Best Recipes Ever

Tag: Customer Service / Loyalty

  • Leadership – service provider or security pre flight specialist?

    I recently had the displeasure of being subjected to the pre flight security at Terminal 5.  On the best occasions this is not fun, but a necessity.  On average I travel through an airport approximately every six weeks.  Not a lot some might say?  Irrelevant of how you perceive the frequency, this last experience got me thinking about the role of personnel responsible for pre flight security screening.

    The experience was probably the worst experience of security in this particular airport for a good 2-3 years.  I followed the winding line to the point where instead of watching others, I got to put my hand luggage, coat etc in trays to put it through the scanner, before walking through yourself.  As usual there were two lines of x-ray machines for one line of people.  Well planned and thought through.   However, one line of machines was not working for some unapparent reason.  There was no explanation as to why, it just was not, and all the personnel stood around ignoring passengers as best they could.

    Finally it was my turn to put my things into the tray, surprise no trays!  On asking one of the “unengaged” security specialists from the other line for more trays, I was told “ask him over there” and the specialist concerned went back to her conversation.  In addition, the person checking that your belongings were placed correctly was non communicative.  This job would probably have been done better by a robot?

    On the other side, after the X-ray, people were collecting their belongings and blocking the process as trays backed up with no space for new trays to come through, thus halting the active line.  Did anyone from security even try to encourage people to take their belongings and “re-assemble” themselves in the place dedicated for this where there are places to sit?  And yet, in front of this x-ray line was a desk with not one, but three supervisors enjoying early morning conversation.

    After this 25-minute experience, of course I hit the red button, the one with the dissatisfied face.  Not only that, I took the time to fill in a feedback form and post it in the box provided.  I wait with baited breath for a response.

    As a result of this experience, the question swimming in my head was, “What is the role of a security specialist whose reason for having a job is to screen people and their belongings to ensure we are all safe?   For the safety aspect, I am grateful.  Asking the same question about a barista in Pret a Manger, or sales assistant in Pink or any other clothes shop, the answer is clearly to sell clothes, muffins, sandwiches, coffee etc.  If that sales assistant, or that barista, were to sell their merchandise in the same way that the security team did, surely we would all go somewhere else?  The fact of the matter is we cannot go somewhere else when it comes to pre-screening security.

    In reality, every security specialist’s job is to take care of passengers and provide a service that is paid for indirectly through airport taxes.  Thinking about their role from the customer perspective, puts a completely different slant on the role and how that person and the teams fulfill that role.  Every person that travels through is a customer, many of whom are leaving the UK after a visit to enjoy our culture, sights, events and so on.  Is my experience the last impression we want to give about our country?

    Selling a muffin, coffee or salad with no attention to the customer does not change the quality of the product, but it does change the customer experience.  Perhaps its time our security change their perspective on what they do, giving everyone a positive experience?

  • Ryanair – a fine leadership cock-up

    The purpose of my blog is not to run Ryanair into the ground, though I am sure there are a number of people out there who would willingly do that.  Anyway time will tell?  As my mum always said “All good things come to he who waits!”

    I was listening to a well-known radio station a couple of weeks ago when the Ryanair situation was first breaking news.  Various listeners were sharing their experiences and tales of difficulty.  At that point the reason for this situation, according to Ryanair was “incorrect scheduling of pilot holidays”.  Extraordinary?  I am sure that Ryanair has hundreds of pilots.  Could poor scheduling really be the cause of such disruption?  As this point was being discussed, the wife of one of the pilots called in to share her understanding of the situation:  “This is not about poor scheduling, she said, it is about how pilots are treated by Michael O’Leary, who she said has no respect for them or the work they do.”  My leadership bells were already ringing.  According to Justin Bachman and Carol Matlack in their article “The Creative Hiring Habits of Ryanair and Norwegian Air Shuttle” (Bloomberg, February 12, 2015) both Ryanair and Norwegian have found ways to minimize the legal aspects and taxes on pilot contracts in favour of company profitability.   I don’t think there is a company out there who does not look for creative ways to minimise costs and maximize profits.

    What is the cost for Ryanair of this situation?

    The evidence of poor leadership in this situation keeps showing its face – why is the CAA (Civil Aviation Authority) regulating body reacting so if the leadership is transparent, fair, and above all with integrity.  Not only it appears is the leadership of employees under question, but so too is the honesty and integrity with which Ryanair is communicating with their customers, who also appear to have been cheated.

    Mr Haines, Chief Executive (CAA) told the BBC news (28 September 2017) “that he very much doubted the dispute would get as far as the courts, but added it was “unacceptable” that Ryanair was disregarding the law and customers’ rights.”

