4 M.A.N.
Performance Begins Before the Result

Performance reviews often arrive after the quarter has already exposed the problem. Revenue misses and margin erosion may be obvious, yet the numbers rarely tell managers which daily actions are within an employee’s control. That gap matters when executives are buying a business performance management solution. A system that mainly records end results can sharpen reporting while doing little to improve the work that produces those results. The more useful test is whether the approach turns broad goals into measurable activities that managers can influence before the next reporting cycle closes. The distinction becomes sharper when bonus decisions or staffing changes depend on the same measures. Measurement design is where many programs lose credibility. Enterprise KPIs often sit too far from the individual role, leaving employees accountable for outcomes shaped by pricing decisions or market conditions. Better performance management connects company objectives to work that a person can reasonably own. Time use and task volume can be tracked directly. Quality needs a separate context to show whether higher output is actually useful. Measures also need clear ownership when one team’s output becomes another team’s input. The metric set must remain small enough for managers to interpret. A dense dashboard may look sophisticated while making weekly decisions slower. “4 M.A.N.’s Human Performance Protocol links individual performance analysis with controllable KPIs, then carries that structure into governance reviews and staff goal setting.” Role fit deserves equal scrutiny. Persistent underperformance can come from a poor match between a person’s skills and the work assigned rather than a lack of effort. Leadership behaviour can compound the issue when managers treat targets as instructions instead of feedback tools. Buyers should look for a method that can distinguish a coaching need from a role-design problem. It should also expose whether the process around the employee makes the expected result realistic. A useful assessment should show whether expectations exceed the authority attached to the role. That diagnostic discipline keeps performance conversations tied to evidence instead of managerial instinct. Sustained use is the harder purchasing question. Initial goal-setting workshops can create activity without changing management habits. A credible solution should establish a repeatable review cadence and make relevant performance data visible. Managers also need a practical way to adjust expectations when conditions change. Adoption depends on whether the model can move beyond outside consultants. Executives should test what happens after the adviser leaves and whether review routines remain usable without specialist support. Internal leaders need enough structure to coach employees and carry the method into larger teams without turning every review into a specialist exercise. Feedback should reach the employee close enough to the work to affect the next decision, not months later during an annual appraisal. 4 M.A.N. is a strong fit for executives who want performance management anchored in controllable work rather than retrospective scoring. Its Human Performance Protocol links individual performance analysis with controllable KPIs, then carries that structure into governance reviews and staff goal setting. The method uses IDRA to move ideas towards defined actions and NAT to make those actions measurable through a numerical target and a time-bound attribute. Coaching supports the management process, while dashboards give teams current performance information for decision-making. The model can also be extended through a train-the-trainer approach for larger organisations. For buyers who need measurable accountability without separating people from the work design around them, 4 M.A.N. merits serious consideration. ...Read more