Posts Tagged ‘Customers’

The Risk of Not Making Mistakes

Risk is a tricky concept. Business typically wants to limit, manage, or mitigate it. Eliminating risk altogether probably would be seen as the ultimate success (thank you, Six Sigma). But in life, most great things don’t come without some level of risk.

Getting married, having kids, quitting a job, taking a new one. Think of any of the biggest developments in your life or the broader world around you and I’d bet none of those happen without a fair amount of risk.

Risk is a tricky concept. Business typically wants to limit, manage, or mitigate it. Eliminating risk altogether probably would be seen as the ultimate success (thank you, Six Sigma). But in life, most great things don’t come without some level of risk.

Getting married, having kids, quitting a job, taking a new one. Think of any of the biggest developments in your life or the broader world around you and I’d bet none of those happen without a fair amount of risk.

However, from an early age we are taught to avoid risk. We understand that with risk comes mistakes. And mistakes can be painful. But making mistakes is also how we learn.

We aren’t born knowing that the square peg doesn’t fit into the round hole. We need to try it for ourselves. We experiment. We learn not only what doesn’t fit, we also learn what does. And in that process of learning we begin to see relationships—those between shapes and spaces, challenges and solutions, effort and satisfaction. More is learned from the time spent trying than if we got it all right on the first attempt.

But in business, mistakes mean more cost, more time, and lost opportunities. With the drive towards higher levels of productivity, higher margins, and more efficiency we don’t have room for mistakes.

Without that room, the ability of business to learn and grow is limited. Sure, companies can capitalize on incremental opportunities but they will miss the bigger breakthroughs because they didn’t see as many relationships, have as many experiences, or try as hard. They won’t learn as much from their mistakes, because they won’t make as many of them.

Companies need to create room for mistakes. To explore and try out stuff with their customers. To learn. And to do so faster, to get to the right solution sooner. When companies can make mistakes (ideally outside of the public eye) they can learn invaluable lessons from doing so and bring their customers better solutions because of it.

Risk isn’t that tricky of a concept if you think about it differently—not as the negative value of an event, but as a process capable of yielding positive, even breakthrough results. Make a practice of making mistakes. Create a private space in which to do so. Build a “learning agenda” for your company. And embrace risk. Because what’s true in life is true in business—most great things don’t happen without a fair amount of risk.

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A Cure for “Terminal Niceness” at Xerox

This past Sunday, I was derailed from my usual routine of bee-lining straight to the Modern Love column in The New York Times (by the front page of the business section), where the cover story read “Xerox’s New Chief Tries to Redefine Its Culture.”

Ursula Burns, who was appointed CEO this past July, describes an environment at Xerox where the employees are simply too nice to one another. She wants them to “become more fearless and be more frank and impatient with one another” to help the company grow.

This past Sunday, I was derailed from my usual routine of bee-lining straight to the Modern Love column in The New York Times (by the front page of the business section), where the cover story  read “Xerox’s New Chief Tries to Redefine Its Culture.”

Ursula Burns, who was appointed CEO this past July, describes an environment at Xerox where the employees are simply too nice to one another. She wants them to “become more fearless and be more frank and impatient with one another” to help the company grow.

Ms. Burns’ call for brutal honesty within her organization got me thinking—can Xerox’s 130,000 employees leverage anything we know at Communispace about building the kind of community that will cure Xerox’s internal positive bias? Here’s what I came up with:

1. Build intimacy.
Give Xerox employees a platform to be heard in a way that doesn’t make them feel like they are one of 130,000. Intimacy is what drives participation. For us, that means that a community of 500 members has better participation than, say, in a community of 2,000. With larger size comes increased anonymity, which means less engagement.

2. Talk to the same group of people over time.
Knowing what to ask is important, but knowing when to ask can be even more important. Our members become increasingly loyal about the companies who sponsor a community, and this makes them more honest over time. They become more committed to your success and stop being polite and when they feel you are committed to listening—and that you aren’t going away.

3. Close the loop.
Take listening one step further and close the loop. Tell them what you are doing with the information you heard, and how it is making a difference. This will make everyone feel that giving feedback—both good and bad—is a good use of their time.

4. Let your customers help.
Gather the customer stories—both the ones who’ve been loyal for years and the new ones you’ve acquired through Affiliated Computer Services—that will help open up the conversation. They are uniquely poised to keep everyone honest if you have the kind of relationship with them where they feel that you are truly listening.