    Don’t get me wrong doing the right thing and leading from the front with courage, integrity and transparency both with employees and customers is not always the easy route.  Trying to fool the customer over their legal rights was an act that perhaps Mr O’Leary and his senior management were hoping would make the whole thing die down through showing reassurance to customers that they are being taken care of and that Ryanair will do the “right thing”. This has not worked, in fact it seems to have added fuel to the fire.  Perhaps the fire is going to get bigger, as customers are so riled to the point that it makes them claim every last penny that is their legal right!

    In most situations where there is need for courageous and exemplary leadership, there is time for discussion with key members of the management team to formulate the message and to get it out there to change the course of the situation or even halt it before the fire takes hold.  However, if that’s not in your list of values, as a leader, nothing that happens is going to make you change your colours.

    Leading others, from my point of view is a privilege.  At times it can be difficult, demanding, even frightening sometimes, as well as exhilarating and joyous.  In each situation core values are what provide stability to make the right decision, that clear direction to stand up and say “I made a cock-up, and I am sorry and I will do everything I can to rectify this quickly, with openness and above all with honesty and integrity.”

    Leadership is not just about how we use our head in making strategic decisions to increase competitiveness and profitability, it is also about using our heart to understand our team members, as well as customers and to balance our “head” thinking and decisions with some human emotion from the heart.

  • How compatible is your company motto with decisions that affect customer loyalty?

    Continuing the airline theme by taking a look at our own national airline in terms of the company motto and how poor decisions within the organisation affect customer loyalty.  As seen on the Ba.com website:

    “At British Airways our promise of ‘To Fly. To Serve’ embodies who we are and what we do. We want to ensure our promise extends beyond our everyday operation and that our commitment is one that lasts. To do that we have one overarching goal: Responsible Flying.”

    Taking this “promise” of “We fly to serve”, further, I have been flying one route for the last 20 years with BA at least 5-6 times per year, not to mention other flights to other destinations. I believe I have been a fairly loyal customer and I am qualified to comment on how this motto of “Fly to Serve” has changed in service delivery on this particular route, and how that has affected my loyalty.

    Today, on this flight, which is approximately 3.5 hours there have been several changes, all of which have occurred in the last 12-18 months:

    • From being served a hot meal, offered hot and cold drinks there is now no food, no drink or snack unless you want to buy it from the M&S menu.
    • The ticket price has gone up considerably and for the last two flights on this same route, I took another airline. All be it not a direct flight, but the price was more than 50% less!  And I got a meal on one and a sandwich on the other together with a hot or cold drink of my choice.
    • Interest of the cabin crew has decreased considerably.  The last flight I was on the crew served the M&S food to those who wanted it and then sat at the back of the plane and talked loudly to each other for the rest of the flight.  I don’t want to hear what stewardesses do in their spare time with their children, husbands and dogs, or any other thing they want to discuss!
    • If I fly hand luggage only, I either have to pay extra to choose my seat when checking in 24-hours before or sit where my seat is allocated, hence having to listen to the cabin crew discussion!

    Further reflecting on “Fly to Serve”, I am encouraged to earn Avios points thus the more I earn, the more loyalty I am giving to the airline.  Fair enough, and a winner for both parties.   Using my earned points was, I believe, to be a reward to be able to use them on a future flight.  As this is a loyalty programme, why then am I penalized for being loyal?  I recently redeemed some of my Avios points for a long weekend in a European city.  Being only a long weekend, I don’t require much luggage, and therefore flying hand luggage is reasonable.  As usual I check in on line 24-hours before to do just that – check in and print my boarding pass making the whole experience easier for BA and myself as I self-organise for the flight.  To my surprise, using my points, I am again penalised as my option to choose my own seat, unless paying more has been removed.  Thus having to sit in the seat allocated.

    How does an organisation with the motto “We fly to serve” make such decisions that lead to giving with the right hand, which helps earn the airline revenue and loyalty, and then taking it away with the left?  Clearly these two policies are in conflict.  Where are the managers who are supposed to ensure a company provides consistent messages to its customers?  Messages that give the impression that customers are valued and we do care which is reasonable with such a company motto?

    What is the affect of these decisions?    As I have free will and the possibility to choose who I fly with, it is clear that most of us would prefer to fly with an airline that actually values its customers and serves them in the fullest sense of the word.  Where the experience on board is safe, friendly and efficient and the rules for one passenger in the same class are the same as for all passengers, whether travelling hand luggage or with hold baggage.   Most importantly, I am welcomed and rewarded for my loyalty.

