The balanced scorecard (BSC) is a widely used performance measurement framework for strategic planning. It is so popular, in fact, that The KPI Institute’s latest State of Strategy Management Practice report found that 40% of respondents from Middle Eastern companies were using it. Why is that the case? It’s likely in the name—the BSC offers a balanced perspective of a company’s performance, focusing not just on financial gains but the various aspects of value creation as well. This enables companies who use it to establish sustainable business practices that can meet long-term goals without sacrificing short-term improvements.
What Is the BSC?
In 1992, Robert Kaplan and David Norton dreamed of a better way. Aware of the limitations of traditional practices that focused solely on financial indicators such as return on investment (ROI) to measure a company’s performance, the two designed a tool that incorporated non-financial variables to paint a more holistic, comprehensive picture. Thus, the balanced scorecard was born.
The BSC was further refined by connecting performance metrics directly to strategy, which marked a formal link between strategic goals and performance measurement. In 1996, it became a performance management system (PMS) that effectively integrated the various crucial aspects of an organization—i.e. strategic processes, resource allocation, budgeting and planning, goal setting, and employee learning.
By 2001, the BSC had outgrown its original form, no longer seen as a mere management tool but instead as an all-encompassing strategic management and control system. The BSC has continued to evolve alongside the ever-changing priorities of the business world. In 2021, many companies began integrating environmental and social dimensions into their BSCs to reflect their triple bottom line strategies.
Read More >> The Balanced Scorecard Approach: Performance Management at the Departmental Level
The Four Perspectives
The BSC gives managers a view of the business from four crucial perspectives. Each perspective deals with an integral aspect of the organization and answers a specific question:
Customer Perspective: How Do Customers See Us?
Companies typically have a mission statement that encapsulates how they interact with customers. For example, e-commerce platform Etsy’s mission statement is “Keep Commerce Human.” This sentiment informs the way the company does business, which places importance on leaving a positive economic, social, and ecological impact.
The BSC holds companies accountable to their mission statements by translating them into specific measures that must be followed. For Etsy, one aspect to consider would be the diversity of its workforce, which falls under social impact. To address this, the company has taken measures such as increasing the presence of underrepresented communities in its seller community by interviewing candidates from those backgrounds. This has enabled the company to stay true to its mission and show customers that it walks the talk.
Internal Perspective: What Must We Excel At?
Balance is the primary focus of the BSC—it’s in the name, after all. Thus, the framework doesn’t only take into account the way customers perceive the company, but it also considers what the latter does to shape this perception. This is composed of the various operational and organizational processes that drive the company.
By giving managers an internal perspective, they can identify, track, and measure the processes that yield the most benefits and close the gaps on the ones that fall short.
Learning and Growth Perspective: Can We Continue to Improve and Create Value?
The business landscape is constantly shifting, and in order to keep pace with its changes, businesses must consistently learn and innovate. That is the importance of this perspective, which states that a company’s value hinges on its ability to improve. In any industry, competition can be fierce, which means companies must always find new ways to stand out.
Financial Perspective: How Do We Look to Shareholders?
Among the four perspectives, this is perhaps the most straightforward. Put simply, it indicates if a company is profitable. Although financial performance is no longer the end-all, be-all measure of a company’s success, it still plays a crucial role in determining whether a company is simply surviving or thriving. Shareholders understandably value profitability, and they won’t keep investing in a company that doesn’t produce ROI.
The BSC is by nature a holistic framework, meaning each part is interconnected to the others. This is why it’s important to take a balanced (pun intended) approach when considering the four perspectives. If one side is prioritized over the others, it could lead to the formation or widening of inefficiency gaps that impede business growth and success.
Read More >> How To Use a Balanced Scorecard in a Board’s Performance Evaluation
Benefits of the BSC
As previously mentioned, the BSC is quite popular. This is due to the myriad of benefits that it brings to organizations that use it wisely. The most obvious benefits of the BSC are twofold. First, it consolidates the seemingly disparate aspects of a business in a single report, leading to increased efficiency in performance reporting and measurement as well as faster decision-making. Second, the BSC helps mitigate suboptimization by making managers consider the entirety of the company’s operational measures, demonstrating whether one objective was achieved at the cost of another.
