Information behaves just like water. It can be captured, stocked and, if left unused, it can evaporate without anyone really noticing…
Information that is collected through research studies on customer behaviour follows the same logic. Once a program measuring client satisfaction and loyalty is implemented, the results are observed but rarely analyzed and even less transformed into concrete action plans (less than 10% of companies conduct sophisticated analyzes based on the results of their surveys – source Marketing Science Institute). As a consequence, the results evaporate instead of circulating effectively throughout the company.
Since 2010, the biggest research suppliers are aware of this situation. “Marketing research firms had practically all reached the same level in their service offers and their clients started to doubt the utility of these studies…” explains Michel Saulnier, researcher and president of the MRIA. As a reaction, integrated information management models have started to emerge. The principle is quite simple. It consists of transforming the satisfaction or loyalty results into action plans. “These action plans, supported by the implementation of rigorous governance, will allow companies to significantly improve the experience and loyalty of their clients”, Saulnier believes.
As we have seen in a previous article (How to Make Survey Results Come Alive in the Company?), it is important to deploy a governance model. This deployment rests on a few essential steps:
- First, the involvement and support of a senior-level manager in charge of customer loyalty. That strategic involvement from a company’s upper management is critical to allow the establishment of the steps that will lead to effective governance.
- Second, client-oriented action committees made up of employees are integrated throughout every segment of the company. These committees act as relays, disseminating information, and as sensors focused on clients’ reactions.
- Once this structure is established, research studies results are disseminated quickly and regularly (monthly is ideal), throughout the company via the above-mentioned structure.
The client-oriented action committees can thus interact immediately based on the received information and rapidly set up action plans to improve client loyalty. “Of course, a rigorous follow-up and updates of the action plans are critical in obtaining results. There is no one right answer.” Michel Saulnier continues, “only rigorous data analysis, and its transformation into action plans, allows us to measure the results obtained after surveying the clients”. This permanent attention, along with the adjustments implemented by the action committees, allows the identification of “winning solutions”. Once an action is deemed effective in reinforcing clients’ satisfaction and loyalty, it is communicated to the entire personnel of the company and implemented. “For a governance structure to really be operational, it is important to involve the company’s front-line employees, through the recognition of their work as well as a financial bonus in exchange for their involvement in the process.”
This new concept of governance of satisfaction or loyalty survey results is a fundamental step in the strategic management of companies. Once it is set up, not only does it allow you to involve all the personnel with the improvement of the company’s quality, it also allows you to be in sync with clients’ demands.
A permanent guarantee of your ability to compete!