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Why it matters
The company that wins today is the one that makes the best decisions and is able to act on
them quickly. These decisions have to be aligned with the strategic intent of the company,
with the developments in the markets, and support the company’s ability to perform. CEOs
are faced with a dual challenge. On the one hand, they need to drive decision making as far
as possible out to the periphery of their organization. For this, they need to be able to rely on
people who have good judgment. Good judgment means that people know which signals
from the market matter, which options are available, can pick the right ones and act on them
quickly, all this with substantial autonomy. On the other hand, CEOs need to ensure rigor of
thought, accountability and discipline. These trends are accelerating and are posing new
challenges to leadership. Because good leadership now means developing good judgment
in people, helping them make sense of signals and know what it means for the strategy of the
firm, to their business environment and to the firms’ ability to compete. In large companies,
this kind of leadership cannot only happen face to face. It must be supported by formal
management systems (The foundation goes back to literature on modern bureaucracy in
DOI 10.1108/13683040710740916 VOL. 11 NO. 1 2007, pp. 33-45, Q Emerald Group Publishing Limited, ISSN 1368-3047 j MEASURING BUSINESS EXCELLENCE j PAGE 33
Weber, 1947) that facilitate these new requirements and challenges and that create a distinct
culture (Donaldson and Lorsch, 1983). As the ‘‘big systems’’ of firms, these managerial
practices traditionally integrate the processes, systems and principles for learning, strategy
development, performance measurement and management, risk management, and
governance.
Decision-making systems need design (Martin, 2005), and re-jigging formal management
systems is a sensitive, difficult, slow (Roberts, 2004) and potentially risky undertaking. So,
CEOs really want to know where specifically their systems are already supporting at scale
the development of good judgment, creativity, discipline and rigor of thought, and where
specific changes and investments need to be made. To help CEOs focus their investments
and to speed-up change, we have developed a diagnostic tool which helps leaders
understand the decision-making culture and routines in their organization. The tool includes
an online-diagnostic, a scorecard and tool box with the ability to drill-down to more than 100
items for measurement. With this, CEOs can focus their investments into formal management
systems in line with their priorities on effectiveness, growth, innovation, expectations,
complexity, speed, flexibility, uncertainty and efficiency.
Over 20 top leaders of one of the world’s largest natural resources firm were challenged on
the organization’s managerial effectiveness. Their organization grew over the years through
substantial M&A activities. And, the CEO felt that the degree of decentralization had its
benefits. But, that the organization would not use its synergies as much as it could. The
diagnostic revealed that the organization was very strong in getting things done, but that it
would not use its collective capacity to think about the future. Moreover, the control
mechanisms of its holding structure prevented employees from capturing opportunities and
taking risks. Through intense discussion on the scorecard, the team learned that if it aligned
its support structure, e.g. the corporate CFO, HR, communications, planners and risk
managers, to integrate their management and control systems and to make them interactive,
that they would gain substantial platforms for thinking, collaboration and sharing. The
solution was a new approach to strategy development rather than the redesign of structure.
The results were more collaboration and a shared mind-set without losing the rigor of
implementation.
In larger organizations, formal decisions-making practices are owned by various
professionals: The Head of HR maintains the individual performance management, the
CFO leads planning and measurement, the CRO conducts the risk reviews,
Communications informs on vision and values, and the Planner maintains the strategy
office. Naturally, all these leaders develop their systems with best intentions and
state-of-the-art technologies. But, too often, the practices are not linked as they are
maintained in silos. The diagnostics integrate all parties involved in formal decision making
and align the development of these practices. With this, CEOs reduce the implementation
risks by involving employees to create this shared understanding.
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When organizations grow and add new geographic locations, functions, layers of
management and/or products and services, the complexity of the decision making rises.
With this, CEOs need to reconcile various trade-offs that these new choices create. They
balance these tensions by reducing complexity and delegating some of their responsibilities
to employees at the periphery. To do this successfully, CEOs need to put effective practices
in place that support employees to accept their responsibilities.
Employees that accept greater responsibilities, require context to help them address the
opportunities and uncertainties. Modern technologies and the knowledge economy have
fundamentally shifted the way CEOs apply their formal decision-making practices (Table I).
