Every number used to govern money eventually
risks drifting away from what it was designed to measure. Not because anyone
breaks the rules, but because once a rule has a number attached to it, people
naturally learn to satisfy the number rather than the intention
behind it.
This isn’t necessarily cynicism or misconduct.
It is closer to a structural feature of incentives. Attach consequences to a
measurement, and the measurement starts adapting to the pressure around it -
often quietly, legally, and with everyone acting rationally. Economists call
this Goodhart’s Law. And few areas show it more clearly - or more
expensively - than corporate debt covenants and executive compensation
KPIs.
This piece starts from first principles: what
Goodhart’s Law actually means, how it appears in debt and compensation
contracts, why even intelligent and well-intentioned people can fall into the
trap, and what can be done to keep a metric meaningful when everyone has an
incentive to improve it.
Part
1: A Rule Too Simple to Ignore
In 1975, British economist Charles Goodhart was
examining why the Bank of England’s monetary targets kept losing their
effectiveness. Whenever policymakers selected a measure of money supply and
began managing the economy toward it, the relationship between that measure and
the broader economic objective started to weaken.
The observation, later popularized by
anthropologist Marilyn Strathern, is usually summarized as:
“When a measure becomes a target, it
ceases to be a good measure.”
The mechanism is straightforward. A metric is initially
chosen because it correlates with something we actually care about - a healthy
company, a well-managed fund, or a creditworthy borrower. That relationship
generally holds as long as nobody is specifically optimizing for the metric.
Once real consequences - a bonus, covenant breach, or
credit downgrade - are tied to that number, the relationship can begin to
break. There are now two ways to improve the score: improve the underlying
business, or improve the number. The second is often faster and cheaper, so the
incentive to take that route grows.
Finance is an especially good laboratory for this because so
much of it is built around contracts tied to specific numbers. Two of the
clearest examples are debt covenants and executive compensation. To
understand how Goodhart’s Law operates in practice, it helps to build each one
up from first principles.
Part
2: Covenant EBITDA - When the Target Redefines the Company
Start with the basics.
When a company borrows money, the lender doesn’t simply hand over cash and hope
for the best. The loan agreement includes covenants - financial tests
the borrower must continue to meet throughout the life of the loan.
A common example is a leverage covenant, typically measured
as Debt/EBITDA. A company might agree to keep Debt/EBITDA below 4.0x.
Breach that limit, and the lender may be able to declare a default, demand
repayment, or renegotiate the loan.
EBITDA was originally a useful shorthand for operating
performance, stripping out financing structure, taxes, depreciation,
amortization, and other non-cash items to make companies easier to compare. But
EBITDA is a constructed measure, not a single fixed number. Loan
agreements often give borrowers flexibility over what can be included or excluded
for covenant purposes.
|
Line Item |
Amount ($mm) |
|
Reported EBITDA |
58.0 |
|
+ Restructuring
& severance |
4.5 |
|
+ Pro-forma run-rate
synergies |
6.0 |
|
+ Non-cash stock
compensation |
3.0 |
|
+ Transaction &
advisory fees |
2.5 |
|
Covenant
(“adjusted”) EBITDA |
74.0 |
That is where “covenant EBITDA” can begin to diverge from the EBITDA an independent analyst would calculate.
The
add-backs total $16.0mm - a 28% uplift over reported EBITDA. Against $280mm of
net debt, that swings leverage from 4.83x on a reported basis to 3.78x on a
covenant basis: the difference between a business that is close to breach and
one comfortably inside its terms.
Leverage(reported) = 280 / 58.0 = 4.83x vs Leverage(covenant) = 280 / 74.0 = 3.78x
None
of this is necessarily fraudulent. Each add-back can usually be justified on
its own, and lawyers on both sides negotiate the definitions carefully before
the loan closes. But when enough individually defensible add-backs are stacked
together, the covenant ratio can look comfortably healthy even as the company’s
underlying cash generation deteriorates.
The result is that the lender’s early-warning system - the
very reason the covenant exists - can quietly stop working just when the
warning matters most.
Part
3: The Denominator Game - EPS and ROE
The same
pattern appears in executive compensation, often in an even more mechanical
way. Two common metrics used in executive bonuses and long-term incentive plans
are earnings per share (EPS) growth and return on equity (ROE).
Both are ratios, which means they can improve in two ways: increase the
numerator or reduce the denominator.
1. EPS accretion from buybacks alone
EPS = Net
Income / Shares Outstanding
Suppose net
income is $120mm and the company has 100mm shares. EPS is $1.20. If it buys
back 10mm shares using existing cash or new debt, EPS rises
to $1.33 ($120mm / 90mm) - an 11% increase with no improvement
in operating performance.
If the buyback is debt-funded, higher interest expense will reduce
net income. But if borrowing costs are low enough, the benefit from the lower
share count can still outweigh the added interest, creating EPS
accretion even when enterprise value is unchanged or has deteriorated.
