Truth
Establish operational truth and a single source of numbers.
How it works
A fixed-scope operating installation: 3 sequential stages with acceptance criteria.
3 sequential stages
Revenue
Install revenue control mechanisms and capacity-aware forecasting.
Streamline
Reduce noise and lock in margin improvements with enforcement rules.
Acceptance criteria
Truth
- Weekly operating snapshot exists and is adopted
- KPIs are defined and owned
- No parallel numbers (one source of truth)
Revenue
- Sales stages have acceptance criteria
- Pricing/discount thresholds are enforced
- Forecast ties to capacity and constraints
Streamline
- Handoffs are mapped and instrumented
- Spend thresholds + cost controls are active
- Roles and decision rights are explicit
Operating rules
System ownership
Every KPI and mechanism has an owner. Ownership is explicit and documented.
Single source of truth
No parallel numbers. The operating snapshot is the reference point for decisions.
Work proceeds only forward
Stages are sequential. We don’t start stage 2 until stage 1 is accepted.
Implementation approach
- 1Map the system
- 2Define the rule
- 3Instrument the KPI
- 4Enforce thresholds
- 5Iterate