Words such as ?increase?, ?decrease?, ?expand?, ?reduce?, ?more?, ?better?, and ?improve? are just a few examples of comparison words. Their proper use requires inclusion of the implied baselines and targets. For example, ?Increase revenues? includes neither the targeted amount of increase, nor the baseline from which the increase will be calculated.
One solution is to include the baseline against which revenue is being compared, and a targeted per cent increase: ?Achieve a 10% increase in revenue over the 200Y level?. This choice offers the advantage of illuminating the degree of improvement.
An alternative solution is to eliminate the comparison word entirely. This is done by calculating the total revenue that would constitute the desired increase, and expressing the goal using an absolute value. ?Ensure revenues are at least Z?. Brevity is the advantage here.
Our example statement can be made even more explicit by clarifying what kind of revenue is being sought. ?Ensure the ABC activity produces at least X in net revenue, at least 30% of which is to be comprised of Z product.?.
Purpose of Clarifying Comparison Words:
- To identify baseline and target (or absolute value)
- To reveal contingency relationships among multiple goals
Tip: When the achievement of one outcome is dependant upon the achievement of another, it is acceptable to use ?to be determined? as the targeted metric in a comparison phrase. Visit www.daltonalliances.com/ebpmworkshop.asp to learn more about our EBPM offerings. Or call us at 800.442.3603 to bring EBPM to your organization or to reach Francie for an interview. Available in 3 formats: interactive workshops, individual coaching sessions, or online courses.