2. ROE decomposition (DuPont)
ROE
= (Net Income / Revenue) × (Revenue / Assets) × (Assets / Equity)
These three components are net margin, asset turnover, and
leverage. Management can improve ROE through genuine operational improvements
in the first two, or simply increase leverage and reduce the equity base.
For example, increasing the equity multiplier from 8x to
10x raises ROE by 25%, even if profitability and asset efficiency
remain unchanged. That is why credit analysts use DuPont
analysis before treating higher ROE as evidence of stronger business quality
- the same ROE can reflect either a more profitable business or a more
leveraged and fragile one.
In both cases, the metric rises and the bonus may vest, but the
underlying question - has the business actually become more valuable or
resilient? - remains unanswered. The headline number can improve while the
underlying business moves in the opposite direction.
Part
4: Why This Happens Without Misconduct
It’s tempting to see this as a story about managers
deliberately gaming the system. A more useful explanation is psychological
- and it doesn’t require anyone to be dishonest.
Once a target becomes important and tied to rewards,
attention naturally shifts toward whatever moves the measured number. Steven
Kerr described this decades ago as “the folly of rewarding A while hoping
for B”: organizations often reward one behavior while actually wanting another,
then act surprised when people optimize for what is on the scoreboard.
Negotiated definitions make this effect even stronger. When
people debate what counts as a one-time cost or a reasonable leverage add-back,
it is natural for each side to argue for the interpretation that benefits them.
No one needs to be acting in bad faith.
The result is gradual, collectively reasonable drift:
each adjustment may be defensible on its own, yet over time, the final number
can move far from what it was originally meant to represent.
Part
5: Keeping the Measure Honest
This is where the focus should shift from diagnosis
to design. Metrics can never be made completely ungameable, but they can
be structured so that gaming them requires either genuine operational change or
enough effort to become visible. Five mechanisms do most of the work.
1. Cap and Sunset the Add-Back Schedule
Instead of allowing an open-ended list of adjustments, credit
agreements can cap total add-backs at a fixed percentage of reported EBITDA -
often 15–20% - and require a “non-recurring” item to lose that
treatment if it appears again within the following four quarters.
This turns a subjective question - “Is this really
one-time?”- into a simple, auditable test: did it occur in the
previous four quarters? No fresh negotiation is needed at every
measurement date.
2. Force Multi-Metric Consistency
A single ratio can be gamed in isolation. Two or three related
metrics that should move together are much harder to manipulate without genuine
improvement.
For example, pair EPS growth with free cash flow per share,
or ROIC with WACC. Pair ROE with a minimum equity or capital-adequacy
floor. If EPS rises mainly because of buybacks while net income and FCF remain
flat, the divergence becomes the warning signal.
This is similar to how auditors compare covenant EBITDA with
statutory EBITDA over time: the gap between related measures can reveal
more than either number alone.
3. Replace Cliff-Edge Tests with Trends and
Relative Benchmarks
A binary threshold - breach 4.0x and trigger a default, or miss
the EPS target and lose the bonus - creates a strong incentive to manage the
number around the measurement date.
Two alternatives help. First, use trailing-twelve-month or
multi-quarter averages instead of a single-period snapshot, reducing the
impact of one-off actions. Second, benchmark performance against peers or
the wider sector, such as relative TSR or ROIC, rather than relying only on
absolute targets. This makes it harder to manage the metric without considering
the broader market.
4. Track the Gap, Not
Just the Number
Lenders and auditors can independently calculate a metric using a
stricter definition - for example, statutory EBITDA instead of covenant
EBITDA, or unlevered ROE instead of reported ROE - and track the gap
between the two over time.
A small, stable gap is usually unremarkable. But a gap that keeps
widening quarter after quarter can signal weakening underlying performance,
often before the headline ratio breaches the covenant. That is precisely
the early-warning function the covenant was supposed to provide.
5. Use Equity Cures and Clawbacks as Pressure
Valves, Not Loopholes
Well-designed agreements can combine strict definitions with
controlled ways to deal with breaches. Equity cure rights can allow
sponsors to inject capital to fix a covenant breach, but only a limited number
of times over the life of the loan. Clawback provisions can allow
boards to recover bonuses if the underlying results are later restated.
Both reduce the incentive to manipulate the metric. A genuine
breach can be fixed properly rather than hidden, while an inflated bonus can be
recovered later. Gaming the number becomes less attractive because it is
no longer a one-way win.
Part
6: Closing
Goodhart’s Law isn’t a flaw in financial contracts. It is
an unavoidable consequence of reducing something as complex as “Is this
business healthy?” to one negotiable number. That number will naturally be
influenced by whoever has the most at stake in how it looks, and that influence
often won’t appear as misconduct while it is happening.
The answer isn’t to find a metric that can never be gamed
- no such metric exists. It is to design contracts with that reality in
mind: limit adjustments, make multiple metrics corroborate each other,
measure trends rather than snapshots, and track the gap between the reported
number and a stricter version underneath it.
Done consistently, a covenant or compensation plan stops being a
number management simply needs to hit and returns to its original purpose:
an early-warning system, not a target.