by Robyn Bolton | Apr 20, 2020 | Innovation
“What happens next? You know, once all of this is over?” my friend asked. “There will be a new normal, but what will it look like?”
This is the question everyone is asking.
Lots of people proclaim to have the answer. Some are based on history, but history isn’t a great predictor of the future. Some opinions are based on trends and projections but rely assumptions which may or may not be true. Many are based on our hopes or fears, but those are grounded in emotions which can change from one moment to the next.
No one actually has the answer.
What we’re experiencing is a fundamental disruption to our way of life. It calls into question everything we believed to be true about ourselves and our worlds. It requires us to re-think things that we took to be inviolable truths. It is impossible to experience such a sudden and all-encompassing upheaval and emerge as if nothing happened.
We know things will be different once the restrictions (e.g. stay-at-home, limited gathering sizes, essential workers only, curfews) are lifted.
What we do not know is HOW they will be different and HOW LONG they will stay different.
I certainly don’t and that’s a terribly frustrating feeling. After all, I’m the person who reads the last page (or chapter) of a novel before I read the first because I want to know who is still alive and whether the ending is happy or sad. So, as you can imagine, I’m impatient to get at least a hint of what comes next.
Happily, there are ways to get that hint: Be curious, ask questions, seek input from a wide variety of sources, and observe how things progress.
Here are the questions I’m asking:
How will connection be different?
History says we’ll grow further apart. During pandemics, people choose, or are forced to, separate from one another, to stay at home, and to minimize contact with the outside world. Pandemics also highlight economic and social inequalities, disproportionately impacting the poor and working poor and inflaming class divisions. After the crisis passes, people remain wary of others and physically and emotional exhausted from the experience. They don’t want to re-live it by talking about it or, even worse, reflect on who they became during the experience.
OR…
We’re more connected than ever as the internet, social media, and video conferences make this a shared experience on a global scale. Yes, there’s a lot of crap on social media and Zoom-bombing isn’t helping things. But social media is also spreading good news — videos of people in Italy singing together and playing Bingo, people in various cities applauding healthcare workers, parades as substitutes for parties. Zoom, FaceTime, Google Hangouts, and similar services enable us to see the people we’re talking to, engage in the conversation (because it’s hard to multi-task on camera), and connect in deeper and more effective ways than we could by phone or email.
I HOPE that…
Connection takes on deeper meaning, that we’ll care more about the quality of our connections than the quantity and, as a result, invest more time with the people we care about than we do in generating likes and followers.
Gratitude continues to be part of our daily social interactions, that we say, and mean, “thank you” to the people working in healthcare, retail, restaurants, delivery, and other essential businesses.
Empathy remains a part of how we think and act because we have all shared an experience of great uncertainty, witnessed how fragile our lives and lifestyles are, and realized that we actually are all in this together.
How will work be done?
People will return to the office because they have grown tired of staying in their homes, relying on technology for virtual meetings, and having their calendars filled with meetings that were once hallway conversations. Offices are suddenly a welcome respite from the home because they are purpose-built for work, establishing physical definition between our work and personal selves, enabling direct human interactions, and creating an environment where connections between people and between ideas effortlessly occur.
Or…
More people will work from home because they value the flexibility and control it offers. Employers will have a hard time arguing that physical presence in the office is essential for most jobs when people have been working remotely for over a month. And those employers that do mandate a return to the physical workplace risk sending the message that they don’t trust their employees which could, in turn, result in employees leaving for a different employer that does trust and respect them as adults.
I PREDICT that…
Employers and employees will work together to figure out what works best. Old school managers who once resisted letting people work from home for fear that no work would be done are experiencing the reality that people are as, or more, productive at home than in the office. While employees who clamored to work from home now miss the informal chats, hallway conversations, and sense of community that are part of working from an office.
How will learning and education occur?