    It is a shame that the motto is no longer delivering its promise due to poor managerial decision-making, but I guess we can be thankful that at least the “flying” part is still being delivered!

  • How Are Your Listening Skills?

    How Good Are Your Listening Skills?

    I like to listen.  I have learned a great deal from listening carefully.  Most people never listen.

    Ernest Hemmingway

    In order to manage the ever-increasing workload, our lives are focused to processing as much as possible in the shortest time,.  This is further compounded by social media – Facebook, Twitter, Instagram and the like, all of which demand time, and to which it is easy to become a “slave”.  How are these demands affecting your listening?  Look over the table below and remind yourself of the difference between poor and effective listening.

    Poor v. Effective Listening Behaviour

    The Poor Listener:

    Is distracted by work, other people, interrruptions, noises etc

    Body is oriented away from the speaker 

    Gives no feedback (facial responsiveness, or other appropriate response 

    Ignores speaker’s non verbal communication

    Interrupts and waits to speak 

    Jumps to conclusions – focuses on symptoms and quick fixes

    Takes criticism personally

    Blames others.  Becomes defensive about the organisation or self and is judgemental and punishing when someone complains 

    Blames the organisation.  Takes the side of the person complaining

    Is thrown by stressed-out behaviour of others, and may become stressed-out in turn, Often lacks control of the situation

    Judges others by opinions – prejudices, shuts down listening

    The Effective Listener:

    Focuses on the speaker and what is being said

    Body is oriented towards the speaker 

    Gives feedback and participates appropriately 

    Tunes into the speaker’s non verbal communication

    Occasionally reflects and clarifies.  Allows the other person to finish what they are saying 

    Is patient.  Sees complaints and negative criticism as opportunity for problem solving and learning.  Focuses on underlying causes

    Avoids taking criticism personally 

    Suspends judgement as to who is to “blame”.  Has attitude to focus and find solutions which is seen as being more important than judgement

    Doesn’t blame.  Seeks solutions, is proactive for the future, not seeking revenge for actions in the past

    Realises the other person must have had to “psych up” to make a complaint, and has respect.  Makes allowances for the other person’s behaviour while listening

    Suspends judgement on others – listens to what is being said, not who is saying it

    Listens with head and heart

    Skilled Listeners:

    • Pay attention – focus to the speaker
    • Indicate interest
    • Listen without judgement or prejudice
    • Observe and notice others’ body language and vocal usage
    • Ask questions to expand the other person’s thinking
    • Use the feedback loop to check understanding and show listening

  • How to Take Responsibility of Your Life

    Winston Churchill once said, “The price of greatness is responsibility.”

    How does this phrase reflect what is meant by ‘taking responsibility’?

    As defined by the English Oxford dictionary, responsibility is:

    • The state or fact of having a duty to deal with something or of having control over someone. Example: “a true leader takes responsibility for their team and helps them achieve goals”.
    • The state or fact of being accountable or to blame for something. Example “the group has claimed responsibility for the vandalism of …..”

    RESPONSIBILITY IMPACTS RELATIONSHIPS

    By definition there is an understanding that responsibility lies with an individual or a group/team.  Responsibility whether you take it or not has a direct impact on relationships – can you be relied on to do what you say you will do, and therefore, is there trust in that relationship?

    Responsibility in one’s personal life is the same as in a business world, whoever you might be – husband, wife, mother, friend, subordinate, manager or leader.  Each one of these roles, and many others, encompasses the need to take responsibility for what you are doing, or what you have done. Firstly being answerable to yourself and secondly to others involved in the commitment to do something.

    HOW IS TAKING AND SHOWING RESPONSIBILITY MANIFESTED?

    We show our ability to take responsibility:

    • By doing what we say we will do.  Not only that, but by doing it by the agreed time.
    • By admitting we have made a mistake, if indeed that is the case, and not blaming someone or something for the mistake.  Being honest with yourself and admitting a mistake, means you can learn from it and move on. 

    Just because no one takes responsibility for the mistake does not mean the mistake did not happen.   Spending time and energy blaming someone else for the problem is counter-productive to empowering others as well as the end result.

    How to take responsibility of your life4 TIPS TO TAKING RESPONSIBILITY

    TIP 1.  DO WHAT YOU SAY YOU WILL DO AND BY WHEN YOU SAY YOU WILL DO IT.

    What happens if you committed to doing something and unforeseen circumstances occur, meaning you will not be able to deliver as agreed?

    Of course, life throws curve balls at us on occasions, which lead to circumstances that we firstly did not seek, and secondly do not want.  Such circumstances are seldom the norm, and if you are a reliable, responsible person, this can be handled by explaining the situation and agreeing a “Plan B” once you know that you cannot deliver.  Do not delay, thus limiting the opportunity for the other party in finding an alternative solution in a timely manner.

