The question was simple enough… If you owned customer experience measurement for one of your bank clients, what would you do?
Through the years, I developed a point of view of how to best measure the customer experience, and shared it with a number of clients, however, never put it down to writing.
So here it is…
Best practices in customer experience measurement use multiple inputs in a coordinated fashion to give managers a 360-degree view of the customer experience. Just like tools in a tool box, different research methodologies have different uses for specific needs. It is not a best practice to use a hammer to drive a screw, nor the butt end of a screwdriver to pound a nail. Each tool is designed for a specific purpose, but used in concert can build a house. The same is true for research tools. Individually they are designed for specific purposes, but used in concert they can help build a more whole and complex structure.
Generally, Kinesis believes in measuring the customer experience with three broad classifications of research methodologies, each providing a unique perspective:
- Customer Feedback – Using customer surveys and other less “scientific” feedback tools (such as comment tools and social media monitoring), managers collect valuable input into customer expectations and impressions of the customer experience.
- Observation Research – Using performance audits and monitoring tools such as mystery shopping and call monitoring, managers use these tools to gather observations of employee sales and service behaviors.
- Employee Feedback – Frontline employees are the single most underutilized asset in terms of understanding the customer experience. Frontline employees spend the majority of their time in the company-customer interface and as a result have a unique perspective on the customer experience. They have a good idea about what customers want, how the institution compares to competitors, and how policies, procedures and internal service influence the customer experience.
These research methodologies are employed in concert to build a 360-degree view of the customer experience.
The key to building a 360-degree view of the customer experience is to understand the bank-customer interface. At the center of the customer experience are the various channels which form the interface between the customer and institution. Together these channels define the brand more than any external messaging. Best in class customer experience research programs monitor this interface from multiple directions across all channels to form a comprehensive view of the customer experience.
Customer and front-line employees are the two stakeholders who interact most commonly with each other in the customer-institution interface. As a result, a best practice in understanding this interface is to monitor it directly from each direction.
Tools to measure the experience from the customer side of interface include:
Post-Transaction Surveys: Post-transaction surveys provide intelligence from the other side of customer-employee interface. These surveys are targeted, event-driven, collecting feedback from customers about specific service encounters soon after the interaction occurs. They provide valuable insight into both customer impressions of the customer experience, and if properly designed, insight into customer expectations. This creates a learning feedback loop, where customer expectations can be used to inform service standards measured through mystery shopping. Thus two different research tools can be used to inform each other. Click here for a broader discussion of post-transaction surveys.
Customer Comments: Beyond surveying customers who have recently conducted a service interaction, a best practice is to provide an avenue for customers who want to comment on the experience. Comment tools are not new (in the past they were the good old fashioned comment card), but with modern Internet-based technology they can be used as a valuable feedback tool to identify at risk customers and mitigate the causes of their dissatisfaction. Additionally, comment tools can be used to inform the post transaction surveys. If common themes develop in customer comments, they can be added to the post-transaction surveys for a more scientific measurement of the issue. Click here for a broader discussion of comment tools.
Social Monitoring: Increasingly social media is “the media”; prospective customers assign far more weight to social media then any external messaging. A social listening system that analyzes and responds to social indirect feedback is increasingly becoming essential. As with comment tools, social listening can be used to inform the post transaction surveys. Click here for a broader discussion of social listening tools.
Directing our attention to the bank side of the interface, tools to measure the experience from the bank side of bank-customer interface include:
Mystery Shopping: In today’s increasing connected world, one bad experience could be shared hundreds if not thousands of times over. As in-person delivery models shift to a universal associate model with the branch serving as more of a sales center, monitoring and motivating selling skills is becoming increasingly essential. Mystery shopping is an excellent tool to align sales and service behaviors to the brand. Unlike the various customer feedback tools designed to inform managers about how customers feel about the bank, mystery shopping focuses on the behavioral side of the equation, answering the question: are our employees exhibiting appropriate sales and service behaviors? Click here for a broader discussion of mystery shopping tools.
Employee Surveys: Employee surveys often measure employee satisfaction and engagement. However, in terms of understanding the customer experience, a best practice is to move employee surveys beyond employee engagement and to understand what is going on at the customer-employee interface by leveraging employees as a valuable and inexpensive resource of customer experience information. This information comes directly out one side of the customer-employee interface, and provides not only intelligence into the customer experience, but also evaluates the level of support within the organization, solicit recommendations, and compares perceptions by position (frontline vs. management) to identify perceptual gaps which typically exist within organizations. Click here for a broader discussion of employee surveys.