In the past, most decisions were taken by the leaders at the top and employees were
expected to report results bottom-up. However, for most decisions at the top, information is
incomplete and biased. Today, employees at the periphery make thousands of decisions
every day. These employees want to understand, contribute and deliver results. They know
about the opportunities and uncertainties being close to customers. With this, they can
capture growth opportunities and know about the barriers that keep the organization from
reaching its potential. With modern decision making, employees inform management so
they can update and refine the strategy.
The challenge for CEOs is to create this context for good decision making (Minzberg, 1987a,
16-17), and that it permeates the entire organization. In the past, top-down decision making
often resulted in competing demands, conflicting goals, uncertainty about purpose, stress
or temptations. As the sole source for making sense, employees had to rely on their
manager’s ability to translate the CEOs vision into the desired behaviors. With employees
taking charge in an increasingly networked environment, CEOs need to ensure that their
strategy, the vision and values are shared among all employees and consistently throughout
the organization. They do this by creating the shared context (Table II) such that employees
have a shared understanding, mind-set, agenda, beliefs, and norms. Shared context helps
employees make decisions in a culture with less ambiguity. Effective leaders create the
shared context with their formal management systems (Michel and Seemann, 2005). Such
formal systems ensure the necessary discipline for decision making in organizations. They
help CEOs establish the formal rules, decompose complexity, set goals and decentralize the
responsibility for decision-making. In such, decision making is the linchpin between the
CEOs power, the delegation of authority and the performance of an organization. It drives
performance when it is organized to create shared context.
Over the past years, the World Economic Forum organization refined its formal
decision-making practices to cope with growth and a refined strategy. With the use of the
manual diagnostic method during a workshop, the leaders concluded that their ambitions
and their strategic capacity would not sufficiently translate into action. Too many good ideas
Past ‘‘Top down’’ decision Lack of understanding of Lack of focus, competing Uncertainty about
making and ‘‘bottom up’’ vision, strategic intent, and and conflicting demands purpose, lack of meaning,
reporting goals stress, temptations
Today Information and Employees make Conversation enables Shared values, mind-sets
knowledge are with the decisions. They recognize leaders to provide direction and norms create to
employees. They want to opportunities and risks and convey their values and framework for what ‘‘is in’’
contribute and perform and behave in line with the preferences. They enable and what ‘‘is out’’
intent, the values and the coordination and alignment
goals
Practices Measurement, feedback Setting direction, learning, True leadership Beliefs and boundaries
and information decision making, conversations, listening,
implementation influencing, providing
direction
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Table II Creating shared context
Control Trusted
levers diagnostics Strategic responses Measurable actions Adaptable beliefs Relevant boundaries
Features Measurement, Strategy, strategic plans, Performance plans, Vision, values and Mission, norms,
information and diagnostic processes for business reviews, individual leadership standards,
feedback learning interactive delegation objectives risk limits
practices
Benefits Enable informed Focus attention on what Determine what needs to Establish how Establish what ‘‘is inside’’
decisions is important get done things get done and what ‘‘is outside’’ of
limits
Shared Create a shared Create a shared mind-set Create a shared agenda Create shared Create shared norms
context understanding beliefs and
behaviors
got lost in the daily operation of the organization. Too much was concentrated on a few key
executives. After reflection on the decision-making scorecard, they decided to integrate
more rigorous measurement and business reviews into their management agenda. As a
result, more leaders got involved in sharing ambitions, goals and expectations. And, more
employees were able to contribute to a shared agenda.
The scorecard
The first step is to understand how well decision making creates value in organizations. The
decision-making scorecard (Figure 1) provides leaders with a simple tool that helps leaders
assess the decision making in their organization. Fourteen distinct metrics address how well
the processes, practices and principles help leaders create the rigor and discipline in
decision making, and they measure how well the systems are used to deliver the expected
performance.
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Figure 1 The decision-making scorecard (example)
Reading the scorecard: Scores that are greater than 75 indicate decision-making
capabilities that are well developed and that have the potential to deliver performance,
reduce risks, or stimulate growth. Scores between 55 and 74 indicate decision-making
capabilities that require refinement. These capabilities are about industry average. Scores
below 54 indicate decision-making capabilities that do not deliver value.
The metrics
The first perspective addresses the decision-making performance by looking at the ultimate
outcome of doing business: the value created for stakeholders. We use the intangible value
that organizations create as the approximate measure of how well decision making
performs. These metrics (Ulrich and Smallwood, 2003) best represent the hard results of the
aggregate decisions in organizations. With leaders and employees making better decisions,
they reach higher scores on these ‘‘intangibles’’ metrics. Decisions making performance
represents the average score of the following four metrics:
1. Keeping promises: The degree to which the organization keeps its promises with
customers, shareholder, employees and other stakeholders – the table stakes of
competing in the market. The outcome standard is trust and consistency.
