Case Study: Goal Setting for Optimal Growth and Profitability

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To assure continued growth and profitability and faced with an economic downturn in addition to increasing competition, a Midwestern fleet leasing company retained Dechert-Hampe & Co. (DHC) to assist the managers of the Operations and Finance areas in developing goals, strategies and tactics for the coming fiscal year..

DHC combined the company’s existing goal setting methodology with state-of-the-art practices to develop and present a half-day goal-setting workshop designed to:

• Reinforce the critical impact of goal setting and achievement to corporate success
• Implement organization-wide standardized methodology and terminology for goal setting tied to the existing performance management system
• Develop annual goals for directors and middle managers responsible for over 50% of the organization

As a result of the workshop:

• Well-defined, measurable goals ready for inclusion in the performance management program.
• Vertical and horizontal alignment of the goals within the organization as well as identification of the organizational enablers and barriers to accomplishing the goals.
• Basic action plans for implementing the goals over the next year.
• Basic action plans for communicating the goals to employees, gaining their buy in and addressing resistance to the goals.
• Management confidence that they would be working on the “right” goals to assure corporate growth and profitability.
• The organization has an effective, easily duplicatable program for goal setting that can be customized for all levels of the organization and presented by the organizations internal training staff.

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