    TIP 2.  TAKE RESPONSIBILITY FOR YOUR MISTAKES, RATHER THAN CASTING BLAME

    Considering responsibility from a leader’s perspective is no different to responsibility in our personal lives, with the exception that we are part of and therefore committed to a team, thus having responsibility to each and every team member.

    Responsible leaders develop trust through doing what they say they will do and taking the blame; by admitting your performance is the reason why the team has not succeeded, rather than looking for someone to blame.  An effective leader will take responsibility for the mistake and admit he or she did not prepare enough, give enough guidance, or support, etc…

    Leaders are the ones who have ultimate responsibility for decisions taken, whether right or wrong.  President Harry S. Truman had a sign on his desk in the Oval Office with  “The Buck Stops Here”.  This phrase refers to the fact that the President had to accept the ultimate responsibility for decisions taken in his team.

    TIP 3. EMPOWER YOUR TEAM TO SHARE THE RISKS & RESPONSIBILITIES

    Empowerment of people goes a little further by expanding on the notion of taking responsibility.  A leader who is able to create an empowerment culture within the team and the organisation, gives out responsibility and power.  “Empowerment is the creation of an organisational climate that releases the knowledge, experience and motivation that reside in people.” (Ken Blanchard, Leading at a Higher Level)

    Empowering subordinates is easier said than done for many reasons, including subordinates themselves misinterpreting the term “empowerment”, often mistaking it for freedom to work as they please whilst making decisions around their own job.  Empowerment requires direct reports to embrace the freedom and in doing so participate fully in sharing risks and responsibilities.  This commitment to increased responsibility to achieve full empowerment engages direct reports and gives them a sense of fulfillment, ultimately leading to greater organisation performance.

    Does empowering others to take responsibility really work?

    There are numerous organisation studies that demonstrate the benefits of empowerment including an increase in return on sales between companies that empower and companies that do not empower.  Edward E. Lawler III, Professor of Business at the University of Southern California, Marshall School of Business, found the difference to be 10.3% versus 6.3% increase on return of sales.

    TIP 4. AS A DIRECT REPORT, COMMIT TO TAKING A FULL SHARE OF THE RISKS AND THE RESPONSIBILITIES.

    “In the long run, we shape our lives and we shape our ourselves.  The process never ends until we die.  And the choices we make are our own responsibility.”  ~ Eleanor Roosevelt 

     

    References:

    Oxford English Dictionary

    Leading at a Higher Level, Ken Blanchard

    Edward E. Lawler III, Professor of Business at the University of Southern California

    Originally published on Up Journey May 29 2019  https://upjourney.com/ways-to-take-responsibility-for-your-life 

     

    Rachel ShackletonRachel Shackleton is an entrepreneur who owns and manages Green Key Personal Development and Green Key Health. Working with local and multinational organisations, she is a public speaker and trainer in the spheres of leadership, communication and customer excellence. She ensures sustainable productivity and profitability through healthy self-management and leadership practices, ensuring a focused and successful workforce.

  • Is Your Customer Service Roadworthy? Fixing the ‘System’ That Leaves Drivers Stranded

    Imagine you're driving to an early morning networking event. You're navigating a familiar stretch of road, only to find it partially flooded. Your wheels are cautiously floating in the water until a massive clunk vibrates through your vehicle. A pothole strikes your front tyre. Fifteen minutes later, the tyre pressure light flashes on the dash—it’s the exact tyre that hit the hole.

    Your journey turns into a test of your insurance provider's customer service. Four calls later, you’re emotionally drained, late for your meeting, and grappling with a system that feels anything but helpful.

    Here’s what went wrong—and what any service-focused company should fix.

    1. Stress and the Human Touch Matter

    When you're stranded roadside, you're not just inconvenienced—you’re anxious and vulnerable. A chatbot or digital form may be efficient, but it cannot soothe emotions. Empathy from a trained person does. Empower your customer-facing team to accelerate the conversation, not deflect it. Listening and reassurance under stress aren’t just niceties—they build trust.

    2. Inclusivity Isn’t Optional

    What if your stranded customer is elderly, dyslexic, or managing a crying child? Digital-first policies may exclude and exacerbate stress—no one wants to complete a fiddly form in that scenario. Customer support systems must be designed for all customers, not just the digitally savvy.

    3. Digital Claims Must Be Trustworthy

    I was told booking online would speed up recovery—but had to be pushed repeatedly. How can you enforce digital-first when your system doesn't work reliably? If you're encouraging online use, it must deliver—or risk destroying trust. Transparency and reliability are everything.

