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Conference App download
http://doubledutch.me/download/deloitte-ssc-conference
Annual Shared Services GBS & BPO Conference
19-20 November 2014
Edinburgh
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Focus:
Get the customer
balance right
Stuart Clark
Eaton
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Agenda Eaton NOT Eton
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Agenda Powering businesses worldwide for more than 100 years Powering businesses worldwide for more than 100 years
• Founded in 1911 by J.O. Eaton
• Power Management company
• Headquarters: Dublin, Ireland
• Key locations in Cleveland, Ohio; Shanghai, China; Morges, Switzerland; Sao Paulo, Brazil
• Innovation Centres in regions around the world
• Customers in more than 175 countries
• 2013 sales of $22 billion
• More than 100,000 employees
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Eaton’s businesses
Industrial Sector
2013 Sales $8.6 B
Vehicle
Hydraulics
Aerospace
Electrical Sector
2013 Sales $13.5 B
Electrical Products
Electrical Systems & Services
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The Eaton power management advantage
• Providing energy-efficient solutions for more sustainable buildings, communities and infrastructure
• Accelerating the development of renewable energy technologies
• Powering mobile and stationary equipment more productively and safely, while reducing their environmental impact
• Advancing safety and security in harsh and hazardous environments
• Designing eco-efficient aircraft that reduce fuel consumption and operating costs
• Improving fuel economy and reducing emissions in autos and trucks
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Inte
rnational S
hare
d S
erv
ice C
entr
e
Background
• Based in Glasgow
• Shared service centre
opened in 1997
• Employees over 70
finance staff
Who We service
• 4 Divisions
• Over 100 Operations
• Governance of the
International Instance
• Transactional Oversight
• Corporate Accounting
• Working Capital
• Finance Integrations
What are our services
• Business Partnering
• Cash flow enhancement
• Business Improvement
• Document Management
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Demographics
0%
5%
10%
15%
20%
25%
30%
35%
< 1 year 1-4 years 5-9 years 10 years +
% o
f E
mp
loyees
Length of Service
Length of Service
French 15
German 11
Spanish 10
Polish 8
Italian 6
Russian 4
Punjabi 2
Urdu 2
Other 3
Languages
French
GermanSpanishPolish
Italian
Oracle SAP MFGPro
OracleMFG
COS JDE Cognos Other
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
% o
f E
mp
loyees
ERP Experience
Untapped Potential
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Transactional to Value Add Services
Pre 2012 – Oracle
AR / AP / GL
Financial Integrations
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Transactional to Value Add Services
Pre 2012 – Oracle
AR / AP / GL
Financial Integrations
2012
Controls & Compliance
Business Improvement
Customer Service Team
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Transactional to Value Add Services
Pre 2012 – Oracle
AR / AP / GL
Financial Integrations
2012 Controls &
Compliance
Business Improvement
Customer Service Team
2013
Cash Conversion Cycle
Document Management
Centre
Talent Exchange Program
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Transactional to Value Add Services
Pre 2012 – Oracle
AR / AP / GL
Financial Integrations
2012
Controls & Compliance
Business Improvement
Customer Service Team
2013
Cash Conversion Cycle
Document
Management Centre
Talent Exchange Program
2014 Q1 – SAP
SAP
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Transactional to Value Add Services
Pre 2012 – Oracle
AR / AP / GL
Financial Integrations
2012
Controls & Compliance
Business Improvement
Customer Service Team
2013
Cash Conversion Cycle
Document
Management Centre
Talent Exchange Program
2014 Q1 – SAP
SAP
2014
Working Capital
Accounting
Business Partnering
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• How many of you have a Customer Team or
Business Partner Arrangements?
• Do you see Business Partnering as a
strategic asset or to pacify the customer
base?
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Why did we create a Customer Team ?
• Customer Survey results were poor
• Level of noise reaching the VP Finance EMEA
• It was constraining our ability to grow as a centre
• Customers wanted more than just a standard service
• We were measuring the wrong metrics
look beyond cycle time and efficiency metrics
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What did the Customer Team look like?
• Created a separate function with a supervisor
• Centralised mailboxes & telephone contacts into this team
• Dedicated 8 personnel by moving them from the process
teams into this centralised team
• Part of a Customer Relationship Management Framework
• Customer visits and interaction to listen to the voice of the
customer
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Was the customer team a success?
