There was a famous training centre in Delhi that produced
leading gymnasts for India. Coach Wise had run this training
centre for decades and had a reputation of producing talent for the
Olympics.
A journalist from Mumbai called Ms. Exploratory from the
popular publication, Chimes of Bindiya decided to visit
Coach Wise to investigate and write about why his camp was so successful.
On a cool Friday morning, Ms. Exploratory arrived at the
training centre. Coach Wise took all
morning to walk her through the physical training facilities, the six-day
disciplined regiment (Sundays were off), the selection process and several
sophisticated computer programmes that tracked the progress of his
students.
When Ms. Exploratory and Coach Wise were having lunch, a
young student called Girl A walked to them and asked, “Coach Wise, I need to
attend a family wedding on Saturday. May
I please train at our centre on Sunday instead?”
Coach Wise was polite but firm and short. “No Girl A!
I am sorry, but the centre is closed on Sundays.”
Girl A walked away a little disappointed.
Ms. Exploratory wanted to ask about this interaction but bit
her tongue.
Over tea in the evening, another young student called Girl B
walked to them and asked, “Coach Wise, I have a family puja at my home on
Saturday. May I please train at our
centre on Sunday instead?”
Coach Wise was polite, warm and generous. He replied, “Of course Girl B. I will keep the centre open on Sunday and
personally come by with Ms. Hema and Ms. Rohini to help you through your 3-hour
routine!”
Now Ms. Exploratory was aghast. “How could this famous coach be so
discriminatory?” she wondered. She
wanted to blurt a remark and ask about this contrasting interaction but bit her
tongue. She was after all an investigative journalist and decided to do a
little finding-out first.
That night, when everybody was asleep, Ms. Exploratory used
her hair pin to break the lock into the room with the computers and all the
student records. With her vast
experience in investigative journalism, she was quickly able to hack into the
performance of all students. She quickly
pulled up records for Girl A and Girl B on the screen. She discovered that both were top performers
– regular in their practice Frequency, no Recent gaps or holidays
and disciplined in their Values. In other words, both had great RFV scores on the student tracking
system.
This discovery irked her even more. In rage, Ms. Exploratory spent the balance
night writing a stinging article about the discrimination she had seen at the
centre by Coach Wise.
Over breakfast the next morning Coach Wise noticed Ms.
Exploratory was unusually quiet and asked, “Is everything okay?”
“No! Nothing’s okay!” snapped Ms. Exploratory. “I saw how you discriminated against Girl A when
she asked for a Sunday favour for a wedding but went out of your way for Girl B
just because it was for a puja.”
Coach Wise was silent for a while. Then reflecting upon her comments, he asked,
“Are you a frequent flyer with the airlines you took to get here to Delhi from
Mumbai?”
“Yes! Platinum on
Jindigo Airways. Why?” asked Ms. Exploratory.
“Did you get to board before the other passengers then? And get a free meal in the lounge? Would you agree that the airline
discriminated against other passengers when giving you that special treatment?”
“No!” snapped Ms. Exploratory. “They did it because I have
high RFV scores – I fly Frequently, I have given Jindigo
Airlines a lot of monetary Value and I’ve done this all pretty Recently. Anybody knows higher RFV scores warrant
better treatment.”
Coach Wise started laughing, “So why complain when I treat
one of my students better than the other?
Surely you appreciate not all customers, or students are alike.”
“You don’t fool me Coach,” shouted Ms. Exploratory. “I’ve
check their RFV scores on your CRM system.
They are the same!” Ms.
Exploratory went a little red – she realized she had just admitted to hacking
into Coach Wise’s computer. He would now
be angry. So, she continued, “I think you made the exception for Girl B because
she wanted to take off for a puja and did not for Girl A because it was a
wedding. I think you’re moral policing!”
Coach Wise nodded understandingly. Then replied, “Come with me.”
He led Ms. Exploratory to his computer lab. He saw from the records that Ms. Exploratory
had already gone through the folders of CRM.
He explained, “Sorry you had to hack into my computer. You could have
just asked me, and I would have shown you.”
He then brought up a folder which she had not seen. It was called Future Potential.
In this folder among other things, she learned two startling
facts.
Girl A had recently applied to Cornell University in America
for a sports scholarship. Coach Wise had
also given her a recommendation for this application. Girl A was likely to depart for the USA in
another six months and would possibly never represent India.
Girl B on the other hand was deeply in debt and had borrowed
against her home for fees for the camp. Girl B’s family had taken this risky
debt with the hope and commitment that Girl B would make it to the nationals
and hopefully represent India at the next Olympics. Losing was not an option
for her.
Coach Wise spoke slowly and in a grave tone, “Ms.
Exploratory, my job here is to produce winners for India. My job is NOT to fall in love with
my own services nor my processes. Being
nice to all my students is NOT an option for me. While Jindigo Airlines rewards past
performance, I look at past performance and future potential to fulfil my
mission! And in that, I serve my
country.”
“In producing winners, I cannot accommodate all – I cannot
be fair in the sense you understand it,” continued Coach Wise. “I need to be loyal to my mission. And in that, I need to be loyal the highest
potential.” Ms. Exploratory stood by and
listened speechless. Her mind was having
this raging battle between morality and effectiveness.
The Sunday morning edition of Chimes of Bindiya carried an
article explaining the secret of Coach Wise’s success. The article was titled, “It takes Courage to Discriminate”
Key Takeaways of the Story
1. Many organizations have products and services
just like Coach Wise had his training camp.
However, many forget why their products, services and processes exist in
the first place. Just like Coach Wise
had a mission of producing “Olympic competitors for India,” organizations have
goals that they need to be honest to. In
meeting those goals, one emotionally challenging realization is that an
“average customer” doesn't exist. Customer
valuation and future potential across multiple segments must be computed and
understood. Only then can a business decide if it can afford to extend
special treatment or accommodate exclusive requests from members across various
customer segments.
2. Any organization will find it impossible to give
outstanding experiences to all customers always. Coach Wise would never allow
for rest for himself or his colleagues if he was willing to be open every
Sunday. But if his highest potential
athlete needed accommodation, he was willing to be flexible. Customer-centric organizations identify
customer segments with high potential and disproportionately focus their energies
on these segments. This potential can be
in terms of either their own future cash-flows to the business or value of
their potential referrals.
3. Many organizations launch loyalty programmes to
be able to track and score customers based on behaviour. RFV is a common scoring framework. These CRM systems are a useful front-line tool. For customer centricity however, one needs to
go beyond CRM with forward-looking optimization of customer interactions across
all touch-points. This helps safeguard
and possibly enhance value of high-potential segments. Coach Wise was not only
willing to be open on Sunday for his star student but also called in two other
instructors to ensure her experience was outstanding.
4. Optimization of touch-points requires synthesis
of insights from customer analytics, market research and knowledge of the
competitive offerings. Coach Wise knew of his star-student’s routine, her
potential and her personal challenges.
He had combined all these to take an informed bet on her and his
training centre in the interest of the country.
While this is a simple story, may I request your
observations on two questions about your organization and journeys in customer-centricity:
1.
Do your platinum customers experience platinum
treatment across all touch-points?
2.
Does your synthesis of research, analytics and
market conditions empower you to recognize your platinum customers before
they achieve platinum tier?