A more concrete example of the BSC benefiting companies can be seen in how Apple uses the framework. By shifting its focus from innovating its products to also paying mind to customer satisfaction by establishing it as one of the company’s core tenets, the tech giant was able to improve its already stellar reputation by catering to its customers’ desires. Apple also values core competencies, employee commitment and alignment, market share, and shareholder value. Together, these indicators make up the metrics of their BSC.
World-renowned electronic company Philips is also known for its use of the BSC, using a bespoke version of the framework to fit its organizational needs. The company’s focus is on its employees, and it uses the BSC to ensure that each member of its workforce has a clear understanding of the company’s strategic policies and long-term vision.
What Does the Future Hold?
There must be a stronger emphasis on customization as companies realize that there is no such thing as a one-size-fits-all approach to performance management. This aligns with the proliferation of new advancements in artificial intelligence (AI) and machine learning (ML), technologies that must be integrated into the BSC lest the framework fall behind the ever-shifting realities of the business world. Regardless of the future, the BSC appears poised to remain a vital tool for companies of all sizes and in all industries.
Interested in learning more about the BSC? Browse our articles here.
When implementing or redesigning an organization’s performance management system (PMS), one challenging aspect that must be addressed is the need to secure internal buy-in (i.e., the understanding and support of internal stakeholders). Simply put, without internal stakeholder buy-in, PMS implementation is practically impossible. In this webinar, The KPI Institute’s Andrea Minelli is joined by guest presenter Nur Isnita Ibrahim. Together, they discuss the various factors that contribute to acquiring stakeholder buy-in during PMS implementation, such as determining the sponsor, policies, processes, SLAs, roles, and responsibilities.
The real estate industry pulsates with the rhythm of performance. From agents closing deals to property managers ensuring optimal occupancy, individual and team success directly translates to organizational growth. In this high-stakes environment, a well-implemented Performance Management System (PMS) emerges as the conductor, harmonizing individual efforts and driving the symphony toward desired outcomes.
A PMS is more than just a goal-setting exercise. It is a comprehensive framework designed to establish clear, measurable objectives, track progress against those objectives, and evaluate individual and team performance throughout the journey. It fosters a culture of accountability and continuous improvement, ensuring that all efforts are aligned with the organization’s broader strategic vision.
The symphony of benefits in real estate
The implementation of a PMS in real estate unlocks a multitude of benefits, allowing organizations to:
Empower individuals and teams: By setting SMART goals(specific, measurable, achievable, relevant, and time-bound) and providing regular feedback, the PMS empowers individuals and teams to strive for excellence.
Make data-driven decisions: The PMS serves as a reliable source of objective data on performance, allowing for informed decisions regarding resource allocation, marketing strategies, and talent development.
Drive client satisfaction: A PMS aligns individual performance with customer satisfaction metrics to deliver exceptional service and exceed client expectations.
Cultivate strong talent management: Identifying strengths and weaknesses through performance evaluations allows for targeted training and development opportunities, leading to a more skilled and motivated workforce.
Adapting PMS for diverse roles
While the core principles of a PMS remain consistent regardless of the industry, it is crucial to tailor the system to address the specific needs of diverse real estate roles.
Real Estate Agents:Some important indicators are # Listings closed, $ Average selling price, # Customer satisfaction score.
Property Managers:Crucial areas for evaluation include % Occupancy rate, $ Maintenance costs, % Tenant retention rate, and % Adherence to regulations.
Brokers: For overall portfolio performance, organizations can use % Return on Investment (ROI) and % Growth Rate. For team productivity, they can consider # Time spent per task completion, # Average time to close a transaction, % Tasks completed without errors, and % Lead conversion rate.
Appraisers:The key metrics to consider are % Accuracy of valuations, % Timely report delivery, % Client satisfaction.
Mortgage Loan Officers: Organizations can look into # Loan origination volume, % Loan approval rate, and % Customer satisfaction.
Leasing Agents:A few important evaluation points to consider are # Leases signed, % Lease renewal rate, and % Tenant satisfaction.
Facility Managers:The major points for measurement are # Maintenance response time, % Budget adherence, and % Tenant comfort level.
Building a sustainable performance culture
Implementing a successful PMS requires commitment and careful planning. Here are some key steps:
Define roles and responsibilities: Clearly outline expectations for each position within the organization, such as property managers focusing on tenant relations and leasing agents prioritizing property marketing strategies.
Develop clear and measurable goals: Ensure that goals are SMART and aligned with the organization’s strategic objectives, such as setting targets for property occupancy rates and rental income growth over specific time frames.