2. A compelling strategy: The quality of the strategy, e.g. how well the organization attracts
customers, shareholders, employees and other stakeholders with a compelling strategy.
The outcome standard is growth.
3. The technical capabilities: The quality of the technical capabilities and the ability to
establish competitive advantage. The outcome standard is competence and quality.
4. The social capabilities: The readiness of the social capabilities that embed these
advantages as sustainable value. The outcome standard is reliability.
The second perspective addresses the decision-making culture in organizations. These
metrics are good indicators of how well leaders and employees use their processes,
practices and systems to make good decision. High scores on these metrics indicate a high
degree of alignment of the people with the processes, systems and practices and how well
they create the shared context. The decision-making culture represents the average score of
the following metrics:
1. Shared understanding: The metric measures the degree to which organizations use
information and feedback to create a shared understanding of the context in which
employees make decisions. The use standard is the ability to learn.
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2. Shared mind-set: The degree to which management teams and employees have a shared
mind-set about the future (Ulrich and Smallwood, 2003). The use standard is the ability to
think.
3. Shared agenda: The degree to which management teams and employees share the
same agenda that determines how the strategy is implemented. The use standard is the
ability to act.
4. Shared beliefs: The degree to which management teams and employees share the
beliefs that help them make decisions (Donaldson and Lorsch, 1983) in line with strategy
and values. The use standard is the ability to achieve.
5. Shared norms: The degree to which leaders and employees share the same norms that
govern what employees do and what they do not do. The use standard is the ability to
contribute.
The third perspective represents the design of decision-making standards as the formal
norms that translate the soft factors into hard results. These standards establish the shared
context and determine the desired decision-making culture. The decision-making standards
(Adapted from Simons’ levers of control, 1995) include the processes, practices and tools
that enable employees to make good decisions. These metrics are calculated as the
average score of the following metrics:
B Trusted diagnostics: The adequacy and quality of the measurement systems and
capabilities for sensing opportunities and trends, to set the performance standards, to
monitor and communicate performance. The design standard is that diagnostics can be
trusted.
B Strategic responses: The adequacy and quality of strategic management systems and
capabilities that focus the attention of employees, e.g. capture, review and decide on
opportunities and risks, align capabilities, allocate capital, review businesses. The design
standard is that strategies provide a response to the challenges.
B Measurable actions: The adequacy and quality of performance management systems
and capabilities that determines the commitment of employees to implement the strategy.
The design standard is that implementation can be tracked.
B Adaptable beliefs: The adequacy and quality of beliefs systems, capabilities and
standards that delineate the context and guidance for decisions and behaviours, e.g. the
vision, values, and individual performance objectives. The design standard is that beliefs
are flexible enough to be adapted for change.
B Relevant boundaries: The adequacy and quality of the boundary systems and policies
that rule decision making and behaviors and frame our system functioning, e.g.
decision-making standards such as governance standards, incentives systems, HR
policies, accounting standards, risk limits and leadership standards. The design
standard is that boundaries are relevant for balancing trade-off decisions.
Measurement
Depending on the client needs, either the online diagnostics or the manual method is used to
understand decision making in organizations. The online diagnostic addresses over 120
metrics. They are measured through a set of questions that are evaluated on a seven point
scale. Even so the diagnostic allows for unlimited participants, with 5 or more reviewers, the
results for the scorecard and the tool box are statistically significant. The manual method is
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Figure 2 The tool box (example)
designed for workshop use. With a limited set of questions and in about 30 minutes, leaders
determine their decision-making scorecard and the performance on their tool box.
The design of the scorecard and the tool box is the result of many years of practical
experience with the diagnostic tool, and it is based on our understanding that the use of
decision-making practices is more relevant to performance than their technical design
(Simons 1991; Abernethy and Brownell, 1999; Bisbe and Otley, 2004). The initial idea grew
out of a systemic approach to measurement combining output metrics (measuring the
results of good decision making), input metrics (measuring the design of decision-making
practices) and throughput metrics (measuring the use of decision-making).
