Within the last year, we started baking cookies in our restaurant. One day I walked through the kitchen and noticed that the cookies looked very over done and some of the cookies were missing on the tray.
Perplexed, I asked a team member what had happened. I was told that the cookies were burnt and unable to be sold thus the team members decided that it would be a good idea to eat the cookies so they wouldn’t be wasted.
Over the next couple of weeks, this started becoming a reoccurring theme. Burning cookies seemed to be happening almost every other day.
As I started thinking about why we were burning so many cookies, it occurred to me that there was actually an incentive for burning cookies. Burning cookies = eating free cookies.
From here a new policy was set: Burn the cookies: pay for the cookies.
Interesting enough, they stopped burning cookies.
Thus the Burnt Cookie Principle was formed. It’s as simple as this:
People will stop burning cookies, when they have to pay for them.
You can insert almost anything in the blank and see a positive effect take place.
When you attach someone’s actions or performance to his or her pocketbook, things change.