...Customer Service Excellence: How to Win and Keep Customers Providing customer service excellence is what will keep your customers coming back. Customer service excellence will give you the competitive advantage you need to survive in a tough and increasingly uncertain business climate. In today’s customer-oriented business environment, "people skills" are critical for personal and organizational success. How you handle your customers can directly affect your individual goals as well as your team’s and company’s performance. This customer service training seminar gives you the skills you need to communicate professionalism, gain respect, enhance customer relationships and secure an overall competitive advantage through customer service excellence. How You Will Benefit • Deliver better, faster service and increase customer satisfaction • Learn how to gain repeat business • Know what customers expect • Increase your credibility with customers—and your value to your organization • Manage stressful situations more effectively • Recognize the signals of customer irritation—and how to respond appropriately and assist in quickly finding a workable solution to your customer’s problem What You Will Cover • The benefits of excellent service • Focusing on customer service success • How customer service creates revenue • Why customer satisfaction is based on perceptions • Focusing on customers’ top two expectations...
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...Customer service excellence Introduction Organizations are increasingly beginning to recognize that to deliver superior service they must instill a sense of pride in their internal customer (employees) and motivate them. How to influence employee behavior through internal marketing is very important for organization get success in the external marketing. However, now economic environment means that it is something no company can afford to ignore (Mortimer, 2011). This essay will be evaluating the role of internal marketing in ensuring the delivery of excellent customer. And suggest ways in some companies like TESCO, Enterprise and FedEx can successfully engage and motivate staff. Such as: internal communication, empowerment, and motivation. Also discusses the relationship between internal marketing and internal marketing, and how does it could enhance the external marketing. Internal marketing Internal marketing is a means of involving staff at all levels in effective marketing programmers by enabling them to understand their role within the marketing process (http://www.slideshare.net/engineer_Sood/internal-marketing-presentation). A key premise underlying Berry’s (1981) ‘employees as customers’ concept in internal marketing is that similar to external customers, internal customers desire to have their needs satisfied (Ahmed and Rafiq, 2003: 1177). Internal marketing theories state that the business emphasizes the importance in employee need satisfaction, and approaches...
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...Chapter 9 Achieving Operational Excellence and Customer Intimacy: Enterprise Applications Video Cases Video Case 1a: What Is Workday: Enterprise Software as a Service (Saas) Video Case 1b: Workday: Mobile Solutions for iPad Video Case 2: Evolution Homecare Manages Patients with Microsoft CRM (2011) Video Case 3: Sinosteel Strengthens Business Management with ERP Applications (2008) Instructional Video 1: Zara’s: Wearing Today’s Fashions with Supply Chain Management 6.1 Copyright © 2014 Pearson Education publishing as Prentice Hall Management Information Systems, Global Edition Chapter 9: Achieving Operational Excellence and Customer Intimacy: Enterprise Applications LEARNING OBJECTIVES • Describe how businesses use enterprise systems to achieve operational excellence. • Explain how supply chain management systems coordinate planning, production, and logistics with suppliers. • Describe how customers relationship management systems help firms achieve customer intimacy. • Explain the challenges posed by enterprise applications. • Describe the new technologies used by enterprise applications. 9.2 Copyright © 2014 Pearson Education Management Information Systems, Global Edition Chapter 9: Achieving Operational Excellence and Customer Intimacy: Enterprise Applications Enterprise Systems • Enterprise Systems – Enterprise resource planning (ERP) systems – Suite of integrated software modules and a common central database – Collects ...
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...TABLE OF CONTENTS |S/NO. |DESCRIPTION |PAGE | | | | | | |Executive Summary |2 | | | | | |1.0 |Company Profile |3 | |1.1 |Our Services |3 | | | | | |2.0 |Market Research |4 | |2.1 |Market Analysis |4 | |2.2 |Competitors |5 | |2.3 |SWOT Analysis |6 | | | ...
