1. Archetypes Eroding Goals Christian Hornhuber Stephan Thaler

2. Eroding Goals Drift to low performance Managers have to reach goals and if it cant be reached: change the goal to one that appears to be more attainable = fundamental solution Dynamic Theory: two ways to reach goals: taking corrective action or by lowering the goal Over time, lowering the goal will loose performance. Behavior Over Time long term effect: Each time goals are adjusted downward a lax orientation to goal setting in the culture of the organization.

3. After some period of time, the organization finds itself aiming lower and lower to ensure that its goals are always met.

4. Example A farmer works on a field with a certain area. For this field he expects an income related to the area. After the season he realizes that the achieved income is under the set goal. He has no two options: He changes the working process to achieve the goal next season. He accepts the achieved income and use this as the goal in the next season. The risk is very high that the income will decrease each season.

5. Prescriptive Action Anchor goals to an external frame of reference to keep them from sliding. Determine whether the drift in performance is the result of conflicts between the stated goal and the implicit goals of the system. Establish a clear transition plan from current reality to the goal, including a realistic time frame for achieving the goal. Seven Action Steps Identify drifting performance measure. Look for goals that conflict with the stated goal. Identify standard procedures for closing the gap. Examine the past history of the goal. Has the goal itself been lowered over time. Anchor the goal to an external reference. Clarify a compelling vision that will involve everyone. Create a clear transition plan.