When Professionals Have to Lead: A New Model for High Performance

8

The Essential B Player

The Heart and Soul of an Organization

In professional service firms today, A players demand attention, players look for anchors of security, and solid, B-class professionals are often overlooked and underappreciated.¹ If the A players comprise the top 10 percent of a firm’s professionals and its C players comprise the bottom 15 percent, then, by definition, a firm’s B players comprise 70 to 75 percent of its professionals. All firms, including those in the top tier, have a large majority of B players who are often the heart and soul of the organization. Consider how much time, attention, and effort you are devoting to the great majority of your professionals—the solid middle. If your B players are mediocre, your firm ...