Target steering and not detailed steering
If we manipulate or steer in detail people will give you only what you pay for
If we inspire, let people take responsibility and make them feel appreciated they will give us more than you ask for
They will give you the moon
To be able to define good targets one needs to have a relevant knowledge about both the customer and customer needs
You can see the targets as a breakdown of the customer needs
They make it possible for different parts of the organisation to work in parallel
For this to work, a lot of effort needs to be put into the breakdown of customer needs and targets so that:
- The entire product is covered
- All needed functions are taken care of in the breakdown
The Targets need to be SMART
- Specific
- Measurable
- Accepted
- Realistic
- Time limited