No
Why do you think it failed?
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Why did it fail?
• Not all of the team had a passion for customer service
• The team was not multi-functional
• It could not handle all the requests that came through the mailboxes
• Collaboration work was being done by separate project teams
• The team required to liaise with the process teams & acted like a ‘‘middle man’’
• It was too tactical and not strategic
• Hired some professional customer service personnel but they lacked the Eaton process knowledge
• Lacked gravitas
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Why did it fail?
• Under-estimated the volume of e-mails that came
through the mailbox
• Lack of diagnostic and root cause analysis skills -
reactive rather than proactive
• People within the SSC saw the customer team as
team who took care of customer service
• The customer base was not ready for a
‘‘standardised process’’ and wanted a
personalised service & circumvented the customer
team
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Customer Service Evolution
Customer service team
CRM senior leaders
CRM analysts
Business Partnering
Collaboration
programs
Optimising SSC
solutions
Process
Improvements
Analysis &
Diagnosis
Working together
Customer Relationship Management
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What did we do?
• Disbanded the customer team & had a period of reflection
• Created a separate Business Partnering function reporting to a senior manager
• Developed the relationship at a more senior level in the organisation
• More experienced & skilled personnel to support & partner
• Relationship builder
• Language capability
• Controls & Compliance
• Migration / project expertise
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What did we do?
• More strategic in direction and less tactical
• Not just about servicing issues & complaints
• Building relationships & confidence in the SSC
• End to end process improvements
• Each CRM Analyst partners with a SSC Senior Manager to
engage each division
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What did we do?
• Skilled in project execution, migrating activities & the delivery of technical solutions
• Key goal of listening to the ‘‘voice of the customer’’ and optimising the level of SSC services
• Partnered with the Vehicle Division and proved that all transactional activities could be done from the SSC
• Collections Centralised
• Customer set up centralised
• Customer Self-billing
• Automated Cash application
(MT940) and auto-inbox
• Pricing
• Sales Invoicing
• Supplier Self-billing
• Cash Conversion Cycle
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What did we do?
• Replicated success of partnering with the Vehicle division to
other divisions
• The electrical division was the prize
• Centre Director engaged with Electrical division senior
leadership
• Active collaboration programs across all 4 divisions
• Governance framework
• Regular planning & review sessions
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2014 Electrical/Corporate Collaborations Key Milestones
EMEA Finance
Electrical &
Corporate Programs
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Customer Connection
Glasgow Financial Service teams can be
contacted: available via phone, email or
through the our newest channel, the
Finance Service Catalogue.
Finance Service Catalogue The introduction of the Finance Catalogue has been
driven by the need to enhance the customer service
experience and strengthen the controls over management
of day-to-day financial requests.
The Finance Catalogue allows full visibility on the status of
all customers logged requests. The added controls
enable full reporting and root cause analysis on all
requests, issues and escalations.
What did we do?
• Robust Customer Contact System
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Access the Finance Service Catalogue via EMEA Intranet
Log your request to generate a service ticket
Automatic routing of your request to the correct Financial
Services team
Automatic notification sent to you once request is completed
Log escalations via CRM option, your divisional CRM will action with the required team
Finance Service Catalogue Streamlining our customer communication channels
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Controls & Compliance Activity
Controls & Compliance Function
Business control incidents
Operational control collaborations
Operational investigations
SOX Compliance
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What have we achieved?
• SSC now has credibility with the senior leadership in EMEA
• Electrical division now want to work with us and have started
to migrate SAP activities
• The ISSC is seen as a solution to help streamline the business
and to take cost out
• Helping to transform finance in the EMEA region
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Q&A
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Transactional to Value Add Services
Pre 2012 – Oracle
AR / AP / GL
Financial Integrations
2012
Controls & Compliance
Business Improvement
Customer Service Team
2013
Cash Conversion Cycle
Document
Management Centre
Talent Exchange Program
2014 Q1 – SAP
SAP
2014
Working Capital
Accounting
Business Partnering
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Conference App download
http://doubledutch.me/download/deloitte-ssc-conference
Annual Shared Services GBS & BPO Conference
19-20 November 2014
Edinburgh