KPI and metrics for Management Consultants & Managers

Asen Gyczew

4.5

Based on 2,226 ratings

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Asen Gyczew

What is the aim of this course?

Most businesses on the face of it look very complicated and difficult to understand. On top of that, the competition is so fierce that you have to make decisions based on data and not on gut feeling (a very misleading creature). That’s why it’s crucial to define and understand the main drivers and metrics measuring those drivers. If you have properly defined Key Performance Indicators (KPIs) you can understand the mechanism behind any business, you will be able to model it in Excel and you will know how to grow it or improve it. You can also use properly defined KPIs to manage people efficiently, and give them goals aligned with your goals. That’s why I have decided to create a course solely concentrated on these KPIs.

This course will give you the knowledge and insight into drivers and KPIs used in different business models that can be used for understanding the business, managing it, motivating people, and improving results. The course will make your life during a consulting project much easier. If you are already a manager thanks to this course you will learn how to use the KPIs to understand and grow your business.

This course will help you drastically improve your knowledge and skills in understanding and improving your business using KPIs. It is designed for management consultants and newly appointed managers who want to excel at their work. In the course you will learn 6 things:

How to understand the business through KPIs
How to use KPIs to model the business in Excel
How to use KPIs to manage the business
How to use KPIs to motivate people
How to use KPIs to improve the business
What is a good KPI

The course is based on my 15 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement, and turn-arounds in the biggest companies from Retail On many occasions, I had to optimize also businesses I was responsible for. On the basis of what you will find in this course, I have trained over 100 consultants, business analysts, and managers who now are Sales and Marketing Directors, Operational Directors, COOs, CEOs, Investment Directors, Directors in Consulting Companies, Supply Chain Directors, Board Members, Partners in PE, etc. On top of that my courses on Udemy were already taken by more than 224 000 students including people working in EY, McKinsey, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.

I teach through cases, so most of the lectures are case studies showing some business problems solved in Excel. There will be also a practical guide on how to create good KPIs and a library of KPIs from different business models such as marketplace, retail, e-commerce, restaurant chain, and SaaS businesses. To every lecture, you will find attached (in additional resources) the Excels shown in the lecture so as a part of this course you will also get a library of ready-made analyses that can, with certain modifications, be applied by you in your work.

Why have I decided to create this course?

Many people are overwhelmed with the complexity of the businesses they have to manage or improve. During consulting projects, I have seen business analysts and management consultants struggling to understand the business fast enough to deliver value to the customer. The course will give you the knowledge and insight that will help you define KPIs and use them to understand, manage, and improve any business. Thanks to this course, you will know what and how to define and use KPIs during a consulting project or as a manager. I will show you also how to use the KPIs to model businesses in Excel. This part will be useful for estimating the potential improvements that can be made by improving certain drivers measured by KPIs.

To sum it up, I believe that if you want to be a great management consultant or manager you should master the art of defining and using KPIs. That is why, I highly recommend this course not only to consultants or managers that have to advise their customers but also to owners, founders of businesses as well as directors.

In what way will you benefit from this course?

The course is a practical, step-by-step guide loaded with tons of analyses, tricks, and hints that will significantly improve the speed with which you define and use the KPIs or metrics. There is little theory – mainly examples, and case studies with a lot of tips from my own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will learn:

How to understand the business through KPIs
How to use KPIs to model the business in Excel
How to use KPIs to manage the business
How to use KPIs to motivate people
How to use KPIs to improve the business
What is a good KPI

You can also ask me any questions either through the discussion field or by messaging me directly. If needed I will create additional content as well.

How the course is organized?