School will look like it did pre-COVID-19. Kids want to be back with their friends and parents don’t want to be teachers, principals, hall monitors, and test proctors. As a result, kids will go to a school building, sit in a classroom with other students their age, and teachers will teach what the curriculum requires. Inequity will continue as the richest schools are able to attract the best teachers and the most and latest resources, while the poorest schools will scrap by, focused as much (if not more) on meeting basic needs, like food, clothing, and cleanliness, as they do on teaching reading, writing, and arithmetic.
Or…
School is no longer a physical place but a set of activities and interactions. Learning happens when and how best for the student (within certain parameters, of course) and parents stay engaged in what, how, and when their kids are learning. Teachers will continue to find new ways to teach, including recording lessons once taught live to a full classroom and then engaging live with students one-on-one. Everyone will have more freedom to explore, create, discover, socialize, and learn.
I HOPE that…
This seismic shift in what it means to go to school will open people’s minds to what’s possible and increase their willingness to experiment as a means to reduce inequity and raise what’s “minimally acceptable.”
But I PREDICT that…
There will be innovation on the margins, that those who have the most resources will enjoy most of the benefits, and the majority will return to the pre-COVID-19 status-quo.
HOW LONG will the “new normal” last?
We’re human and we don’t like change. We especially dislike change when it’s forced on us. Even in the best of times, we want safety and security and we crave those things even more in periods of uncertainty. As a result, we will go back to the “old normal” as soon as we possibly can.
Or…
We have been fundamentally changed and therefore lasting change is inevitable. We see how hard healthcare workers work and the sacrifices they make. Parents are experiencing how hard teachers work and, if the tweets are to be believed, are willing to pay them millions to resume their roles. We appreciate the essential workers working grocery stores, delivering packages, and maintaining our infrastructure. We’ve returned to having conversations with family members, cooking and eating meals together, and reaching out to people who matter the most. We’ve been forced into a “new normal” but, by the end of it, it will simply be “normal.”
I PREDICT that…
The duration of the “new normal” depends entirely on how long the current situation lasts. The longer this situation — social distancing, stay at home orders, schools and non-essential businesses closed, the numbers of the sick and the dead leading the news — the greater the likelihood that things that felt new and different two weeks ago will become normal habits and expectations that endure. But, if the worst truly is over by April 30 and there’s no Round 2 in the summer or fall, we’ll return to the “old normal” as soon as we possibly can.
Originally published at https://www.datadriveninvestor.com on April 20, 2020.
by Robyn Bolton | Mar 25, 2020 | Stories & Examples
In middle school and high school my dad and I would have massive arguments about my math homework. And by “massive,” I mean arguments that make episodes of The Real Housewives look like polite differences of opinion over tea and crumpets.
The issue was not my struggles to understand the work (though I’m sure that played into things) but rather my insistence on knowing WHY I needed to learn the content in the first place.
My dad, a metallurgist before becoming a computer engineer, seemed to think the answers to “Why?” were (1) you will need to know this in the future and (2) because this is the assignment.
To which I would respond, (1) no I won’t because I’m going to be a lawyer or a writer and even if I’m not those two things I can say with 100% certainty I won’t be an engineer and (2) that is not an acceptable reason.
As you can imagine, things would escalate from there.
In the decades since, with the exception of some single-variable algebra and basic geometry, I have yet to use most of the math that I was forced to learn and I still insist that “because that’s the assignment/the rules/how things are done” is not an acceptable answer.
Usually I apply that same stubborn curiosity to help my clients find and capitalize on opportunities to do things differently and better, create value, and innovate.
But, in the last week as I, like most Americans, find myself largely confined to my home, my curiosity is extending to my own environment and habits and I’m not always prepared for the insights that emerge.
WHY am I trying to maintain all my pre-pandemic habits?
- Initial Answer: Because the experts say I should
- Insight: I have a choice and now is the perfect time to decide which habits to keep and which to change. So far, I’m keeping all habits related to basic personal hygiene, dressing, and eating, while also experimenting with other habits, like how I schedule my time
- Real Answer: We’re in an unusual time of collective uncertainty which makes this the perfect time to examine, re-evaluate, and change the things we often take as given. Like our own habits
WHY am I watching non-stop news?
