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Before you’re ready to use the scorecard to measure On the other side, the cultural strategy
performance, though, make sure your organization determines how the organization achieves its
has done two things: vision. For example, will product innovation
• Agreed on its strategic direction. drive the organization, or is customer orientation
• Aligned organizational efforts and more important? When senior leaders define
focused every person on achieving the values, they describe the organization’s
business strategies. fundamental beliefs about how people work with
one another to meet goals.
The following graphic shows the steps involved
before you can measure performance. Put all these things in place and you have strategic
focus. However, to implement the strategies, you
Driving Organizational Performance still need two integrated systems:
• Business planning
Whats Vision Hows
• Performance management
Business Strategy Cultural Strategy
2 .
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DEVELOPMENT DIMENSIONS INTERNATIONAL
understand customers, taking action to meet performance. At DDI we learned that creating the
customer needs and concerns, and setting up right set of balanced measures isn’t easy, but the
customer feedback systems, then that person will effort pays off. It forces leaders to reexamine their
most likely achieve the objective. The individual assumptions about what really drives performance
also will be living the organization’s value of in the organization. The information from the
customer service focus. scorecard also allows leaders to adjust strategies,
thus making it a useful management tool.
Once the vision, values, strategies, business
planning, and performance management system are We found that each of the four general areas of the
in place, you have aligned organizational efforts and scorecard helps paint the big picture:
are ready to start tracking progress. • Financial measures summarize the economic
consequences of actions already taken as well as
The Balanced Scorecard whether the organizational strategy improved
the bottom line.
The point of the balanced scorecard, of course, is to
• Customer measures address retention,
measure organizational performance from more
satisfaction, acquisition, profitability, and
than one view. At DDI our performance
market and account shares in targeted segments.
management system measures progress on specific
• Internal business process measures look at
objectives and competencies—but that’s only part
product design and development, operations,
of the picture. We also need to track progress on
and after-sale service.
business and cultural strategies.
• Learning and growth measures deal with
people, systems, and the organizational culture.
Leaders typically do well measuring the whats, or
outputs. Revenue growth, return on investment,
What are the right measures for your organization?
and profit are relatively easy to measure, but they’re
That all depends on your business strategy. The
lag indicators. They show where the organization
following graphic shows some of the measures on
has been but often don’t indicate what’s really
DDI’s scorecard. A balanced measurement system
driving the results. That’s where lead indicators
helps clarify cause-effect relationships and includes
come in. These measures track the things that drive
a mix of outcome measures (lag indicators) and
future performance.
performance drivers (lead indicators). By looking
at several measures simultaneously, you see a
The key to the balanced scorecard is determining
comprehensive view of the business.
how the lead indicators affect the lag indicators.
Once you do that, you can measure organizational
progress accurately and then manage organizational
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Measurements
Strategies Lag Indicators Lead Indicators
Financial Ensure prudent debt management Profit margin Accounts receivable—days
sales outstanding
Credit line use
Customer Increase customer loyalty Customer retention rate Customer satisfaction with:
– Products/Services
– Ease of doing business
– Relationship
Learning Attract, develop, and retain high- Associate retention/ Associate satisfaction with:
and Growth caliber associates turnover statistics – Hiring and promotion
process
– Training and development
opportunities
– Culture
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Maximizing Performance
DEVELOPMENT DIMENSIONS INTERNATIONAL
5 .
Maximizing Performance
DEVELOPMENT DIMENSIONS INTERNATIONAL
5. Choose measures at the proper level. Some 7. Do something, even if only to establish a
measures are useful on the organizational level. baseline. Don’t let lack of data or a
Others are more appropriate for the business complicated process dictate whether or not you
unit level. Make sure you don’t overwhelm measure something. If it’s important, measure
your strategic leaders with measures that aren’t it. As an example, product development cycle
at the overall level. They need to see only big- time can be a real measurement challenge. The
picture measures, not results that might, for common argument is how can you use the same
example, be very specific and useful only to a set of measures when the complexity of the
certain business unit or geographic region. development process varies significantly from
Performance of individual salespeople (for project to project. By clarifying the standard
example, number of sales calls) might serve as stages of the development process (product
an appropriate lead indicator for the regional specifications, design, development, field
sales leadership teams, but such information testing, final production, and launch/education)
provides unnecessary detail at the executive and identifying major milestones to be achieved,
level. For international businesses detailed, we are able to create baselines and establish
country-by-country information is less useful to cycle time improvement goals for similar types
senior executives than measures having global of projects.
impact. Win/Loss analysis is important but
perhaps not at the product level, which would be 8. Make sure metric owners are committed to
a product management issue. their roles. Metric owners might find it
challenging to add measurement responsibilities
6. Set objectives and stretch goals. Establishing to an already full plate. Establishing measures
a measure is not enough. Depending on the can take a while. If people don’t buy into their
amount of change desired and the relative ownership of the measurement, you can find
importance of the strategy, set a reasonably your rollout delayed unnecessarily. At DDI we
achievable objective or a stretch goal. You acknowledge the role that others play in
need to set a direction and pace in order to gathering and analyzing data but hold the
influence behavior. For example, a executive-level metric owners accountable for
commitment to reduce cycle time by 40 percent reporting results and implications.
requires a much more innovative approach to
the product development process than a
continuous improvement goal
of 10 percent cycle time reduction.
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