Tom Vander Well
With the beginning of 2018, C Wenger Group is pleased to announce that Tom Vander Well has been named the company’s President and Chief Executive Officer (CEO). Outgoing President and CEO, Scott Wier, will continue his active leadership in the Group and will serve as President of the Group’s Customer Insight division. Wier and Vander Well have owned and led C Wenger Group as partners since January 2005 when founder, Charles Wenger, turned over his interest in the company.
Vander Well has been a member of C Wenger Group since 1994. During that time he has led the Group’s Service Quality Assessment and training services. Vander Well will maintain leadership of those services while assuming responsibility for the Group’s executive operations. Scott Wier, who has led the Group’s customer research services since 1988, will focus his energy on the continued development of research and survey projects.
This transition is the culmination of a long-term plan. Both Tom Vander Well and Scott Wier will maintain their leadership and client relationships for all projects. Clients can expect continuation of the responsive, data-led services C Wenger Group has provided for over a quarter century.
C Wenger Group is a consulting firm based in Des Moines, Iowa. The Group provides a full array of custom-designed research products with a special emphasis on measuring and improving the Customer Experience including research, Quality Assessment and data-led training and coaching.
from andrewscott via Flickr
Our group just completed two pilot Service Quality Assessment projects for a client. We’ve been providing QA services for this company for several years, but our work was confined to the front line Customer Service teams. Earlier this year, the client began to notice a discrepancy between the service expectations of their Customer Service team and those of the teams who service internal customers. We thus began a project to objectively measure and benchmarch service for the client’s IT Service Desk and and internal procedural service team.
As with most internal teams we’ve assessed through the years, the results showed huge opportunities to improve service delivered to internal customers. While service delivered to an internal customer may not be as formal, there is no reason why it should not exemplify adequate levels of courteous, friendly service. In fact, it can be argued that these internal teams, who are deemed as experts in their respective disciplines, should be setting the example to their internal customers of how an end-user customer should be treated.
Along with benchmarking serveral behavioral service skills which had plenty of room for improvement, our assessment also unearthed some procedural issues that could mean significant savings and improvement in efficiency. With one team in particular, a huge percentage of the calls received were found to be simple requests to check on the status of a previous request or to see if correspondence had been received. With a small investment in available technology to auto-reply that correspondence had been received and provide status updates, this internal team stands to substantially reduce calls, reduce costs, improve productivity, and more efficiently process the work which will ultimately affect the end-user customer.
Many companies rightly concern themselves with measuring the quality of their customer interactions, but teams who service internal customers are just as critical in the service chain that ultimately impacts customer satisfaction and loyalty.
I’m working with several new teams for a particular client. It’s always a bit of a sticky wicket when I show up for the first time. The other day I walked into the office of a department manager who’d been ducking me for weeks. Unanswered e-mails, unreturned voicemails and missed appointments. My team has been hired by the executive team to do a pilot assessment of his team’s service, and he wasn’t too happy about it. Many times a team and their managers are a little freaked when Mr. or Ms. Big tells them that someone is coming to listen in on their customer conversations.
- “Oh, great! Big Brother is here!”
- “What? Do you think we’re bad?”
- “Someone’s just looking for the dirt to fire us!”
- “What did I do wrong?”
I get it. It’s not always comfortable doing something new and a bit threatening when you’ve never done it before. And yet, I have almost twenty years doing this for many different companies and many different teams who started out as skeptics and are now long-term partners in better sales, service and even collections. it seems comfortable and easy rolling along without really knowing what’s happening in those moments of truth when your customers are talking to your company. “If it ain’t broke don’t fix it,” they say. But we are all human beings working for human beings dealing with human beings in a system created and maintained by human beings. I therefore have come to trust more in Bob Dylan’s perspective: “Everything is Broken.” My experience is that with any cusotmer service, sales, or collections team there are things which are broken in the system which could be easily remedied if they are simply identified. But first you have to identify what they are. If you’re not listening, then you might not know something is broken until it’s too late (and no one wants that to happen at any rung of the corporate ladder).
When our team does a first time pilot assessment with a team, we generally start by assessing the whole team. We listen from the customer’s perspective. We don’t care who is who. We don’t identify individual agents. Like the customer, when you call Acme Anvils you don’t care who answers the phone. You’re talking to Acme Anvils. By starting with a blind assessment of the team, we can quickly identify areas that the team needs to improve. There’s no finger pointing, no calling out, no working agreements, and no private converstions in the corner office. There’s just a common issue that the whole team needs to address.
I’m happy to say that the vast majority of our clients, from the front-line to the board room, eventually learn that our Service Quality Assessment benefits everyone from the customer to everyone in the organization who cares about the customer and wants to do a good job. But, I first have to prove it to them and earn their trust. And so, I begin my day.