THE KEY METRIC- THE 90 % PRINCIPLE : The key metric that catapults good companies to greatness is the percentage of key seats on the company ’ s bus that are filled with the right people for those seats . Great businesses are not built by the efforts of average employees . According to Jim Collins , creator of the infamous BHAG ( Big , Hairy , Audacious Goal concept ), 90 % of your key seats should be filled with the right people if you want to achieve great things with your business .
Collins covers this concept in detail in his latest book , BE 2.0 . Collins spent the last 25 years researching successful companies from small and medium sized businesses to mega companies like Apple , Pixar , HP , Intel Marriott and more . After extensive research Collins concludes that this metric is one that should be tracked obsessively , and that it is the “ one metric upon which the greatness of the entire enterprise hinges .” ( Collins , BE 2.0 , 16 )
After consulting with law firms of all sizes throughout the country , coaching law firm owners , and running Legal Mastermind groups , I believe Collins ’ observations are spot-on and merit serious consideration for any law firm owner what wants to take his or her firm to the next level .
THE KEY SEATS : The first step to achieving this Foundational 90 % Metric is to identify “ key ” seats on your firm ’ s “ bus .” How do you go about identifying these positions ? Collins defines key seats as any seat that meets one of the following three conditions :
1 . The person in the seat has the power to make significant decisions , or 2 . Failure in the seat could expose the entire company to significant risk / potential catastrophe ; or 3 . Success in the seat would have a huge impact on the company ’ s success .
THE RIGHT PEOPLE : Once you identify your firm ’ s key seats , then you must ask yourself if each of these key positions are currently being filled by the “ right ” people — your A + players . These are the employees that fit into and embrace your firm ’ s culture and are self-disciplined , self-motivated achievers .
The importance of these A + players cannot be over emphasized . Having your firm ’ s bus filled with A + players is critical because as you grow , the actual seats , even the key seats , may change as your firm ’ s needs and directions change . The A + players are dedicated to your “ team ” and its success ; They embrace challenges and pull together to accomplish the firm ’ s goals , even when those goals or the means to achieving them are modified or altered .
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