- Initial Answer: Because information is empowering in uncertain times
- Insight: A screen showing “Breaking News” AND the global and US COVID-19 diagnosis and death counts AND numerous experts AND a crawl with dozens of other stories is not information. It’s noise. If the “news” has been known for 4 hours, it’s not “breaking,” it’s broken, move on.
- Real Answer: I need to schedule my information consumption and focus on facts.
WHY am I not using this time to get feedback from my own customers, especially since this is the first thing I tell my clients to do?
- Initial Answers: (1) I don’t want to bother them, (2) They’re busy with more important things, (3) They never complained so I’m sure it’s all good (4) I need to focus on the future, not the past, (5) I have other things to do, (6) Oh look, another email/text/Facebook post/bird/distraction!
- Insight: I don’t want to for the exact same reasons most of my clients don’t want to have open-ended EPIC (empathy, perspective, insightful, and connected) conversations with their customers — I’m afraid that even though they say they love me they also know that I’m not perfect and will have really great and helpful suggestions that will require me to change. (in all honesty, this is the nice version of what I say to myself)
- Real Answer: Time to put on my big-girl pants, follow my own advice, and go ask for feedback. It’s the only way improvement, innovation, and most importantly, client delight will happen
WHY do I suddenly feel the need to go outside and spend all time with people?
- Initial Answer: Because it’s Spring, the weather is nice, and I like people
- Insight: I want to go outside and be with people because I have been specifically told NOT to do those things. Just as I’m an introvert who does not like bugs or pollen, I also have a rebellious (intrapreneurial?) streak which makes me want to do exactly what I have been told not to do.
- Real Answer: I can go outside or open a window, stand in the backyard, or sit on the front porch. I can socialize, I just need to use technology and bring my own drinks and dinner to the FaceTime/Zoom/Skype/Google Hangout
WHY are there 6 dozen eggs in the refrigerator?
- Initial Answer: My husband is losing his mind OR he forgot that he bought 2 dozen eggs in each of the last two trips to the grocery store.
- Insight: These are strange and uncertain times and that rattles even the most stoic and level-headed of people. My husband was a submarine warfare officer in the nuclear navy and often tells stories of sleeping on the missiles because they were more comfortable than his bunk and unarmed. This is not a guy who reacts emotionally to events or who worries about the apocalypse. He is cautious and practical and, sometimes, annoyingly reasonable. But he also bought 6 dozen eggs in less than 7 days.
- Real Answer: Be patient, have empathy, listen to, and support everyone. Especially they people who you think may least need it. Also, I need to get over my aversion to quiche and other egg-heavy dishes.
In conclusion
Stay curious, turn off the news, be open to feedback and change, be supportive of others, let me know if (1) you’ve ever had to use calculus in your personal life and/or (2) have a great egg-heavy recipe
by Robyn Bolton | Jan 22, 2020 | Customer Centricity, Tips, Tricks, & Tools
Several years ago and courtesy of the TED Women Conference, I got my hands on SY Partner’s Superpowers Card Deck. Before forcing everyone on my team to run through the deck, I experimented on myself.
My Superpower? Complexity Busting.
And yes, I do truly love to create order from chaos or, as SY phrases it, “tame unruly thoughts.”
Which is why I now feel compelled to tame the unruly thoughts that many people have about customer research.
Most companies believe that it’s important to understand their customers and many of them invest millions of dollars in trying to do just that. Unfortunately, most of them are wasting their money by investing in the wrong tools.
Here’s a cheat sheet so you don’t make the same mistake
QUALITATIVE RESEARCH
In-depth, one-on-one interviews
- WHY you should use it: To discover and explore what you don’t know. When you are exploring a new space (or one you haven’t explored in a while) and you need to discover both what is going on and why, one-on-one in-depth interviews are the best (and only) way to start to bring clarity to a situation.
- HOW to do it: Don’t let the name fool you, these should rarely be truly one-to-one interviews. I prefer to structure them as two-on-ones: person 1 is being interviewed, person 2 is the interviewer and asks most of the questions, and person 3 takes notes and occasionally chimes in with questions that person 2 might have forgotten to ask.
