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How To Make an Agile Team Customer-Centric?

By | All, HR & Organisation, SUE Amsterdam & Behavioural Design Academy originals

Digital Transformation, Agile Transformation, and Customer Centricity are the three major challenges that are causing sleep deprivation of managers nowadays.

You could summarise that Digital Transformation is meant to be the driving force to be able to help a client faster, smarter and cheaper. Agile Transformation should give teams the speed and agility to catch up with this ever rapidly changing the client. And Customer-Centric Transformation should enable you to develop better product and services based on better client insights.

Recent research of FD (Financial Daily) and Vlerick Business school exposes all pains of digital and agile transformation projects. And basically, it all comes down to one thing: Where agile, digital and customer-centric transformation are initially started to gain a competitive advantage by becoming truly customer-centered, they turned out to be organizational oriented pitfalls.

Where agile, digital and customer-centric transformation are initially started to gain a competitive advantage by becoming truly customer-centered, they turned out to be organizational oriented pitfalls.

Chief Digital Officers complain they feel sabotaged by the traditional oriented management; managers complain that after investing in expensive SCRUM training, their teams keep doing what that have done before, but mask this by performing some SCRUM rituals; and teams complain that the bi-weekly SCRUM sprints deprive them of time to talk to consumers.

The only way out of this impasse is when you rigorously put the customer first in your Digital, Agile or Customer-Centric transformation.

The only way out of this impasse is when you rigorously put the customer first in your Digital, Agile or Customer-Centric transformation. If you make quantitative and qualitative insights into customer behaviour the starting point of the SCRUM team projects, of the digital innovations and the management team decisions, you’ll put the focus back on the actual purpose of the transformations: Gaining a competitive advantage by becoming customer-centric.

But unfortunately, that’s where things again tend to go sour, as organizations have outsourced this pivotal competence of gaining deep human insights to research agencies and marketing consultancies. The result being nobody in the team is still – literally – in touch with the client. It’s all secondhand information.

Adding a Customer Insight Lead to teams shifts the pain of organizational transformation to getting to knowing the pains of the consumer.

But one intervention could be the solution to all problems. Every SCRUM team, every Digital Transformation team, every Management Team or Board of Directors should get a Customer Insight Lead. Someone who’s responsible for delivering insights into customer behaviour on a continuous basis. This single intervention would shift the pain of organizational transformation to a focus on getting to know the pains of the consumer. Something people can comply with much easier.

Tom

 

 


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Tom is the founder of SUE Amsterdam and The Behavioural Design Academy. Our mission is to unlock the power of behavioural psychology to nudge people into making positive choices in work, life, and play.

In two days of high-end master classes, we train people in unlocking the powerful principles of behavioural psychology and teach them our Behavioural Design Method™ that translates this knowledge into actionable skills to influence personal behaviour or the behaviour of customers, employees, family members or the general public.

Cover image by Birger Kühnel under Creative Commons license.

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