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How Shadow It Is Reshaping The Role Of The Cio

It used to be that IT departments chose the technology and devices employees used. They purchased volume licenses of client software like Microsoft Office and large enterprise software programs that they installed on expensive hardware in data centers they managed. In the last 10 years, however, there has been a surge in free or low cost consumer services that allow people to accomplish many of the same things as traditional enterprise software. Employees also expect to be able to use the latest smart phones and tablets, and have all their information available on any device, from anywhere in the world with an internet connection.

The traditional role of the CIO as the gatekeeper of technology is changing as a result. IT departments which used to be focused solely on building and running internal infrastructure are struggling to keep up in a world where employees can use thousands of cloud services. With cloud services, even though the responsibility for running the application and provisioning hardware is transferred to the provider, the CIO is still responsible for regulatory compliance and corporate governance for enterprise data stored in the cloud. As a result, CIOs have found themselves in the unpopular position of saying no to the cloud services employees feel they need to do their jobs.

However, when you block popular cloud services like Dropbox or Skype, people are motivated to find a way around you. At the same time as IT is struggling with new expectations of what its role should be in the company. The challenge for CIOs 5-10 years ago was providing the same IT services internally with fewer resources. They looked to outsourcing and offshoring to reduce cost and improve corporate margins. Now the expectation is that IT should be actively collaborating with other areas of the company to find creative ways to grow the business. To accomplish this, CIOs will need to embrace cloud services and proactively identify new ways to enable employees to be more productive and reach their customers in a new way.

This transformation will likely result in the IT organization shrinking in terms of headcount but increasing in its influence. CIOs will need to build stronger relationship with their C-level peers and the board. Today, the majority of CIOs (77%) see partnering with the Chief Marketing Officer (CMO) as critical to success, but far fewer CMOs (57%) agree this alignment is important. The first step of this transformation includes understanding the scope of Shadow IT usage across the organization to assess how business units are embracing new technology.

There are thousands of cloud services available and the first step is understanding which ones are being used by employees. The average company uses 545 different cloud services, each with differing levels of risk. IT departments need to assess the risks of services objectively in order to understand which ones are enterprise-ready and therefore should be promoted and supported across the organization. This exercise not only reduces overall risk and improves compliance, it can also improve collaboration. The average organization uses 19 different file sharing services. It becomes very difficult to share documents for different projects when theyre split across Box, Dropbox, Hightail, and Egnyte. Standardizing on one or two services can accelerate collaboration and the company can benefit from volume licensing compared to individual teams buying the service on a corporate credit card.

Another way to look at this shift for IT is to look at how supply chains have evolved over the last 20 years. Vertically integration has given way to an ecosystem of just-in-time parts suppliers and low cost shipping worldwide. IT should think about its mandate the same way. There is an ecosystem of cloud that must be selected and work together to drive the business forward. By focusing on the business objectives and less on the actual day to day infrastructure maintenance, the CIO becomes a much more strategic part of the business and company itself benefits.

What Makes a Good POS System

User-friendly and technically robust point-of-sale software could make the difference between consistently happy customers and those who grumble and gripe because their orders arent correct or they constantly receive sluggish service. As a result, you are more likely to experience some of the following challenging scenarios without the advantages offered by a good point-of-sale (POS) system:

Customers get frustrated and go elsewhere for service
Your establishment receives numerous reviews about poor order handing
Individuals become so upset they disrupt other patrons
Staff members are constantly overwhelmed and unable to meet customers needs

However, there are several features and characteristics that go help create excellent POS systems. Once you know what they are, youll be well equipped to start shopping.

Speedy Transactions

Even the most easygoing clients will likely become fed up when waiting in long lines. If your POS system is capable of handling busy periods without lags in response time, youll find its much easier to keep up with demand.

Easy to Understand

When a POS system is built intuitively, the likelihood increases that you and your staff members wont have to waste time learning its features. On the other hand, a clunky and poorly laid out interface could cost time and money. The software we offer at Revel Systems is designed for simplicity.