And who knows—maybe in a few months the NYT headline will read something like “New Culture Redefines Xerox.”

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Traditional Market Researcher Saved by Online Communities

A lot has been written about the value Communispace brings to its clients . I, however, tend to selfishly focus on the benefits that Communispace brings to me…as a researcher and formerly frustrated focus group moderator.

Here are my top three focus group frustrations all alleviated by Communispace.

A lot has been written about the value Communispace brings to its clients . I, however, tend to selfishly focus on the benefits that Communispace brings to me…as a researcher and formerly frustrated focus group moderator.  

Here are my top three focus group frustrations all alleviated by Communispace.

1. The “That’s All Folks” Frustration:  Many of us have been there.  A focus group has come to an end, the audio/video tape has stopped recording and the clients in the back room are packing up their laptops when…it happens:  the respondents engage EACH OTHER in a conversation that is critical to the client’s business needs.  As a moderator you try to nose your way back into the conversation, you write down notes, you look directly into the two-way mirror and start flapping your arms to get the clients’ attention, but you know the truth:  Your next group starts in five minutes and these folks need to get going.  Opportunity lost.

In the community, these members would start their own activities and/or we’d be able to get back to them (and the whole community, if applicable) directly and probe further. 

2. The “That’s Very Helpful” Frustration:  More often than not, you can’t confidently tell focus group respondents how their feedback will be used.  Despite rumors that respondents are only there for a sandwich and a quick buck, I found respondents desperate to hear that their time has been worthwhile, their opinions respected and actionable. (In fact, some even requested a hug.  It’s true.)   It’s not surprising, respondents want connection and they want to feel (not hear) that their input is valued. 

Communities show members why and how they are valued.  By building long-term relationships, members and clients are often put in conversation with one another.  Part of creating a robust community is providing feedback on how member input is driving client business decisions. 

3. The “Are We There Yet” Frustration:  Travel.

Communities are online.  Enough said.  :)

Certainly, there are more than three ways that online communities alleviate focus group pain points. Stay tuned for an upcoming Vlog by yours truly and fellow blogger, Rocky Prozeller.

2 Responses to “Traditional Market Researcher Saved by Online Communities”

  1. Diane Hessan says:

    Thanks Karen! Here are a few more: 1) More than 10 people — Hooray!; 2) If someone in the community is adding no value or being obnoxious, you can (nicely) kick them out; 3) You can circle back and ask follow-up questions; 4) THEY can circle back and add additional thoughts that occurred to them after the “event”; 5) It’s easy to search the community for content; 6) Cost-effectiveness — one month of a community, with 8-12 separate projects, is less expensive than 2 focus groups. I’ll stop now. :)

  2. Happy employees working for great companies deliver better results. Online communities are the way to go. Congratulations!

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And the Best (Big) Picture Award Goes to…Pepsi

I live for awards season. I love the Golden Globes, honestly believe the SAG Awards really do mean more, and [deep sigh] swoon over the Oscars. It is in the spirit of film awards, that I offer you some 2010 Super Brand Awards:

I live for awards season. I love the Golden Globes, honestly believe the SAG Awards really do mean more, and [deep sigh] swoon over the Oscars. It is in the spirit of film awards, that I offer you some 2010 Super Brand Awards:

Best Actor: Domino’s Pizza
I know that the idea to address consumer complaints in ads has been polarizing, but I’ve loved every minute. You’re advertising that you’ve changed; you’re listening to your consumers; you’re advertising that you’re listening. You’re so Meta—the Daniel Day-Lewis of pizza.

Best Supporting Actress: Diapers.com
You’re the new exemplar of online shopping. The selection! The free shipping! You’re the picture of flexibility, versatility, and consistency. You remind me of a young Amazon.com.

Best Director: The International Red Cross
Your “text ‘Haiti’ to 90999” campaign provided individuals an easy and affordable way to help victims of the earthquake. You harnessed the power of social media and of mobile devices to create change. Your work will be copied, but I doubt it could ever be out done.  Mmmmm… the “Avatar” of philanthropy. 

Best (Big) Picture: Pepsi
Kudos, Pepsi! When other, less innovative, brands are spending an exorbitant amount to advertise during the Super Bowl, you’ve made a bold move and decided to end your 23-year run as a big game advertiser. Instead you are using $20 million marketing dollars to listen to and better the lives of your customers. You’re the advertising equivalent of De Niro in ‘Raging Bull.’ Bravo!

