Worksheet: Find one measure that moves before each result

If every measure is a result, the first sign of trouble is the result itself. This sheet gives each objective a forward measure, reports it beside the result, and later checks what it predicted. It builds the Competent step of the check:

Each objective has at least one measure that moves before the result (activity, quality, lead times, pipeline), reported weekly or monthly beside the result it predicts.

Step 1. Work back from the result

For each objective, trace the dollar result back to what changes first.

Objective	Result measure	What changes first	Forward measure	Reported (weekly or monthly)
e.g. Win back independents	Monthly sales to independents	Calls to lapsed accounts, then first orders	Lapsed accounts called this week	Weekly

Step 2. Report them side by side

Month	Forward measure	Result it predicts	Result one to three months later

Step 3. After six months, check what it predicted

Forward measure	Did it move before the result?	Keep or replace

Done when: each objective has a forward measure, reported weekly or monthly beside the result it predicts.

Adapted from our own benefits-tracking training (PSP, 2013).