Provides Real-Time Reports

A point-of-sale system is arguably not very valuable if it cannot give accurate reports as conditions change over time. Some of todays leading systems provide instant updates about inventory levels, order tracking and even employee scheduling concerns.

Tight Security

Its essential to use a POS system that meets or exceeds industry encryption standards for sensitive information. Also, insist on working with a provider that has secure servers and offers options for restricting user access. Our interface is fully PCI/P2PE compliant, so business and consumer data is protected.

Simple Access to Customer Support

A POS system can quickly cause hassles if unexpected problems arent resolved efficiently. Fortunately, some POS specialty companies clearly understand the unpredictable nature of running a business and offer streamlined ways to connect with customer service experts. We provide telephone support 24 hours a day and seven days a week. Its also possible to submit support requests online, giving you another handy method of getting help when its most needed.

When they work well, POS systems can be true assets to busy businesses. Finding a system that has all or most of the characteristics described in detail above could help you keep customers content and minimize employee stress.

Customer Service – Implementing Customer Service Excellence

Customer Service Excellence is what it takes to bring Customers back to our Company and it is excellent Customer Service that will make them want to buy more of our products or services. Implementing Service Excellence involves the whole organisation, from Managers to front-line Teams. This article teases out some of the key areas of focus in implementing top of the class Customer Service for our Customers.
Customer Service Excellence is not just about our Customer Service people or our Sales staff, though these front line employees are critical. It involves creating a culture and a leadership structure that will empower, nurture and motivate all our people to deliver that want to stay Customer Experience.
Customers are the judges of any organisation, and they vote with their money, or their feet. They judge the Company based on their cumulative experiences of the product, the service and the people. For example, they may evaluate the quality of the product, or its value for money. But they will also notice the car park and the ease of access, or the cleanliness of your display area. They will certainly notice the responsiveness of your staff, their courtesy and helpfulness. They will even judge your Company on the way your staff talk to each other, and relate to your Manager. It all counts!

Leadership Leads the Way
Everyone in an organisation takes their lead from the top. The Leadership are role models; they model the attitudes, values and behaviours that their staff will adopt. If the Leadership walks the talk, praises and recognises going the extra mile for the Customer, the Customer Service Teams will feel more positive and confident in doing the same. If the Leadership demonstrate irritation or annoyance about Customers, or worse still, treats them as irrelevant to the Company, this will be reflected in the front line Teams.
What Management measure is also vital. What gets measured gets done also still stands, and Leadership needs to be measuring the right things. Think of the shop attendant who does not make eye contact, finishes stacking shelves before serving, or puts the money down on the counter instead of in to your hand. The Manager of that shop attendant is almost certainly measuring efficiency and might say he or she was being more efficient, handling more Customers in a much quicker way.
The Manager ought to be recognising that this attendant is efficiently and effectively sending Customers to the opposition!

Effective Leadership Processes and Measures
An effective Leadership will have processes to discuss, monitor and measure Best Practice with Customers. They will have project Teams seeking to find that extra 10%, that extra positive experience for their Customers. They will use tools, like mapping the Customers Journey through the Company, to generate ideas at each contact point always seeking the opportunity to make life easier or more pleasant for the Customer. Quality and process improvement is top of their agenda, and they give quick recognition to employees who demonstrate valuable improvements.

Customer Service Training Small Investment with Big Pay-off
Companies often assume that investment in Customer Service Skills Training is a waste of money! It is unfortunate that these Companies do not ask their former Customers for their view! Everyone can give examples of bad Customer experiences that would amaze the Company Leadership. Effective delivery of Customer Service Excellence will keep Customers, and generate profits and Training plays a key part in achieving this.
Customer Service Excellence is about processes, knowledge and behaviours. Good Customer Service Training should address each of these 3 elements, whether this is internal or external training.
Above all, training adjusts the priorities and aligns the focus of all personnel, whether Customer Service, Sales, Administration or Managers. It helps all to have a pinpoint clear focus on what they want to achieve with each Customer. They align to their shared purpose of keeping Customers coming back, and they learn the importance of their role in ensuring Company success.
Focus drives attitude and behaviours throughout the Organisation. Managers will be much more aware of desired attitudes and behaviours, and therefore will be much more likely to praise them. The Customer Care Teams will heighten their awareness to core skills and techniques with their Customers, as well as positive actions that will deliver Customer Service Excellence. Interest, support and encouragement from management will motivate them to want to perform well with their Customers. Everyone in the organisation will be singing off the same page.

