Post on 16-Apr-2017
Bruce Simpson
Transcomis pleased to partner with
SwitchGear Consulting to present
switchgear@transcomna.com
Note: This presentation is best viewed as a Webinar.
Go to www.transcom.com/northamerica to view
Use the “Solutions” tab
Cost Reduction System, reducing cost in LAYERS
BHAGs… What we will get today?
Current State… requires a Realistic & Proactive plan
Key Insights & Next Action!
Transcom Feedback Survey
YOU! … Make a Decision, Take an Action!
switchgear@transcomna.com
Transcom CRM series – Commit to coming back
AFTER Today
Purpose & Context for our Discussion
switchgear@transcomna.com
switchgear@transcomna.com
Place Charles de Gaulle, ParisPlace Charles de Gaulle, Paris
switchgear@transcomna.com
Place Charles de Gaulle, ParisPlace Charles de Gaulle, Paris
Contact Centres are like theArc de Triomphe !
switchgear@transcomna.com
Place Charles de Gaulle, ParisPlace Charles de Gaulle, Paris
12 major roads converge at this famous roundabout12 major roads converge at this famous roundabout
10 lanes of concentric traffic10 lanes of concentric traffic
Not covered by French insurance companiesNot covered by French insurance companies
Contact Centres are like theArc de Triomphe !
switchgear@transcomna.com
Projects
HR Changes
IVR
Marketing
Senior Leaders
System changes
TelecomW
eb
QAFacil
ities T & D
People stuff Cx Issues Technology Issues Calls & SL
Customers!
= Ecosystem!
112
234
5
67 8 9
10
11
World’s World’s Biggest Biggest RoundaboutRoundabout
TL or ManagersAND Agents
ContactCentre
Suppliers
Current State Summary
switchgear@transcomna.com
Current Economic Environment Current Economic Environment
Call Centres represent “Easy Money” for CFO’s planCall Centres represent “Easy Money” for CFO’s plan
This time is VERY different…This time is VERY different… Complexity of what contact centers doComplexity of what contact centers do Importance of the Customer ExperienceImportance of the Customer Experience Knowledge worker engagementKnowledge worker engagement
Let’s focus on Let’s focus on Proactive trimmingProactive trimming vs vs Reactive cuttingReactive cutting
Cost Reduction System
Identifies WHAT costs & predicts savings at 3 Layers:Strategic Service Delivery LAYER (Channel Strategy, Self Service)Operational Design LAYER (@Home, Outsourcing, Org. Design)Execution LAYER (Payroll Leakage, Rework Costs)
Standardizes HOW Planning & Initiatives occur:Targeted Solutions with clear ROI and Payback timelinesSystematic data-driven benchmarking = science vs spontaneityPhased approach… what is 1st, 2nd, 3rd … and DRPRisk assessment (CSAT, Employee Engagement, Financial)
Solution Development Principles – Tier 1 & 2
switchgear@transcomna.com
Service Delivery Strategy Layer
Service Delivery Strategy Layer Channel Strategy
• Create or augment Self Service Strategy• Channel Migration and Containment
Contact Strategy• Centralized vs. Decentralized - # of sites• Contact Structure – Q Function and Skills Required.• Continuum from Universal Agent to Specialty Agent• In-house versus Outsource, In-house VS Home Agents • Disaster Recovery Strategy
Optimizing Customer Preferred Channel• Enterprise Call Reduction • Streamline process• Grow Revenue – which channel, which relational products
Alignment of E : R to Business & Performance Drivers
Organizational Design• Location Plan• Organizational Structure: Reporting ratios (i.e. TL:Agent), • Support and Shared Services, • HR role & reporting clarity & (compensation / benefits)
Technical Infrastructure Design• Telecom & IT design & Infrastructure• CRM, Knowledge Base, Online Learning Tools• WFM Management Software• QA Application, Integrated Reporting between Systems
Workforce Design• Forecasting and Scheduling Process and Procedures• Mix of In-House vs. Outsource, • Establishing Cost Effective Service Levels, Mgmt Ratios• Hours of Operation, Queue and Skills Routing Strategy, • Creating Flexible Workforce (Home VS Onsite PT/FT)
Operational Design Layer
Operational Design Layer
Channel Efficiency• Workflow & process adherence (broken? Is it being followed?)• Reduce Rework: FCR, Error Rates & Service Recovery, Transfers• Time to resolve• Forced channel mandate• WFM execution (intraday workforce optimization)
Workforce Efficiency1) Payroll Leakage • Agent time (% Manned / Paid) • System / productive time (talk, AHT, ACW)• Internal outbound calls, transfer rates & hold time• Offline time (absence, adherence, etc,)2) Agent Speed to Proficiency• Performance management & Alignment• Agent proficiency rate (New and Tenured)• Agent attrition rate, Quartile distribution3) Support Team Efficiency• Direct Mgmt (ratios, effectiveness, leverage rate)• Support team (QA, Training, Reporting, ROI)• Workforce Scheduling and Process Efficiency
ExecutionLayer
Inside the Execution Layer
Execution Layer
Triple Layer Cake
Strategy Layer
Operational Design Layer
Execution Layer
Triple Layer Cake
Strategy Layer
Operational Design Layer
Execution Layer
You have been asked to cut costs by 10-20%
Where do you place your bets?
•Optimize production time•Reduce unwanted calls•Layoff employees•Which calls to outsource•Identify revenue opportunities
•More self service•ROI on coaching•How to get FCR up•Make AHT go down•Plug productivity gaps
Don’t gamble with your employee
engagement and your customer
experience
Solution Development Principles – Tier 1
switchgear@transcomna.com
Effort
Impa
ct
Solution Development Principles – Tier 1
switchgear@transcomna.com
Time HorizonTime Horizon
Plan& Design
Decision
ROIImplementRamp-up
Pay Back
Solution Development Principles – Tier 1
switchgear@transcomna.com
Time
Revenue
Expense
Solution Development Principles – Tier 1
switchgear@transcomna.com
Fixed vs Variable
$$
The Longer you WaitThe Deeper you Cut
Solution Development Principles – Tier 1
switchgear@transcomna.com
Key Insights: All Three Layers
Complexity!... Real & Artificial
Culture is the hidden driver of unnecessary cost
Unfinished Projects: IT, M&A, Workarounds, “Self-Service”
Cost, Value & Disturbance Factor of “Support” Groups
Role Confusion: a) Shared Services b) Matrix Org c) Vendor
Proactively Trim vs Reactively cut / hack
Have a plan, validate the plan, have a DRP
Execution is Key (includes Risk management)
Key Questions to Ask Yourself
Do I understand my costs today? Accelerants?
Do I understand my budget? Template? Allocation?
What is Best Practice?
What are you really trying to solve? … root cause?
Key Takeaways and Actions
switchgear@transcomna.com
Residual Value:
Call Centers for Dummies
23 Steps to an Effective Call Center
Enterprise Call Reduction “How to Whitepaper”
Attrition Calculator
Project ROI Calculator
switchgear@transcomna.com
Thank You
switchgear@transcomna.com