Choose the right tools and technology: Consider implementing dedicated software solutions to streamline the process, such as CRM systems tailored for real estate to manage client interactions and property databases efficiently.
Foster open communication: Provide regular feedback and encourage open communication to facilitate continuous improvement, such as conducting monthly team meetings to discuss performance metrics and address any challenges or successes in property management.
Adapt and evolve: Regularly review and update the PMS to ensure its relevance to evolving business needs and industry trends, such as incorporating new regulations or market demands into performance evaluation criteria and adjusting goal-setting accordingly. Moreover, companies can utilize real-time data analytics tools to monitor market trends and adjust strategies accordingly.
In conclusion, a PMS is not just a tool; it is the foundation for a thriving performance culture in the real estate industry. By aligning performance with desired outcomes, real estate companies can unlock their full potential and ensure long-term success in this dynamic and competitive landscape.
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About the Author
This article is written by Rami Al Tawil, the General Manager of Organizational Excellence at Al Saedan Real Estate Company. He holds a master’s degree in industrial engineering from Jordan University of Science and Technology. With 19 years of expertise spanning strategy planning, performance management, business improvement, and more, he excels in aligning employees with strategic visions for consistent performance improvement.
Any successful and developed performance management system must include the following main stages: planning, implementation, evaluation, and improvement.
Institutional performance management begins with the planning stage, which ends with the preparation of the strategic plan—a plan developed for several years that aims to bridge the gap between the current situation and the desired future vision. Determining the plan’s link with financial planning and the rest of the material, human, and technical resources and property, as well as at the planning stage there is a link with the general framework of risk management as it is necessary to determine the type of risk that could impede the implementation of the strategic objectives and how to deal with the risk during its occurrence, which requires the existence of institutional agility in leadership while dealing with it.
At this stage, the policy development guide is adopted, which is considered one of the basic capabilities to ensure the implementation of strategic objectives and government directions. Indicators and targets must also be set because of their importance in planning, monitoring and evaluation to see what has been achieved of the strategic objectives.
The execution phase involves ensuring the plan’s successful implementation of the strategy. This is where operational action plans are developed and implemented, which include strategic initiatives and projects that ultimately lead to achieving the results of the strategic objectives and bridging the performance gap in the strategic objectives that were measured through performance indicators. This phase also involves the application of a general framework for change management, which is designed to bring about a positive shift that moves the organizational unit and organization from one state to another in order to achieve the strategic objectives in an efficient and effective manner, which may deal with changing the organizational structure, policies, programs, procedures or processes in accordance with the application of the ADKAR model criteria for change management.
It is also possible to choose initiatives and projects (especially the strategy) from the reality of the organizational unit’s work plan, to which the concepts of change can be applied. At this stage, performance indicators are measured, the main purpose of which is to know the level of achieving the strategic goals. Therefore, on all indicators, whether strategic or operational, there are “Lead” indicators that measure efforts to achieve the goals or “Lag” indicators that measure the long-term results of the strategic goals, on all of them to contribute to achieving the strategic objectives of the organization. Any indicator that is far from achieving this should be excluded from the measurement.
Measuring performance indicators contributes to the enhancement of institutional learning, motivates employees to achieve higher levels of strategic performance, and enhances accountability and transparency in the institution. At this stage, implementation begins through the general framework of risk management in terms of identifying risk treatment options, the method of treatment, preparing a risk treatment plan, and following up on the extent of implementation of said plan.
Policies that support the realization of the strategy are applied through the preparation and development of an implementation plan that includes various resources, timetables, risk management, communication, monitoring, and evaluation. Monitoring is necessary to assess the effects of the policy so that there is a possibility to adjust the plan and methods of implementation (if required).
A policy follow-up mechanism must also be set up and this can be done by developing and measuring policy effectiveness performance indicators. Finally, at this stage, strategy governance was addressed, which is the framework for action that ensures the implementation of the strategy and the achievement of its objectives in terms of forming work teams, follow-up, review, accountability, reporting, and evaluation.
The third stage is the evaluation stage, and it includes auditing processes, which aims to provide accurate data on how to implement the main stages of the general framework for operations management by defining, designing, documenting, applying, measuring, and following up on the performance, improvement, and development of processes. Institutions can also measure the maturity of processes through several criteria, namely: strategic alignment, culture and leadership, personnel, governance, methodologies and methods, and information technology.
