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Make Success Measurable: A Mindbook-Workbook for Setting Goals and Taking Action Hardcover – 26 Feb 1999

4.5 out of 5 stars 2 customer reviews

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Product details

  • Hardcover: 260 pages
  • Publisher: John Wiley & Sons; 1 edition (26 Feb. 1999)
  • Language: English
  • ISBN-10: 0471295590
  • ISBN-13: 978-0471295594
  • Product Dimensions: 16.2 x 2.4 x 24.6 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 1,475,008 in Books (See Top 100 in Books)
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Product description

From the Author

A "how-to" guide to your top performance challenges
What gets measured, gets done! None of us disagree with this. And, we all know we have a lot to get done including customer service, quality, new strategies, eCommerce, speed, strategic alliances, diversity, globalization, teams, innovation and more. But what, exactly, are the best metrics and goals for these challenges? And how do we manage ourselves and others to use those metrics to set and achieve outcome-based goals instead of the activity-based goals that bedevil most of us in most organizations? I wrote Make Success Measurable! as a comprehensive "how to" guide to today's most critical dilemma: figuring out how to measure success and then achieving it. The book provides you the learning and perspective you need to overcome all the difficulties and obstacles you face in setting and achieving goals. It is filled with specific frameworks, tools and techniques to help you out. You will learn how to pick metrics that are relevant to today's challenges and use them to set "outcome-based goals". You will also learn how to use a concept I call "working arenas" to figure out who you must work with to achieve performance and how to align your goals with the goals of others. Finally, you will learn how to "fix" the balanced scorecard so that you get all of its value with none of its pitfalls. Each chapter includes explanatory Mindbook sections as well as a Workbook section of pragmatic, simple, and straightforward exercises to help you and your colleagues put the tools and techniques to work immediately. Using the book, you will gain confidence and mastery on how to set goals that matter to you, your customers (external and internal), and your shareholders as you set about defining and achieving success at today's most pressing performance and change challenges.

From the Inside Flap

"Performance begins with focusing on outcomes instead of activities. In my experience, most people in most organizations most of the time do the reverse. They concentrate their efforts on the pursuit of activities instead of outcomes. As a result, they rarely set or achieve performance results that matter." Today′s performance challenges demand outcomes–both financial and nonfinancial–that must simultaneously benefit customers, shareholders, employees, and management. Therein lies a cycle of sustainable performance that functions as a framework to ensure your organization′s goals are set, met, and balanced for today′s business world. Make Success Measurable! enables you to avoid activity–based goals that can go on indefinitely, and articulate aggressive outcome–based goals that are specific, measurable, achievable, relevant, and time–bound. This is a how–to book, emphasizing out–comes as opposed to actions in setting goals. You′ll learn how to:
∗ Set goals that matter to customers, share–holders, and funders
∗ Set nonfinancial as well as financial goals and link them together
∗ Understand and use outcome–based goals that support success while avoiding activity–based goals that produce failure
∗ Select and use management disciplines needed to achieve your goals
Smith provides the what′s and why′s behind today′s performance challenges and shows how to convert them into measurable concrete achievements. Using an innovative approach, Smith divides each chapter into an explanatory Mindbook section and a practice Workbook section. The Mindbook sections provide descriptions and explain key concepts, frameworks, tools, and techniques. They seek to build your intellectual understanding of how to set and achieve the performance goals that matter. The Workbook sections include detailed examples and exercises that you and your colleagues can use to practice the concepts, tools, and techniques put forth in the Mindbook section. Workbook exercises allow you to convert understanding into action–and action into results!