One Response to “And the Best (Big) Picture Award Goes to…Pepsi”

  1. Despite distancing myself from the Oscars after the shameful decision to increase the number of nominated films for Best Picture from 5 to 10 (really, double?), I’d like to cast a vote for:

    Best Original Screenplay: Will It Blend by Blendtec – captured my heart with their crushing campaign of introducing a new ingredient (iPods, baseballs, video cameras and more) to their blender blog daily. http://www.blendtec.com/willitblend/

    Best Adapted Screenplay: Intel – the good folks of Intel have effectively given a personality to their inanimate product with their latest campaign. The ‘Our Rockstars Aren’t Like Your Rockstars’ series proved equally poignant in several mediums from TV to print, no simple task. http://www.youtube.com/watch?v=jqLPHrCQr2I

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TV in the ’10s

It sounds like 3D TV was the big hit at this year’s Consumer Electronics Show, but I’m still wondering about content…

One day in ‘09, after paying a hefty cable bill, I flipped through my channels and came up with nothing. I went through my DVR queue, nothing. I wondered, “What did I just pay for besides the Internet?”

It sounds like 3D TV was the big hit at this year’s Consumer Electronics Show, but I’m still wondering about content…

One day in ‘09, after paying a hefty cable bill, I flipped through my channels and came up with nothing. I went through my DVR queue, nothing. I wondered, “What did I just pay for besides the Internet?”

Soon after that I began researching my pay TV alternatives. It’s not that I didn’t want to pay. I just didn’t want to pay so much for so little. While facilitating one of our communities I discovered a thread between two members who had the same frustration. One member recommended Roku—the streaming Internet device that connects to your TV. I mail-ordered one and when it arrived, a whirlwind romance began.

It started with a marathon of the first three seasons of Miami Vice (click here for my analysis). Then I found out why so many of my friends are obsessed with Lost. After that I worked my way through the Ken Burns documentaries, but the passion eventually fizzled as I ran out of instant Netflix titles.

I didn’t want to do it, but I went back to my old standby—network TV. At first it was comfortable and familiar, but after awhile became too predictable and the commercials started to annoy me again. Then I went back to Roku and had a fling with Amazon Video On Demand. After paying $1.99 per episode of the first season of Fringe, I ended it. Now it’s 2010 and I’m back with the old ball and chain—cable TV.

I have to say that all of this has left me bitter about the future of TV. Will we ever be able to truly customize our TV experiences?

2 Responses to “TV in the ’10s”

  1. Nicole Adriance says:

    I love this post Mike! I have the same frustrations with TV and long to truly customize my TV experience. Why does the guide show me all the channels – even the ones I don’t get, leading me to click on channels just to be greeted with a ‘no access’ message? Why is it that when I do a search to record shows on DVR it does not give me the option to select the HD channel resulting in the future dissapointment of discovering I accidentally recorded the non-HD version? Why can’t I do a search to find my favorite channels? I can never find HGTV or FitTV without slowly scrolling through each channel looking for the correct acronym.

  2. Thanks, Nicole. I suspect a lot of people share our frustration. We’re so used to customizing our music experiences through iTunes that we now expect it from TV. I guess time will tell when it comes to the future of TV…

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An Open Letter to Restaurateurs:

Over the holidays I spent a lot of time in restaurants. I went to everything from fast-casual to white-table-cloth establishments, and I found that all of them were all but ignoring one important group of customers – children.

I know what you are thinking: Why aren’t you going to those “kid friendly places” that have the clowns and balloons and video games? Isn’t that where parents go? My answer: Have you been to one of these little corners of Hell? Ok, maybe that’s a little harsh, but I am an adult and I want to have a clown-free evening! Can’t I do that and still have my child enjoy the experience?

Over the holidays I spent a lot of time in restaurants. I went to everything from fast-casual to white-table-cloth establishments, and I found that all of them were all but ignoring one important group of customers – children.

I know what you are thinking: Why aren’t you going to those “kid friendly places” that have the clowns and balloons and video games? Isn’t that where parents go? My answer: Have you been to one of these little corners of Hell? Ok, maybe that’s a little harsh, but I am an adult and I want to have a clown-free evening! Can’t I do that and still have my child enjoy the experience?