Continuous Improvement and Best Practice
Customer Service Excellence is about managing, meeting and exceeding expectations. Customer Expectations are constantly changing, the bar is forever being raised. This means that Teams at all levels in the Company must respond to this by continuously seeking to identify opportunities to exceed.
Teamwork sessions held quarterly to brainstorm and generate improvement ideas are essential to achieving excellence. The Customer Care Teams themselves should be encouraged and empowered to continuously seek out Best Practice, to review and improve.

Achieving Customer Service Excellence is a continuous process that should be energetically pursued by all in the Organisation.

New Innovative Ideas to Attract More Customers

Creating customers is the main goal of any business because they are the one who makes the business itself. Sometimes, providing time, money and effort in improving your products and services is important, but what counts a lot are the customers. They determine your success whether you are just a small business owner. Therefore, many companies are providing excellent customer service to ensure their continued patronage.

Keeping the old ones is very vital because they spend more of their money buying your products. Because they are more likely t refer you to their family, officemates and friends. The loyalty of the customers to the company is developed. But as a company expands and grow into larger one, new customers are coming in.

New customers are another challenge for entrepreneurs. Some are just “window shoppers” who are just looking around and trying to figure what is new with your product. Some are “doubters” who tend to look that they want to buy but having second thoughts. The goal of the company now is to lure them into the fold and make them their patrons.

There are so many tested tips to attract more buyers. Many corporations had adopted the procedures and were successful. But as time changes, innovative methods in attracting more clients are now being used. Here are some of those:

1.To increase the potential of gaining more clients, join social networks. To publicize your product, think of signing up in any social network sites. This is where people go to connect to one another. Promoting your product in these sites would probably generate more sales since people are here to chat and talk about what is in.

2.Follow up letters and e-mails would help. Usually, customers would ask inquiries about your product; take time in answering those questions by replying to them. Give them all the details of your product. Your response would be a clear sign that you are interested making a deal with them.

3.Offer your clients with some freebies. Consumers dont purchase the product unless they have tried it themselves. By putting the product in clients hands, this gives them a first-hand experience and sees the results for themselves. You may be giving a lot of free samples, but in return, you would have more sales more than you have spent.

4. Try direct response marketing. This one works like as if you are just getting to know a certain person. You call your clients and befriend them. Your new acquaintances would earn you new customers. Then slowly introduce your product to them provide them an irresistible offer plus a gift to make them buy your product

5. Do direct selling. The salesperson comes in direct contact with the client. These include demonstrations, free delivery, and satisfaction guarantees. The client doesnt need to go out anymore in order to get something, therefore minimizing the hassle in purchasing.

The traditional way of customers going to the mall to buy is slowly fading away. The trend today is bringing the product to customers right in to their doorsteps. The Internet has also revolutionized the system by simply directing their needs in just press of their keypad.
That is why an entrepreneur, in order for him to gain more profits, should switch now to modern methods of attracting more clients into his company.

First-Class Customer Service Separates Buckeye Fabricating from the Others

Buckeye Fabricating’s ability to offer high-quality products and deliver outstanding customer service has allowed this pressure vessel and process tank manufacturer to foster long-term relationships with its customers worldwide.

The company works continuously to ensure that the customers’ needs are met efficiently and cost-effectively. Buckeye has emerged as a leading provider of not only pressure vessels and stainless steel tanks, but also custom air tanks, custom pressure tanks, vacuum tanks, jacketed tanks and much more.

Meeting customer demands is a process that requires understanding customer needs, unparalleled quality control, tireless commitment to continuous improvement and innovation as well as exceptional value.

