Every organisation wants to hit targets and achieve their goals. Yet, so often, this is much harder than they expected.

This is often put down for reasons such as:

• The market was tougher than expected.
• People underperformed against expectations.
• Something happened outside our control.
• Our marketing wasn’t as effective as we wanted it to be.
• Our competitors undercut us.

And the list can go on forever: repeated every year, we have our expectations dashed and people feeling frustrated rather than happy and progressive.

When . . .