An article in The New York Times touches on this quandary as it tells the tale of a group of Brooklyn moms who were banned from going to a local bar with their kids. Though I am talking about restaurants rather than bars, one of these moms made me think when she said, “[Going to this bar is] one way of denying that your youthful exploits come with a shelf-life… Psychologically, you feel like, ‘Oh, my life hasn’t changed that much.’”  So I’ll admit it, maybe I am still going to all the same restaurants that I went to before my three year old was born because I don’t want to admit that things have changed that much. But should they have to? Can’t restaurants do a little better job servicing our kids (and their parents)?

So, restaurant owners out there, I have some suggestions and observations that I would like to share:

Rethink your kids’ menu. If you had kids or were thinking about them, you would know that everything needs to have a fancy made-up name (think “super princess burger” not “hamburger”). And don’t be afraid to veer from the old standbys. The happiest my daughter ever was at a restaurant was the time she was able to order a “chocolate sandwich” from the menu. It was simply Nutella on toasted honey wheat bread, but she stared at it in awe and quietly ate the entire plate-sized sandwich without a single peep for 20 minutes. If this restaurant was local I would go there once a week.

Crayons are nice, but can you mix it up a bit? We went to a restaurant last year that brought over “Wikki Stix” when we were seated (for those of you unfamiliar – click here). They even let my daughter pick her favorite colors and brought extras when she had used all of her initial set. She was entertained for the entire meal and I was blown away. And how simple was that little idea? We now go to that restaurant at least monthly.

Kids are customers too. I can’t tell you how many times I have been in a restaurant where the waiter completely ignores my child. I am not expecting them to tell me how cute they think she is (even though she really is cute), but it would be nice if you said hello to her when you were greeting us. And can you work with me on when you are delivering my child’s food? I know best when it should come, and believe me it changes with every meal, so involve me — and for the love of god don’t bring me scalding hot food! Let me tell you my friend, that is one quick way to lose your tip and our business. For good.

So, long story short, Mr. and Mrs. Restaurant Purveyor; I want you to think about kids and their parents. We are an important and underserved target. And if we are going to spend our hard-earned, disposable income in this economy, we are going to choose the restaurants that are doing it right and leave the plain hamburgers, crayons and scalding hot fries behind.

6 Responses to “An Open Letter to Restaurateurs:”

  1. Karen Barone says:

    Jen,
    I totally agree with you and those insightful women from Brooklyn. We have found a GREAT adult/KID-friendly restaurant: GASLIGHT in the South End.
    I know. I know. It seems impossible, but it’s true. The food is incredible, there’s parking (!!!!!!!!!) and they’re totally cool with kids. They don’t offer toys/crayons/whatnot, but they don’t mind if the table gets crowded with the ones you bring from home. Not perfect, but it’s a start. (Did I mention the parking?)

  2. Jen,
    you rule! As the father of three children, 1 small, 2 not so much anymore, I hear you sister.
    I will share your blog with our 6 restaurants and who knows, Wikki Stix may be coming to a small French/Mediterranean Bistro/Brasserie or American Bistro near you soon!
    Thanks for continuing to dine out in this troubled economy.
    By the way, in my 30 years of business, I have never fielded a complaint regarding and unruly child patron. Wish I could say the same for all of my adult patrons.
    Please feel free contacting me directly with any comments or requests.
    Jeffrey Gates
    Partner
    Gaslight Brasserie du Coin
    Aquitaine Group
    jgates@aquitainegroup.com

  3. Jen Maltby says:

    Thanks Jeffrey, and you make an excellent point about this troubled economy. It’s really never been more important to pay attention to all your patrons. Keep up the great work and see you at Gaslight soon!

  4. Jani Fraga says:

    Jen,
    I love this entry, and as an ex-waitress, I can completely relate. Although the restaurant I worked at appeared to have an age limit, we had an arsenal of children’s books, crayons, and etch-a-sketches on stand-by for our high-chaired guests. The kids’ menu had a contest every year for the little artists to submit their best drawings of the kid cuisine, and some were featured in the menu. do-it-yourself ice cream sundaes and a good-bye balloon always seemed to leave a sweet impression.

    I always felt that in order for the parents (and myself) to have a stress-free experience, the kids were always key. “appetizer-soup-salad” timelines were modified to “appeI WANT MY HOT DOGtizer-soup-salad” … or any other customized randition :)

    Although I have no kids of my own (yet) I would love to hear more about kid-tested, mother-approved spots to go with my friends and their little ones!