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Top Customer Reviews

Format: Hardcover
Make Success Measurable tells you how to set business goals that matter for shareholders, customers, and employees. That is good advice, and it is backed up by "workbook" exercises that help you focus on what is really important. The "mindbook-workbook" format makes room for exercises that you can work on with your colleagues at the office. I found that the "mindbook" portion held my interest as an individual reader. I started getting REALLY interested about halfway through the book when Smith introduced the concept of "working arenas" - the different groupings of people (sometimes in multiple companies) that are necessary to achieve these goals. Smith explains that you need to shape your goals and methods to fit the appropriate working arena, rather than a pre-set corporate structure. If you work in a complex organization, you should read this book and apply its lessons.
I would compare Make Success Measurable very favorably to the Kaplan and Norton book on The Balanced Scorecard. The Balanced Scorecard tends to be vague and anecdotal on the subject of how to set measurable goals, and it is hard to finish. In contrast, Smith packs his book with original analysis and specific recommendations on topics like "Vertical versus Horizontal Management Disciplines" and "Injecting Creative and Personal Tension into Goals". The Balanced Scorecard presents a four way cause and effect chain from employees through process improvements, customers, and shareholders. Make Success Measurable presents a three way performance cycle as including employees who provide value to customers who provide rewards to shareholders...who provide rewards to employees and so on.
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Format: Hardcover Verified Purchase
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Most Helpful Customer Reviews on (beta) (May include reviews from Early Reviewer Rewards Program) 4.9 out of 5 stars 10 reviews
5.0 out of 5 stars Outcome Based Performance Planning 11 Mar. 2010
By John Bullock - Published on
Format: Hardcover Verified Purchase
Doug Smith has written an excellent book on how to move from activities based planning and have more success through outcome based planning. He starts by sharing how to make your Outcome Goals SMARTer: Specific; Measurable; Aggressive yet Achievable; Relevant and Timebound. "Clear and compellig performance outcomes are the driving force behind teams, not the desire to be a team. Teams that understand the difference between outcomes and activities are teams that are well positioned to learn the discipline needed to perform" (Page 5, Make Success Measurable).
I give this book to all my transformational coaching clients as one of the cornerstones for intentional change. Doug Smith shares many additional tools that users can use to better anticipate the obstacles to success and sharing early wins.
I keep several copies on my bookshelf.
John "Pepper" Bullock
'Helping Leaders Navigate Change'
1 of 1 people found the following review helpful
5.0 out of 5 stars New to Measuring Performance...this is your answer! 28 Sept. 2009
By Brick-by-brick - Published on
Format: Hardcover Verified Purchase
Make success measurable is one of the first books I bought when I was promoted to manage people. Performance management is an integral part of people management. But, how do you measure performance and hence success? This book is an awesome guide on how to measure success - regardless the field you're concerned about. A must read to help you understand what you're trying to measure, general guidelines for measuring - basically a holistic approach for measurement.
1 of 1 people found the following review helpful
5.0 out of 5 stars promotional advance 30 Jun. 2013
By dennis j. - Published on
Format: Hardcover Verified Purchase
I will use information for my personal and business activities. Starting my walking exercrise and weightlifting program will help me achieve my goals.
33 of 36 people found the following review helpful
5.0 out of 5 stars Ten Management Principles for Leading Change 5 Jun. 2000
By Turgay BUGDACIGIL - Published on
Format: Hardcover
"I believe you will benefit from this book because the challenge of setting and achieving performance goals has become very confusing". Douglas K. Smith writes, "It has been more than 30 years since Peter Drucker wrote about the importance of managing for results. His work led to the widespread practice of management by objective. But an awful lot has happened in the past 30 years. The world of business and organizations has changed dramatically, turning many of Drucker's specifics (though not his wisdom) upside down. In the aftermath of total quality, customer service, time-based competition, strategic alliances, globalization, reengineering, core competencies, continuous improvement, innovation, teams, horizontal organization, benchmarking, best place to work, information technology, diversity, environmentalism, deregulation and reregulation, eCommerce, and privatization, those of us left standing in today's organizations are unsure about what performance goals and outcomes make the most difference and why. We know that setting performance goals is key to managing ourselves and others, but we no longer know how".
Douglas K. Smith organizes his book in four parts. In the first part (Chapters 1-4), he provides the background, concepts, tools, techniques, and frameworks you need to set specific outcome-based goals that matter to successfully navigate today's most pressing performance challenges. In the second part (Chapters 5-7), he focuses on helping you align and coordinate goals throughout your organization. In the third part (Chapters 8-10), he describes the management disciplines you need to achieve your goals and how to make choices among them. In the fourth part (Chapter 11), he concludes the book with a step-by-step design for building an outcomes management system in your organization.
In this context, in Chapter 10, he reviews the management disciplines you must understand in order to succeed in the face of change, and introduces the critical distinction between decision-diven change and behavior-driven change, and describes how to manage each successfully. Hence, he argues that most change efforts fall far short of their potential. Usually that's because leaders fail to address the deep behavioral changes they are seeking. And thus, he lists the following ten management principles as the heart of any successful change effort:
1. Keep performance results the primary objective of behavior and skill change.
2. Continually increase the number of individuals taking responsibility for their own change.
3. Make sure that each person always knows why his or her performance and change matters to the purpose and results of the whole organization.
4. Put people in a position to learn by doing and provide them with the information and support they need just in time to perform.
5. Embrace improvisation as the best path to both performance and change.
6. Use team performance to drive change whenever demanded.
7. Concentrate organizational designs on the work that people do, not on the decision-making authority they have.
8. Create and focus energy and meaningful language because these are the scarcest resources during periods of change.
9. Stimulate and sustain behavior-driven change by harmonizing initiatives throughout the organization.
10. Practice leadership based on the courage to live the change you wish to bring about.
Finally, he argues that if you expect others to change their behavior, you have to change yours. It's as simple and as hard as that.
I strongly recommend.
14 of 17 people found the following review helpful
5.0 out of 5 stars A useful and practical book. 26 Nov. 1999
By Roy E. Temple - Published on
Format: Hardcover
This is one of those rare books that makes it points clearly and then guides your through exercises that reinforce its key messages.
I found the book incredibly helpful in preparing realistic plans that set you up for success. I have used it extensively to help me design major projects and I am well on my way toward measurable success on those goals.
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