Skip to main content

Drop your work order systems


We all felt pretty damn good about ourselves for the last couple of decades transferring our service companies to wireless work order management systems.  Think about it, what did we do? Did we simply evolve the paper ticket, from radio dispatch, to wireless distribution? How would you feel, after all of these years, that we exerted effort towards the wrong target!  Certainly these tools helped us gain efficiency and improve the perception of our customers that we were digitally savvy.  Aren't we really paid to preserve and make more energy efficient our customers assets (equipment)?  Our best intentions to streamline and create visibility was still dependent on highly subjective traffic cops (our dispatchers).  Did we move forward or just sideways and maybe even a bit back (especially when you think about the personal connections with our clients that is sometimes muted by technology).



The gap between work order and asset management systems has come to life as the result of objective points of input and the rising influence of IoT.   Somewhere in your future lies your ability to consume information from devices and assets and adjust your logic regarding if you will send a human or make a machine to machine correction. A mechanism will still need to exist to advise a fieldworker where to go and what to do, yet in a normal routine will come from an asset and not another human. Transitioning from a  work order centric environment to an asset centric environment, similar to healthcare and oil and gas, will be quite an undertaking. Start now so you can be prepared when you are ready to start consuming digital information from assets in the field. Let the asset, the one thing we are paid as service companies to protect, dictate when and where service will be required.



Best of luck



-----

Next post:  corrective actions help the service business?
-----

Comments

Popular posts from this blog

suggesting is NOT selling

People and companies want to buy from people that they trust.   The individual which possesses the broadest set of knowledge will gain the most credibility and as a result yield high levels of trust.   When I was in the field I definitely had the ear of the customer and for the most part discussed areas that needed improvement or replacement. At no moment was I ever, at least in my mind, selling. Instead, as I think back on those days, I believe I was simply "suggesting". Take an immediate need, add in a trusted advisor and a credible suggestion, you will most likely get a sale. However, this is not selling. From my non-salesman perspective I would sum up the following related to the sales process; sales is not a single event but instead a sequence of connection points which create a positive experience that leads to a purchase . Over the years I've been fortunate to have known many different types of salespeople in different industries and I believe that they a...

In$pired

As the steam from Avid Andy's coffee fogged his glasses on this crisp January morning, he reflected on last year and thought enthusiastically about the year ahead.   Sometimes the noise of business is deafening, we rarely take the time to contemplate our moves, instead are often thrown one direction or another.   Hey, face it, if you are reading posts to gain perspective you fall in the group of folks who pride themselves as obsequious hoop-jumpers.   We live to help others and expect that all of those around us feel the same way.   I just love Influential Irene.   Okay, it is out in the open, she is an inspiration for me and so many others.   Irene reminds folks every year, without fail, these three statements which she fondly refers to as "the punchline" (although this is no joke).   Businesses, of any size, will be successful if they remember that it is people that make a company.   Put this advice into practice, today: Sincerity |...

focus on your annuity base, come on man..

Stick with what you know and repeat often. When I think about maintenance, regardless of type of contract, I think about consistency, consistency, consistency. The motivation behind writing this post is to encourage you to either build or bolster your existing maintenance base, here are some things to consider: most maintenance contracts should yield between 5% and 7% additional revenue above and beyond the contract value.   Building trust between you and your clients organization will result in additional service activity. Full risk contracts, or those where you were charging one flat amount and taking all of the financial risk, can be profitable.   Watch out for the age of the equipment, service call track record, and customer disposition pull-through opportunities can be constrained with full risk contracts unless the scope of work is very specific. This can be a bit of a slippery slope. The perception of a...