  5. Erin (Giroux) Antonellis says:

    As a veteran of the restaurant industry I have seen the best and worst case scenarios of children dining out. For the most part I didn’t agree with parents bringing their children, strollers, diaper bags, toys, CHEERIOS (you will find Cheerios for weeks after) etc. out on weekend night at a busy restaurant. It didn’t seem like the right place or right time for children. This could have been because it was mid-July on Martha’s Vineyard or the fact that I was a selfish twenty-two year old (I am guessing it was me!).

    As I think back I completely disregarded the fact that with every child is a couple of parents who are people too. They want to enjoy a night out, a vacation and God forbid each other! It wasn’t until my friends started having kids that I became the biggest supporter of our favorite couples keeping things status quo and not wanting their “youthful exploits to come with a shelf-life”. I still want to hang out with my best girlfriends and our favorite wine-loving couples with or without kids.

    So why can’t we have our cake and eat it too? Mr. Gates makes a very good point – no one is really going to complain about a child patron. For the most part parents that take their children out to a nicer “non-kid-friendly / corner of hell” restaurant come prepared (toys, extra bottles, books etc.). So in these tough times why not open your doors to these parents and welcome them with Wikki Stix and Princess Burgers because after all…their money is green too!

  6. Jen Maltby says:

    Erin,
    So well said; and you bring up a really interesting point that I didn’t consider. Often times when my husband and I go out with our child it is with other couples. So you aren’t just losing our $ when you under-serve us, you’re losing theirs. Something to think about.
    Thanks for the comment!

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Shaken, Not Stirred

At approximately five p.m. on any given Friday you’ll find me paying homage to ‘Happy Hour’. According to the Distilled Spirits Council of the United States’ 2008 Industry Review, I’m not alone; off-premise spirits volume — alcohol purchased in liquor stores — increased by 2.9 percent from the previous year.

While most of the American economy is bottoming out, it’s bottoms up for the alcohol industry. Is it a surprise the sorcerers of spirits have invested heavily in helping remind you to bring a bottle of their booze home with you?

At approximately five p.m. on any given Friday you’ll find me paying homage to ‘Happy Hour’. According to the Distilled Spirits Council of the United States’ 2008 Industry Review, I’m not alone; off-premise spirits volume — alcohol purchased in liquor stores — increased by 2.9 percent from the previous year.

While most of the American economy is bottoming out, it’s bottoms up for the alcohol industry. Is it a surprise the sorcerers of spirits have invested heavily in helping remind you to bring a bottle of their booze home with you?

Open the commercial cabinet and drink these down if you would:

  • Beginning with bagpipes, Johnnie Walker walks through his history, from barrel one to the bevy of distinct labels featured today.
  • Similarly, Jack Daniels shares the long-standing stylings of ‘The Old No. Seven’, pushing you to ponder the sentiment behind its symbol.

Leaving our collective love for liquor on the shelf, how are these spots quenching consumers’ thirst?

There’s something distinctly deliberate in the buzz poured by both; tales told of a storied history of the sultans of shot, decades of delivering a now familiar formula. Both ads place a particular emphasis on pointing out the classic cache of their respective brands, providing some solidarity in otherwise shaky times.

Simply put, there’s something calming in continuity.

These ads speak to more than a consumer’s drive to drown their distress; in a time where volatile economic conditions cause consumers to question their sense of control over their lives, the bottlers of brown liquor offer an opportunity to keep at least one thing static.

Told under the guise of tradition, both ads suggest a sound understanding of the current consumer mindset, placating our desire to keep things simple – effectively stirring consumers’ shaken emotion with sweet stability in every sip.

As you head home or to a Happy Hour near you, join me in raising a glass in honor of the weekend!

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Are Your Customers Responding or Sharing?

I’m a member of a consumer research panel. I get emails about once a month asking me to respond to a survey or two from a well respected management consulting firm. The surveys are about 25–30 questions in length and take about fifteen minutes to complete.

I respond to their questions but must admit: I kinda tune out after about question twelve, especially when it sounds an awful lot like question seven. And then I begin wondering why they’re asking this in the first place; what am I gonna have for lunch; and what really is the difference between “somewhat agree” and “somewhat disagree”?