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...Measuring Business Excellence Sustaining and transferring excellence: A framework of best practice of TQM transformation based on winners of Baldrige and European Quality Awards Ian McDonaldMohamed ZairiMohd Ashari Idris Article information: To cite this document: Ian McDonaldMohamed ZairiMohd Ashari Idris, (2002),"Sustaining and transferring excellence", Measuring Business Excellence, Vol. 6 Iss 3 pp. 20 - 30 Permanent link to this document: http://dx.doi.org/10.1108/13683040210441959 Downloaded on: 16 October 2015, At: 16:13 (PT) References: this document contains references to 10 other documents. To copy this document: permissions@emeraldinsight.com The fulltext of this document has been downloaded 1354 times since 2006* Downloaded by Anglia Ruskin University At 16:13 16 October 2015 (PT) Users who downloaded this article also downloaded: Masood Abdulla Badri, Hassan Selim, Khaled Alshare, Elizabeth E. Grandon, Hassan Younis, Mohammed Abdulla, (2006),"The Baldrige Education Criteria for Performance Excellence Framework: Empirical test and validation", International Journal of Quality & Reliability Management, Vol. 23 Iss 9 pp. 1118-1157 http://dx.doi.org/10.1108/02656710610704249 Tito A. Conti, (2007),"A history and review of the European Quality Award Model", The TQM Magazine, Vol. 19 Iss 2 pp. 112-128 http:// dx.doi.org/10.1108/09544780710729962 S. Wongrassamee, J.E.L. Simmons, P.D. Gardiner, (2003),"Performance measurement tools: the Balanced...
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...DEFENSE ACQUISITION REVIEW JOURNAL Joint Strike Fighter Courtesy of Lockheed Martin Corporation 172 Report Documentation Page Form Approved OMB No. 0704-0188 Public reporting burden for the collection of information is estimated to average 1 hour per response, including the time for reviewing instructions, searching existing data sources, gathering and maintaining the data needed, and completing and reviewing the collection of information. Send comments regarding this burden estimate or any other aspect of this collection of information, including suggestions for reducing this burden, to Washington Headquarters Services, Directorate for Information Operations and Reports, 1215 Jefferson Davis Highway, Suite 1204, Arlington VA 22202-4302. Respondents should be aware that notwithstanding any other provision of law, no person shall be subject to a penalty for failing to comply with a collection of information if it does not display a currently valid OMB control number. 1. REPORT DATE 2. REPORT TYPE 3. DATES COVERED 2004 4. TITLE AND SUBTITLE N/A 5a. CONTRACT NUMBER 5b. GRANT NUMBER 5c. PROGRAM ELEMENT NUMBER The Lean Enterprise-A Management Philosophy at Lockheed Martin 6. AUTHOR(S) 5d. PROJECT NUMBER 5e. TASK NUMBER 5f. WORK UNIT NUMBER 7. PERFORMING ORGANIZATION NAME(S) AND ADDRESS(ES) Office of the Under Secretary of Defense for Acquisition Technology & Logistics 9820 Belvoir Road Fort Belvoir, VA 22060-5565 9. SPONSORING/MONITORING AGENCY NAME(S) AND ADDRESS(ES)...
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...Cost-effective service excellence: lessons from Singapore Airlines Singapore Airlines is well known as a paragon of in-flight service. It is also a remarkably efficient and profitable airline and has been for decades. Loizos Heracleous, Jochen Wirtz and Robert Johnston explain how it combines service excellence with cost effectiveness. Singapore Airlines (SIA) has achieved the Holy Grail of strategic success: sustainable competitive advantage. It has consistently outperformed its competitors throughout its 30-year history. In addition, it has always achieved substantial returns in an industry plagued by intermittent periods of disastrous under-performance (see Table 1). Cost-effective service excellence: lessons from Singapore Airlines SIA has done this by managing to navigate skilfully between poles that most companies think of as distinct – delivering service excellence in a costeffective way. SIA’s awards list is long and distinguished. In 2002 alone it won no less than 67 international awards and honours including “best airline” and “most admired airline” in the world in Fortune’s Global Most Admired Companies survey. Spring 2004 q Volume 15 Issue 1 Business Strategy Review 33 Since Michael Porter’s influential suggestion that differentiation and cost leadership are mutually exclusive strategies and that an organisation must ultimately choose where its competitive advantage will lie, there has been fierce debate about whether a combined strategy can be achieved...
