Customer Experience Lessons From Marks And Spencer

Last week, I was in London to lead a panel discussion for Tealeaf at the MarketingWeek Customer Retention Conference. The opening speaker was Jo Moran, Head Of Customer Service/Experience at Marks & Spencer. She presented a lot of great ideas that other companies can learn from.

Moran outlined a number of steps that the retailer uses to infuse service into its traditionally “product-centric” culture:

  • Define the service proposition. Marks & Spencer defined what it calls “Our Service Style” which has four elements:
    • Be positive
    • Be determined
    • Take ownership and responsibility
    • Be respectful
  • Embed in the structure. Moran described a new position, Coach, that acts as a role model and also as a trainer on the floor to teach employees how to deliver the service style.
  • Support with training. The retailer has a full spectrum of training from one-off events to a fully developed career path. She said that there are three key words for all of their training:
    • Simple
    • Memorable
    • Do-able
  • Keep up the momentum.They do audits of the customer experience, have champions across the organization, and a cross-organization steering committee. She said that you need to figure out if you are on a “journey or separate chapters in a  book that aren’t linked.” [editorial note: you need to be on a customer experience journey].
  • Look at what’s getting in the way. The retailer looks at tasks and red tape that either keeps employees from spending more time with customers or wastes the customers’ time.
  • Improve or remove. Moran talked of very coordinated recognition programs (daily, weekly, monthly, and annual customer service awards), but they also use the “stick” to get rid of employees that can’t deliver the service style.
  • Measurement to drive continuous improvement. M & S uses mystery shoppers (which Moran said she “loves and hates”) as well as a voice of the customer program that explores new ways to get feedback through mechanisms like Twitter, Facebook, and Fizzback.

Moran also discussed the company’s “service circle” which had at its center: “SERVICE: Doing what’s right for customers” and was surrounded by five circles:

  • Understand your business
  • Understand what customers want
  • Make a connection
  • Be flexible
  • Be commercial

One of the final things that Moran presented was this model (which I’ve recreated, so it’s not exactly the same as her slide):

The bottom line: There’s a lot of good stuff here.

About Bruce Temkin
I am a customer experience transformist, helping large organizations improve business results by changing how they deal with customers. As part of this focus, I examine strategy, marketing, interaction design, customer service, and leadership practices. I am also a fanatical student of business, so this blog provides an outlet for sharing insights from my ongoing educational journey. Simply put, I am passionate about spotting emerging best practices and helping companies master them. And, as many people know, I love to speak about these topics in almost any forum. My “title” is Managing Partner of the Temkin Group, a customer experience research and consulting firm that helps organizations become more customer-centric. Our goal is simple: accelerate the path to delighting customers. I am also the co-founder and chair of the Customer Experience Professionals Association (CXPA.org), a non-profit organization dedicated to the success of CX professionals.

4 Responses to Customer Experience Lessons From Marks And Spencer

  1. Pingback: The Era Of Social Business | Go Do It Right Now.com

  2. Guy Tweedale says:

    I agree wholeheartedly with the article above and my own expereices with Marks and Spencer over the last few years has shown that they are definitely improving customer experience across the board. I particluarly enjoy the fact that in their stores generally speaking the adage of the customer is always right seems to ring true. Would that many of the other origanisations we deal with as consumers could replicate this philosophy across all the service channels. In my own expereince the worst interactions are often with the call centre – a disembodied group who strive (sometimes) to help but are often burried under poor processes, lack of authority and poor technology

  3. Meerika says:

    Thanks for the post. Btw, do you know that Banque Accord also offers great self service support through its web assistant Bea? http://go2see.it/adm

  4. Angie McMillan says:

    I Was in Castle point today with my daughter and staff member Lorraine gave the best service I have ever had in Marks and I wished she worked for me. Please celebrate her hard and good work that she performs you should be proud

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