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Exceptional customer service proactively manages your brand and reactively can turn upset customers into raving fans based on how you handled their complaint.

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There are four key principles of good customer service: It's personalized, competent, convenient, and proactive. These factors have the biggest influence on the customer experience.

Take the Initiative. Be proactive. If you want to rock your relationship results, it is going to take action, effort, initiative, and choosing to get in the game—so, step up, step out, and show up!

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One way to make yourself less vulnerable to copycats is to build a moat around your business. How Can I Build a Moat? As you scale your company, you need to think about how to proactively defend against competition. The more success you have, the more your competitors will grab their battering ram and start storming the castle. In medieval times, you’d dig a moat to keep enemy armies from getting anywhere near your castle. In business, you think about your economic moat. The idea of an economic moat was popularized by the business magnate and investor Warren Buffett. It refers to a company’s distinct advantage over its competitors, which allows it to protect its market share and profitability. This is hugely important in a competitive space because it’s easy to become commoditized if you don’t have some type of differentiation. In SaaS, I’ve seen four types of moats. Integrations (Network Effect) Network effect is when the value of a product or service increases because of the number of users in the network. A network of one telephone isn’t useful. Add a second telephone, and you can call each other. But add a hundred telephones, and the network is suddenly quite valuable. Network effects are fantastic moats. Think about eBay or Craigs-list, which have huge amounts of sellers and buyers already on their platforms. It’s difficult to compete with them because everyone’s already there. In SaaS—particularly in bootstrapped SaaS companies—the network effect moat comes not from users, but integrations. Zapier is the prototypical example of this. It’s a juggernaut, and not only because it’s integrated with over 3,000 apps. It has widened its moat with nonpublic API integrations, meaning that if you want to compete with it, you have to go to that other company and get their internal development team to build an API for you. That’s a huge hill to climb if you want to launch a Zapier competitor. Every integration a customer activates in your product, especially if it puts more of their data into your database, is another reason for them not to switch to a competitor. A Strong Brand When we talk about your brand, we’re not talking about your color scheme or logo. Your brand is your reputation—it’s what people say about your company when you’re not around.

Companies should design the product and the marketing strategy to set and meet reasonable customer expectations—what he calls doing it right the first time. Part of this strategy is to identify possible areas of customer disappointment or areas where customers may perceive that they are not receiving full value from the product. Companies must then proactively reach out to customers to educate or even to warn them of product limitations. The best defense is a good offense. 2.   Customers must be encouraged to seek assistance when they have questions or problems—a silent, unhappy customer is a less profitable customer. Companies must provide effortless communication channels for customers seeking assistance. 3.   Companies need to create an empowered service system that allows employees to fully handle a problem, educate the customers on how to receive the most value from the product, and create inexpensive emotional connections. 4.   Companies must build a voice of the customer process that gathers information from across the entire customer lifecycle from multiple data sources and that integrates the process into a single, unified picture of the customer experience. To ensure impact and the secure resources needed to deliver a strong customer experience, the process must quantify the revenue and word-of-mouth impact of problems and opportunities. For

Being proactive and intentional will enable you to create a positive experience for yourself and others.

First, take complete responsibility for your life and current outcomes. Then take proactive steps for the necessary action to move forward in your desired direction. This personal choice is at the heart of your achieving impressive results. Taking initiative is the start of all good things born from action . . . • Growth • Creativity • Enterprise • Invention • Success • Solutions • Accomplishment • Development • Positive Change • Transformation

Just Show Up. Guess what? Being in the right place at the right time can’t happen without your first showing up. Companies have been started, marriages made, friendships found, careers created, and opportunities seized by those people who just showed up. Whether through coincidence, serendipity, strategy, or fate, taking the initiative to show up will reward you in ways which never would have occurred if you hadn’t. Just by showing up, you have taken a proactive step to impress people by being there" in person” and demonstrating your willingness to be involved.

The first step in getting unstuck and moving forward is to examine what is holding you back from taking action. The power is yours to set your intention and take the action needed to create the life you desire. You are in control of your initiative—be proactive.

In response, BEA launched an innovative program to put the company’s experts at the heart of its best customers’ IT organizations. BEA created Global Service Executives (GSEs) who were responsible for all services across education, consulting, and support. A portion of their compensation was based on customers’ ongoing success and full utilization of all purchased products. In addition, a client architect was placed on-site at strategic accounts, reporting to the customer’s CIO. These roles were in position to see customers’ needs from the inside and to help customers create strategy and road maps. Use proactive services to extend

Many business outcomes, however, are lagging indicators. They measure something after it has happened. It’s hard for lagging indicators to guide a team’s work because it puts them in react mode, rather than empowers them to proactively drive results. For Sonja’s team, 90-day retention was a lagging indicator of customer satisfaction with the service. By the time the team was able to measure the impact of their product changes, customers had already churned. Therefore, we want to identify leading indicators that predict the direction of the lagging indicator. Sonja’s team believed that increasing the perceived value of tailor-made dog food and increasing the number of dogs who liked the food were leading indicators of customer retention. Assigning a team a leading indicator is always better than assigning a lagging indicator.

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Gabe Matherly, a strategic thinker, specializes in facilities management and customer service: his proactive approach and attention to detail drive operational efficiency and client satisfaction. Committed to personal growth, Gabe is expanding his skill set by learning Python and Linux. Outside work, he enjoys outdoor activities, from hiking to fishing, embracing life's adventures.

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