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...Michael Lance Professor: Matt Keogh The four competitive strategies are Operational excellence, New products, Services, and Business Models, and Customer and Supplier Intimacy and Improved Decision making. In the company I work for operational excellence and the use of information systems and technology is what has kept us in business. Operational excellence is trying to perfect a company’s efficiency and maximize profits in an ever changing market and environment. Also in the company I work for and have worked for now for 27 years there has been great changes in Services and business models more than new products. When servicing customers the company uses the internet for sales and letting customers know what inventory is available to them where in the past there had to be phone calls to marketing to know what was available. Also technology has replaced human decision making and know computers make all decisions. With all the Information and technology changes the company has become totally changed for the better in profits and production and customer service. Once again addressing customer and supplier intimacy has improved greatly over time with information systems and technology by using internet services so that customer can see inventory they need without having to call a company to see what is available. With these kinds of information systems in place for easy use by customers they will always come back to you. If a business today does not use up to date technology...
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...The Key to Performance Excellence The current business environment is as dire as it has ever been. The economy has created a customer base that is choosy and critical. In order to succeed in this chaotic environment, companies have to compete for business. A high-quality business must be committed to performance excellence. Employees must have clear performance standards, receive the proper training and be innovative. In order to maintain performance excellence, the organizational leadership must be both inspiring and supporting. Mangers must also remain focused on planning, both short and long term. The organizations customers must become a top priority and their satisfaction must be a constantly calculated metric. The last required constant is performance measurement and analysis. Performance excellence is a multifaceted approach that encompasses leadership, strategic planning, customer focus, measurement and analysis. Leadership is such a hard commodity to find in adequate supply. So few individuals are inspirational to their people; they don’t lead by example. “Research has unequivocally demonstrated that when leadership inspires trust and confidence in the future, and managers recognize and respect employees, ensure they are growing and developing, and match them to assignments for which they are well suited, employee engagement is higher” (KINEXA). The majority of people will follow a leader that exemplifies the mission oriented posture and selfless motives of...
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...CASE 20: THE BROADSTRIPE SERVICE GUARANTEE By Hazel Li Wen Zhou #500566924 Sec. 021 Submitted To Prof. Howard Muchnick Ted Rogers School of Hospitality and Tourism Management in partial fulfillment for the requirements for HTH 102 Service and Professionalism October 31st, 2013 Ryerson University The Broadstripe Service Guarantee Customer service is an important factor to increase sales in almost all industries. Broadstripe, a small provider of cable, Internet, and phone services saw it as a solution to increase sales as their company was filed for bankruptcy protection in early 2009. To improve the customer service experience, Tony Lent, Chief Commercial Officer at Broadstripe, launched a 60-day MBG offering both new and existing Broadstripe residential customers 60 days to test the cable provider’s services (Wirtz, Chew, & Lovelock, 2012). This service guarantee had received excessive amount of positive feedbacks from both new and existing customers which led the company to have earned $162 million in revenue. The company achieved great success due to the improved customer service experience. A well-designed service guarantee has a huge impact on a firm’s service employees, operation current and potential customers and on marketing and sales. Firstly, service employees are extremely important to the company. They are the core part of the product, representatives of the service firm, brand ambassadors, affect sales, and determine productivity...
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...advancement is concerned. Wipro is a global IT services company that provides Consulting, Business Process Outsourcing, Business Technology Services, Enterprise Application Services, Infrastructure Management, Testing, Product Engineering, Engineering Design and Product Support. Its services are spread across a range of strategic domains. It is the first CMMi Level 5 certified software services company and the first outside USA to receive the IEEE Software Process Award. However, when Wipro was formed as a vegetable oil refining company in 1947 the dramatic change in the company’s industry dynamics could only have been predicted considering the fact that it was always reinventing itself. Now, after three decades in the IT industry, backed with unmatched technical expertise and insights, it has maintained the highest levels of compliance and quality that go with the changing times and technologies. Our knowledge investments are backed by years of R&D and have led to the creation of labs and ‘Centers of Excellence’ that have produced innovative solutions. Wipro’s Quality Policy & Quality Management System As the world’s first SEI CMM Level 5 company, Wipro endeavors to deliver reliability and perfection to customers by maintaining high standards in service offerings and products, as well as internal processes and people management. It believes that business success and market leadership comes through innovation and a culture of excellence driven by our total quality management...
