The baseball playoffs and World Series are good fodder for business analogies. For example, during the National League Division Championship every time Prince Fielder of the Milwaukee Brewers and Albert Pujols of the St. Louis Cardinals came to bat, their performances were measured against probable contract offers they might receive as free agents. How much would teams offer to pay them for their abilities to hit home runs?

Baseball players have various offensive performance expectations — to get on base, to be a fast runner, to steal bases, to get singles or doubles, to hit a sacrifice bunt or a sacrifice fly . . .  to hit home runs.

Some players' performance area is solid or exceptional defensive skills. Pitchers are paid to win games by making sure opposing players do not get base hits or walks and then score runs.

And, coaches are paid to make strategic and tactical decisions using player skills that result in winning games.

One way you can add value to your business is by knowing your performance area. In what area or areas is your business counting on your performance? What must you do and do well for your business to succeed?

Are you an offensive player who is counted on for sales and revenue, new customers, and new products or services?  Are you a defensive player who is vital for forecasting risks, containing costs and preventing losses?

Are you the coach who is accountable for strategic and tactical decisions pertaining to resource allocation?

Preparation is crucial, but it is not performance. The best prepared players who cannot contribute to the team during the game cannot help the team achieve its goal — winning. 

Know the difference between stuff and performance. Stuff can contribute to teamwork, preparation, and clean-up after the game — but it is not performance.

Know why you are on the team. Know your role. Come through for the team. Perform. 

Arnelle Adcock is a partner and president of Brentwood-based Clover Management Group — a team of seasoned professionals who help business owners.  You can reach her at 615-900-0777, aadcock@clovermg.com, or www.clovermg.com.

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