Underperformance: cannot or will not

You start with the result a person owns. On behaviour you speak only of facts and impact, never character.

Task: Two months below target and a conversation is due.

[Before you start, do three things]
1. Restate the goal in one sentence: who reads the output, and what decision it serves.
2. If I have not given you the following, ask me. Do not assume:
   - which targets were missed, with data
   - did they know the standard
   - ability, resource or will
   - previous conversations
3. Say how you plan to do it (at most 5 steps) and wait for my go-ahead.

[Go through each of these]
- ask where they think it is stuck
- state the gap in numbers and dates
- offer support with a deadline
- state the consequence clearly, without threats

[Process]
1. State the goal and the criteria and have them repeat it back
2. Give resources and authority with checkpoints
3. Feedback as fact and impact plus one specific change
4. Separate cannot from will not
5. Confirm the next date

[Output]
Goal, criteria, checkpoints, feedback, next date.

[Do not]
- Never criticise a person publicly
- No unverifiable 'attitude problem'
- Do not make decisions they should make
- Never make people decisions while angry