Steve Bigari knows a lot about hamburgers.
As the owner of 12 McDonald's franchises Bigari
knows that in the fast food business, time is
money. The faster you can take orders, the more
customers you can serve. The less mistakes you
make while taking these orders, the happier the
customers.
Bigari has a penchant for measuring things and
one metric in his business kept annoying him:
2 minutes, 36 seconds. That's how long it takes
the average McDonald's drive-through to take an
order. But it wasn't just the amount of time it
took to take an order, which annoyed Bigari. It
was also the amount of mistakes his employees
were making when they took these orders. So he
decided to do the unthinkable and outsource the
order taking process. Today, when a customer drives
up to one of Bigari's McDonald's, the person taking
the order is actually sitting in a call center
some 900 miles away. The result: orders now take
less than a minute to fill, and mistakes are down
to only 2%.
It would be safe to assume that you're not an
order-taker for McDonald's. So why should you
care? The answer is "Decoupling." More
and more jobs that were once an integral part
of what a company does are now being "de-coupled,"
seperated from the core, and moved elsewhere,
where they can be done faster, cheaper and better.
Last year, pharmaceutical giant GlaxoSmithKline
took its shared finance department and moved it
from the company's headquarters in the UK to India,
where it is now run by Genpact, one of the world's
largest business process outsourcers.
If hamburger order-takers and financial controllers
can be outsourced so easily, how can you make
sure the same doesn't happen to your job? The
answer: add more value to your customers than
anyone else. How? By following these seven rules:
1. Be Unique. The best way
to ensure your job doesn’t go to someone
else is to become indispensable. And the best
way to become indispensable is to do something
that no one else can do. Many years ago the lead
singer of 'The Grateful Dead' was asked what kind
of advice he would give to a fledgling rock band.
"You do not merely want to be the best of
the best," answered Garcia. "You want
to be considered the only ones who do what you
do." If you haven’t figured out what
you can do for your organisation that no one else
can, now is a good time to start. After all, if
you don’t know the answer to that question,
why should anyone else?
2. Be smarter. If you’ve
worked for your company for more than five years,
chances are that it now looks very different from
when you first joined. But how different are you
from when you first joined? How many skills have
you added to your arsenal since then? If your
company offers professional development courses
– take them. If it doesn’t, make the
case for offering them, or take them in your own
free time. Consider taking courses that have nothing
to do with your "profession" (such as
marketing or strategy), but have everything to
do with the success of your company. But whatever
you do, remember that as your company matures
and develops, so should you.
3. Be valuable. We all like
to think of ourselves as valuable members of our
organisation, yet we often forget that it is never
we who define this value--it’s our customers.
Whatever you think your value is, one thing is
clear: It has nothing to do with your title. If
you are an “order-taker” but can’t
increase customer satisfaction, what’s your
value? If you’re in “marketing”
but aren’t discovering what your customers
lose sleep over at night, what’s your value?
If you’re a “finance director”
and aren’t focused on new growth opportunities,
what’s your value? If you want to deliver
exceptional value to your customers look at how
they define value, then deliver it.
4. Be humble. Many of us worked
hard to get to where we are. We spent years at
school, studied hard for exams and laboured endlessly
to reach our current position. But servicing customers,
be they internal or external, requires humility.
If you want to be truly valuable to your customers,
you have to remember one thing: It’s not
about you. It's about them. Because at the end
of the day, your customers don’t really
care how good you are. All they care about is
how good they’re going to be when you're
done with them.
5. Be proactive. Remember your
first month on the job? Remember how many things
didn't make sense? How many things were done "because
that's how we've always done them..."? Then
a few weeks pass. You got used to doing things
"the way they were always done" and
stopped asking questions. Big mistake. One of
the first things an outsourcing firm like Genpact
does when it takes over a business process is
look at what other departments in your company
are trying to achieve and suggest a better way
to do it. But you don't have to wait for an outsourcer
like Genpact to make things better. If you want
to add real value to your organisation, start
asking your internal customers what their business
objectives are and find a way to short-circuit
the system - delivering better results at a fraction
of the time and the money - before someone like
Genpact does.
6. Be effective. The economics
of offshoring are hard to beat. It costs 40% less
to run a finance operation in India than it does
in Western Europe. So how do you compete with
an operation that is so much more efficient than
yours? You don’t! Instead of trying to be
more efficient than the competition, focus your
energy on becoming more effective. Effective people
do the right thing. Efficient people do things
right. Effective people maximise growth. Efficient
people minimise waste. Effective people get promoted.
Efficient people get offshored.
7. Be prepared. Five years ago
offshoring mostly meant drilling for oil in the
sea. Today it could mean your job. Five years
from now, your company will be facing new challenges
and opportunities. It only makes sense that the
same will be true of you. But change rarely happens
in one day. More than often it evolves gradually.
The problem is that most of us are too focused
on what happens inside our companies to see this
change happening. But if you want to ensure that
you’re not caught by surprise, make it a
habit to see what the world looks like outside
your company and even outside your industry. As
the science fiction author William Gibson once
said, “the future is here, it’s just
not evenly distributed.”
Adding more value to your organisation than anyone
else is not easy. It requires the ability to understand
what your customers, internal and external, are
looking for, and then to serve them well, consistantly.
But even if you do all of the above, someone higher
up in the company might decide to send your job
somewhere else. If you're worried about that happening,
you can always do what Steve Bigari, the McDonald's
franchise owner, did. Bigari spent six years looking
for a way to outsource order-taking at his restaurants.
When he couldn't find anyone to do it, he built
his own call centre, which now offers outsourced
order-taking to scores of other McDonald's restaurants.
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