Cultivating a satisfied customer base is top priority at Buckeye Fabricating. From the top management down, employees throughout the organization live by this rule. Buckeye believes that customers are the lifeblood of the business. As a customer-oriented company, Buckeye listens to its customers and understands their needs and expectations, then works to exceed those expectations in all ways.

One of the primary ways Buckeye does this is through its exceptional quality assurance process. The cornerstone of Buckeye’s success is the uncompromised quality of its products. Our extensive quality control system ensures that your custom pressure vessel or tank has been properly designed, constructed, inspected and pressure tested. We apply our stringent quality standards to products of virtually any design, size or configuration. All of our products are manufactured in accordance with the American Society of Mechanical Engineers (ASME) code.

We perform tests for durability and performance; and no product is delivered to a customer until it passes these — and more — tests with no room for departure from our strict standards.

A big part of valuable customer relationships and loyalty is Buckeye’s ability to create custom products that address the customers’ needs. This means a total commitment to continuous improvement and innovation. Our state-of-the-art facility has continually upgraded its tank fabrication capabilities with both machinery and skills, making us one of the most highly qualified shops in the industry. In addition, we have the experience and expertise to produce high quality steel tanks and pressure vessels for any industrial purpose. Our technical engineers are unmatched in the industry. This crew is equipped with the latest state-of-the-art tools and automated equipment to do whatever it takes to get the equipment to you on time.

Going the extra mile also means not “mass producing” product, but rather offering our customers personalized service, where we build what you want and work with you on the details, no matter what the size or purpose of your product.
With a long history of building to ASME code, our design services team can provide engineering expertise as well as detailed CAD drawings to support your custom pressure vessel, process tank, stainless steel tank, mixing tank or storage tank project.

At Buckeye Fabricating, our mission is quite simple: to help customers fulfill their need for custom tanks and give them a flawless experience every time. For 46 years, we’ve been offering worldwide solutions built on a strong foundation, proven products, and the stability that comes from long-term industry participation. When you purchase a product from Buckeye Fabricating, rest assured your investment will be a good one.

Five Critical Steps to Be Customer Focused

In todays highly technical and fast paced world one piece of advice is very true listen to the customer. Unfortunately, selling complex technical products or solutions (or anything else), causes most salespeople to focus on product features rather that on their benefits to the customer.

This product focused approach to sales is from the old school. It focused on specific features and benefits that would be of interest to a prospective customer. Salespeople would immediately commit to memory as many of these product features as possible.

After a dissertation on the associated benefits that went along with these product features, the prospect is suppose to sign on the dotted line because the salesperson certainly must have found a “hot-button” during this product review.

But something bizarre happens. The prospect is often overwhelmed by all the facts and technical data that has been dumped on him. When you sell only on product features, you leave yourself open to price shopping by your prospect.

