Archive
great customer service starts from the top
Customer service has been prominent in my thoughts this week, especially as I have experienced some really good service, together with someone trying to put right something that had gone wrong.
Many years ago I came up with something that I called the Ghent Agenda, named in honour of some really good service I had experienced from hotel people first in Brussels and then in Ghent. It was a blueprint for our facilities management team to raise our game, and it did make a difference, but it is how you make these things happen that intrigues me.
It is the leader that sets the tone for the way their team will work, and various old and new adages describe this; setting the tone, leading by example, walking the talk and so on, and these are, like all such sayings, very true. More so than many realise, because the way a leader acts and behaves will have a huge influence on their team (very much in the way that children are influenced by their parents).
It is all very well to try and influence your team towards providing a high level of service, but how do you yourself behave? Is the example that you set one that you would like your team to follow as they deal with your customers? For example, how do you treat people? You may be good with your team, but how about others?
My premise here is that leading by example, or whatever we want to call it, comes from setting a personal standard first. If you truly want to be a role model then you have to become that model and apply the standard. There is a wonderful quote attributed to Sir Laurence Olivier during the making of the 1976 film Marathon Man. Dustin Hoffman’s character had to portray levels of exhaustion commensurate with having being awake for 24 hours or so, and kept himself up to experience the effects. When Olivier asked him what he was doing Hoffman explained his need for accuracy in portrayal, only for the former to suggest “Why not try acting, dear boy, it’s much easier”.
And that is the issue, acting is much easier, but leadership is not acting. If all you are portraying to your team is an act then you will be found out at some point, so you do need to live the role.
If your team here you tell them about the importance of giving good customer service, of treating people with respect, but then see you behave poorly towards others then how can they truly believe in the message when the person delivering it lets them down? And if you do not strive to apply the standards to yourself in everything that you do, are you not applying double standards?
We can’t be perfect. We are, after all, only human, but if we are going to try to achieve the highest standards then we have to raise our game. A record of continuous success does not come without constantly pushing yourself and your team, and that is what the better leaders do, and they push themselves hardest.
If you want to be that great role model for your people then try to apply the highest levels of behaviour in everything that you do; be polite and show respect to others, regardless of who they are. If you treat the ticket collector on the train or the barista in the coffee shop the way you want your people to treat your customers then you are setting the right tone for them. Lead from the front.
future proof your projects; spend now to save later
When we are up against it on funding we look to cut back on project spend. That is a natural course of action and can usually be effective, at least in terms of meeting the short term objective, but therein lays a problem; short term thinking is nearly always costly in the long term.
There is an old saying about never putting off until tomorrow what you should do today, and that is very relevant in the world of facilities maintenance; you run a fine line between fiscal prudence and neglect. I wrote recently about a building that we took over where we had to take two of the three lifts out of service immediately because they had serious problems resulting from cutting back on regular maintenance.
Another area of cutting back is on specifications, where reducing the scope can reduce the cost proportionately, at least for that project, but somewhere down the road things will bite you. Another example from my vault on this one is where we had to renew the ceilings in a building because of asbestos removal. As we started to take the grid down we had a serious collapse; every time there had been a cabling change the wires had been cut at each end and the cable left up there because “it was cheaper”. Cheaper than doing the job properly that is, but we made a few quid on all the scrap mind you.
That particular project got me thinking. It was early in my time of having, what we called at the time, building maintenance under my control. On being told that we had to put in new cabling about every 18 months for some project or other, and knowing that there was a plethora of projects in the pipeline, I asked for additional cable runs and pulls to be installed as we put the new ceiling up. It cost about 10% extra on the original project budget and I had to find that from somewhere, but over the next 8 years that I was involved with that building we added extra cable capacity for a fraction of what it had been costing us and with almost no disruption.
That is a small example of what I came to call future proofing projects, and we applied the principle across everything that we did. What did we have to do and how could we make our lives easier downstream? How much to put in twice the capacity; three times the capacity? Make a judgement call on it. Refurbishing accommodation is always a golden opportunity to look to the future and spend a little more than you need to in order to save money in the coming years.
Where you can save money without too much risk is to reduce demand, or consumption, and this is where you can also contribute to environmental targets as well as cost savings and this is something that you should be doing as routine, but then you need a big number you normally a choice; either you nibble away at everything and take a bit off or you take a deep breath and cancel a project (or two) to give you the right number.
I would always go for that latter option to give me the headroom that I need, but making sure that it included enough cash to do some future proofing. And because future proofing means that some of the things that you be asked to look at next year or the year after can be easily accommodated you can look good when you say “no problem”.
does your meeting space facilitate good decisions
Meetings are a fact of modern business life; they are one of the catalysts that help move business forward by getting people together sparking ideas, planning strategy and similar dynamic activity, or at least they should be, but all too often they are nothing more than a waste of everyone’s time.
