ignoring the customer. If you don’t have a strategy and process in place for immediately addressing such issues, you could end up in trouble.


3. Yesterday: Customers had three channels of communications with organizations: face to face, a phone call, and snail mail -- accessible only Monday through Friday from 9 to 5.

Today: Customers have unlimited channels of communication that includes a “party line” (social media) to all their friends available 24/7.

Why You Should Worry: Unless your company's channels are congruent and customer-centric, the customer will use his or her own channels to destroy your reputation before you even wake up the following morning!


4. Yesterday: Customers paid most of their attention to getting what they wanted or needed, not to the experience associated with that acquisition. If you offered a quality product or service at a fair price, you could stay in the game.

Today: Customers demand a great experience in addition to a high-value product or service -- and at a fair price. Also, they determine how good your experiential offer is by comparing their experiences with other businesses they interact with. This is why mom-and-pop shops are competing with Amazon.

Why You Should Worry: With customer service expectations increasing by 33% a year and with the many great service providers from whom they draw memorable experiences -— Zappos, Nordstroms, Disney, etc. -- if you are not constantly enhancing the quality of their experience, you will be left behind by those who are.


5. Yesterday: Customers were relatively subservient to a few established and often corporate sources of consumer advice -— they bought what Madison Avenue, MTV, and Hollywood told them to buy.

Today: Customers are king -— they are empowered and emboldened by their capacity to influence the marketplace through the Internet and social media. These customers also wield more power than their corporate counterparts -- the most carefully massaged piece of publicity for any product can be readily undone by an anonymous consumer's clumsy rant.

Why You Should Worry: The idea that the customer as king is as flawed as the one that argues that the organization as king because neither approaches are sustainable today. Smart businesses build the principles of partnership into the design and delivery of service to customers so that both parties have a vested interest in the success of the product.

Four Principles to Access the Source of Innovation

At the heart of what Joseph Jaworski discovered during this fifteen-year journey as a way to understand and access the Source of wisdom and creativity – the place from which profound innovation flows – are these four principles:

1. There is an open and emergent quality to the universe; a group of simple components can suddenly re-emerge at a higher level of self-organization as a new entity with new properties.

An example of this is what I describe in Synchronicity about my experiences with the search-and-rescue team during the immediate aftermath of the Waco tornado. The team “automatically” operated at a higher level of self-organization; leadership shifted seamlessly “in the moment” and as required; and tasks were performed without “conscious awareness”.


2. The universe is a domain of undivided wholeness; both the material world and consciousness are parts of the same undivided whole.

I learned about this during his conversation with the noted physicist David Bohm, who told me about Bell’s Theorem -- that if you separate the two particles in a paired two-particle system –- putting one particle in New York, say, and another in San Francisco –- then if you change the spin of one of these particles, the other particle will simultaneously change its own spin. Bohm said “The effect is a simple consequence of the oneness of apparently separate objects.” He added, “We are all one.”


3. There is a creative Source of infinite potential enfolded in the manifest universe; connection to this Source leads to the emergence of new realities.

Consider the discoveries of Thomas Edison, Leonardo da Vinci or Jonas Salk. Like them, each of us has access to infinite wisdom and unlimited potential leading to the emergence of new realities -- discovery, innovation, renewal and transformation.


4. Humans can learn to draw from the infinite potential of the Source by choosing to follow a disciplined path toward self-realization and love, the most powerful energy in the universe. The words of philosopher Pierre Telihard de Chardin speak well to this principle. “Someday, after mastering the winds, the waves, the tides, and gravity, we shall harness the energies of love and then, for a second time in the history of the world, man will have discovered fire.”

Many people have experienced a connection with the Source, often when called upon to respond in times of crisis. In these moments of extreme spontaneity and intuitive insight, actions flow seemingly without any sort of conscious intervention -- without thinking, a person simply knows what to do.


Based upon your own understanding of these principles, and what it means to be “in the flow”, what are your individual experiences with the Source?