    4. One Task Shouldn’t Mean Four Harrowing Calls

    My experience required four calls and an hour of stress to accomplish what should’ve been simple. That’s not efficiency—it’s friction. Test your processes under real-world conditions. Use approaches like “Appreciative Inquiry” to identify pain points by engaging both customers and frontline staff.

    5. Systems vs. Human Connection

    These issues disproportionately expose two core truths:

    • Your service system must be built for diverse customers under pressure.
    • At times, customers need human connection over automation.

    Your team should know when to streamline via digital tools—and when a human voice is the shortest path to relief.

    6. Empower Your Team—and Your Business Wins

    Training, empathy, and autonomy aren’t just inside baseball—they’re strategic levers. According to Forrester, customer-obsessed companies enjoy:

    • 28% faster revenue growth
    • 33% higher profit growth
    • 43% better customer retention
    • Digital Commerce 360
    • Kate Smiley-Rodgers

    Embedding customer obsession into operations is not a buzzword—it’s a powerhouse growth engine. .Forrester https://www.forrester.com/bold/customer-obsession/ Kate Smiley-Rodgers https://www.krosecreative.com/blog/the-b2b-flight-to-customer-obsession-is-taking-o

    Final Thoughts

    Being stranded on the side of the road shouldn’t expose flaws in your customer service DNA. A system should adapt to your customer—not force them into frustration.

    Empathy, flexibility, and empowerment aren’t just ideals—they’re the backbone of loyalty and business momentum. As a result of this experience, I'm unlikely to renew with this insurer—and I’ve already shared my frustration with friends.

    Call to Action: This isn’t about slapping a chatbot on your website. It's about embedding empathy into every system, every channel, every interaction. Fix the process. Train the people. Empower your frontline—and watch commitment, trust, and profit follow.

  • Building Empathy Centric Leadership

    Empathy, one of the characteristics or we might say building blocks of emotional intelligence, is an essential skill of any leader. When lacking empathy employees feel unheard, undervalued and often frustrated about an apparent lack of understanding of the challenges in any job role or for any difficulties they might be experiencing outside of their working lives, and customers less inclined to entrusting loyalty with your enterprise.

    Having a developed sense of empathy enables you to sense what is happening and how someone is feeling without them having to actually tell you. In groups a leader is able to use the same sense to feel potential areas of struggle, conflict and "holding back" of information, opinions, thoughts and ideas to maximise on the moment and open discussion. Empathy enables responses that take into consideration non-verbal cues whilst sharing openly without contradicting your own thoughts and feelings. Fostering rapport through being empathetic and showing empathy to others are key characteristics of building effective relationships, which is the very foundation to effective leadership and perhaps even business success.

    What is empathy? Empathy is not sympathy it is the ability to experience the moment in response to a customer, colleague, employee, or family member in a manner that “connects” directly to that person, sharing briefly the emotions that the person might be feeling without taking them on yourself. It has an impact on those involved in that moment as well as a longer lasting impact through building a relationship of trust. A positive customer experience makes the difference between a customer becoming loyal or choosing to go elsewhere. In most cases there are plenty of “elsewhere” companies ready to serve customers who have had a poor or even bad experience with any particular service offering. In the current labour market, it is not just the external customer who might choose to go elsewhere, but employees, also.

    The 2020 NTT Global Customer Experience Benchmarking Report stated that, “Companies who focus on a customer/employee centricity see a 92% increase in customer loyalty with an 84% uplift in revenue and a 79% margin in costs saved. 

    More recent data (March 2024 in an article by Cheyenna Eversoll Duggan “The empathy advantage: Using customer data to personalise marketing,” stated:

    • 68% of customers expect brands to demonstrate empathy, but only 37% of customers say brands generally demonstrate empathy.
    • 68% of customers will spend more money with a brand that understands them and treats them like an individual.
    • 66% of customers expect companies to understand their unique needs and expectations, but only 34% of companies generally treat customers as unique individuals.

    Empathy is the linchpin to delivering excellence in customer service both for customers and service providers. Equipping leaders through the development of emotional intelligence and the skills of showing empathy is no longer questionable in terms of importance to business performance, or even optional, but essential. 

    Empathy is an essential aspect of emotional intelligence (Daniel Goldman). Being empathetic and showing empathy has two steps, firstly picking up on others' feelings and secondly responding to those feelings and emotions while interacting with them. Not everyone tells you how they are feeling, even if you ask, but with heightened sensitivity you are able to pick up on emotions and respond if needed, with empathy. Becoming more in tune with the non-verbal and verbal cues that others' are sending increases abilities to respond empathetically. The key competencies within empathy according to Daniel Goleman (Working with Emotional Intelligence) are:

    • Sense others' feelings and perspectives 
    • Take an active interest in others' concerns
    • Sense others' development needs and support their development
    • Anticipate, recognise and meet customers' needs 
    • Read emotional undercurrents and power relationships
    • Cultivate and build opportunities through different kinds of people.

