Care, Attention and Competency (CAC), these are the watchwords of the client service model for one of my Vistage member’s business. This business is in the construction industry and as he explains, bottom line of what they deliver is service, not construction.

A couple of weeks ago I blogged about the progression (regression) from Better, Faster, Cheaper to simply faster and cheaper. So where does CAC come in? Perhaps as several of my readers responded, the bifurcation is already happening, certainly in the consumer world (think airlines premium seats/status vs. economy/discount seats), and beginning in the B2B world. If this is so, then in order to deliver better, CAC must become the standard.

What exactly does this mean? For me it means, we meet the customer where they are, we provide care, in the manner they want us to show it. We give them our attention when they ask, and not wait until they demand it. And, we remind ourselves that competency, while the baseline, isn’t enough. In fact, studies show that customers who receive care and attention are more tolerant of errors, because they trust we will resolve them.

In short, CAC begins with the Golden Rule, and reaches it’s full value with the Platinum Rule. The Golden Rule implies the basic assumption that other people would like to be treated the way that you would like to be treated. The alternative to the Golden Rule is the Platinum Rule: “Treat others the way they want to be treated.”

Here are the questions I leave you with:

  1. Assuming the bifurcation is happening, where is your business on the continuum?
  2. Are you focused on Faster/Cheaper or are you seeking to differentiate by offering Better?
  3. How might CAC apply, or not, to your service delivery? And are you delivering by the Golden Rule or the Platinum Rule?


Why Vistage Works

Elisa K. Spain

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