They can also evaluate services through several criteria, including: linking services to strategic directions and goals, focusing on customers, defining performance standards and indicators for services to reach customer happiness, evaluating service delivery channels, measuring and evaluating customer happiness and adding value to them, and evaluating the human resources that provide services. This stage also includes evaluating indicators and targets, as well as evaluating policies and measuring their effectiveness.
The fourth and final stage is the improvement stage, and it includes reviewing and updating the strategic plan. There are two types of review and update of the plan: periodic annual review and comprehensive update of the plan after the end of the plan period of 3 years or 5 years. This stage also includes updating and improving operations, and there are 7 main steps to do so. The processes are: selecting the work team, analyzing the current process, developing indicators of the results of the process, determining the extent of process stability, determining process viability, and determining the feasibility of an improvement.
This stage also includes the improvement of services as the mechanism for improving them depends on various improvement sources, such as suggestions, complaints, satisfaction studies, studies and analyses, the results of measuring service performance indicators, and others. As for the steps and stages of improvement, they are: describing and analyzing improvement opportunities, identifying improvement action, evaluating the priority of applying improvement action, and evaluating the possibility of applying improvement action.
And here comes the role of benchmarking, which is the process of searching for and implementing best practices that increase the rate of improvement by providing the finest models and achieving improvement goals that lead to creating outstanding performance for the organization. It is a systematic and continuous process of comparison, measurement, learning, and continuous improvement by studying different models inside or outside the entity to reach the same level or excellence by applying the developed methods based on the results of the study. Comparisons are also one of the most important drivers of change in organizations, particularly when the outputs of comparison are employed in offering initiatives and innovations that improve previous work methods or lead to unprecedented successful methods which achieve pioneering in various fields.
Finally, analysis and improvement tools must be used to analyze all the problems facing the organization, including those related to the results of performance indicators. And in addressing the cases in which analysis and improvement tools are used, some important tools in analysis were explained, such as: Pareto analysis, mind map, brainstorming, the Five Why tool, and others.
About the author: Dr. Hisham Ahmad Kayali is a Strategic & Performance Management Specialist who has worked with the Dubai municipality. He participated in the full cycle of updating Dubai Municipality’s strategic plan based on balanced scorecard (BSC) perspectives. That included linking the strategic objectives to critical success factors, key performance indicators, and initiatives for the cycles of 2010-2014, 2013-2015, and 2016-2021. He has a Phd in Economic Science at Plekhanov Russian University of Economics.
Change is the only thing sure in the world, they say, and in the past two years, we are forced to adapt to change with an amazing speed.
Whether we discuss big organizations or few-people teams, resilience quickly becomes part of our vocabulary, and we have the same response: fight-or-flight-or-freeze. But how much adrenaline is too much, and how does this affect us as individuals and employees in our organizations? How do organizations manage and perceive the phenomenon called “The Great Resignation” or “The Great Attrition”?
More than 19 million US workers—and counting—have quit their jobs since April 2021, a record pace disrupting businesses everywhere. This has also affected countries in Europe or Australia and seems to be spreading around the world. Many companies struggle to understand and react, but the reaction is usually disproportionate and sometimes even inappropriate.
What Actually Happened?
If the past 24 months have taught us anything, it’s that employees crave compassion and making work more human. People are not robots with tasks or responsibilities, and more than ever, people need to be seen as imperfect and have the space to feel imperfect. Employees are tired, burnt out, and grieving. During the COVID-19 pandemic, everyone has suffered losses. For some, it’s the loss of loved ones; for others, the loss of familiarity — missed family gatherings or coffee with friends, canceled vacations and postponed events, or going to the office every day. The sources of loss, big and small, influence our work and personal lives.
Now, employees want companies to understand this loss and see a renewed and revised sense of purpose in their work. Employees want to feel a sense of shared identity, of community. Yes, they still want pay, benefits, and perks, but more than that, they want to feel valued by their organizations and managers. They want meaningful—though not necessarily in-person—interactions, not just transactions. Most employees have questioned everything during this period, including the meaning of life and work. What is the new meaning that your organization is willing to offer for work? What is the purpose that your company is offering to your employees? Is your company vision only related to profit, or do you have a higher purpose?
