In the past week, my conversation with a business owner was about taking on new team members to help him better manage the ever expanding growth in the business.

The business owner believed that members of the team were either money earners or money burners.  In order to help the business owner manage the ongoing growth of the business any new team members must be money earners.  There was no room on the team for money burners.

When I explored this further, it became clear the business owner was stressed and feeling overwhelmed by the present workload.  The two new members were intended to assist with that workload such that the business owner could go out and do what he did best…build relationships with clients to win new business.

The business owner and I agreed the new team members would increase the wages cost to the business. However, the new team members were there not to generate income for the business.  They were there to make sure the business was run efficiently and effectively such that projects were delivered on time and on budget.

The new team members would free up the business owner to go out to visit customers and generate new business.  As a result, he is free to use his skills to add the greatest value to the business.