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Numbers that Matter by Evan Bulmer

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CHAPTER 9

Your People; If You Are Not Determining their Success Who Is?

Results vs. Behavior

The greatest asset a business has is its people. When I was running an accounting business I got involved with a specialist accountant coach. We were put into groups of eight noncompeting firms from around the country. Every 90 days we would report back to the group with our numbers which included about 12 leading indicators of the progress of the firms. These would go up on a whiteboard for everyone to see, if they were in black then you hit the targets set and if they were red then you had missed. Our firm did this for two-and-a-half years, which was over 10, 90-day periods. I had a saying that when there were a lot of numbers in red there was “blood ...

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