Paula M. Bersie

Continually striving for a life less ordinary

Product Development Project

Product Development Project – Overview

In 2002, I moved to Athens, Greece as the Manager of Data & Timing for Olympic Broadcast Services (OBS), which is a division of the International Olympic Committee. OBS is the Host Broadcaster of the Olympic Games and provides unbiased coverage of every athlete and every team. The downstream clients of OBS are the rights-holding broadcasters, who are responsible for broadcasting the Olympic Games in their country.

Our project was to develop, test, and launch a new tv graphic interface, operator interface and graphic package that would include graphics updated in real-time for all of the sports of the Olympic Games for the first time in history.

The entire process was new and we needed to establish policy and procedures for all facets of the project from discovery, documentation, and testing to training and operations.

The databases that collected and sorted the information from the field of play for each of the sports were programmed and managed by an outside partner/sponsor, Swiss Timing. Additionally, we all worked with a technology integration company called Atos, who provided the network systems and many of the other downstream outputs of the sports databases.

 

Product Development Project – Steps

My first step was to work with the production team of each sport to determine what graphics each producer wanted as a part of the broadcast package for that sport and help to create the Graphics Requirement Documents.

Once we had a framework for what we wanted to broadcast, I designed and developed each of the Interface Requirement Documents that Swiss Timing would use to program the real-time data feeds that our character generators (CG’s) would access through Atos’ games network.

Once the Swiss Timing programmers had programmed the data feeds, I led the team to test those feeds, as well as the integration of the CG into the games network, and the programming of the individual graphics themselves to capture the real-time data. While managing the testing process, I used best practice tools like test plans, scenarios, scripts, testing methodology, and contingency/risk planning to help achieve the integration of the systems more efficiently.

By managing an error log, I communicated with our partners to ensure that all bugs were accurately prioritized and described so that they could be fixed and participated in a weekly meeting between all partners to ensure that project deliverables and timelines were on track for completion.

To prepare our production truck engineers to integrate the new CG’s into their trucks during the Olympic Games, I produced comprehensive installation and integration guides.

The user interface for the graphics operators was also new. There are only a few CG types in the world, and most operators are not used to using new technology. I helped to develop a quick, but comprehensive training package to assist the graphic operators not only understand what graphics were available to them in their package, but also how to use the system to put them on-air.

 

Product Development Project – Results and Metrics

The time of the Olympic competitions themselves can’t be moved and the start of the competitions is a very hard deadline, therefore we were working in the high-pressure environment of developing a system to be broadcast all over the world in real-time with no ability to shift the timelines.

We successfully launched the new system with real-time graphics for all 38 of the summer Olympic Broadcast for the first time in history. Some of the metrics we used to determine success was the number of high, medium, and low errors existed in the interface at the start of games time, as well as number of errors detected and fixed during the games, the number of graphic operator problems and errors, and finally the overall satisfaction of both the production teams and the downstream rights-holding broadcasters after the games were complete. As a follow-up, we surveyed the graphic operators to solicit their review of the new UI and what we could improve for the next games in Turin, Italy.

Balancing Partner Needs

Merging two companies with different systems, products and cultures can be very challenging. When BMO was preparing to merge Harris Bank with M&I Bank in 2011, although it was technically a merger, the general perception was that it was more of a take over of M&I by Harris Bank. Our goal was to create a consistent customer experience across all BMO Harris branches while mitigating customer and employee attrition due to changes in products, services, policies, and procedures.

First, we needed to determine which processes we were going to move forward into the combined organization. In order to minimize the impact on our employees, I created a chart that mapped the similarities and differences between each of the different components needed to run a branch. a combined team to create recommendations for how we should proceed with each one. We engaged sales leaders and employees from over 600 branches between the two banks to comment on and evaluate each of the recommendations as well as ideas on how to implement the changes with a minimum of impact to themselves and to customers.

I compiled the data and made changes to the recommendations with the suggestions of the people who would be impacted the most by the changes. Using this process, the employees from both companies had more buy-in for the overall change plan. By engaging and listening to both sides, the best parts of both companies were adopted by the new organization and we managed to keep employee attrition from both banks to less than 15%.

