Weights between key results

Equal unless the owner changes them, and they must sum to 100. A weight changes how the goal’s score is added up; it never changes a key result’s number, which comes from its instrument.

• Clear the oldest money and stop filings waiting on cash · Ramesh

  • Collection cycle down from 74 days to 55
  • Money open past sixty days down from ₹42,00,000 to ₹20,00,000

  sums to 100 · Ramesh's to change

• One place every enquiry lands, and one person who owns it that day · Deepak

  • The enquiry register live in Corto by 12 September
  • Every enquiry Corto can see reaches the register, from the day it is live
  • First reply to an enquiry within one working day

  sums to 99 — must be 100 before it saves · Deepak's to change

• Nothing waits for an invoice because dispatch has not been written up. · Vinod

  • Dispatches invoiced the same day: 62% → 95%
  • Days from dispatch to invoice: 3.4 → 0.5

  sums to 100 · Vinod's to change

• What the company owes and what it is owed stop pulling in opposite directions. · Prakash

  • Payable days out from 30 to 45, without a supplier stopping supply
  • Terms agreed in writing with the ten largest suppliers, filed where Corto reads them

  sums to 100 · Prakash's to change

• The company can lose any one person without losing what they know. · Meera

  • A named second for both single-point roles, doing part of the work already
  • Sales and quality roles for the new accounts filled before the accounts open

  sums to 100

  Save the weights

• A breakdown stops being the reason a customer was told no. · Dilip

  • A breakdown log live on the connected drive by 19 September
  • Planned service done on schedule on the four main machines
  • Unplanned downtime: 38 → 15 hours a month

  sums to 99 — must be 100 before it saves · Dilip's to change

• A buyer abroad can audit this company without being told to come back later. · Shubhangi

  • Buyer requirements written down for both target markets
  • Every gap against them closed, or owned with a date — both markets

  sums to 100 · Shubhangi's to change