Assess the IS

Your problem is to bridge the gap which exists between where you are now and the goal you intend to reach.

—Earl Nightingale

There is much wisdom in this quotation. As performance consultants, we partner with our clients to close gaps in business and performance results. But in order to close a gap, we must first identify what is the gap. We begin by determining the SHOULD results. Chapter 6 provides techniques for this type of assessment. We can think of the SHOULD results as the “finish lines”—and actually there are two finish lines: one for the business results, and one for the performance of people who directly contribute to the success of the business goals. Once we have clarified these finish lines, we are ready to determine ...

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