Forget the Target, What’s the Range?
We tend to think of success or “victory” as a bullseye. We think there’s only chance of succeeding, some royal road.
In sports, one team or one person wins a game, but over the course of a season, you don’t have to win every game to be the champion.
In business, there is usually a range of successful outcomes—a “feasible set” if you will—that constitutes success. Help your clients to understand and identify that range and not be solely focused on a single metric. That’s why I hate business plans. If you have a very good year but still miss the planned number, you feel like a failure. And if you hit the plan, you feel good but wonder if you could have done better.
The more you widen the range of success, the more chance you’ll have of being successful.