    Judith Orloff once said, “Empathy is the medicine the world needs.” This statement sums up the reason why we need this important skill to foster the growing need for businesses to encourage empathy centricity in their organisation and work culture both internally and externally. 

    AI is a major part of providing service to customers, often helping filter and channel callers in the right direction to get them the appropriate help speedily, however the ability to sense and understand feelings, concerns and perspectives of others through intuition is not yet something that AI can do, in fact it is the biggest challenge for  further development of AI. Palming off your customers to an AI assistant may not build the customer loyalty you are seeking for your business, therefore investing in employee development in this area and equipping leaders with the skill of understanding sensitive situations and responding with empathy are still for now essential to the success of any business.

     

    References

    Working with Emotional Intelligence, Daniel Goleman (1999)

    The Language of Emotional Intelligence, Jeanne Segal, Ph.D, Jaelline Jaffee, Ph.D

    https://services.global.ntt/en-us/insights/2020-global-cx-benchmarking-report#

     

     

  • Building Loyal Customers from Dissatisfied Customers

    One of the biggest areas that I address with my customers through training and development of personnel is building and maintaining customer rapport and loyalty, whether that be from the very first contact with the customer or at any other stage in the customer journey, including when the customer is not happy with your services.

    Assuming that everyone is in agreement with maintaining customers and building loyalty, rather than looking for new customers to replace them, what needs to take place when a customer complains? Here are two scenarios:

    Scenario 1

    Customer: “Good afternoon, Mr X, I am calling about the recent holiday my wife and I went on which was organized and reserved through Sun Travel.”

    Agent: “Good afternoon Mr X, how may I help you?”

    Customer: “We have returned from our holiday and can only say that it was a complete and utter disaster from start to finish.  The flight out was delayed, not your fault, but still not a good start!  The hotel was overbooked so we were re-booked into a hotel down the road, at best was 2*.  Our tour guide spoke little English and appeared to only be interested in going home.  From here it does not get any better!”

    Agent: “Oh why didn’t you tell us before coming back and we would have sorted this out?  Now there is very little that we can do! I will put you through to my manager.”

    Scenario 2

    Customer: “Good afternoon, Mr X, I am calling about the recent holiday my wife and I went on which was organized and reserved through Sun Travel.”

    Agent: “Good afternoon Mr X, how may I help you?”

    Customer: “We have returned from our holiday and can only say that it was a complete and utter disaster from start to finish.  The flight out was delayed, not your fault, but still not a good start!  The hotel was overbooked so we were re-booked into a hotel down the road, at best was 2*.  Our tour guide spoke little English and appeared to only be interested in going home.  From here it does not get any better!”

    Agent: “Mr X, this is extremely disturbing to hear.  I am so sorry for everything you have been through, and to be quite honest, very surprised!  Certainly we would have liked the opportunity to solve these issues whilst you were still on holiday, however that is not possible now as I understand you have already returned?

    What I am going to do is firstly call the hotel to find out what happened and then to discuss this with my manager to find a solution, which sadly will not be as good as if you were still on location in Spain.  Mr X, please give me until tomorrow morning latest to come back to you?

    What are the main differences between these scenarios?

    Level of listening – in scenario 1, we see selective listening which means we are listening for what we want to hear.  In scenario 2 – empathetic listening, which shows the relevant concern, interest and empathy to the customer.

    Empathetic listening gives the customer the understanding that you firstly have heard, secondly that you care and thirdly that you want to solve the issue and that you care about your customers.  Selective listening means you only want to hear the information that you can use to support your own argument and in this case almost blames the customer for not informing Sun Travel whilst still on holiday.

    Authority level – In the first scenario the agent is very quick to hand over the problem to the manager and abdicate any responsibility.  In the second scenario we see that the agent is confident, assertive and keen to sort out the situation, and has decided to discuss everything further with his/her manager once all information has been gathered. The situation was not simply escalated to the manager, showing an understanding of how to solve customer problems as well as some authority for the decision.  These two points help to put the customer at ease, giving time to do this thoroughly.

    Giving out authority to handle customer complaints confidently and competently is vital to building customer loyalty, giving the customer a feeling that they are in the right hands and will be looked after. To give out authority means training team members on what is expected of them when a customer complains and what is their jurisdiction in terms of financial compensation they can give before having to escalate the decision to the next level.