For more posts in this series, click on the following links:
Kinesis CEM 
Best Practices in Bank Customer Experience Measurement Design
The question was simple enough… If you owned customer experience measurement for one of your bank clients, what would you do?
Through the years, I developed a point of view of how to best measure the customer experience, and shared it with a number of clients, however, never put it down to writing.
So here it is…
Best practices in customer experience measurement use multiple inputs in a coordinated fashion to give managers a 360-degree view of the customer experience. Just like tools in a tool box, different research methodologies have different uses for specific needs. It is not a best practice to use a hammer to drive a screw, nor the butt end of a screwdriver to pound a nail. Each tool is designed for a specific purpose, but used in concert can build a house. The same is true for research tools. Individually they are designed for specific purposes, but used in concert they can help build a more whole and complex structure.
Generally, Kinesis believes in measuring the customer experience with three broad classifications of research methodologies, each providing a unique perspective:
These research methodologies are employed in concert to build a 360-degree view of the customer experience.
The key to building a 360-degree view of the customer experience is to understand the bank-customer interface. At the center of the customer experience are the various channels which form the interface between the customer and institution. Together these channels define the brand more than any external messaging. Best in class customer experience research programs monitor this interface from multiple directions across all channels to form a comprehensive view of the customer experience.
Customer and front-line employees are the two stakeholders who interact most commonly with each other in the customer-institution interface. As a result, a best practice in understanding this interface is to monitor it directly from each direction.
Tools to measure the experience from the customer side of interface include:
Post-Transaction Surveys: Post-transaction surveys provide intelligence from the other side of customer-employee interface. These surveys are targeted, event-driven, collecting feedback from customers about specific service encounters soon after the interaction occurs. They provide valuable insight into both customer impressions of the customer experience, and if properly designed, insight into customer expectations. This creates a learning feedback loop, where customer expectations can be used to inform service standards measured through mystery shopping. Thus two different research tools can be used to inform each other. Click here for a broader discussion of post-transaction surveys.
Customer Comments: Beyond surveying customers who have recently conducted a service interaction, a best practice is to provide an avenue for customers who want to comment on the experience. Comment tools are not new (in the past they were the good old fashioned comment card), but with modern Internet-based technology they can be used as a valuable feedback tool to identify at risk customers and mitigate the causes of their dissatisfaction. Additionally, comment tools can be used to inform the post transaction surveys. If common themes develop in customer comments, they can be added to the post-transaction surveys for a more scientific measurement of the issue. Click here for a broader discussion of comment tools.
Social Monitoring: Increasingly social media is “the media”; prospective customers assign far more weight to social media then any external messaging. A social listening system that analyzes and responds to social indirect feedback is increasingly becoming essential. As with comment tools, social listening can be used to inform the post transaction surveys. Click here for a broader discussion of social listening tools.
Directing our attention to the bank side of the interface, tools to measure the experience from the bank side of bank-customer interface include:
Mystery Shopping: In today’s increasing connected world, one bad experience could be shared hundreds if not thousands of times over. As in-person delivery models shift to a universal associate model with the branch serving as more of a sales center, monitoring and motivating selling skills is becoming increasingly essential. Mystery shopping is an excellent tool to align sales and service behaviors to the brand. Unlike the various customer feedback tools designed to inform managers about how customers feel about the bank, mystery shopping focuses on the behavioral side of the equation, answering the question: are our employees exhibiting appropriate sales and service behaviors? Click here for a broader discussion of mystery shopping tools.
Employee Surveys: Employee surveys often measure employee satisfaction and engagement. However, in terms of understanding the customer experience, a best practice is to move employee surveys beyond employee engagement and to understand what is going on at the customer-employee interface by leveraging employees as a valuable and inexpensive resource of customer experience information. This information comes directly out one side of the customer-employee interface, and provides not only intelligence into the customer experience, but also evaluates the level of support within the organization, solicit recommendations, and compares perceptions by position (frontline vs. management) to identify perceptual gaps which typically exist within organizations. Click here for a broader discussion of employee surveys.
For more posts in this series, click on the following links: