Our service business experiences major seasonal drops every winter. Should we adjust our weekly Scorecard targets dynamically throughout the year, or keep them static?

Question

Tyler Smith · Accepted Answer

Adjusting your Scorecard targets based on seasonal swings can seem logical, but constantly moving the goalposts often breeds confusion and dilutes the accountability of your weekly numbers. In the EOS® system, targets should remain as consistent as possible to help your team build a predictable, repeatable operating model.

Instead of changing your weekly targets every month, you have two options to manage seasonality.

First, you can set your weekly targets based on your annualized historical averages. If you know you always face a slow winter, your team should understand that they must exceed the target in the summer to make up for the winter dip. The off-season red weeks serve as a healthy reminder to manage cash flow and prepare for the busy season.

Second, if your business is highly seasonal, you can set two distinct sets of targets for the year: a peak-season target and an off-season target. You must adjust these targets once, during your quarterly meetings, rather than changing them week to week.

Whichever path you choose, keep the target binary during your weekly Level 10 Meeting™ so your team always knows exactly what constitutes a successful week.