Five "Facts" About Teams That Aren't True

Harvard Professor of Psychology Richard Hackman has received the Distinguished Scientific Contribution Award from the American Psychological Association, and the Distinguished Educator and Distinguished Scholar Awards from the Academy of Management. Richard's latest book examines team dynamics.

Some teams have lots of time to mull things over before eventually deciding what they are going to do. Others do not have it so good: they have to solve hard problems in real time and cannot start over if things are not going well. That can be plenty hard -- and is made even harder by five common misperceptions about what actually shapes team performance.

Fact #1: Harmonious teams perform better. They operate smoothly and don’t have to waste time on pointless debates about how to proceed.

Actually: Quite the opposite, research shows. Conflict and disagreement, when well-managed and focused on a team’s objectives, can generate more creative solutions than one sees in conflict-free groups. Conflict, so long as it is about the work itself, can be good for a team.


Fact #2: It’s good to mix it up by bringing in new members. Newcomers bring energy and new ideas to a team. Without them, members risk becoming complacent, inattentive to changes in the environment, and too forgiving of fellow members’ miscues and misbehavior.

Actually: The longer members stay together as an intact team, the better they do. As unreasonable as this may seem, the research evidence is unambiguous. Whether it is a basketball team or a string quartet, teams that stay together longer play better together.


Fact #3: Having the right people on a team is the key to success. Analyze the task to figure out the knowledge and skill that is needed and then pick the highest-level experts you can corral (instead of hobbling the team by staffing it with nice people).

Actually: Expertise by itself is insufficient. If a team is to be successful, all members need to have at least modest capability in working collaboratively with others. Besides, if needed expertise does not exist within the team, members always can seek it from outsiders.


Fact #4: The more information, the better. Teams that have too little data run the risk of making erroneous assumptions and heading off in the wrong direction.

Actually: Teams sometimes drown in data. Large quantities of information don’t always help clarify a murky situation. Indeed, more data sometimes actually makes it harder to figure things out. It’s not the amount of information that counts, it is the choice about what information the team gets and uses that can spell the difference between success and failure.


Fact #5: Face-to-face interaction is passé. Now that we have powerful technologies for communication and coordination, teams can do their work much more efficiently at a distance.

Actually: Distributed remote teams are at a considerable disadvantage. There really are benefits to sizing up your teammates face-to-face in real time. A number of organizations that rely heavily on distributed teams have found that it is well worth the time and expense to get members together when the team is launched, again around the midpoint of the team’s work, and yet again when the work has been completed.

Thoughts? Reactions? Comments?

Five Things To Walk Out Of (and Five Things To Walk On To)

Meg Wheatley and Deborah Frieze's latest work, Walk Out Walk On, takes you inside seven communities around the world where people walked out of limiting beliefs about change, leadership and their own potential, and walked on to experiment with new beliefs and practices that made it possible to solve seemingly intractable problems. The book focuses on seven common assumptions that, if challenged, can liberate people’s creativity and capacity. Five are offered here to stimulate your own thinking; see what they provoke from your own experience.

1. From Power to Play
Most leaders believe that people are not self-motivated, that without directive control, no work gets done. They use external means, both punishment and reward. Yet when people are engaged through imagination and play, creativity blossoms in just about everybody. Seemingly impossible work is accomplished, and we experience joy both in the process of working together and in the results we create.

Question: Have you experienced times when your imagination, playfulness and creativity blossomed? What conditions led to this?


2. From Efficiency to Resilience
Conventional attempts to solve problems of scarcity focus on efficiencies—attempting to do more with less by cutting budgets and staff, minimizing resources, optimizing outputs. Yet resilience is achieved through a wide variety of small local actions that create the capacity to adapt to unending challenges.

Question: Think of times you have been adversely affected by the efficiency mindset. What have you learned? What, in your experience, creates the capacity for resilience?


3. From Hero to Host
When a community stops waiting for a hero to save it, it discovers internal resources and solutions to solve otherwise intractable problems. Using collaborative processes that rely on everyone’s contribution, people create long-term solutions that they fully support.

Question: How often do you play the hero, wanting to help people by rescuing them? How often do you trust other people to come up with their own solutions?