Some of the reasons for meetings failing are in poor planning, preparation, chairing and team issues, but what I want to look at here is the room itself because that is something that facilities teams can influence and make a bigger contribution to business success that we might realise.
Often meeting space is fitted in around the office as best as we can rather than consciously designed and I’ve seen some horrors over the years. As an example, let me first set the scene: We were bidding to win the outsourcing of a service for an international business. On offer was a 3 year deal with options for extension, but the basic contract was worth around £5m. We were invited to present for 40 minutes plus 20 for questions, told we could bring 4 people and use an SVGA presenter. All pretty standard for such a session and we turned up prepared and rehearsed.
We were taken up to the room on an upper floor and on the corner of the building. As the door opened we could see that it was long and narrow. Three tables were end to end down the middle with 6 chairs either side and one at each end, and 11 of these were occupied. The door was in one of the short walls and one long wall and short wall opposite the door were windows through which the low winter sun streamed.
So basic maths will show that there weren’t enough seats, and common sense will tell you that we couldn’t project onto the door with any degree of success and to project on to the one possible wall meant that half the people would have to turn around and, in any case, the sunlight would wash out the slides.
As Bid Director I had covered for not being able to run the presentation; it’s always a risk, so you prepare for it. I’m also used to standing to present, so standing against the door for the hour that we were there was not really an issue even if it was unusual. As for the outcome, well, we got into the final two, so we did OK in difficult circumstances, but what was the point in making use of such a room for the buying team? The people facing the windows were covering their eyes a lot of the time to avoid being blinded and the solar gain was making the room like a sweatbox. We were only there for an hour, but they had five presentations to sit through and debate on, and I would question the quality of the decision making under such conditions of discomfort.
This is an extreme case, but I’ve encountered poor facilities in many offices and hotels that I have visited over the years. The point is that meetings are about human interaction, so having the right sort of space for people to interact in is crucial to making meetings successful. As FMs we can look at providing spaces that can be used flexibly and provide an environment in which people can be productive and contribute.
Decent meeting space is an investment, but it costs about the same to do it right as to do it wrong, so it’s well worth looking at if you can.
Things That Go Bump In The Night – part three
In crisis or incident management there is a lot that can go wrong. One outfit that I worked for had a crisis management manual that was spilling over into a third 4 inch thick ring binder. Yes it was well researched and worked well for desktop exercises, but how are you going to work with that when you are stuck out in the car park in the wet and the wind trying to sort out which page you need?
One of the big problems with thinking about what disaster might befall you is that you go down the input specification route; you plan for all sorts of things that might happen when many of them have the same two or three results and they are that you can’t use all or part of the site, or all or part of its services.
My contention is that it doesn’t matter that much why you have the problem. That just gives you a clue as to how long you have the problem for, for example if you have a gas leak outside the site and you can’t get in (or get evacuated) you can’t use the building for a few hours, but if you have a fire it will be a few days disruption to, possibly, having to move to new premises. In both cases it is the loss of use that needs priority.
All of the functional groups within the building will have their own continuity plans and the FM team need to be aware of these and support as necessary, but it is the FM team that will take most of the early actions in managing the incident.
In these pages you’ll find stories of some of the major incidents that I’ve been involved with. In The Day The Town Stood Still it was a pretty routine day when something came up, and that then escalated to a point where the improbable coincidence of a second problem brought us close to the edge of a disaster. If the team at the second site had not been effective in dealing with the flash fire, the gridlock caused by the first problem preventing the Fire Brigade from getting through might have seen us lose a building. There is a very fine line between OK and Oh S**t! sometimes.
Does fortune play a part? Maybe it does; there are times when timing or nature will be on your side, but mostly it is thinking, training and practice that will make the difference. If you’ve thought things through, planned and prepared through getting people trained and have drilled them then most of the risks are mitigated or reduced.
But to finish off this series with a final foul up, I’ll tell you about the one that really got me into FM. At the time I headed up the Operational side of a logistics business and the property maintenance team worked for HR. We had a problem with the flashing that covered the join between the wall and roof of the warehouse above the goods inwards doors and a decent repair was budgeted for.
I arrived one morning to find a queue of lorries outside. The cause was obvious; scaffolding completely blocked access to goods in and our operations were paralysed. It cost us dearly, but was easy to put right. The cause was poor communication; no-one had bothered to consider that we needed to work through the repairs. Facilities came under my control from then on so that there would be no more such incidents. and led to me making the move to FM myself.
We’ve got a backup for our backup – more things that went bump in the night
Continuing in the run up to Halloween with tales of things that went wrong, this week we turn to a bit of a farce that we enjoyed along with our friends in Information Technology.
