People want to do the
right thing
The right incentives produce the right behaviour
The Right Incentives Based on Strategic Clarity
Customer incentives
A customer needs to see clearly how your strategy will satisfy their needs.
Then they are incentivised to:
- Choose your products and services
- Endorse your business
- Contribute to product development
Make the SHAPE of your strategy clear to your customers.
Employee incentives
A team that understands the strategy will align their behaviours to deliver that strategy.
They will:
- Be clear about that they need to do at each decision point
- Know what skills they need to do it – they will train and hire appropriately
- Identify and fix incentives which are not aligned with the strategy
- Engage with their fellow workers and endorse the company
Every employee should understand the strategic SHAPE of
your business.