4. From Transacting to Gifting
Today’s transactional culture promotes self-interest and scarcity; people strive to take as much as they can and accumulate more than they need. In a gift culture—common in most traditional societies—people know they’re interdependent. When we give to one another, we are gifting to ourselves. Generosity prevails and money loses its disruptive power.

Question: How are the demands of consumer culture impacting you, your family, your work? Have you experienced times when gifts of service or work were freely offered, no strings attached?


5. From Scaling Up to Scaling Across
Taking things to scale doesn’t happen vertically through one-size-fits-all replication strategies, although this is today’s dominant approach. Change happens as local experiments move horizontally through networks of relationship, scaling across communities and nations. People become inspired by one another’s discoveries and create their own initiatives; they also support one another as pioneers.

Question: Do you know of small local efforts that grew large not through replication, but by inspiring others to keep inventing and learning?


Thoughts? Reactions? Ideas?

A Nation United

Daniel Seddiqui challenged himself to hold fifty jobs in all fifty U.S. states within 50 weeks -- and succeeded! Despite the wide range of culture, jobs, attitudes, and social dynamics he encountered, Daniel noticed five traits of all Americans regardless of location:

Trait One: Pride in One’s Work
It doesn’t matter if they were miners, factory workers, or television reporters – each worker showed great pride and meaning in what he or she was doing. A cheesemaker felt his work contributed just as much, and was just as important as the work of a scientist. Everyone was truly dedicated to their work, and believed they were contributing to a better society.

Trait Two: Kindness to Strangers and Outsiders
Whether you're in the supposedly intolerant bible belt, the economically depressed rust belt, the free-flowing Big Easy or the supposedly rude Big Apple, everyone had the audacity and heart to care for a stranger in need as though I was their own friend. Regardless of where I was, people showed kindness and charity.

Trait Three: An Optimistic Outlook
No matter what predicament they face, Americans stay true to their diligent work ethic by continuing to keep high spirits and hope. Many times I encountered people who were struggling or going through rough patches, but in all cases, it was very evident that they believed firmly that their situation would improve.

Trait Four: Open-Mindedness
There's barely any place left in this nation that does not have an intermingling of several cultures -- either through racial diversity or immigrant populations. In all cases, I noticed that people had learned to live amongst each other and respect each others' practices and beliefs. I lived and worked side by side with African-Americans, Indians, Whites, Latinos, Asians -- even the Amish -- and I rarely heard or saw any judgments being passed on the basis of ethnicity, origin, or beliefs.

Trait Five: Respect for Innovativion
Everywhere I went, I saw people striving to improve, be more productive, and take risks. We consistently reinvent ourselves and use any and all resources to create new ways of living.

Not that different after all, are we?

Five Poor Excuses for Ignoring Your Past

Author John Schuster's new book is all about the power of your past and how it can be an effective learning tool -- in stark contrast to the current trend that dictates that only the "now" is important and the past should be discarded entirely. Why are people so eager to disregard their past? Well there are a number of supposedly good reasons, and here John lists five of them and explains why they really aren't such good reasons after all:

Reason One: Certain memories can be painful to recall.

Good Reason? It would seem so. No one enjoys pain, and if it happened a while back, why rehash it now?

Why It’s Wrong: Like it or not, that pain is with us today even if it’s invisible. Events in our life shape us, painful ones included. We devised strategies to cope with these negatives, and some may have worked well for years but are now in your way. That is why we have to look back at the negatives -— to affirm the good strategies we devised and refine them, and recast the painful memories that lead us into poor strategies. We need to find new lessons, ones that benefit rather than weaken us.


Reason Two: The past is dead. I much prefer to be in the now.

Good Reason? Possibly. The past is irrevocable, and can never be fully sorted out. It’s better just to concentrate on the moment, live your values, and move ahead step by step, knowing that the present is all you ever really have.

Why It’s Wrong: Being in the now is an excellent practice, but it is just not nearly enough. Remember what Faulkner said, “The past is never dead. It is never even past.” The past lives on in ways that are not helpful if we leave unfinished business there. So we cannot discount the past in service to the now. Try as we might to breathe and be present, we can’t even be fully in the now when our many positive gifts from the past stay unclaimed and the negatives remain to still be recast.


