Worksheet: Give units that depend on each other one shared measure

Two units can both hit target in a year the customer loses. This sheet finds the objectives that need more than one unit and writes one shared measure for each. Then it settles the targets that pull against each other. It builds the Competent step of the check:

For each objective that needs more than one unit, the units share one measure of the outcome, and it sits on both scorecards with the same number.

Step 1. Objectives that need two or more units

Objective	Units it needs	Shared measure of the outcome	Target	On every scorecard involved, at the same number?
e.g. Deliver in full, on time	Sales, supply	Orders delivered complete on the promised day	95%	Yes

Step 2. Targets that pull against each other

Settle each pair once, on this page, before targets are signed.

Unit A's target	Unit B's target	How they conflict	How it is settled
e.g. Sales volume	Gross margin	Discounts win volume and cut margin	Discounts above 8% need finance's approval; both units carry margin

If the trouble is units hoarding work or people, look at the Operating Model Health Check's rewards row as well.

Done when: each objective that needs two or more units has one shared outcome measure, on every scorecard involved, at the same number.

Written for this check.