The smarter method of selling that is much more effective is called customer focused selling. Simply stated customer focused selling is first finding out what the customer wants and then providing the solution for his or her situation. Sound simple, yet it is surprising how few salespeople practice this method. Perhaps its because they spend so much time learning about the hardware and software features they sell, that they would burst open if they couldnt tell their prospect all they know. Another reason is that salespeople sometimes (too often) would rather talk than listen to their prospect. Here are the five critical steps to be customer focused:
Customer focused selling means the customer does most of the talking. How does the customer do most of the talking? The salesperson must probe and ask open ended questions to determine the customers business needs and personal wins. Open-ended questions ask the listener for more specific information. Open ended questions begin with words like what, when, how, where, why, and when. They ask for peoples opinions, facts and feelings. They open the conversational door. Examples: “What results are looking for in a new supplier?” ” What makes that business issue so important to you?”
To get the prospect to be more receptive to your probes and questions, try to cushion it with a softening preamble. Try, “May I ask you a question? ” or, “In your opinion, what factors do you consider most important in selecting a new supplier?” Be creative and ask a few thought-provoking questions that will provide you with information about this person as well as facts about their company. Differentiate yourself from other salespeople by asking what important challenges the prospect is facing this year and how they differentiate their company from the competition.
Probe to understand the business issues that are most important to them. For example, a General Manager might say Improving Productivity is a top priority. Probe to see what makes that issue so important, exactly what “improving productivity” means to him or her. Once you understand the important issues facing your prospect, ask open-ended questions to uncover problems with their present system or approach and identify the benefits they need because these will become opportunities for you.
Then probe to find their personal win. The owner of the store on the corner dreams about the day her business will expand from 1 shop to 2. Then from 2 shops to 3, to 5, and more. Think about your dreams; where you are today and where you want to be next year? Your customers also have dreams about their businesses and their careers. Who knows? They know, and uncovering their dreams is a critical step in the customer-focused sales approach. If you can find their dream, you can identify their personal win. When you do, you can then bring together a “customer focused solution” that addresses their business issues. More importantly, your solution will help them fulfill their dreams.
Finally, it is vitally important to listen actively, take notes, provide feedback when your prospect is responding to your questions. All too often, salespeople will ask a good question, and then not listen to the answer. This hardly builds credibility and trust with the prospect. Salespeople can significantly improve their listening and establish credibility and trust faster by providing feedback that creates an agreeable atmosphere with their prospects. Asking material questions and then listening actively to your prospect is one of the best ways to avoid these problems and differentiate yourself from the “not-so-great” salespeople. Increasing your ability to probe and ask questions and then listening to the prospects answers provides you with the information you need to identify needs, goals and priorities. Armed with this information, you can create a “Customer Focused” solution that addresses your prospects issues. Good luck and good selling!!!

How To Make Sale After Sale After Sale After Sale – For Ever ! (Part 4)

Develop A USP

But – What is a USP?

If you don’t know the answer to this question, you’re business is in serious trouble! Again, an entire book can be written on this subject (many have been).

Your “USP” is your “Unique Selling Perspective”. In other words…Why is your business Unique? What does your business possess that separates it from the rest of your competition? Why should a customer buy from you instead of your competition? What do you offer your customers that your competition doesn’t?

Here’s a good example…. Amazingly enough, a once failing pizza shop used the power of a strong USP to turn their struggling business into an empire. They decided to become unique and capitalize on one specific aspect of their business that no one else had yet capitalized on. Once they did, their profits soared!

Who is this pizza shop? The Answer? A very well known – Internationally Recognised Name NOW but I can’t tell you in the article – (considered as advertising & forbidden.)

So, how did they turn their business around? With a simple, clever, slogan combined with a USP…. Delivered Hot And Fresh In 30 Minutes Or Less… OR IT’S FREE! The young owner of this Pizza Business didn’t capitalize on fresh ingredients, the ripest tomatoes, 5 different cheeses, or special offers…. Everyone else was already doing that! This “college student” realized where the need was and hammered home his simple message! What did folks want from a pizza place? They wanted their pizza FAST! This simple slogan and USP alone turned a once failing business into a MEGA MILLION DOLLAR FRANCHISE!

Don’t Sell Products… Sell Content – This may sound a bit strange… After all, you’re in business to make money, right? Absolutely! You want the sale…Right? Of course! But just as I touched on this same issue previously, the best way to sell a customer is by first gaining their trust and reassuring them that by making a purchase from you, it will be a decision they won’t regret. The only way to really do this effectively is by pre-selling. Yes, you want your website visitors to ultimately click the “Buy Now” button on your website, but you only want them to do so AFTER they’ve come to know your business and respect you as a business professional.

So why not put some articles or valuable content on your website that will interest readers in your niche’ market? For example…..

— Offer free downloads for visitors to read at their leisure.

— Get them to sign up for your newsletter so you can stay in touch.

— Place a web poll on your site to get visitors involved – make sure the questions relate to your site’s theme

— Put a feedback form on your website for readers to offer their suggestions

— Put a testimonials page up to show your visitors how much previous buyers enjoyed their shopping experience

— Offer a “Shopping Tips” or “Helpful Hints” page to give your visitors something of value for free

Auto Sales Training in the 21st Century

Auto sales training is definitely not what it used to be.