Reason Three: I am goal-oriented, progress-motivated, busy person. Reflection is not my strong suit.

Good Reason?: Yep. Having an action-based orientation favors all kinds of outcomes for me -— achieving goals, advancing my career. Slowing down to reflect is not in my make up.

Why it’s Wrong: We all have busy streaks when reflection is not going to happen, nor should it in those times. But in the Excited States of America, one of our cultural flaws is an addiction to speed always, everywhere. Reflecting on our pasts helps us stay goal-oriented, because it gets all of us behind the right goals chosen to match our uniqueness, not parts of us behind goals we acquired because we picked them up somewhere while we were busy being action-oriented.


Reason Four: I had a great childhood and adolescence. Why dig into it and make more work for myself?

Good Reason? Figures...I'm well-adjusted and I don’t need therapy. I am about the most normal person I know.

Why it’s Wrong: Many of us had great childhoods, but there is still work to do. Sometimes we flat out forget the gifts of our past, and don’t define ourselves around these gifts and lessons. We can romanticize and sentimentalize our pasts and not see the really difficult fixes that we had to work through. This keeps us on our surface and away from our depth.


Reason Five: I was immature/impulsive in my past, and I had no control over some of the things that happened. I know this now, so what’s to learn?

Good Reason? Why not? Who hasn’t chalked up a memory to inexperience or immaturity, and since we think that now we’re mature and we survived and even thrived to this point, what’s the reason for going back?

Why It’s Wrong: Sure, we are succeeding in some ways, and we all do things that are immature and later regret it. On top of that, things happened to us beyond our control. But how we acted on impulse when we’re younger actually tells us a lot about our own passions and weaknesses and what is important to us now and what isn’t. Think of these moments as those periods in your life where you were truly honest with yourself and see what you can learn about yourself from them. Also, remember that the things that were out of your control can lead to subtle or not so subtle strategies of victimizing yourself or demonizing others.

Good enough reasons for ya?

This Ain't Your Mama's Green Marketing

Green marketing has certainly changed a lot over the last several years, and Jacquie Ottman knows this because she has been working in this arena since 1989 (when "being green" just meant you lacked experience in a particular field). Jacquie wants businesses and companies to keep in mind five new lessons for green marketing with authenticity and impact:

Lesson One: A single customer can bring down your entire green strategy.

Disgruntled customers don’t patiently write a letter to the CEO these days. We live in a wired world where individual consumers have incredible reach to markets through their blogs and tweets. All it takes is for one influencer to notice a problem or issue and bring it up to others. From there, it spreads virally across firewalls and nations. And remember, greenwashing is a very tough accusation to come back from.

Lesson Two: Green is entirely mainstream now.

At one point it seemed that only a niche market really cared about environmental sustainability and you could usually catch them by looking for Birkenstocks and vegan recipes. But now, everyone — including suburban families, corporate heads, and government departments -- have all gone green. You are no longer selling green to a small cross-section of the public, you are selling green to everyone.

Lesson Three: Price, performance, and convenience no longer guide consumer purchasing.

Nowadays, values guide consumer purchasing. Historically, consumers bought solely on price, performance, and convenience, but today they look at how products are sourced, manufactured, packaged, disposed of. Even such social aspects as how factory and farm workers are treated all matter.

Lesson Four: Companies need to tell the whole story

BP, ExxonMobil, and SIGG learned this lesson the hard way. Today's brands gain trust by practicing radical transparency, disclosing the good and the bad. Consumers are smart enough to know that some waste is inevitable in any production process, they just want companies to be honest about it and constantly be working to reduce it.

Lesson Five: Today's consumers look at the entire life-cycle of a product.

A product's life used to begin the moment it was purchased and end the moment it was consumed, broken, or discarded. However, modern consumers want businesses to have accountability for how a product was created and overseen even before it hits store shelves, and in the case of many non-perishables, how it will be broken down at the end of its life-cycle to minimize waste.

Your thoughts, reactions, or observations?