The course is divided currently into the following sections:

Introduction. We begin with a little intro to the course. I will show you here what you can expect from this course and how it is organized
Understanding the business through KPIs. In the second section, I will show you how to use KPIs to understand different businesses. We will start by defining drivers for different businesses and on the basis of that, we will pick the right KPIs to understand those drivers. We will do it for different business models: e-commerce, the marketplace, restaurant, retail, and a SaaS business model
Using KPIs to model the business in Excel. In this section, I will show you how to use the KPIs to model the whole business model in Excel. This part will help you see the big picture and estimate the potential impact of the improvements on certain KPIs
How to use KPIs to manage? In section number 4 I will show you how to use the KPIs to manage a business. We will use them to decide how to 10x the business, how to increase profitability, decrease costs, etc.
How to use KPIs to motivate? In the next section, I will discuss how to use KPIs to motivate certain behaviors. We will also talk about the traps and pitfalls as well as the problems that bad KPIs can cause
What is a good KPI? This section will be devoted to a little bit of theory. I will show you what a good KPI is and how to define it

You will be able also to download many additional resources

Excels with analyses shown in the course
Presentation of slides shown in the course
Links to additional presentations and movies
Links to books worth reading

At the end of my course, students will be able to…

How to understand the business through KPIs
How to use KPIs to model the business in Excel
How to use KPIs to manage the business
How to use KPIs to motivate people
How to use KPIs to improve the business
How to create great, useful KPIs

Who should take this course? Who should not?

Management Consultants
Managers
Business Analysts
Directors
Startups founders
Controllers

What will students need to know or do before starting this course?

Basic or intermediate Excel
Basic knowledge of economics or finance

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What's inside

Learning objectives

How to understand the business through kpis
How to use kpis to model the business in excel
How to use kpis to manage the business

How to use kpis to motivate people
How to use kpis to improve the business

How to understand the business through kpis
How to use kpis to model the business in excel
How to use kpis to manage the business
How to use kpis to motivate people
How to use kpis to improve the business

Syllabus

Introduction

We begin with little intro into the course as well as some general info on production

In this lecture I will share some info on who am I and what is my experience

Here I will show you what to do if a blurry image appears

Here I will show you how to find additional resources attached to the coruse like Excel files, presentations, links etc.

In the second section I will show you how to use the KPIs to understand different business. We will start by defining drivers for different business and on the basis of that we will pick the right KPIs to understand those drivers. We will do it for different business models: e-commerce, marketplace, restaurant, retail, SMCG, FMCG, commodity and a SaaS business model

We will start with a short overview of what are drivers and KPIs. Short example will help you undestand the nature of those 2 elements

Here we will discuss different business models. In the attachments, you will find links to presentations explaining those business models

Here I will show you what cases we will analyze in this section

In this case study you will be asked to define the drivers and KPIs for a cinema

Here I will show you what KPIs matter in the case of the cinema

In this lecture I will discuss the KPIs that you should concentrate on in cinema business model

In this case study you will be asked to define the drivers and KPIs for the marketplace / 2-sided business model

In this lecture I will discuss the KPIs that you should concentrate on in marketplace business model

Excel gives you great opportunities to calculate whether your idea makes sense or not. For this you will use the knowledge you have gathered in the previous lectures on your concept, location and your customers. Excel is obviously less emotion than you and the model you will create here can be used as a cornerstone of your business plans. It shows also to banks and potential investors what is your cash flow. We start with a simple model so you can understand it and learn how to use it.

In this case study you will be asked to define the drivers and KPIs for the retailer business model

Here we will discuss the main drivers for the retail business model

In this lecture I will discuss the KPIs that you should concentrate on in retail business model

In this case study you will be asked to define the drivers and KPIs for the SaaS business model

Here I will show you some examples of SaaS businesses. This will help you to understand the nature of the business and define proper drivers and KPIs

In this lecture I will discuss the KPIs that you should concentrate on in SaaS business model

In this case study you will be asked to define the drivers and KPIs for the restaurant business model

Here we will discuss the main drivers for the restaurant business model

In this lecture I will discuss the KPIs that you should concentrate on in restaurant business model

In this case study you will be asked to define the drivers and KPIs for the consulting business model

Here we will discuss the main drivers for the consulting business model

In this lecture I will discuss the KPIs that you should concentrate on in consulting business model

In this case study you will be asked to define the drivers and KPIs for the FMCG business model

Here we will discuss the main drivers for the FMCG business model

In this lecture I will discuss the KPIs that you should concentrate on in FMCG business model

Here we will introduce a cas study in which you will be asked to define the KPIs and drivers for the SMCG business model

