Delivering results consistently is the determinant of growth. A nebulous understanding of results is very often the cause of stagnation. Therefore it is important to define results clearly. According to me, a result is an ethical outcome that is characterized by the following:

• Specificity: a result is an outcome that can be described in a crisp reference –to- context rather than an airy fairy generalization. For example, capturing a majority market share in excess of 40 % in Mumbai South (specificity) rather than just capturing a large market share (generalization)
• Measureability: a result must be quantifiable rather than just a subjective assessment. For example, exact net worth as per balance sheet rather than “ good financial capability”
• Binary: a result must be capable of being characterized as achieved or not rather than being described as part achieved or incomplete. A 0 or 1 description clarifies thinking and efforts in an extremely focused fashion. For example, achieving $ 9 million in sales in a year when target (result) is $ 10 million clearly indicates that the result has not been achieved. By describing the achievement as 90% of target may make people feel good but the fact remains that the result has not been achieved; the company did not make all its efforts during the year to achieve 90 % of the target; rather, the company’s resources were invested on achieving 100% of the target. Only if 100% is achieved can we say that the result has been delivered.
• Time-defined: no outcome can be a result without the specification of the exact date and time of its delivery. Just as the just-in-time inventory system specifies which part will be delivered to what workstation at exactly what time (down to the second) on which date, results need time specification down to the minute and date. For example, the ERP system will “go live” at 0900 hrs IST on 23 May 2005 instead of the “ERP system going live some time towards end of May 2005”.
• Challenging: an incremental outcome is not a result; rather, a result is a quantum leap that excites, energizes and harnesses synergy. A challenging target is what breaks the centrifugal force that locks people and organizations into mediocrity. Exponential targets get the adrenalin and creative juices flowing and motivates people into collaborating like never before; they break out of a kind of low-earth orbit and embark on a trajectory into outer space! Challenging targets help people tap their unlimited potential. For example, a $ 100,000/- sales per year company setting out on a journey to attain a sales level of $ 250 million by 1.4.2011. Or for that matter, a person who weighs 90 kgs embarking on a fitness program to reduce her weight to a healthy 60 kgs by 31.12.2005. Challenging indeed, but attainable all the same! Basically the question is: why should we settle for a lower result when we have it in us to soar into the sky?