Ok, you are probably wondering why you were asked to put a number in the top-left quadrant. Good, let’s get a sense for the numbers when Americans and Germans do or do not understand each other.

Let’s take the topic Communication. Again four questions: 1. What is your organization’s target number? 2. Which factors contribute to that target number? 3. To what degree are those factors based on collaboration? 4. How does the topic Communication influence that collaboration?

Target Number

First, define your organization’s target number as 100. Then enter that target number in $ or €. You define what target number means for your organization. It could be revenue, profit, cost, investment, budget, a scorecard goal, or other.

Key Success Factors

Second, list the five most important factors which determine your success. These are the things which the organization must do well in order for it to achieve its target number. Assign a % to each success factor. The total may not exceed 100%.

Then multiply each % by your target number. This gives you a $ or € number for each individual success factor. In other words, you have quantified each success factor’s contribution to reaching the target.

Based on Collaboration

Third, estimate to what degree each of those success factors is based on Americans and Germans collaborating. Assign a % to each success factor. The total may exceed 100% since you are estimating for each respective factor independent of each other. Some success factors may be more dependent on cross-Atlantic collaboration than others.

Then multiply each % by that success factor’s contribution to the target number, as quantified in Step 2. This gives you a $ or € number for collaboration of each individual success factor. In other words, you have quantified collaboration’s contribution to the organization’s success factors.

Influence of Communication

Fourth, estimate the influence of communication on collaboration. That influence may vary depending on the nature of collaboration of a given success factor. Communication in one area of collaboration may be more important than in another area. Assign a % to each success factor.

Then multiply that % by the degree to which each success factor is based on collaboration, as quantified in Step 3. This gives you a $ or € number for the influence of communication on collaboration for that success factor. In other words, you have quantified communication’s influence on collaboration.