I’m a member of a consumer research panel. I get emails about once a month asking me to respond to a survey or two from a well respected management consulting firm. The surveys are about 25–30 questions in length and take about fifteen minutes to complete.

I respond to their questions but must admit: I kinda tune out after about question twelve, especially when it sounds an awful lot like question seven. And then I begin wondering why they’re asking this in the first place; what am I gonna have for lunch; and what really is the difference between “somewhat agree” and “somewhat disagree”?

On this panel I’m a respondent. I’m not me. I don’t open-up. I’ll click the box; drag-and-drop my response; or rate the following on a scale of 1–5 all day long. However, at the end of the survey, the esteemed consulting firm won’t know me any better than they did before I took their survey. They will know my responses. And while I’m trying my best to tell the truth with each response, I feel like I’m doing a terrible job at it. I feel like a subject in a study, not like myself.

My experience as a respondent (and seemingly like the experiences of others) begs a pretty important question for this consulting firm. Are your findings from your research actually right? While they may be “statistically significant,” “nationally representative,” or “projectable” they may not be “true.” And that’s a problem… a pretty big one.

So maybe the question is not, “how ‘statistically significant’ is the data?” but “how ‘personally significant’ is it?” Are people opening up and sharing their intimate thoughts and emotions or are they simply responding to what you’re asking?

I feel like I could be a lot more helpful to the consulting firm (and their clients) if we had a conversation. If I knew someone was listening and not just crunching my data. If I could share ideas with other like-minded people and build on theirs. If the conversation were facilitated by someone who cared what I had to say rather than presented as a forced set of questions.

Instead, the panel company, the consulting firm and their clients keep me at a distance—only asking what they want to know, how they want to know it. They have my data points to point to but they don’t have me. They aren’t engaging me. And as a result, they don’t know me. 

So ask yourself, do you really know your customers, or do you know their data points? Are you treating them like respondents or like people you want to get to know?

One Response to “Are Your Customers Responding or Sharing?”

  1. Praz says:

    Interesting post, I think the Online Panel Industry is going through a revolution of sorts (who isn’t?) with Social Media becoming more and more mainstream. I’ve long argued that simply “asking” people questions in a more siloed manner rarely gets accurate or “rich” results.

    The sentence below perfectly captures the sentiment here.

    “On this panel I’m a respondent. I’m not me. I don’t open-up. I’ll click the box; drag-and-drop my response; or rate the following on a scale of 1–5 all day long. However, at the end of the survey, the esteemed consulting firm won’t know me any better than they did before I took their survey”

    When the dialogue and conversations is 1 way people KNOW they are a mere figure or stat, that their “responses will be grouped with those of other people so they won’t be recognized” which in turns somewhat defeats the purpose of Social Media and Communities as this field is a) about recognition and the having your voice heard by joining the conversation and 2) they’re in it just for the incentives.

    Also love this point here: “So maybe the question is not, “how ‘statistically significant’ is the data?” but “how ‘personally significant’ is it?”

    In our obsession with “methodology”, we’ve started to over-look the basic art of listening to what people are talking about already. Are you more likely to get richer insights from a 1-way Online Survey with Respondents? Or from a Community of people who use the product, and are either advocates (or “haters”) of it? I’d personally say the latter!

    I’ll be sharing this on my blog too….thanks for a interesting read,

    Regards,

    Praz

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A New Day for Market Research

It feels a little different now, something is in the air. Now, people can’t get enough of customer insights, it’s the connective tissue in the body of business growth. It used to be that market research was this staid, project thing—have a question? Do a study! That just doesn’t work in today’s marketplace where customer attitudes and behaviors quickly become outdated, as markets and needs move at the speed of light.

It feels a little different now, something is in the air. Now, people can’t get enough of customer insights, it’s the connective tissue in the body of business growth. It used to be that market research was this staid, project thing—have a question? Do a study! That just doesn’t work in today’s marketplace where customer attitudes and behaviors quickly become outdated, as markets and needs move at the speed of light.

Last week, I saw two things that made me really excited to be in the customer insights business. First, colleagues who attended the ARF Research Transformation initiative meeting in early November relayed some quotes from a speech made by ARF CRO Joel Rubinson, like this one:

“…marketers must become fast learning organizations. Researchers need to become agents of change to help the organizations they serve transform in this way. Such organizations realize that great ideas can come from anywhere and that there is shared control with consumers. To serve such organizations, the researcher’s role, must expand beyond measurement to also listening for the unexpected in order to inspire the organization.” (My emphasis was added.)