Here we will discuss the main drivers for the SMCG business model

In this lecture I will discuss the KPIs that you should concentrate on in SMCG business model

In this case study you will be asked to define the drivers and KPIs for the commodity business model

Here we will discuss the main drivers for the commodity business model

In this lecture I will discuss the KPIs that you should concentrate on in commodity business model

In this case study you will be asked to define the drivers and KPIs for the e-commerce business model

In this lecture I will discuss the main drivers that you should concentrate on in this business. We will use them to define later on KPIs

In this lecture I will discuss the KPIs that you should concentrate on in this business

In this lecture I show the backward thinking /induction. This approach enables you to design the whole process, company on the bases of the expected outcome

We can be talking about 3 different models in B2C services

Services performed at specialized place no production involved
Services performed at specialized place with some production
Services performed at customer place

I will discuss the differences between them in this lecture

I will shortly go through things that matter in the case of B2C Services performed at specialized place no production involved such as hairdressers, beauty salons and other

I will shortly go through things that are important in other B2C Services such as restaurant chains, services performed at the customer place etc.

In the next lecture I will show you the main drivers of the B2C model and on the basis of this we will create a business model in Excel. I will concentrate on the example of restaurant chain

In this lecture we make more advanced model. We introduce the traffic parameter and show how it is converted first into people that are engaged (stop and enter your restaurant) and later into customers (they buy something from you). Here we will be operating on 2 customer groups: first one eats at the restaurant; second one comes for take-aways. For both customer groups we calculate separate conversion rates and Average ticket (ATV). We still here show you a business model for a 1 restaurant

Finally we show you how to model in Excel a restaurant chain.

In this section you will get insight t into the business model of different e-commerce companies. E-commerce businesses group is very diversified so we will try to show the similarities and the differences between concepts.. You will learn here the definition of this business model, see some examples of companies using this business models. You will also understand what really matters in this sort of business, what KPIs you should look at and what values you can expect. Afterwards, I will show you how you can build the model in Excel and what conclusions can you draw from it.

In this lecture I will show you examples of firms that work in this specific business model.

In this lecture I will show you how the potential customer flow through your business / sites.

It is time to discuss the main challenges in this business

In this lecture I will show you how you can build the model in Excel and what conclusions can you draw from it.

Next we will move on to business model of B2B services. They behave a little bit differently than the B2C service. I will show you the main challenges they are facing, KPIs that matter in B2C service, examples of companies. At the end I will show you how to model consulting business in Excel.

I will shortly go through things that are important in other B2B Services.

Here I will share with you some general thoughts on the service business model

Before I show you the model in Excel I want to present you in this lecture the overall logic

I show you in the lecture the model of the consulting firm in Excel. After modifying it you can use it for your purposes (we attach the Excel files to the lecture). This model will let you check whether your business idea makes sense.

You have to compare yourself to the competitors on many levels. One of them is metrics / KPIs. Here I will discuss what kind of KPIs you can use

Here you will get insight into the business model of Software as a Service companies. You will learn the definition of the business model , see some examples of companies using this business models. You will also understand what really matters in this sort of business, what KPIs you should look at and what values you can expect. At the end, I will show you how you can build the model in Excel and what conclusions can you draw from it.

In this lecture I will show you examples of firms that work in this specific business model.

In this lecture I will show you how the potential customer flow through your business / sites.

In this lecture I will discuss the KPIs that you should concentrate on in this business

It is time to discuss the main challenges in this business

In this lecture I will show you how you can build the model in Excel and what conclusions can you draw from it.

In the section number 4 I will show you how to use the KPIs to manage a business. We will use them to decided how to 10x the business, how to increase profitability, decrease costs etc.

In this lecture I will discuss the role of external and internal benchmarks. They are a powerful help in business and will help you boost your productivity yet have to be used with caution. At the end I will apply them in an example to show you the difference in outcomes.