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...causes of service failure and determine what service recovery strategies could be taken by the hotel. This essay first gives the brief introduction of service excellence and service failure, and identifies the causes of service failure in this case study. Then, it will apply the concepts of service recovery into the hospitality industry, and come up with some solutions according to the theories. At last, the essay will evaluate the contention that service failure whether can be recovered or not. In order to get a better understanding of the case study, this paper begins with the brief introduction of service excellence and service failure that in relation to the provision of hospitality services. Service excellence is an integrated approach to business that organizations set customers in the centre of all the activities (Clark and Baker, 2004). There is no exactly definition of service excellence, but some researchers (Horwitz and Neville, 1996; Dobni, 2002) pointed out that service excellence refers to the provision of service exceeds the customer's previous expectations. In a word, service excellence is not only meeting customer requirements but also about exceeding their expectations. Conversely, service failure can be defined as that the service does not meet the customer expectation and requirement. Service failure often occurs in the process and the outcome of the service delivery (Lewis and McCann, 2004). As pointed by Kandampully, Mok and Sparks (2001) that service failure...
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...INSIGHTS TO BUSINESS EXCELLENCE SPRING Singapore 2 Bukit Merah Central, Singapore 159835 Tel: +65 6278 6666 • Fax: +65 6278 6667 www.spring.gov.sg © SPRING Singapore 2010 All rights reserved. No part of this publication should be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying or otherwise, without prior permission of the copyright holders. Whilst every effort has been made to ensure that the information contained herein is comprehensive and accurate, SPRING Singapore will not accept any liability for omissions or errors. CONTENTS 3 Foreword 4 Business Excellence Initiative 6 Impact of Business Excellence Journey 12 Case Studies 15 Conrad Centennial Singapore (Conrad) 21 Qian Hu Corporation Ltd 27 Singapore Technologies Engineering Ltd 33 Teckwah Industrial Corporation Ltd 39 TNT Express Worldwide (S) Pte Ltd 45 Housing & Development Board (HDB) BE BE FOREWORD The business excellence initiative helps organisations strengthen their management systems and processes for higher productivity and growth. There has been a growing number of organisations embarking on the business excellence journey. Currently, about 800 organisations, employing some 550,000 employees or 20% of the workforce, are certified by SPRING for attaining commendable performance on the business excellence journey. The implementation of the business excellence framework by organisations requires the commitment and involvement...
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...best service companies reveals the principles on which they’re built. The Four Things a Service Business Must Get Right by Frances X. Frei Included with this full-text Harvard Business Review article: 1 Article Summary The Idea in Brief—the core idea The Idea in Practice—putting the idea to work 2 The Four Things a Service Business Must Get Right 13 Further Reading A list of related materials, with annotations to guide further exploration of the article’s ideas and applications Reprint R0804D This article is made available to you with compliments of Frances X. Frei. Further posting, copying or distributing is copyright infringement. To order more copies go to www.hbr.org. The Four Things a Service Business Must Get Right The Idea in Brief The Idea in Practice All successful firms must design a compelling offering and manage the workforce to deliver it at an attractive price. But service firms must do even more: deal with the frustrating fact that their customers can wreak havoc on service quality and costs. To consistently deliver service excellence, ensure that each of these four elements reinforces the others: For example, a customer dithering at a fastfood counter slows things down for everyone else waiting in line. An architect’s client struggling to clarify how a new facility will be used drags out the design process. To tackle this challenge, Frei advises aligning four key elements of your business: • What your service offering...
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...第十五屆決策分析研討會 The Malcolm Baldrige National Quality Award Case Study: Ritz-Carlton Hotel Company, L.L.C. Chakrit Chansukko William Firman Ha Tuan Anh Abstract The Malcolm Baldrige National Quality Award framework is probably the best-known excellence award model, and the world’s most widely used excellence framework for self-assessment. The criteria are designed to help organizations improve their competitiveness by focusing on two goals: continually delivering improved value to customers, and improving overall organizational performance. Our final project concentrates on Ritz-Carlton Hotel Company, which receives the Malcolm Baldrige National Quality Award in the service category. The Ritz-Carlton Hotel Company manages thirty six luxury hotels in North America, Europe, Asia, Australia, the Middle East, Africa, and the Caribbean. All have received four- or five-star ratings from the Mobil Travel Guide and diamond ratings from the American Automobile Association. The Ritz-Carlton company has received all the major awards the hospitality industry and leading consumer organizations can bestow. It is the first and only hotel company twice honored with the Malcolm Baldrige National Quality Award from the United States Department of Commerce. The Ritz-Carlton method is close attention to performance data collection and a broad educational platform to deliver the findings. In this report, we will study deeply about The Ritz-Carlton Company, the external and internal performance...
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