  • A beautiful life – a lesson in leadership from Rick Astley

    Singer/songwriter Rick Astley announced that he will be releasing his eighth studio album this year which is entitled ‘Beautiful Life’. I was listening to the conversation between Rick Astley and a well-known Radio 2 DJ about the album.  More importantly about why Rick wrote a song called “Beautiful Life” and named the album with the same name.

    Rick said something very pertinent in answer to the question “Why Beautiful Life?  In his answer he explained that in fact he has had a beautiful life, with the exception of a few curveballs.  Most importantly, he continued with words to the effect that  it is all about how you look at life and how you regard things that are thrown at you and things that happen to you, and I might add things you do to yourself.

    Personally I resonate with these comments.  How you perceive something is half the battle of working with it, solving it and overcoming it.  Do you look at “setbacks” in a negative sense, react emotionally in some way and fester on the consequences, or do you take the opportunity to understand the message, learn, grow and develop, thus moving yourself forward out of the adverse condition?

    One of the most important aspects of working through perceived negative situations is the emotional side of the situation.  In the case of “it”, what ever “it” is being done to us, the emotions experienced might be anger, frustration, bitterness, disbelief, shame and many others.  In the case of us doing something inadvertently that back-fires on our self, emotions might include guilt, shame, anger and self blame amongst others.

    Harbouring emotions is both unproductive and damaging mentally and ultimately physically.  To be an effective leader we need to be able to rise above any situation and look at the cause of why something happened, rectify it with those involved through helping them understand why this particular approach was not constructive, give guidance on a more positive way to approach the particular situation, and agree on a way forward.  Always avoiding the desire or need to blame someone or something, allowing those involved to take responsibility for their actions, change behaviour, and therefore grow and develop from the experience.

    As Rick Astely so carefully and clearly put it – “Life is beautiful”.  It’s all about how you see it?  Leadership, whilst challenging on occasions is beautiful for all concerned, those being led and those doing the leading.  It all depends on how we firstly see each situation and each person, and secondly how we react to it?

  • A Lesson from Authentic Service

    “The authentic self is the soul made visible.” – Sarah Ban Breathnach

    On a recent holiday, I stayed in a Marriott hotel perched above one of the great wonders of the world. The setting was breathtaking—spacious rooms, restaurants, a golf course, gym, pool, spa. On paper, it ticked every box.

    But as most seasoned travellers know, a hotel is never just about the facilities. The most memorable experiences are created not by architecture, but by people.

    It’s easy to imagine the alternative. Sitting poolside, unable to get anyone’s attention for a simple drink. Being greeted at reception with a frown that makes you feel like you are a nuisance. A beautiful desk, a vase of flowers, and a seamless check-in system mean nothing if the person behind the counter makes you feel unwelcome.

    This hotel was the opposite. Every staff member I encountered was warm, professional, and—above all—genuine. Conversations weren’t scripted, smiles weren’t forced. Each interaction felt human, genuine, and intentional.

    It struck me that this kind of service doesn’t happen by chance. It reflects something deeper: leadership that fosters authenticity throughout an organisation.

    Why Leadership Shapes Culture

    There’s a saying: “The fish stinks from the head down.” But the reverse is true as well: if the leadership is healthy, principled, and value driven, that spirit flows through the entire organisation.

    I never met the General Manager of that Marriott, but I could sense their influence. Staff felt empowered to be themselves, trusted to take initiative, and encouraged to treat guests not as transactions but as people.

    That is the hallmark of authentic leadership: setting a tone where people don’t just perform duties, they live the values of the organisation.

    What Do We Mean by Authentic Leadership?

    Harvard Business School defines authentic leadership as a “style built on integrity, accountability, and principle-driven decision-making. Authentic leaders are guided by an inner compass, not by short-term expedience.”

    This style of leadership builds trust, fosters approachability, and improves team performance. It creates organisations where people feel safe to bring their full selves to work.

    Harvard Business Review research shows that authenticity in leadership leads to tangible benefits for employees, including:

    •    Better relationships with colleagues

    •    Higher levels of trust

    •    Greater productivity

    •    A more positive workplace environment

    While authenticity may sound like a “soft” quality, its impact is measurable. It boosts morale, retention, and results.

    Characteristics of an Authentic Leader

    Harvard highlights several traits:

    Mission-driven – they know what they stand for and why.

    Self-aware – they understand their strengths, weaknesses, and values.

    Committed to growth – they strive to improve themselves and others.

    Disciplined – they pursue excellence consistently.