Over the years, we have constantly refined the measurement of the metrics. The metrics
themselves have evolved with the use of the tool. We consistently apply the ‘practice &
reality’ test with our clients by comparing the actual situation on the client site with the results
of our own measurements (Merchand and Simons, 1986). Our clients confirm that they gain
unprecedented insights into decision making from the results.
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Figure 3 The nine principles
1 – Align the organization for higher Design and use of integrated and formal An organization that delivers on its
effectiveness management systems promises
2 – Remove interferences for higher growth Convergence of systems, practices and Employees that capture opportunities –
principles develop
3 – Create the shared context for innovation Use of a formal leadership cycle Employees that adapt and focus
4 – Use information and feedback to clarify Design and use of measurement Employees that understand and take
expectations informed decisions – learn
5 – Decompose complexity Design and use of diagnostic and Employees that do the right things – think
interactive strategic management
6 – Clarify accountabilities for greater Design and use of diagnostic and Employees that get things done – act
speed interactive organizational performance
management
7 – Enable freedom to act for more Design and use of diagnostic and Employees that know how things are being
flexibility interactive individual performance done – achieve
management
8 – Establish risk limits and standards to Design and use of governance principles Employees that know what is inside and
address the uncertainties outside of scope – contribute
9 – Standardize decision making for higher Design and use of formal controls Employees that do things right
efficiencies
the strategy, the structure, the capabilities and the culture of the organizations. An
approximate measure of the quality of this alignment is to look at the intangible value that an
organization creates. Keeping promises, compelling strategy, technical and social
capabilities describe ‘‘effectiveness’’.
Organizations that score high in the four areas of intangible value have well aligned
capabilities in place. CEOs establish these capabilities with an integrated and formal
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management system that supports employees in taking decisions that are in line with the
strategy. The result is an effective organization that gets the right things done.
Distribution effectiveness is the key to insurance firm performance. The ability to identify
profitable clients and the capability to precisely serve these clients is the challenge. For a
small local insurance firm, connecting the employees that know what clients want and those
that develop the products is easier as it is for a larger organization. Organizational
boundaries often prevent the things that logically make sense. Our client has recently
acquired another similar organization. After eliminating all relevant duplications, it faces the
same challenges as it had before. Sales did not reach product development and vice versa.
After review of the decision-making practices, it was clear that not structure would solve
these issues. Rather, a shared decision-making approach is required in alignment with the
strategy and the structure. The scorecard clearly indicated the need for integrated and
formal management systems beyond the traditional financial controls. The organization
started redoing its entire performance management and compensation system to address
the issues. The results were not surprising: Higher performance and people that seek each
other to do the right things.
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and the management of current performance. It reduces the knowledge asymmetries
(Abernethy et al., 2004) that go along with increasing decentralization.
Organizations that score high on ‘‘trusted diagnostics’’ and ‘‘shared understanding’’ enable
employees to balance the various expectations of short term performance and future market
opportunities.
8 – Establishing the boundaries for what ‘‘is inside’’ and what ‘‘is outside’’
The eighth challenge is to systematically address how employees address uncertainties.
When employees capture new opportunities, they take risks. Without risk taking,
organizations do not outperform their competitors. To guide the risk taking of employees,
organizations establish appropriate governance principles for decision making. With the
relevant boundaries, employees know what ‘‘is inside’’ and what ‘‘is outside’’ of scope.
Boundary policies help organizations create the shared norms. They are articulated as
mission statements, leadership principles, governance policies or risk limits. Organizations
with a high degree of shared norms can extend their risk boundaries as employees know the
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limits of their decisions and behaviors. High scores on these metrics are signs of
organizations that have the practices in place to deal with uncertainties.
One of the leading European insurance groups recently came out of a major successful
restructuring with rising profits. Its challenge was, to restore motivation and ambitions of its
employees. Our diagnostic and the scorecard provided the leadership team with a solid
base line on all aspects of formal decision making. Underwriting decisions are the key to
performance in insurance firms. And, employees make many of these decisions every day.
Hence, the improvements focused on communicating the context and boundaries for all
these decisions to employees. After 12 months, the after action measurement with the
diagnostic resulted in clear improvements on shared beliefs, the norms and social
capabilities. In addition, the financial results of the organization further improved.
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Further reading
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control systems?’’, Critical Eye Review Online, July.
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perspectives’’, Accounting, Organization and Society, Vol. 15 Nos 1/2, pp. 127-43.
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