Before starting anything in any context, knowing what one want to achieve is essential. Some say that the answer is obvisous : sell. The famous “Nothing happens until something is sold” by Thomas Waston is still unconsciously embebbed in many things we do and we have to admit that being the best at anything is useless if the company doesn’t sell anything. But there comes the second pitfall : selling is nothing if the organization is unable to deliver what’s been promised. We often hear that being “sales oriented” is the only way to success. That’s true provided the organization doesn’t put all its eneergy on sales operations and there are production and servirces team that keep the sales people promise.

In an industrial system, when strict norms and the use of machines  garantee a given level of quality (or make people think so), people have to focus on quantity. And, since optimizing the use of resources if a common concern, everything ends in productivity measurement, what is quite logical. Would organizations overlook this, they would the criticized for that.

In a system where production is more about intangibles, productivity is more complex. Everybody agrees that it matters, that the formula is still the same…but measuring its components is everyday more confusing and complex, what makes is a very touchy field.  The purpose is still to deliver what’s asked without waste. The resource factor being very hard to adjust for activities that are defined by their instantaneousness, the whole pressure is put on quantity and “always more” just to be sure nothing is wasted.

That’s when things get complicated.

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