In the 70’s, you could walk onto an auto dealers showroom floor, ask for a job and be selling a car that afternoon. No experience, no background to speak of, as well as (generally) no character.

The 80’s changed little; however, technology began to take hold. Software began making its first entry into the world of auto sales. Consequently, auto sales training moved in a completely new direction with the first introduction and integration of technology.

Things were on the move.

The 90’s introduced many changes. The market became extremely competitive, as technology continued to advance. Dealerships in the 90’s began to embrace technology, albeit slowly.

Websites were being developed by every type of market. More and more dealers began realizing that having a website was no longer a luxury, but a necessity. With technology really beginning to take off, dealers were able to integrate many of their core processes, including auto sales training, creating a more cohesive dealership.

Then came the year 2000, ushering in the 21st century.

Dealers in this century have realized that in order to remain not only competitive, but just to remain on the map, they have to set themselves apart from the rest of their competition. They must take their auto sales training to the next level.

Just over 30 years ago, a guy could get a job and begin making sales that afternoonnow there are comprehensive auto sales training programs that manufacturers are making mandatory. Sales certification is on the rise and becoming a major incentive for the actual sales representatives in order to earn more income directly from the manufacturers themselves.

Technology has changed the way we train our staff.

Once upon a time, the computer was just a neat piece of equipment that took up space and required a ton of time just to learn how to operate. Today, with the ease of use, and vast array of applications, it has become a core aspect of every part of every business in the world.

Dealerships can engage distance programs in some of the best auto sales training programs available. By simply logging into a web application, sales reps of dealerships all around the country can engage in timely and informative sales strategies, no longer limited to what their individual sales managers can teach.

Today, in addition to technology, many other aspects of auto sales training have changed. Customer service, client retention, relationship building, prospecting, negotiation strategies, etc, are all huge aspects that dealerships today focus on in the auto sales training process.

Gone are the days where a guy/gal can simply go to a dealership, apply for a joband within hours find themselves standing in front of a prospect wanting to buy the latest 2006 model. It just doesn’t work like that any longer.

Create Your Identity, Promote Your Brand with Smart Name Badges

Jonathan Winchester of Shopper Anonymous (www.shopperanonymous.co.uk), a mystery shopping organisation, conducted research in the UK, Australia and New Zealand that showed how name badges improve customer satisfaction. Based on 116,000 measured shopping experiences, results show that the overall rating for the customer service experience in organisations where the staff wore name badges is 12% higher than those companies where the staff didnt wear any name badges. Name badges are clearly an important and also create a customers first impression of the organisation.

Benefits of Name Badges

Name badges are not just for advertising your brand or customer service; they also promote confidence and trust in your employees or students. Here are some advantages of wearing a name badge:

Corporate name badges
oIdentification
-Easily identify the employees name, rank or designation especially if its a large organisation
-Ensure safety and security in the office premises
-Promote the sense of identity and belongingness in the organisation
-Easily address, interact or converse with other employees from other departments
-Add a professional impression in customers eyes
-Build confidence, respect and pride in employees
-Establish trust within the organisation and from the customers
-Save regular visitors from embarrassment if they forget a persons name
-Help distinguish staff from customers in businesses that dont wear uniforms
-Improve employee-to-employee working relationship by putting a name to the face, instead of addressing employees by the department they belong to
oBrand Promotion
-Serve as a promotional or advertising tool
-Help popularise the brand and company image to the public
-Can create a long lasting impression in the customers mindset
-Make a statement of what the brand is
-Professionally present the entire organisation or brand to the client
-Create an impression of providing a personal service because youre on a first-name basis
-Create trust in the customers eyes because you are presenting a sense of accountability for your actions

School name badges
oIdentification
-Build pride in the institution the student belongs to
-Carry out the schools philosophy and ideals
-Ensure security and safety of children in the school premises
-Create discipline and team spirit
oRecognition
-For academic and athletic achievements
-To acknowledge leadership qualities and responsibilities

Name badges have become an important part in an organisations identity. But to make the name badge effective, you should create a design thats not only impressive but also reflective of your organisations identity and ethos. Ideally, name badges should be smart, direct, appealing, readable and recognisable. When customising a name badge, you may include a persons name, the institutions name, logo, tag line, and colour. But you also have to consider its limited space; avoid too much content that it becomes incomprehensible. Make it short, informative and targeted. For its layout, avoid shiny surfaces or indecipherable font types that make them very difficult to read.

