Insights
Deriving KPIs instead of collecting them: method, profiles, mistakes.
Every management team knows its customer list sorted by revenue. Sorted by contribution margin it looks different – and only then does it carry the decision about which customers to keep, restructure or let go.
KPIsMost KPI systems do not fail on technology. They fail on three assumptions that refuse to die. How to recognise these KPI mistakes, what they cost and which rule fixes each of them.
KPIsMost KPI sets are built by collecting: whatever the system delivers and whatever someone once asked for. Start with the decision instead, and you need fewer metrics – each with a reason to exist.