    Trust-builders – they earn faith by acting with integrity.

    To the Harvard characteristics, I would add a few more qualities:

    Openness – they recognise contributions, making people feel valued.

    Consistency – their behaviour aligns with their words.

    Accessibility – they connect on the shop floor, not just in the boardroom.

    Supportiveness – they focus on people’s strengths, not just weaknesses.

    Emotional intelligence – they understand and manage emotions, both their own and others’.

    Authentic leaders are not afraid to show vulnerability. They acknowledge when they fall short and allow others to fill the gaps. They understand that true teamwork is not about one person having all the answers, but about creating a space where each individual can shine impacting performance of the whole team.

    The Impact of Authenticity

    When leaders create this kind of environment, the effects ripple outward. Employees feel valued, supported, and trusted. They take pride in their work. They learn from mistakes without fear of blame. And as a result, performance improves.

    Authenticity is not about perfection. It’s about respect, fairness, and openness. When things go wrong—as they inevitably do—authentic leaders treat setbacks as growth opportunities, fostering resilience, creativity, and motivation across the team.

    The outcome is not only happier employees but stronger organisations. Productivity rises, relationships deepen, and the culture becomes one of deep trust, positivity and a happy environment to be a part of.

    Shackleton: A Case Study in Authentic Leadership

    Few leaders illustrate authentic leadership better than Sir Ernest Shackleton. His legendary Antarctic expeditions are remembered not just for their daring but for the way he led his men through extraordinary challenges.

    Shackleton’s leadership was deeply people-centred. His values, shaped by his upbringing, guided his decisions. He rejected rigid hierarchies, treated everyone with fairness, and established routines that created stability in uncertain conditions.

    He led by example. He never asked of his men what he wouldn’t do himself. He built strong one-to-one bonds with each crew member, understanding their individuality and helping them reach their potential.

    In moments of crisis, Shackleton remained visible and optimistic—even when he harboured private doubts. He worked tirelessly to keep morale high and spirits strong. He encouraged teamwork, watched for signs of strain, and supported those in need.

    Above all, Shackleton took responsibility. He held the big picture in mind, while also being present in the smallest of details without being seen to micromanage, undermining trust. His authenticity inspired loyalty and respect that carried his men through impossible odds.

    His legacy endures as one of the clearest examples of authentic leadership in action. His approach is one of easy adoption with desire to lead effectively, while understanding yourself and others, as well as demonstrating a high degree of emotional intelligence

    Why Does this Matter in Business Today

    George Kohlrieser, in his book "Care to Dare", puts it succinctly:

    “If your starting point is that people are a cost to be minimised, your organisation might survive but it won’t thrive. But if you fundamentally believe human beings are valuable … you will achieve results in a way that also elevates the contribution and value of the human beings inside your organisation.”

    This perspective is vital in today’s world of work. Employees are no longer motivated solely by pay. They seek meaning, purpose, and belonging. They want to know that their contributions matter.

    Authentic leaders create these conditions. They act as “secure bases”—sources of safety, inspiration, and encouragement that allow people to take risks, innovate, and grow.

    When leaders operate from authenticity, even difficult decisions are received with more understanding. Trust cushions the blow. People may not always agree, but they believe in the fairness and integrity of the process.

    Final Reflections

    My holiday stay referred to earlier reminded me that authentic leadership isn’t an abstract theory—it shows up in the smallest details of everyday service. It’s in the smile that feels genuine, the conversation that isn’t scripted and the sense that people enjoy coming to work every day.

    The General Manager’s leadership approach was written into every interaction that not only I had, but other guests as well. Personnel willingly went beyond expectations, enjoyed interacting with guests and demonstrated a complete understanding of the necessity for teamwork. I got the feeling that no none wanted to be the weak link.

    And that is the real lesson: authentic leadership transforms not just organisations but experiences. It turns service into connection, compliance into commitment, and work into meaning.

    In a world that often feels transactional and rushed, authenticity stands out. It builds trust, inspires loyalty, and drives results—not by demanding more from people, but by bringing out the best in them. In other words rather than being bottom line focused which often forces robot-like behaviour and service, it is people focused and, in this way, the bottom line is taken care of through a happy, thriving empowered workforce.

    So how important is authentic leadership? In my view, it is not just important—it is essential.

    Note:

    *“Secure base is a person, place, goal or object that provides a sense of protection, safety, and care and offers a source of inspiration and energy for daring exploration risking taking and seeking challenge.”

    References:

    George Kohlreiser, Care to Dare, 2012

    Shackleton’s Way, Margot Morrell and Stephanie Capparell

    https://online.hbs.edu/blog/post/authentic-leadership