Here we will discuss the case studies that we will use in this section

Imagine that you are managing a discount groceries in Poland. And you have to prepare a plan to 10x your business

In this lecture we will solve the previously introduced case study

In the next section I will discuss how to use the KPIs to motivate certain behaviors. We will also talk about the traps and pitfalls as well the problems that bad KPIs can cause

Imagine that you are managing a restaurant in France and you have to get the right number of waiters and dishwasher

Managing people is much easier if you set targets. The easiest way to do that is via well-defined KPIs that are part of the bonus/motivation system. There are plenty of places in which you should put KPIs to motivate people. In this lecture, I will discuss some of them

In this lecture, I will briefly go through the case studies that we will use in this section.

Imagine that you are to improve the production at a Plywood Group that has 3 factories. In this case you will have to decide In which factory and how you can lower costs

Motivation plans for salespeople can be pretty complicated. I will show you some examples that we will analyze in the next lecture.

In this lecture, we will solve the previously introduced case study

We will now have a look at a company selling branded juice in Romania that has 2 types of the sales force. I will show you how to analyze and calculate their motivation systems.

Traffic lights

Read about what's good

what should give you pause

and possible dealbreakers

Provides insights into drivers and KPIs across various business models, which is valuable for understanding, managing, and improving business performance

Uses case studies and Excel-based problem-solving, which offers practical application of KPIs in real-world business scenarios

Includes a library of ready-made Excel analyses applicable to various business models, which can be modified and used in consulting projects or management roles

Requires basic or intermediate Excel skills and basic knowledge of economics or finance, which may pose a barrier for some learners

Covers how to use KPIs to motivate people, including potential pitfalls, which is essential for effective leadership and team management

Based on the instructor's 15 years of experience as a consultant and board member, which lends credibility and practical relevance to the course content

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Reviews summary

Practical kpi and metrics application

According to students, this course offers practical knowledge and directly applicable skills for consultants and managers. Learners highlight the value of the case studies and the provided Excel files, noting they are a goldmine for hands-on learning. The experienced instructor is praised for explaining complex concepts simply. While the content is considered clear and well-structured, a few reviews suggest the required Excel level might be higher than basic for some. Overall, it's seen as an essential course for understanding and driving business performance.

Well-organized and easy to follow.

"explains complex concepts simply."

"Very clear explanations and practical examples."

"A solid course on KPIs. The examples across different business models were very helpful."

Instructor brings real-world insights.

"The instructor clearly knows their stuff and explains complex concepts simply."

"Excellent content delivered by an experienced professional."

"I really appreciated the instructor's real-world experience sharing."

Offers directly applicable knowledge.

"This course exceeded my expectations. The case studies were incredibly practical..."

"Excellent content delivered by an experienced professional. It's directly applicable to my role as a business analyst."

"Very clear explanations and practical examples... This course is essential for understanding how to measure and drive business performance."

Hands-on learning with valuable files.

"The case studies were incredibly practical and the provided Excel files are a goldmine."

"I found the Excel modeling section particularly useful for my work."

"The focus on practical application using Excel models makes this stand out."

May require more than basic Excel.

"The content is good, but sometimes the Excel demonstrations were hard to follow due to pace or screen resolution."

"It assumes a stronger Excel background than 'basic'."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in KPI and metrics for Management Consultants & Managers with these activities:

Review Basic Financial Statements

Show steps

Strengthen your understanding of financial statements to better interpret KPIs related to financial performance.

Browse courses on Financial Statements

Show steps

Review the definitions of key financial terms.
Practice analyzing sample financial statements.

Create a KPI Glossary

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Develop a comprehensive glossary of KPIs relevant to different business models.

Show steps

Research KPIs across various industries and business models.
Define each KPI clearly and concisely.
Organize the glossary for easy reference.

Read 'Key Performance Indicators: Developing, Implementing, and Using Winning KPIs'

Show steps

Gain a deeper understanding of KPI development and implementation strategies.

View Key Performance Indicators on Amazon

Show steps

Read the book, focusing on the implementation chapters.
Take notes on key concepts and examples.

Four other activities

Expand to see all activities and additional details

Show all seven activities

Excel Modeling Exercises

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Improve your Excel skills by practicing modeling business scenarios with KPIs.

Show steps

Find or create sample business scenarios.
Build Excel models to simulate the scenarios.
Calculate and visualize relevant KPIs.