- WHEN to use it: At the beginning of any project that feels ambiguous or for which you don’t have a lot of pre-existing and up-to-date data to rely on. It’s also a good exercise to do at least once a year as a way of ensuring that your data actually is up to date and reflects changing customer attitudes and behaviors.
Pro Tips:
- Face to face is best so that you can see non-verbal cues that indicate if someone is holding back information, struggling to understand, or having an epiphany.
- Don’t rush these. Plan 1–2 hours for these interviews as the conversations need to be EPIC (empathetic, perspective-giving, insightful, and create connection).
- Follow the rule of 10. Qualitative data tends ot be directional at best so don’t waste a lot of time and money interviewing hundreds of people. Instead, interview 10 customers then reassess to see if you need to interview more. In my experience, people 1–4 tend to provide the most new data, people 5–7 help focus you on the most important things, and people 8–10 confirm the most important things or add interesting spins that can be explored through other means.
Focus Groups
- WHY you should use it: To develop, enhance, and refine ideas and prototypes. Creativity abounds when people can bounce ideas around and build on what others say. For this reason, group research, like focus groups, is best when you’re giving people something to react to but you’ve already done the homework to identify the right problem and you’re simply giving them a solution to which to respond.
- HOW to do it: Focus groups should be heavily facilitated with structured exercises to keep the group focused. There’s lots of ways to host focus groups — in-person in research facilities, on-line communities, even group texts. What matters most is how you facilitate the group, ensuring that the collective energy is focused on generating the information and insights that will be most helpful.
- WHEN to use it: After you have prototyped solutions to the challenges identified through the one-on-one interviews. You want to give people something to react to, but it doesn’t matter if it’s a 3D printed prototype or a few sentences on a piece of paper. What matters is that you have a facilitator guiding people through exercises designed to understand what they like, what they don’t like, what they think, and what they feel.
Pro Tip: Make your prototype as ugly as possible. In general, people don’t want to be mean or hurt your feelings. As a result, the more refined your prototype, the more likely people are to think that you spent a lot of time and effort creating it. They’ll go out of their way to find things that they like, even defaulting to “I think people will like this….” (which is code for “I don’t like this but I’m sure someone else will). If you want honest feedback (and you do), make the prototype ugly.
QUANTITATIVE RESEARCH
Surveys
- WHY you should use it: To understand the relative priority of things and to build confidence in your recommendations. As mentioned above, qualitative research insights are directional and, even though they’re usually at least 80% right, some projects, executives, or companies want greater certainty before taking action. Surveys can get you that certainty in a far more efficient and effective way than additional qualitative research because they enable you to reach hundreds, even thousand, of people at once and collect data on a standard list of questions and answers.
- HOW to do it: This depends on the complexity of your survey. Self-serve options, like Survey Monkey and Typeform, are great for simple (e.g. 10 question) surveys to a broad group of people (e.g. women 18–34) or to an existing database of people (e.g. customers who have returned warranty cards). For surveys that are more complex (dozens of questions, use question logic), require a large base (100+) of respondents and/or are directed to a hard to find or access population (e.g. cardiac surgeons, people who have spent over $300 on gluten-free products in the past 3 months), it is best to work with a quantitative research firm that has the expertise, experience, and technology required to design and field the survey as well as analyze the data.
- WHEN to use it: When you are confident that you know the right questions to ask AND the right answer options to provide. In other words, after you’ve done qualitative research or when you’re doing something as a matter of course (e.g. post-purchase survey). And even then, it’s a good idea to include open-text response options just in case the answers you provide don’t include the answer your customers want to give.
Pro Tip: If you’re working with a qualitative researcher who claims they also do quantitative research, ask them to provide specific examples of past work that it at the same scope and complexity of the work you want to do. Quantitative research tends to become the “sole source of truth” in companies so it’s worth investing in the right experts for this type of work.
