Growing Your Business

How to Set up Actionable KPIs

12/19/2017

Just like a good meal, setting actionable key performance indicators (KPI) comes down to using the right ingredients in the right proportions. It’s a bit like chemistry. Here’s an outline of the ingredients required to establish tangible and relevant KPI targets.

Review Business Objectives

A core team should be in place to communicate with company leaders in all departments. Keep in mind all businesses have objectives and goals in regard to revenue, marketing mindshare, productivity, and customer success. Also, keep in mind most employees aren’t C-level executives. They don’t plan the strategic moves but are actually responsible for the operational moves. Each employee needs to understand how their department plays a role in achieving business objectives. While data is important in reviewing business objectives, it’s only the messenger. Don’t ignore the human element. Be sure to communicate and review all business goals with all stakeholders, including department heads, managers, and employees.

Analyze Current Performance

It’s impossible to go from point A to point B if you don’t know where you are. Dig into the data and know where you're at. Use KPI software and its dashboard for this. Be honest about current performance. This will give you a dose of reality and will keep you from putting non-realistic goals in place. While doubling your numbers sounds great, it’s likely not feasible. If you aim too high, you’re setting your teams up for failure. This type of assessment should be done at company and department levels. Armed with the facts on current performance, short- and long-term targets can then be set.

Set Short- and Long-Term Targets

Once you have all the data, you know the truth behind the numbers. You can then move forward and set short- and long-term goals. This will give you an overall vision, and you can start to work backward. Set the long-term targets first. For example, set a long-term goal for the quarter. It’s specific, relevant, and time-bound. From there, break it down into short-term targets. This way, you’re plotting a way forward. If you set a six-month, long-term target, you’ll need to figure out how to achieve that figure each month.

Review Targets With the Team

Nothing happens in a vacuum, especially success. Data transparency is an ingredient in the recipe for success. Review the data with your team in a comfortable environment and encourage feedback. If your main players are telling you the new targets are impossible, be sure to listen. You don’t want to deflate your team. It’s productive to empathize with their challenge of execution and give them visibility and strategy on how they can get a better outcome. You’re there to rally the team, not to discourage them.

Review Progress and Readjust

It would be nice if you could just set KPI targets and achieve them. However, that’s not the real world. You’ll need to steadily evaluate performance at regular periods like monthly intervals. Do not skip regular evaluations of your KPIs. Regular reviews are a time to celebrate small successes and build momentum. They also create a forum that can develop leadership within teams. Allow team members to pitch solutions and contribute. Be aware of challenges and have a plan in place to solve complex problems with your team.

Follow this process, and you’ve got a solid framework in place for making KPI targets actionable. The key is communication with all players in the company. Keep a direct line of communication open, talk about it, and keep everyone on track.

Tim Murphy, CPA writes for TaxBuzz, a tax news and advice website. Reach his office at [email protected].

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Sherri Hastings

Tim Murphy is the managing member at Murphy & Murphy, CPA, LLC, a full-service certified public accounting firm, with emphasis on tax preparation, audits of governmental, educational, and non-profit entities, retirement planning, estate planning, business valuations, litigation support, and banking. He is a Certified Public Accountant in Maryland and Virginia. Tim is also a CERTIFIED FINANCIAL PLANNER professional, Personal Financial Specialist, Accredited Estate Planner, Certified Valuation Analyst, and Investment Adviser Representative.

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How to Set up Actionable KPIs

Sherri Hastings

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