Growth Project – Premier Services

One of the major areas of growth opportunity at BMO Harris Bank was with a subset of retail customers considered to be “Mass Affluent”, which means that their liquid net worth is between $100,000 and $1,000,000 with an income of over $75,000 per year.

The idea was to create a specialized level of service and services in order to attract new customers in the “Mass Affluent” segment to BMO Harris Bank. A version of the program had been launched at M&I Bank before it was purchased by BMO, but it needed to be updated and re-launched.

My role in the project was the Vice President of Customer Experience Design (CED). I worked as a consultant on a team with internal and external stakeholders to help develop and launch the re-worked program by recommending and providing CED tools, managing those CED tools and collaborating with outside Customer Experience Design groups.  Our goal was to better define our target customers, map our customer’s journey, determine our customer’s needs using co-creation sessions as well as targeted focus groups and develop plans for training the Premier teams to provide a consistent and specialized service.

The external stakeholders that I interacted with included specialized customer experience research companies, customers from all over the Midwest and Canada, as well as another BMO entity that is legally separate from the retail bank. The internal stakeholders that worked on the overall project team included leaders from the Legal, Outside Lending, Credit Cards, Deposit Products, Marketing and the Premier Services departments.

To get a better idea of what our customers may want out of the program, I undertook the exercise of mapping a customer’s journey with BMO Harris Premier Services. We created several personas based on our target customer segments. We chose two personas and then mapped out their experiences with BMO Harris from initial contact through their ongoing business as usual contact with our teams.

One big take away from all of our research was the level of autonomy that our customers expected. Given the general demographic of our target customers, we expected that they would come to the relationship with a medium to high level of understanding of banking and investments. But as it turned out, our customers wanted more of a one-stop shop. A place to go where they could go for information and investing advice that they could trust so that they didn’t have to spend the time doing the research themselves.

The final program took about one year to implement from start to re-launch. It is one where Premier customers work with their own specialized financial teams including a Personal Banker and a Financial Analyst in order to best manage their assets for their needs. The program was designed to increase the customer’s overall relationship with the bank thereby increasing the total assets managed by the bank.

This program continues to contribute to BMO’s growth, with an adjusted net income of 6% in 2015 and 7% in 2016.

Growth Project – Metrics

I don’t want to choose just one set of metrics that I like to look at because each project is different and those metrics can change based on industry or even the goal of the project itself. Those metrics need to be tailored specifically to each plan. In the case of the re-launch of the Premier program at BMO Harris Bank, the key metrics that we measured were the following:

  • % of new customer opening a Premier Banking account
  • % change of total deposits listed in Premier Banking services
  • % of existing customers migrating to Premier Banking services
  • % of new customers qualifying for Premier Banking services
  • Premier Services NPS scores

The goal of the Premier project was to entice mass affluent customers to bring their assets to BMO Harris bank by providing better account options and better, more personalized customer service. Not every mass affluent customer will bring all of their assets over to one bank, so taking a look at the number of new customers who qualify for the service vs the number of customers actually opening Premier accounts would help to determine if additional changes to the services would need to be considered in order to attract those customers.

During one research session being managed by one of our outside customer experience research partners, the session leader presented a quote that has shaped my philosophy towards customer experience design ever since. It was originally something that Carl W. Buehner said but has been repeated by Maya Angelou and many others. “They may forget what you said, but they will never forget how you made them feel.” I find that this is very true for myself in my interactions as a customer, but also with my customers. Thinking about not just what products people want, but how the interaction with your products and services will make them feel is the defining difference in creating a good product, a great customer experience, and growth versus the alternatives.

One particular metric that I think reflects how people feel about an interaction is the Net Promotor Score (NPS). These scores help to indicate how likely a customer would be to recommend your company or service. If a customer has a bad experience, regardless of the outcome, they will be less likely to recommend your product to friends. It is a very high-level survey with no details. But setting a baseline before changes to products or services are made can be an early indicator that things are either working or that they need to be changed.

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