In closing…
Customer research is an incredibly complex field which means it’s easy to get overwhelmed and make the wrong decision. Hopefully this simple overview busts some of that complexity and quiets some unruly thoughts.
I’m curious…did this help you find the right type of research for your needs? What did I miss? What would you add? Share your thoughts and help all pf us get smarter and better at this important work!
by Robyn Bolton | Nov 18, 2019 | Customer Centricity, Tips, Tricks, & Tools
A few weeks ago, I published a piece in Forbes with tips on how to learn from your toughest customers.
During most of the year, these “customers” tend to the people buying our products or using our services — people who don’t understand why our products or services cost so much, are so difficult to understand, or why they should choose them over other options.
During the holidays, though, these people tend to be our family members — people who don’t understand why we moved so far from home, don’t call or visit more often, or why we support a certain political party, politician, or cause.
Luckily, the same techniques we use to understand our business’ customers and craft solutions that help them solve their problems or achieve the progress they seek (their Jobs to be Done, according to Harvard Business Professor Clayton Christensen), can also be used to keep the peace at your next family gathering.
Here are some Customer Research Do’s and Don’ts to help you navigate your next visit with family:
1. DO establish the topic of conversation. DON’T lead with your opinion: When you start an in-depth qualitative interview with a customer, you don’t start the conversation with “I think what we do is awesome and that you’re a horrible person if you don’t agree with me.” You start with, “Thank you for taking the time to speak with me today. I’m very excited to hear your opinions about my business.”
We all know you’re not excited to hear Uncle Lenny’s opinion on gun control but starting the conversation with your opinion isn’t going to help things. So, when Uncle Lenny brings up the topic, simply acknowledge the topic and ask if others are interested in having the conversation. Who knows, maybe Aunt Jenny will shut the conversation down before it gets started.
2. DO listen more than you talk. DON’T try to win the argument. The purpose of customer interviews is to learn from your customer, not to convince them to do something. That’s why you try to talk only 20% of the time and listen 80%.
When Uncle Lenny, undeterred by Aunt Jenny’s pleas to move on, continues to expound on why he believes what he believes about gun control, don’t try to drown him out, overwhelm him with data, or win him over to your side. Instead, listen to what he has to say, ask open-ended questions, and, every so often, chime in with your point of view.
3. DO be curious. DON’T make assumptions. During customer interviews, you don’t take things at face value. When a customer says something is easy, you ask what makes it easy. When as customer says they want something to be more convenient, you ask what “more convenient” would look like. You don’t assume you know what the customer means, you ask.
When Grandpa Joe says that anyone who believes (fill in the topic) is a (fill in the negative stereotype), don’t assume that he’s talking about you. Ask why he thinks that people who believe X are Y. Maybe he’s never met anyone who believes X and is simply repeating something he heard. As a result, he may be surprised that the family member he loves who doesn’t fit the stereotype does believe X. Maybe he HAS met someone who believes X and they do fit the stereotype. Then you can remind him that 1 person doesn’t represent everyone in a group and that while yes, that person may not be his cup of tea, there are other people (like you) who are.
4. DO share your opinions. DON’T be dogmatic about it. In the rare instance when a customer starts to assert patently false things — a company has satanic roots, a product kills pets, an executive committed a crime — it’s your responsibility to speak-up and correct the falsehood. When you correct a customer, you don’t stand up and shout in their face, you speak slowly and calmly, gently acknowledging their opinion before sharing the facts, and you do this only a few times before moving on to the next topic.
When Grandpa Joe refuses to relent on his “anyone who believes X is a Y” stance, you have every right to disagree but doing it with the same absolute language and heated emotions isn’t going to change his mind. Instead, consider framing your opinion as a question, “Grandpa, what if I believe X. What would you think then?” If he persists, then gently explain that you hear him, respectfully disagree with him, and believe X for the following reasons.
5. DO know your limits. DON’T be afraid to leave when they’ve been reached. Customer interviews have a time limit and, no matter how chatty, interesting, or charming your customer is, you end the conversation when the time limit has been reached. Maybe you schedule time for a follow-up conversation but more often than not, you thank them for their time, hand them their check, and show them out the door.
