Impact MappingLINDA BARNES, COO

GEONETRIC

About Geonetric

Organizational changes in January 20131. Eliminated traditional management structure

2. Expanded “Agile” beyond software

3. Ditched performance evaluations

Four Measures of Success1. Growth

2. Profitability

3. Client satisfaction

4. Employee satisfaction

5.00 5.06 5.204.92

5.275.08

5.32 5.32

1.00

2.00

3.00

4.00

5.00

6.00

1Q2012 2Q2012 3Q2012 4Q2012 1Q2013 2Q2013 3Q2013 4Q2013

Overall Client Satisfaction

Client satisfaction scores were posted publicly

Target

Company financials were shared monthly

-

1,000,000

2,000,000

3,000,000

4,000,000

5,000,000

6,000,000

7,000,000

8,000,000

9,000,000

Q1 Q2 Q3 Q4

Revenue

Qtrly Revenue Cumulative

So what was the problem?1. Rate of growth dipped noticeably.

2. Profitability margin was slim.

3. Employee satisfaction scores dropped.

Impact Mapping

WHY?• Goal

WHO?• Stakeholder

WHO?• Stakeholder

HOW?• Help

HOW?• Hinder

HOW?• Help

HOW?• Hinder

WHAT?• Enable

WHAT?• Avoid

WHAT?• Enable

WHAT?• Avoid

What we learnedTransparency ≠ Knowledge and understanding

Accountability ≠ Doing the right thing

Autonomy ≠ Freedom

Iterating quickly ≠ Learning quickly

Decentralization ≠ Team power

Impact Mapping

WHY?• Goal

WHO?• Stakeholder

WHO?• Stakeholder

HOW?• Help

HOW?• Hinder

HOW?• Help

HOW?• Hinder

WHAT?• Enable

WHAT?• Avoid

WHAT?• Enable

WHAT?• Avoid

GOAL TARGET ACTUAL

Client Satisfaction 1. 1.2. 2.3. 3.

Revenue Recognition 1. 1.2. 2.3. 3.

Net Income 1. 1.2. 2.3. 3.Mission Statement

Rally

Cry

2014 Results1. Our rate of growth rebounded.

2. Our profitability margin hit an all-time high.

3. Our employee satisfaction scores bounced back.

Let’s take a closer look …

The “Why?”

WHY?• Goal

The goal should have a specific focus.

• Protect $$

• Earn $$

• Save $$

The goal should be measurable.

• Units ($$, people)

• Current Baseline: X

• Target: Y

• Proof: Artifact that will measure results

The “Who?”

WHY?• Goal

WHO?• Stakeholder

WHO?• Stakeholder

IDENTIFY which stakeholders can

• Make that goal happen

• Make that goal not happen

Break those into logical groupings

• Geography

• Size

• Product

• Previous behavior

The “How?”

WHY?• Goal

WHO?• Stakeholder

WHO?• Stakeholder

HOW?• Help

HOW?• Hinder

HOW?• Help

HOW?• Hinder

Name the INFLUENCES that

• Help

• Hinder

Can be emotions or facts

• Happy or not

• Frequency of contact

• Which product they bought

The “What?”

WHY?• Goal

WHO?• Stakeholder

WHO?• Stakeholder

HOW?• Help

HOW?• Hinder

HOW?• Help

HOW?• Hinder

WHAT?• Enable

WHAT?• Avoid

WHAT?• Enable

WHAT?• Avoid

What actions you CONTROL to

• Enable the right results

• Avoid the negative ones

You will likely end up with a long laundry list

• Group

• Prioritize

• Test and measure

Now it’s your turn…

WHY?• Goal

WHO?• Stakeholder

WHO?• Stakeholder

HOW?• Help

HOW?• Hinder

HOW?• Help

HOW?• Hinder

WHAT?• Enable

WHAT?• Avoid

WHAT?• Enable

WHAT?• Avoid

“WHY?” “WHAT/WHO?” BASELINE TARGET

Goal A 1. 1. 1.2. 2. 2.3. 3. 3.

Goal B 1. 1. 1.2. 2. 2.3. 3. 3.

Goal C 1. 1. 1.2. 2. 2.3. 3. 3.

Thank you!