Rethinking the ROI of CX

Articulating the return on investment (ROI) of Customer Experience efforts is a recurring theme among CX professionals.  As I moderate panels on webinars and sit as a guest on podcasts, listen to my peers talk, and read articles, I hear the questions all the time:  How do you define the ROI?  How do you sell CX to leadership?  I’ve even written about it myself on several occasions.

I know some of my fellow CX consultants go so far as to use the ROI of CX as their calling cards…not only engaging in the discussion but also leveraging it as the heart of their pitches to clients.  Some make bold promises and predictions, and some are simply advocates of the idea that you’ll boost your business results in some undefined (and sometimes not so undefined), yet unambiguously wonderful way with a dose of CX.  Now, of course, some are more circumspect than others, but there certainly seems to be a trend toward using things like revenues, sales, and market share as the driving reason for engaging in CX endeavors. (more…)

By | 2021-08-17T16:09:15+00:00 August 17th, 2021|Categories: Consulting, CX Culture, CX Strategy, CX Thoughts, Leadership, ROI of CX|0 Comments

Don’t abandon your Chief Customer Officer

I was recently speaking with a friend who’s a Chief Customer Officer.  She was in good spirits but nonetheless was lamenting a bit about her colleagues:  “It’s like I feel I have to defend my existence sometimes,” she said.  Oh, boy, have I been there.  My career has included time within PMOs, BPM/BPI organizations, and of course CX.  Some organizations approach these sorts of disciplines as nice-to-haves, often because it’s fashionable to put effort (or appear to do so) into these sorts of things.  At the end of a lean quarter, or if temporary business enthusiasm simply starts to ebb, you find yourself on the chopping block.  No matter how poorly sales go, it’s never sales they come looking to get rid of.  But our sorts of ‘ancillary’ organizations are often in the crosshairs.

Fortunately, my friend didn’t mean it that way.  She didn’t feel her job was on the line or that her team could be cut because people didn’t see the value.  That’s a relief.  But more frustrating for her was that she found it difficult to gain traction and buy-in for her CX improvement efforts.  She has the support of her boss, the CEO, who often speaks of the importance of CX and why having a Chief Customer Officer is so valuable.  But whenever she attempted with her peers to institute a change or to improve something in what they did in order to improve their CX, she ran into continual pushback. (more…)

By | 2021-05-04T14:56:20+00:00 May 4th, 2021|Categories: CX Culture, CX Jobs, CX Strategy, CX Thoughts, Leadership, Process Engineering|0 Comments

Reasons to read and share

LinkedIn, Medium, tons of CX blogs and websites, including the Customer Experience Professionals Association (CXPA), Customer Think, and others, are all great sources of information for those looking to expand their knowledge and understanding of Customer Experience.  There are insights into specific tactical issues, organizational concepts and approaches, strategic thought leadership, and much more.  Given the robust nature of topics within CX, it’s vital to be out there consuming as much information from as many different sources as possible in order to keep up. (more…)

By | 2021-04-20T16:33:54+00:00 April 20th, 2021|Categories: Consulting, CX Culture, CX Strategy, CX Thoughts|0 Comments

Shouldn’t we know better?

Let’s start today with a couple of anecdotal experiences:

Anecdote 1:  It seems every time I pay in cash (who does that?), this happens:  The cashier, when returning my change lays the bills down in my palm, and then pours the coins over top of them.  This means that, to put the change away, I have to slide the bills out from under the coins (a la a magician with the table cloth out from under the glasses and place settings), put the change in my pocket, fold the bills with one hand, then fumble them into my wallet, all while trying to manage the bag of items I just bought.  Every time this happens, I’m reminded that a much more convenient way to receive change would be the opposite:  Put the coins in my palm then either hand me the bills in the other hand or lay them on top of the coins, thus allowing me to fold the bills with one hand and simultaneously chunk the coins into my pocket.  That’d avoid the little magic trick of shuffling the bills out from under the change. (more…)

By | 2021-04-13T14:58:16+00:00 April 13th, 2021|Categories: CX Culture, CX Strategy, CX Thoughts, Process Engineering|0 Comments

For CX, Where is not as important as What and Why

Where a CX function is located within a company is a frequent discussion topic among CXers.  I’ve been thinking about this recently and, while obviously each company is unique and every situation different, it occurs to me that where a CX function resides isn’t nearly as important as is what it’s chartered to do.

But if I could get all Simon Sinek-y here, naturally the greater question still, is the Why.  Let’s look at the charter of what your CX organization should be in the first place, then we can start to look at what difference it may make as to where it’s located.  The why should drive the what, and therefore, the where will really just be a slight tweaking and refinement of range of influence. (more…)

By | 2021-03-30T15:13:13+00:00 March 30th, 2021|Categories: CX Culture, CX Jobs, CX Strategy, CX Thoughts, Leadership|0 Comments

It’s the little things

I’ve noticed that, when I write about CX or speak with other CX professionals, I often tend to append my anecdotes about my own experiences with something like, “Well, now, this wasn’t a huge deal, but…” or, “Of course, it’s not the end of the world, but…”  I see many other CX leaders do the same thing.  I’ve written before about how CXers can be the best and the worst Customers because, while we’re sympathetic to those with whom we interact, being in the business we’re also pretty demanding from those who should know better; we recognize and call missteps out when we see them. (more…)

By | 2021-03-15T15:36:05+00:00 March 15th, 2021|Categories: CX Culture, CX Strategy, CX Thoughts|0 Comments

Don’t tell me you love me

A few years back I was at lunch with a mentor and there was something we needed or wanted that we had to ask for.  The waiter replied somewhat along the lines of:  “Well, we’re not supposed to do that, but I’ll go ahead and do that for you.”

We thanked him, but after he walked away, my mentor turned to me and surprisingly said, “what poor form for him to say that.”  When I asked what he meant—after all, I was glad he’d singled us out for special attention—he explained, “so what, now we’re in his debt?  Like he’s done us a favor?” (more…)

By | 2021-02-25T16:39:46+00:00 February 25th, 2021|Categories: CX Culture, CX Strategy, CX Thoughts, Leadership|0 Comments

Maybe you are already “doing” CX

“You’re soaking in it.”  Do you remember that commercial for dishwashing soap that was supposed to be so incredibly good for your skin that the lady who’d gone in (to see Madge, remember?) for a manicure was unknowingly enjoying its benefits, thinking she was dipping her fingers into some wonderful skin tonic?  Or have you heard the concept of fish not realizing they’re wet because they’re surrounded by water? (more…)

By | 2021-02-16T16:20:58+00:00 February 16th, 2021|Categories: Consulting, CX Culture, CX Strategy, CX Thoughts, Leadership, Process Engineering, VoC|0 Comments