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Manage What You Measure

Measures of success vary across an organization. Executives concern themselves with company-wide Objectives involving Revenue, Cost, Profit, Margin and Customer Satisfaction. Further down the org chart, management and individual contributors rate performance against more detailed Key Performance Indicators (KPIs) tracking customer behavior: a product manager may measure app downloads, or number of shopping cart items per visit. These customer behaviors clearly affect the larger corporate Objectives, but how? and which have the most impact?

Objective of Play
Understand how customer behavior impacts higher level objectives; direct organizational efforts on the most influential of those behaviors.

Number of Players
5 – 15

Invite participants across the KPI spectrum: individual contributors, management and executive leadership. A successful game will demonstrate how all levels of KPI’s relate and affect one another.

Duration of Play
30 minutes – 3 hours.

Material Required
Manage What You Measure works best when played on a whiteboard. To run a good session you will need:

  • Sticky notes (i.e. post-it® notes) of different colors
  • Dot stickers
  • Dry-erase markers
  • Camera to capture results

How to Play

1. With the group gathered, introduce Manage What You Measure by stating that the purpose of the game is to focus resources and strategies on the most critical customer behaviors. To get there, the group will map the relationship between high-level corporate objectives and customer behavior.

2. Write at the top of the whiteboard a corporate-wide Strategic Goal.

3. Below that, write on sticky notes the measures of success (KPIs) for that Strategic Goal. Use different color sticky notes when possible.

4. Ask the players to take five minutes for an individual brainstorm: list all the customer behaviors impacting the KPIs identified in Step 3; one per sticky note. If possible, match sticky note colors of customer behaviors and KPIs — this will help organize what may become a crowded whiteboard.

5. After the brainstorm, ask the players to come to the whiteboard and post their sticky notes under the appropriate grouping.

6. Take 5-10 minutes to review the sticky notes. Lead a clarification discussion. Ask participants to explain any potentially confusing sticky notes. Note any customer behaviors mapped multiple times.

7. Repeat steps 4 – 6 once. Use the first set of brainstormed-customer behaviors as the baseline: what are the behaviors that drive those behaviors?

8. Once everyone is comfortable with the customer behaviors, conduct a Dot Vote. Give each player five dots to place on what they consider the most important customer behaviors in light of the Strategic Goal in step 2.

9. Tally the votes.

10. Once again, take time for discussion. Note unpopular choices; ensure their dismissals have merit. Have any results surprised the group? Why? Recommendation: If the Dot Vote results and ensuing discussion dictate further prioritization, consider playing Impact & Effort or the NUF Test.

11. Once the group agrees on the prioritized areas of focus, assign each a baseline value (what is the measure of this behavior now?) and goal (where would we like it to be). Recommendation: Consider playing Who-What-When

Employees understand organizational goals at different levels. By defining relationships between high-level objectives, mid-tier KPIs  and the customer behaviors that drive them you have created a map easily navigated.

This clarity creates a shared understanding across all levels of the organization. Now, each time a team reports progress on their specific KPIs, executives will have a clear sense of why the team is working on that and how it affects the Objectives they care most about.

Complementary Games
The Empathy Map will help you to more deeply understand your customers and their behaviors; play this game before Manage What you Measure

Manage What You Measure derives from Jeff Gothelf’s Medium post: Execs care about revenue. How do we get them to care about outcomes?