What does good performance mean to you?
I ask this question during sales conversations and again during my new client onboarding process. I look for something measurable and specific.
My goal is to make sure their version of reality overlaps with mine. Last thing I want is to find out in six months we had completely different ideas of success.
Their goal will determine what we do and how we do things. It refocuses us if we get lost in the weeds. It’s our anchor to keep coming back to.
It also helps to know when we’ve accomplished what we have set out to do. When there is no clearly-defined end goal, nobody wins.
Do you ask this question? It might save you (and your clients) a lot of heartache down the line.