Family time also has a limit. When you reach the limit of your patience, energy, civility, or sanity, thank everyone for their time and show yourself out the door. Yes, you may miss out on Grandma’s pie or your sibling’s vacation photos, but that’s a small price to pay for keeping the peace. And you can always schedule time late for conversations with select family members.
In closing
Talking to customers isn’t easy. Neither is talking to your family. But by using the same techniques you use to understand and empathize with your customers, you can navigate the minefields of family gatherings, maintain your sanity, and maybe even make it to dessert.
by Robyn Bolton | Nov 11, 2019 | Customer Centricity
“They put their modems in filing cabinet drawers! Can you believe it?!?!”
The crowd roared with laughter. I closed my eyes and started to breathe deeply. Mainly so I wouldn’t throw my chair at the speaker.
The speaker was an industry icon. The gentleman was responsible for many of the cable and telecommunications inventions that we take for granted. After regaling us with stories from the past, the type of adventures one can only have when an industry is still small and scrappy, he was asked about the future.
He talked about ambitious plans to make it easier for people to age at home — everything from connected devices to modular accessibility tools to building code changes. It was while speaking about that last ambition that he made the comment about modem placement. And, in return, a room full of engineers laughed, shook their heads and wondered how consumers could be so stupid.
Your customers are not stupid.
Yes, customers do a lot of unexpected things. But that doesn’t mean they’re stupid.
They’re doing unexpectedly and seemingly stupid things for a reason.
Maybe the modem is a drawer because it’s ugly and ruins the aesthetic of the room.
Maybe the modem’s constant hum irritates the people in the room, distracting them from the work they’re trying to do.
Maybe the modem’s blinking lights keep people awake or make it harder for them to sleep.
There are lots of reasons why modems are in drawers and very few of them have to do with the IQ of the modem’s owner.
You are being lazy
Yes, there is something that can’t be modified to be easier or more intuitive to use but those things are not nearly as numerous as we think.
Cars had to be big to be safe. Until the Japanese made small safe cars
Computers had to be screens in beige boxes next to beige towers. Until Apple made a teardrop-shaped desktop computer in 5 colors
Can-openers and carrot peelers used to be metal tools that required strength and a bit of courage to operate. Until OXO made them more ergonomic.
Saying, “Modems simply have to be black with loud fans and lots of blinky lights, and they must be kept out in the open,” is, at best, lazy and unimaginative and, at worst, profoundly arrogant.
3 steps to stop being lazy and start being smart
1. Ask your customers WHY they’re doing what they’re doing. Actually, go TALK to your customers and ask them why they’re putting their modems in drawers. Do not hide behind a survey — you can’t possibly know all the reasons why so forcing your customers to pick from a list you created or fill in an empty text box will only get you the answers you expect. If you want the truth, go talk to the humans that are buying and using your products
2. Shut-up and LISTEN. After you’ve asked why, stop talking. Don’t suggest possible reasons, thus biasing their answers. Don’t try to take the blame by asking if your design is too complicated or the print in the instruction manual is too small. Just ask the question and listen. If there is silence, wait patiently. Your customers will start talking and, when that happens, you’re likely to learn something.
3. Make changes based on what you heard. Once you’ve heard the answer to “Why?” do not try to convince the customer that their reasoning is wrong and explain to them why they should do things differently. Once you understand their Why, say “Thank You,” and go back to the lab or the office or the drawing board and start solving the problem
- The modem is ugly. Can we change its shape, size, or color so that it blends in or stands out in a really cool way that transforms it into a status symbol (cough, white Apple earbuds, cough)?
- The modem is loud. How can we reduce fan speed or improve soundproofing?
- The blinky lights are keeping people awake at night. How can we eliminate the lights or reduce the number or change the color or change the placement?
Your customers aren’t stupid.
They’re giving you an opportunity to be smart
Take it.
Originally published (with some minor editorial tweaks) in Forbes as “How To Get Smart About Why Your Customers Do Confusing Things”
