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A guide to designing, crafting and fielding a customer survey
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Developing A Survey Instrument -‐ An Overview
Sam Klaidman Principal Adviser
Middlesex Consul?ng Sam@Middlesexconsul?ng.com
@Sklaidman 508.877.1924
© 2009 Middlesex Consulting
. All Rights Reserved
© 2009 Middlesex Consulting . All Rights Reserved
How Much is Enough? Responses Needed for 95% Confidence with ±5% Margin of Error
First Steps
• Iden?fy the execu?ve sponsor – Plan her involvement
• Determine objec?ve of the survey – Who is the audience?
• Iden?fy the intended survey community – Size – Roles – Level
• Think about how the results will be used – Ac?on – Informa?on – Baseline
© 2009 Middlesex Consulting . All Rights Reserved
First Steps (con?nued)
• Get input from your customers – What’s on their mind? – How much ?me can they spend on survey – Preferred media
• Plan the mix of qualita?ve vs. quan?ta?ve ques?ons • One ?me or ongoing survey? • Medium -‐ web, phone, mail • Incen?ves? • Process
© 2009 Middlesex Consulting . All Rights Reserved
Now we can start planning the survey instrument
Survey Types -‐ Transac?on (event driven) • A_er installa?on • A_er a call to Tech Support, Inside Sales, AR, Service • A_er an interview (HR process evalua?on) • A_er customer uses your product or service
– Intruder detected and police no?fied – Accident claim submiaed – First delivery received with no other company interac?on (ship to end
user)
© 2009 Middlesex Consulting . All Rights Reserved
• Typically web
• Typically 2 to 5 ques?ons
• 1 to 3 days a_er the event
Survey Types -‐ Rela?onship (mid-‐level)
• Used to monitor how customers feel about your business • Very useful to determine:
– Sta?s?cal impact of each touch point on Sa?sfac?on and Loyalty – Gap between Importance and Sa?sfac?on
• Broad focus as compared to the narrower Transac?on survey • Used to plan changes and monitor their impact on a long term basis
© 2009 Middlesex Consulting . All Rights Reserved
• Typically 15 to 30 ques?ons
• Scheduled (monthly, quarterly, etc.)
Survey Types -‐ Key Accounts • Like the rela?onship survey but for decision makers/recommenders/end-‐
users • Find strengths and weaknesses • Use with similar employee surveys -‐ ensures alignment • Must be face-‐to-‐face with telephone as fallback • These are special people and deserve special treatment
© 2009 Middlesex Consulting . All Rights Reserved
• No more than 35 to 40 ques?ons • Should take <30 minutes to complete • As o_en as possible without annoying par?cipants
Survey Types -‐ Special Purpose Surveys
• Market research • Lost business • Employees • Suppliers • Partners
© 2009 Middlesex Consulting . All Rights Reserved
Typical Areas to Rate
• Reliability -‐ Deliver on your promise? • Responsiveness -‐ Helpful? • Assurance -‐ Trust and confidence • Empathy -‐ Treat customers as individuals • Tangibles -‐ Making the intangible “real”
© 2009 Middlesex Consulting . All Rights Reserved
© 2009 Middlesex Consulting . All Rights Reserved
Qualita've/Quan'ta've Research
• Random samples • Closed ques?ons • Limited response op?ons • Can’t get the story behind the story
• Provides hard data that can be extrapolated to a larger audience
• Convenience samples • Polls with comments • Online Communi?es • Focus Groups • Provide the Story behind the story
• Can’t extrapolate to a larger audience
Quan?ta?ve Research
Qualita?ve Research
Quan?ta?ve Ques?ons • Should have granularity
– Yes/no is vague – 1-‐5, 0-‐10 are typical and more specific
• Should have “balanced” anchors – Extremely sa?sfied / extremely dissa?sfied – High value / low value
• Must be self explanatory and unambiguous • Must rate only 1 item per ques?on
– Professionalism and courtesy are 2 items usually lumped together • Should be impersonal
– Rate processes and policies not individuals • Should have an escape selec?on
– No opinion – No comment
© 2009 Middlesex Consulting . All Rights Reserved
Qualita?ve Ques?ons
• Must not suggest answers • Must be easy to understand • Must provide enough room to answer completely • Ideal for text mining
– Depending on number of surveys could have different people with individual biases, summarizing results
– Lose emo?ons – Very ?me consuming
• Help explain quan?ta?ve answers • Add credibility to survey results
© 2009 Middlesex Consulting . All Rights Reserved
Choosing Media • Web survey
– Lowest comple?on rate but easiest to automate – Least intrusive to customer – Reports exactly what the customer wants to say
• Telephone survey – Higher comple?on rate – Can be pre-‐scheduled – Poten?al for “edi?ng” – High tech/high touch
• Mail/Fax – So 5 minutes ago but may be necessary where English is not the primary
language.
© 2009 Middlesex Consulting . All Rights Reserved
Some Examples From a Market Research Telephone Survey
© 2009 Middlesex Consulting . All Rights Reserved
Example #1
© 2009 Middlesex Consulting . All Rights Reserved
Please rate the following service delivery attributes in terms of their importance to you, using a scale from 10 to 1, where 10 is the most important and 1 is least important : Question 03 Please rate how important it is to easily get your inspection and/or service visits scheduled. 01) 10 04 02) 9 03) 8 04) 7 05) 6 06) 5 07) 4 08) 3 09) 2 10) 1 11) No Opinion
This is part of a group of ques?ons asking customers to rate the importance of various service aaributes.
Example #2
© 2009 Middlesex Consulting . All Rights Reserved
Question 13 What features of your current service agreement(s) are of most value to you?
01) Comments / What? 14 GL3 02) No Comment
Question 14 What features that you don’t currently have in your service agreement(s) would you like to have?
01) Comment / What? 15 GL3 02) None 03) No Comment Notice the “escape” selections
and the invitation to comment
Example #3
© 2009 Middlesex Consulting . All Rights Reserved
Question 17 Assuming you were allowed, how likely would you be to recommend COMPANY to colleagues or others? Would you be…
01) Extremely Likely 1 8 02) L ikely 03) Neutral / Why? G L 3 04) Un likely / Why? G L 3 05) Extremely Unlikely / Why? DK) No Comment
No?ce the symmetry of the choices
Any Ques?ons?
© 2009 Middlesex Consulting . All Rights Reserved
Thank You