Write a Blog Post on KPI Best Practices

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Solidify your understanding by explaining KPI best practices in a blog post.

Show steps

Research KPI best practices and common pitfalls.
Outline the structure of your blog post.
Write the blog post, providing clear examples.
Edit and proofread your work.

KPI Dashboard for a Hypothetical Business

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Apply your knowledge by creating a KPI dashboard for a business you invent.

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Choose a business model (e.g., e-commerce, SaaS).
Identify key business drivers and critical success factors.
Define relevant KPIs for each driver.
Design a dashboard to visualize the KPIs.

Read 'The 4 Disciplines of Execution'

Show steps

Learn how to effectively execute strategies and achieve goals using KPIs.

View The 4 Disciplines of Execution: Revised and... on Amazon

Show steps

Read the book, focusing on the four disciplines.
Identify how the principles relate to KPI management.

Career center

Learners who complete KPI and metrics for Management Consultants & Managers will develop knowledge and skills that may be useful to these careers:

Strategy Consultant

Strategy consultants advise organizations on high-level decisions with the goal of sustainable growth. For a strategy consultant, defining and applying KPIs is integral to their effectiveness. The course focuses specifically on how to understand a business through KPIs, model it in Excel, and identify areas for improvement. In this way, strategy consultants who complete this course are better equipped to analyze complex business situations and develop data-driven strategies for their clients. Case studies in the course will be very helpful.

See salaries and explore the career path for Strategy Consultant

Management Analyst

A management analyst helps organizations improve efficiency and effectiveness by studying their operations, identifying problems, and recommending solutions. This course helps someone become a better management analyst by providing a strong understanding of key performance indicators. Management analysts will be able to quickly assess a business using KPIs, model its operations in Excel, and identify areas for improvement. Understanding how to define drivers and use KPIs during a consulting project, as taught in the course, helps management analysts excel.

See salaries and explore the career path for Management Analyst

Operations Manager

An operations manager oversees the daily activities of an organization to ensure efficiency and productivity. Operations managers benefit from a deep understanding of KPIs to monitor performance and identify areas for improvement. Since the course explores how to manage a business using KPIs and model business operations, the operations manager is certain to gain a lot from it. This helps operations managers make data-driven decisions that optimize processes and improve overall performance. They will also be able to use the KPIs to motivate people.

See salaries and explore the career path for Operations Manager

Business Intelligence Analyst

A Business Intelligence Analyst transforms data into insights that drive business decisions. The core activities of a business intelligence analyst rely on the effective use of KPIs. This course emphasizes the importance of KPIs in understanding business drivers, modeling business operations in Excel, and identifying areas for improvement. By mastering the skills taught in this course, a business intelligence analyst can provide more informed recommendations, leading to better decision-making and improved business performance. The practical approach of the course, with case studies and Excel-based analyses, will be especially valuable.

See salaries and explore the career path for Business Intelligence Analyst

Financial Analyst

A financial analyst evaluates financial data to provide guidance for investment decisions. Using KPIs in finance is extremely useful. The course's emphasis on using KPIs to understand business models and drivers would be highly relevant to a financial analyst. The ability to model businesses in Excel, a key component of the course, would also be directly applicable. This knowledge helps the financial analyst assess the financial health and potential of businesses and investments. The course's practical approach and real-world examples give financial analysts the tools to succeed.

See salaries and explore the career path for Financial Analyst

Business Development Manager

A business development manager identifies and pursues new business opportunities to drive revenue growth. The activities of this role rely on the understanding and application of key performance indicators. The course focuses specifically on how to understand a business through KPIs, model it in Excel, and identify areas for improvement. A business development manager will benefit from the course and be better equipped to analyze market trends, assess potential partnerships, and develop strategies for expanding the business. The course's practical approach and real-world examples will be valuable.

See salaries and explore the career path for Business Development Manager

Product Manager

A product manager guides the strategy, roadmap, and feature definition for a product or product line. This role requires a deep understanding of market dynamics and customer needs, which can be effectively measured and managed using KPIs. Through the use of KPIs the product manager can better manage the business. This course focuses on using KPIs to understand different business models, manage performance, and drive improvements. The product manager will be better equipped to make data-driven decisions, resulting in a more successful product strategy.