You can trust Smart Edge Badges to help you create the image you want to project to the public. They design impressive layouts that promote your organisations identity and culture.

Concurrent Documentation for Treating Patients with Mental Illness

Concurrent Documentation is strategy that can be learned and applied in a relatively short period of time. Essentially, concurrent documentation means that provider staff work with the clients during assessment, service planning and intervention sessions to complete as much related documentation as possible and appropriate.

There are a number of significant benefits to concurrent documentation including:
1. Enhancing client and family involvement in the therapeutic/ rehabilitative process (i.e. it supports the Person Centered “Golden Thread” and… clients and families like it!
2. Improves the quality of life for staff by eliminating documentation backlogs and the feeling of never catching up”. It can drastically reduce documentation time to direct service ratios.
3. Helps staff more easily attain performance standards and have time for other useful activities.
4. Focuses and improves the quality of documentation content

The primary steps to a transition to concurrent documentation involve:
1. Motivating staff by clearly demonstrating the clinical and personal value of concurrent documentation.
2. Moving staff from a “that’s not possible” to an “I can do that” position.
3. Attainment of competencies in specific strategies for using concurrent documentation for a variety of processes (e.g. assessment, service planning, service progress notes) and in a variety of settings (e.g. office based vs. field based, individual vs. group, paper forms vs. EMR).

The ideal preparation for transition to concurrent documentation involves:
1. Staff training (preferably onsite but can be done via web-ex)
2. Recruitment of volunteers to conduct a pilot (in the present context the pilot staff would be perfect candidates)
3. Implementation of a concurrent documentation pilot that includes minimal collection of data to demonstrate the reduction in documentation to direct service ration as well as to provide support for ongoing improvement in the process.

Overcoming Specific Attendance/ Engagement Barriers Associated with Mental Illness

Additional strategies include those that target specific barriers to engagement. Here are some self assessment questions that may help identify areas to consider:

No Show/ Cancellation Protocols:
1. Is there a clear definition for no-shows vs. cancellations?
2. Does all staff know and record client absences using the definitions consistently?
3. Is there a standard protocol for intervening with clients based on no-show/ cancel thresholds (e.g. clients miss more than 1 in 6 sessions)? Some potential interventions may include:

Scheduling:
1. Are cancellations/ no shows due to inconvenient scheduling days/ times?
2. Should the schedule be reviewed with the client and appropriate accommodations made?

Transportation:
1. Does a client have difficulty arranging transportation or have unreliable transportation?
2. Can the provider assist in getting transportation commitment/ support from family, transportation providers, etc. (This may interrelate with scheduling )

Reminders:
1. Does the client report that he/she forgets about appointments?
2. Can personal reminder calls be made? Automated calls are least effective and clinician calls are more effective than support staff calls.

Other Service Preferences:
1. Are there other service preferences (e.g. provider gender) that would help with client engagement?

Medication Side Effects:
1. For clients who do not consistently adhere to prescribed medication regimens or who’s attendance for medication management sessions is poor, have the obstacles to adherence been specifically identified and strategies for addressing the obstacles discussed with the client (and possibly incorporated into the service plan)

For example:
1. Does the client feel the medication does not work?
2. Does the client not know why he/she is taking certain medications?
3. Does the client experience side effects that he/she feels outweigh medication benefits?
4. Does the client forget to take or lose medications?

Possible strategies include:
1. Ongoing client education regarding prescribed medications
2. Interventions designed to address coping with and/or attenuating side effects
3. Techniques (e.g. Motivational Interviewing) to help client weigh medication adherence benefits’ against medication adherence costs’.
4. Adjusting medications and or dosing to address distressing side effects.