One site I inherited when I moved from Logistics to Facilities Management was a multi story office block that was almost wholly occupied by IT people and was one of two main centres for that trade. The building was also one of the main hubs for the company’s data network and, as such, was something of a sacrosanct site.
The FM work there had been part of the IT team, but we had inherited those people along with the site. They knew their job and they knew their building but, until we arrived, they had never had a ring fenced budget and, every year, something had been lopped off to fund IT project overspends.
As we dug deeper into the backlog of maintenance one thing that I had placed on the high priority list was the emergency backup generator system. This was a thing of legend at the site and beyond; “They have a backup generator for their backup generator” people would tell you around the company in terms of some awe. The generator room in the basement had taken on qualities that might have been employed for a shrine, and the full time engineer that they had taken on to maintain the system played the role of high priest to the hilt.
Access to the room was something of a privilege, but my regional maintenance manager and I were reluctantly granted an entrance on the basis that we were now in charge. The room was pretty spotless and the two engines, one a Gardener and the other a Rolls Royce (no less) gleamed on the plinths.
The system was explained patiently to us. In the event of a power failure there was a battery backup that would allow a few minutes of power while the Gardener engine kicked in. If, for any reason that failed to fire up the Rolls Royce would deploy itself and, in the event of a long term power outage, the engines could be run alternately to keep the data flowing.
But it had never been tested. Yes, there was a switch that allowed a simulation power cut to see if these beauties would kick in and that was tried annually, but the overall system had never been tested. So I announced that we would, and requested a date when it would be convenient for us to do so.
The entire IT hierarchy were appalled and the ranks massed to oppose this folly, but in the end we got our way. We put in a bypass power source from the main switch so that the building would not actually lose power and threw the switch on the original circuit to make the generator room think that the mains had gone off.
The battery back didn’t work. It didn’t even have power enough to start the generator let alone support the building. But we had also found when we installed the by-pass that two thirds of the building, including a pair of new computer rooms, were already by-passing the backup system because corners had been cut in funding projects.
We found the money to put things right, but the backup myth died. These things have an importance at their own time, but times move on. We put a lot into that building to prepare it for the 21st century, but it has gone now, replaced by an apartment complex. Happy memories though!
Things that go bump in the night – More fun on the Facilities Front Line
We tend to talk about the things that we’ve done well, but we learn more from the things that go wrong, so with Halloween approaching , and in the spirit of things that go bump in the night, maybe it’s a good time to look at a project that went wrong. And so here’s a skeleton from my closet.
The project was to replace the water storage facility for a substantial sprinkler system. To repair it was a difficult job and would have taken the system out of action for at least 8 weeks which was not acceptable to the client or their insurers and there was also a desire to expand the system which would have required additional capacity. On that basis we elected to go for new storage which gave us the option of repairing the original one at our leisure should it be needed in the future.
In working through the options open to us the most economical way forward was to install a pair of cylindrical tanks about 50 metres from the original installation where we had an available piece of ground that would require little preparation to accept them. An appropriate engineering contractor was engaged to design the system and provide us with a specification that we could put out to tender and it was during this exercise that we made a mistake in communication, although no-one realised until much later. We had our own mechanical and electrical team and had given them the lead in working with the design engineer. When the subject of connecting an appropriate power supply to power the pumps came up, our man said that we would do that and this was true; we would do the connection at the panel. We meant the one in the nearest building; he meant the one in the new pump house.
Specification done we went out to tender. There were not too many companies capable of a job of that size so we short listed three for the final stage and had them all in on the same day for the site inspection and a question and answer session. At some point the power supply question came up and the answer was given “Client is arranging connection” by the design engineer. No-one on my team queried that because we had no reason to.
At the time our biggest issue was getting planning permission for an installation that would be partially visible to residential neighbours, many of whom were openly hostile to the site and we were into the games that one plays in these circumstances and were happy that we got through that stage with the decision that we wanted.
A contract was placed for just over £100k. It was not a hugely disruptive project because of the site that we had chosen and work proceeded quickly. At about two thirds of the way through I took a walk around with the contractor. Both tanks were substantially complete and the pump house was up and being fitted out. Laying the power cable from the pump house to the nearest building would involve digging up the road causing my occupiers possible disruption so I asked when that was scheduled for.
“But you’re doing the connection” he said, and the misunderstanding back at the start of the design stage began to emerge. Our spec did not allow for cutting and filling a trench to bridge the 50m gap and it cost us £10k to do it. All because of an ambiguity in the spec: Always read the small print, especially if you wrote it yourself.
Computers & automation can help get things done, but who programs the machines? It’s us, the people
At the moment am working on a supply chain project for a client supplying into a just in time manufacturing business looking at the various processes supporting the supply of components and sub assemblies work well enough for the lines to keep running.