Inspiration!! Yes!! Inspiring takes things to a whole new level, and really, if businesses are serious about customer centricity, shouldn’t the customer be the muse? Isn’t this the way for insights to be strategic and game-changing—not just gathering dust in a binder on the shelf?

Then, to further add to this feeling there’s something big happening… BCG published a study stating that nearly 90% of blue-chip companies aren’t fully leveraging their market research functions because they are simply order takers instead of strategic partners generating breakthrough insights. In the best companies, researchers can answer the “so what” in a meaningful way and provide senior executives with perspective critical to their decision making. Wake up people! It’s time to seize the day!

Given the rapid growth of online market research, especially customer communities, (which according Forrester Research analyst Tamara Barber, is only going to continue to gather steam), there is a huge opportunity for customer insights professionals to get a seat at the C-table. They can have a connection to the voice of their customer (or non customer as the case may be) at all times. They have a listening channel to hear the unexpected—new, fresh, ever-changing perspective, to impact their business decisions both large and small. They can “bring it” every day.

I think we are at an inflection point in our industry; it’s time for transformation to take hold and bring about this new order for market research—customer insights are going to be the lifeblood for organizations that want to thrive in continuous change. (We recently did a webinar which talked about the change in thinking that’s needed for 21st century market research, and how insight communities can meet these needs; listen to the full session here.) Are you seeing this too? What do you think needs to happen to make researchers the “agents of change” in this new business order?

12 Responses to “A New Day for Market Research”

  1. Ken says:

    Great post Debi. Terrific content and writing. A must read.

  2. Randy says:

    Good insight! I’ve seen so many companies not leverage project results to their fullest. Plus mkt research groups within co’s are too dug into the weeds these days. There needs to be a layer of customer insight pro’s who are the trend spotters, and communicate to c-level. You can’t be digging through the weeds of SPSS, AND spotting the trends, AND pulling the slides together, AND working with c-level on “what’s actionable” on a daily basis.

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  4. Amen. Market research is dead. Long live the fast learning marketer…

  5. Rachel Happe says:

    Great post Debi -

    I couldn’t agree more and actually I see the secret sauce of all communities being very actionable, real-time, insights. The companies that use their communities to do this will have huge advantages if they can figure out how to quickly roll insights into corporate operations. Of course, all of that is predicated on being able to build robust communities… and that is not small feat and a barrier for many companies at the moment.

    Carry on with the great work you guys do :)

    Rachel

  6. Right on Debi!

    I think what you are driving at is also a corollary of the relationship development aspect of social media and leveraging communities for customer insight. Good insights SHOULD come from good relationships. As we move past the era of mass marketing and into the one of social connectedness at scale, the insights the marketer can get through customer relationships provide a real opportunity to listen to the customer at scale…

    To use one of those old SAT-like analogies, perhaps as Traditional Market Research was to Mass-Marketing, Customer Communities will be to Social Media Marketing…

  7. Absolutely agree – these are exciting times. Too often still corporate researchers are excluded from key strategic meetings where they can get a full understanding of the issues. Cross-functional teams (always including a researcher) are the most effective way for companies to get a holistic perspective of the issues/opportunities and work towards a common goal. In the less progressive companies there is a disconnect between product development, brand management, marketing, sales, and customer service – driven by turf wars and inefficiencies. The researchers I know are intelligent and creative, fully capable of evolving with the times, but they need the support of the top executives. Sometimes a change in structure (and accountability) needs to come before a change in thinking occurs.

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  9. Debi Kleiman says:

    Great comments! Thanks! I am so excited to see the energy around this topic.

    It is about speed and actionability that leads to increased relevance – the holy grail of insight right Rachel? We’re digging deep for it every day, lucky to have amazing curious clients. Thanks. :)

    I agree Cathy, a change in structure could help the mindset shift. I think c-suite says they want insights but then doesn’t make it a priority to go to the source or make it a continuous feed. I think there’s something in the way insight gets served up in organizations that can make all the difference too. It needs to paint a picture, tell a story – inspire!

    So true David, and it creates huge possibilities to learn even more than ever before. It’s a true shift and the market researchers that harness it and recognize the value in these new relationships, rather than getting hung up on the technicalities, I think, are going to be the leaders going forward. Love your analogy!!

