This paper provides an overview of Fujitsu’s sense and response approach towards performance management. It is demonstrated using a case example of call center performance as part of Fujitsu Services. Call centers (or contact centers) are often used as case examples of how not to measure and manage performance. An operational bias towards efficiency measures often fails to provide the customer focus needed and even has dysfunctional consequences. This case study demonstrates how Fujitsu moved away from the efficiency trap, and completely redesigned their performance management system to focus on their customer needs and the intangible drives of value creation. It will highlight the lessons learned, the pitfalls as well as the achievements.
Marr, B. and Parry, S. (2004), "Performance management in call centers: lessons, pitfalls and achievements in Fujitsu Services", Measuring Business Excellence, Vol. 8 No. 4, pp. 55-62. https://doi.org/10.1108/13683040410569415
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