The pandemic brings new opportunities and urgency, and the idea of being agile and always ready to change is very good for business. However, people need time to adjust and make peace with this sense of loss. Indeed, the prolonged levels of uncertainty will only add to the grief and anxiety that employees experience. None of us knows exactly what will and won’t be coming back in a post-pandemic workplace. Therefore, we don’t know yet what is gone for now and what is gone forever. This influences performance or productivity.
What Can We Do?
If companies make a concerted effort to understand why employees are leaving and take meaningful action to gain them back, they can turn things into their favor. By seizing this unique moment of uncertainty and offering meaningful purpose and identity, your company could gain an edge in the race to attract, develop, and retain the talent you need to create a thriving post-pandemic organization.
If you’re a CEO or a member of a top team, your best move now is to hit pause and take the time to think through your next moves. But don’t think through your next moves in a vacuum; include your employees in the process. Start thinking about implementing a performance management system in your organization and do it with the help of your people. If you want to keep people by your side, include them in your plans, include them in setting the performance standards, and show them that their insight is valuable.
As you implement the performance management system at the employee level, ask the following questions:
Do we have a toxic organizational culture? It’s very important to understand if in your organizational culture, you may have missed some points with toxic leaders. This could put people down before even having the chance to perform.
Do we have the right people in the right places (especially managers)? Many employers face the problem of having the right people but not necessarily in the right places. When it comes to managers, this problem can be particularly damaging, especially in hybrid environments, where new leadership skills are required. Skills such as coaching and training capability are very important to develop for managers since in the new reality of work, people need coaching more than ever.
How was our organizational culture before the pandemic? If you think that going back to the office means returning to the same culture, you may expect your people to leave very quickly. You should remember that although the needs of your employees have changed, your culture may not have kept up, and any prior organizational weaknesses are now magnified. Employees will have little tolerance for a return to a status quo they didn’t like before.
Is our organizational culture based on the idea of transaction? If your only response to attrition is to raise compensation, you’re strongly telling your people that your relationship with them is transactional and that their only reason to stay with you is a paycheck. Your talent in the organization will always have a better cash offer somewhere else. Our suggestion is to solve the problems of the whole person (not just their bank accounts) and the whole organization.
Are our benefits aligned with employee priorities? If before the pandemic you offered free parking or Christmas parties as special benefits, you might want to consider adapting and changing these benefits also. In a recent survey among people who left their jobs, 45 percent cited the need to take care of the family as influential in their decision. A similar proportion of people who are thinking of quitting cited the demands of family care. Expanding childcare, nursing services, or other home- and family-focused benefits could help keep such employees from leaving and show that you value them.
Employees want career paths and development opportunities. Can you provide it? Employees are looking for jobs with better, stronger career trajectories. They desire both recognition and development. Smart companies find ways to reward people by promoting them into new roles and into additional levels within their existing ones. This is one way companies can quickly reward and recognize people for good work.
How are we building a sense of community? Remote work is no panacea, but neither is a full on-site return. In-person connectivity continues to have massive benefits for your organization. But it will require considerable management attention to be right as health and safety concerns continue to evolve, particularly because employees’ needs and expectations have changed. For example, employees with unvaccinated young children may feel unsafe in large in-person gatherings.
One organization took an inclusive approach by sending out themed staycation packages: a movie night with popcorn and a gift card; a game night with family-oriented games, chips, and salsa; and a virtual spa day complete with face masks, tea, and chocolate. The company created a Slack channel for posting photos and stories, encouraging employees to share these experiences. Another organization encouraged connectivity among employees by offering coffee gift cards to those who signed up to participate in one-on-one coffee chats with employees they didn’t know—a perk that improved connectivity and helped people expand their networks.
Employee engagement should focus now more than ever on employee experience. If you want to learn more about employee engagement, employee experience, how to implement a performance management system at the employee level, and how to align the company’s values, strategy, and objectives with employees behaviors, follow our Certified Employee Performance Management System Professional course.
The balanced scorecard (BSC) is a widely used performance measurement framework for strategic planning. It is so popular, in fact, that The KPI Institute’s latest State of Strategy Management Practice report found that 40% of respondents from Middle Eastern companies were using it. Why is that the case? It’s likely in the name—the BSC offers a balanced perspective of a company’s performance, focusing not just on financial gains but the various aspects of value creation as well. This enables companies who use it to establish sustainable business practices that can meet long-term goals without sacrificing short-term improvements.