    Randy, it’s interesting to think that maybe there needs to be a “translator” skill set for insight pro’s –or a strategy layer on top to help bridge the divide to executives day to day decision making and what they are learning with consumers. Another idea — how about if executives incentives were aligned with how well they truly “get” their consumers. Could there be a measure for this?

    What else? Tell me more of what’s on your mind here…

  10. Barbara Bix says:

    Hi Debi,

    Couldn’t agree with you more–yet so few B2B businesses gather market insights as a regular part of their daily operations. Sure, Sales is out there with prospects and customers but they don’t have the time–and aren’t financially motivated to share to disseminate what they learn–with the rest of the organization.

    It was interesting to note that Pragmatic Marketing’s recent survey noted that product managers are working hard on product roadmaps and marketing requirements–yet are spending very little time with prospects, customers or marketing research. It makes one wonder how they get products and communications right.

    Perhaps they’re not. I just sat in on a Marketing Sherpa presentation that said that getting the message right is a key concern for B2B businesses–so I hope they do start taking advantage of social media venues to get easier access to customer insights.

    That said I think the trend is moving in the right direction. With growing interest in web analytics, marketing automation, etc., companies see the impact customer insights can make–and that dearly held assumptions about customer preferences are not always valid.

  11. foibles says:

    speed and actionability indeed. It’s important to be agile. Tools for tracking raw trends and sentiments ‘in the wild’ have a use but they are often crude because the data hose is so fat and noisy (think: Twitter). Polling and surveys still have a place at the table, albeit adjusted for new media platforms. zoomerang’s facebook app comes to mind as one tool for fast action.

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Health and Health Care: What I am thankful for this year

If you have been watching the new TV show V, then you know there has been some discussion lately about Universal Health Care. I would not pretend to know as much about the subject as V leader Anna or ambitious newsman Chad (played by Scott Wolf), but I do have some thoughts about health care reform that stem from personal experience.

If you have been watching the new TV show V, then you know there has been some discussion lately about Universal Health Care. I would not pretend to know as much about the subject as V leader Anna or ambitious newsman Chad (played by Scott Wolf), but I do have some thoughts about health care reform that stem from personal experience.

Over the past few years I have watched someone close to me battle a difficult form of cancer. Despite an initially grim prognosis, he has been the beneficiary of a number of cutting edge developments in cancer treatment (including the CyberKnife™ radiation treatment, now being hyped in Boston TV ads). As a result, he has been able to exceed survival expectations and has maintained a high quality of life. It seems that as one treatment starts to become ineffective, another comes along. This is a testament to the strength of medical technology development. I watched someone else wage the same fight 22 years ago. But these options were not available then, and the results were very different. 

But as great as the advances in the technology element are, what strikes me more is the improvement in the human element of how patients are treated. In 1997, I was hospitalized and had never before endured such a frustrating and horrible experience (with the possible exception of that time in Newark). But today, in the very same hospital, it has totally changed.

A large part of this may be due to the passage of the Patients’ Bill of Rights in 2001. But, I also believe part of it is due to medical professionals actually listening to their patients and taking them seriously, more like customers. Patients and their loved ones are treated with more dignity and respect, and are provided with better resources for coping. This is as important as the treatments themselves, because the stress levels are so high for patients and their families, and every little thing has a significant impact.

So this Thanksgiving, I give thanks for what is good in our health care system. I know that there is a lot that needs to be changed, but I hope these trends in the system are not affected. They represent the best parts of it.

One Response to “Health and Health Care: What I am thankful for this year”

  1. heather c says:

    i took care of my father-in-law the last year of his life, which included a 2&1/2 month hospital stay in the VA hospital. i know exactly what you are talking about about. thank god for the patients’ bill of rights, which i had to bring up several times.
    i think a government option that competes with privately owned insurance companies would be a good thing. after all, if it isn’t competetive, no-one will want it.
    private insurance companies and drug companies already charge people a fortune, and in some cases, won’t pay for life-saving treatments. it should be regulated. power companies are regulated. construction companies are regulated. doctors are regulated. banking will be more regulated, so that the powerful and greedy can no longer steal from the nation, and loot their workers’ retirement funds.
    i think competency and compassion are what is lacking overall in the insurance industry as a whole, and a little regulation may be the solution.

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