See salaries and explore the career path for Product Manager

Market Research Analyst

Market research analysts study market conditions to examine potential sales of a product or service. Market research analysts depend on key performance indicators to do their work. The course offers insights into drivers and KPIs used in different business models. This will help the market research analyst understand the businesses and manage them, as well as motivate people and improve results. Equipped with this knowledge, the market research analyst will make better data-driven decisions.

See salaries and explore the career path for Market Research Analyst

Project Manager

A project manager plans, executes, and closes specific projects, ensuring they are completed on time and within budget. Project managers can benefit from using KPIs to track progress, manage resources, and identify potential risks. The course explores how to manage a business using KPIs, model business operations in Excel, and drive improvement. The project manager will be better equipped to monitor project performance and ensure successful outcomes. The course also teaches how to use KPIs to motivate people.

See salaries and explore the career path for Project Manager

Data Scientist

A data scientist analyzes large datasets to extract meaningful insights. KPIs are very important for a data scientist. The course's focus on understanding business drivers, modeling business operations in Excel, and identifying areas for improvement would be relevant to a data scientist. With this knowledge, the data scientist can use the data with a sense of business context. Given the practical approach of the course, the data scientist will gain useful knowledge.

See salaries and explore the career path for Data Scientist

Chief Executive Officer

A Chief Executive Officer, or CEO, is the highest-ranking executive in a company, responsible for making major corporate decisions, managing the overall operations and resources of a company, and acting as the main point of communication between the board of directors and corporate operations. This course may be useful for a CEO because it provides insight into drivers and KPIs. This knowledge could be used for understanding the business, managing it, motivating people, and improving results.

See salaries and explore the career path for Chief Executive Officer

Chief Operations Officer

A Chief Operations Officer, or COO, oversees the internal affairs of a company. This course may be useful for a COO because it provides insight into drivers and KPIs. This knowledge could be used for understanding the business, managing it, motivating people, and improving results. The course will help provide an understanding of how to model businesses through KPIs.

See salaries and explore the career path for Chief Operations Officer

Sales Manager

A sales manager leads a team of sales representatives to achieve sales targets. Sales managers can use KPIs to track individual and team performance, identify areas for improvement, and motivate their team to achieve goals. The course may be useful for a sales manager because it explores how to manage a business using KPIs, model business operations in Excel, and drive improvement. The course also teaches how to use KPIs to motivate people.

See salaries and explore the career path for Sales Manager

Business Owner

A business owner is responsible for the overall success of their company. Business owners can use KPIs to track progress, manage resources, and identify potential risks. The course may be useful for a business owner as it explores how to understand the business through KPIs, model business operations in Excel, and drive improvement. The course also teaches how to use KPIs to motivate people.

See salaries and explore the career path for Business Owner

Economist

An economist studies the production and distribution of resources, goods, and services by collecting and analyzing data, researching trends, and evaluating economic issues. KPIs are used by economists to track economic performance and to develop forecasts. The course may be useful for an economist because it explores how to understand the business through KPIs, model business operations in Excel, and drive improvement.

See salaries and explore the career path for Economist

Reading list

We've selected two books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in KPI and metrics for Management Consultants & Managers.

Key Performance Indicators

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Provides a comprehensive guide to developing and implementing KPIs. It covers the entire process, from identifying critical success factors to designing effective measures. This book is particularly useful for understanding the practical aspects of KPI implementation and provides real-world examples. It valuable reference for anyone looking to improve their KPI management skills.

Key Performance Indicators

Paperback

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Key Performance Indicators

Kindle Edition

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The 4 Disciplines of Execution: Revised and Updated

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Focuses on executing strategy and achieving goals, which is directly related to effective KPI management. It provides a framework for translating strategic goals into measurable actions and tracking progress. While not solely focused on KPIs, it offers valuable insights into how to use KPIs to drive performance and achieve desired outcomes. This book is more valuable as additional reading to provide a broader context for KPI usage.

The 4 Disciplines of Execution: Revised and Updated...

Paperback

The 4 Disciplines of Execution: Revised and Updated...

Kindle Edition

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