Delving into these though there is the one factor that, however good or bad the process, the whole thing depends on and that is the human element.
In many ways what you have is more of a chain mail that a chain of single links, but there are points at which the whole thing holds or fails on a single link and one challenge that you have is to assess the risks. These things are a balancing act and the amount of engineering redundancy you build in is a cost so you make the appropriate decisions on whether or not you go for eliminating the risk or just mitigating it.
One of the things that I enjoy about these sorts of projects is that they are a microcosm of business in general, but they are quite easily modelled and fiddled around with. You can accurately predict things such as the effect of failure. You may not be able to eliminate the risk of the occurrence, but early warning of the problem might be enough to avoid the worst consequences.
Automation and robotics take away some of the issues of human frailty in these chains and computer simulation will help the decision making process: It becomes easy to make decisions when the magic box has worked out all of the possible permutations and told you what your three best options are complete with all the consequences of each. All you have to do is to chose one and do what it suggests.
This is all very well, but one of the key skills in managing, as well as in leadership, is in making good decisions. It may well be the best thing in some circumstances to have the machine give you options, and even to evaluate them for you, but there are many times when you will not have such support and so to come to the right decision in those times.
So to have your own decision making process is a vital tool for your skill set. It isn’t that hard to make a decision if you have a system that works for you, but the basics have to be a pragmatic approach to the facts as they are know and an ability to understand what the consequences of the choices you have will be.
Taking a calm approach and working with what you know, and what you can find out within the time available, will almost always lead you down the right path. It is, in essence, what the computer is doing when it models options in a supply chain sense. Sure it can do a lot more and much more quickly, but the only experience it can apply is within the algorithms that it has been programmed with, and they came from people.
It is us, the people, who gain the experience that we can apply to decision making, whether that is in making the decisions ourselves or explaining to the computer software how to examine them. Automation has made enormous strides in delivering consistent standards and reducing costs, but it all has come about from people.
People with ideas and leaders with vision do guide the way, but there are all those people who turn up and just make it all happen. These are the unsung heroes who really good leaders acknowledge and cherish.
Mum, Dad, I want to be a facilities manager when I leave school
Just what did a boss do? I wasn’t too sure, but had decided that I was going to be a boss when I left school. It wasn’t my first choice, that had proved impractical, and my second choice was vetoed by my parents, but my Mum wanted me to be a City Gent, heading off in pin striped suit with a briefcase and rolled brolly every morning; that seemed to sound like a boss and so that was what I would be.
But, again, what did they do? The people my parents worked for were captains of industry; one a director at Beecham’s (long before Smith & Kline turned up), another had his name, and that of his partner, on many domestic appliances in kitchens around the country and another was the Admiral in charge of the Royal Naval College for example.
Any of those suited me, but to become one surely you had to know what they did? TV and films were not a lot of help, but then along came The ‘Plane Makers and its sequel The Power Game. There Sir John Wilder made fortunes, lost them and remade them, he had the big office, the big car, was married to a smart and pretty wife (and had a smart and pretty mistress) and got involved in all sorts of Machiavellian dealings with rivals and colleagues alike. Sounded good to me; where did I sign up?
The reality of course was somewhat different as I was to find when I got there. I suppose that the first time that I got close to the fictional Sir John’s life (by the way where is my knighthood?) was the time that I was de facto MD of a business unit turning over around £130M pa. I had the office, the car, the smart attractive wife and the Machiavellian stuff and loved pretty much every minute of it, but then, as with Sir John, mergers and takeovers saw me on the move.
And that is how I got, in the real sense, into Facilities Management. I didn’t set out to be in FM, and have joked that I’d been thrown out of everywhere else. Not quite true, but I had worked in finance, operations, sales, purchasing and IT and hold professional qualifications in both of the latter disciplines, so I wasn’t there just marking time. As a buyer I passed exams in accounting, economics and commercial law amongst others
One of the things that I brought to FM was that wide business background because by then I had realised that what I wanted to be was not a boss so much as a general manager; a businessman if you like. That childhood image of the boss was really where I ended up.
In facilities management a lot has been done to raise the profile of the job, and it is great to see so many young professionals amongst our ranks. BIFM have done a great job in moving things forward and maybe we are close to the point where FM can be a clear career choice for school leavers.
I, like many, came into FM as something of a generalist. If the next generation of FMs can be specialists that is great, but we must not lose sight of the need for FMs to have a wide business education, because it is the world of commerce that FM serves. We need to be able to speak their language and to be comfortable in their world, because that is how we can ensure that they trust and respect what we can contribute.
I support this charity
British Blogs
the Monday Musings column from that consultant bloke 