Most organizations have trouble bridging the knowing-doing gap. Too often, even with all that knowledge floating around, nothing happens. One of the biggest hazards to watch for is a concept called “smart talk.” You need to change the nature of the conversation to become one that drives action, instead of just more talking. (Azzarello, P., “Concrete Outcomes” in Move: How decisive leaders execute strategy despite obstacles, setbacks, and stalls, 2017) To move your team from talking about important stuff in a vague way to actually making progress on these things in a real way, the first step is to realize that you are stuck because you are still only talking. We must evolve our business model to provide better service. Everyone agrees they are critical when you talk about them: We must improve quality. Think about the really important goals your team talks about all the time. That means changing how you set goals for your organization and how you measure success for teams. You will only see progress in creating value when you stop working on outputs and start focusing on outcomes. It is a difficult thing to do. We have all seen it: strategy is developed, tactics are developed, and large chunks of the organization start working on those tactics without making any progress whatsoever. Instead of asking them to deliver a fixed roadmap full of features by a specific time, we ask them to solve a customer problem or address a business need. While managing by outcomes, we give our teams the autonomy, responsibility, and ownership to chart their own path. To make this possible, you will need to “manage by outcomes.” You want to be able to accomplish more with fewer people in less time. If you are reading this, then you probably want to make your job easier. Facilitating discussions for Managing by Outcomes.Managing by Outcomes Discussions during “Deliver”.Managing by Outcomes Discussions during “Develop”.Managing by Outcomes Discussions during “Define”.Managing by Outcomes Discussions during “Discover”.Map of Managing by Outcomes Activities and Methods.The Right Time for Managing by Outcomes Discussions.
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