Alternative Service Schedule Options for Mental Health Patients

The above approaches to improving engagement all assume that it is the provider’s first responsibility to work with the client to understand and overcome challenges to engagement. It is best (and usually correct) to first assume that the problem is with the services and not the client. These types of strategies should be the first line of intervention and should be attempted for a period of time sufficient to assess effectiveness. However, clients have a choice regarding their willingness to fully participate in services. Ongoing cancellation, and particularly no-show/ patterns, despite skilled Person Centered approaches to improving engagement, can put a strain on staff’s ability to maintain performance standards and thus limit access to care for other clients.

In these cases, it is sometimes prudent to apply alternative service schedule options for medication management appointments. For example, if after exhausting person centered approaches like those outlined above, clients continue to regularly no show’ for medication appointments, they may be transferred to first come –first serve’ open clinic hours as opposed to scheduled appointments. This kind of intervention should be a last resort, but sometimes clients will re-engage (or at least make an effort to attend appointments) to regain their scheduled appointments.

Customer Service Training for Treating Mental Health Patients

Another key engagement strategy is one that is core to any service delivery industry — enhanced customer service. Numerous community behavioral healthcare organizations have recognized that there is a need to develop enhanced internal and external customer service training/approaches. Interestingly, experience indicates that there is almost always a parallel between the need to provide enhanced external customer service with the need to enhance internal customer service.

It seems that an important prerequisite to addressing internal changes is the requirement to focus on “internal” customer relations between staff members, units, programs, and locations. Where mental and behavioral health care organizations have been able to address internal customer relation needs/challenges, there seems to be a pronounced secondary benefit of being more attentive to the needs of the external consumers/customers. A positive and interesting method to assess internal customer service levels is to ask each member of the management team including line staff supervisors the following question with everyone present:

“If you had complete control of your budget, would you purchase services from your other management team members or from other units/programs within your center?”

This one question has provided a full day of important and honest feedback at management retreats. The key outcome is to identify the level of “noise” between units/programs/function areas which is produced by lack of cooperation/personality conflicts, etc. The higher the level of noise identified the more attention that management team members must divert from ensuring positive customer services is being provided daily to clients.

The consultation requests to provide consumer/customer service training has increased across the nation. The purpose of the training is to provide enhanced awareness within the mental and behavioral health care organizations of how staff can provide “delightful” service to consumers. During the course of the training, staff are challenged to identify the customer service approach they utilize when consumers visit (this exercise does not intend to address different therapeutic relationships). The focus of efforts in the training assist staff to define the four typical customer service approaches — a job focus, a client focus, a consumer focus, and a customer focus.

As clinical and non-clinical staff members begin to define each of these terms, a significant level of similarity of service attitudes, definitions and opinions emerge between mental and behavioral health care organizations. Below is an outline summary of the four different approaches as commonly defined:

1. Job Focus – “It’s just a job/ it’s not my job!”

2. Patient/ Client Focus – “They need us!”

3. Consumer Focus – “They choose us!”

4. Customer Focus – “We need them!”

When a behavioral health staff defines each term and move from a job to a client to a consumer to a customer focus, the customer service changes become obvious. The difference in all four-service approaches is embodied in the summary characteristics of “It’s just a job/it’s not my job” Vs. “They Need Us!” Vs. “They Choose Us!” Vs. “We Need Them!” This exercise consistently produces an interesting outcome — a concern that some staff approach consumers/customers with an “It’s just a job” or “They Need Us” service delivery model.

An example of a customer service awareness change came from a customer training session several years ago where a clinical supervisor raised her hand and shared an incident that had happened the previous day. One of her clinicians told her a consumer was upset because he was required to fill out the same form for the third time. The supervisor was known as a very strong consumer advocate within the mental and behavioral health care organizations. However, she insisted the consumer follow protocol and complete the third form. At the training, she realized she had advocated for the service delivery system, not the consumer. Framed another way, mental and behavioral health care organization staff members seem to focus more efforts on customer service to benefit the service delivery system, as opposed to customer service to benefit the consumer.