The ceo of a large construction company once told me that business is easy to understand: There are only three parts; Get work (sales), Do work (production), and keeping score (do you make money?).

I have shared that concept with numerous clients over the years, and while it is easy to grasp, the balance between get work and do work is always challenging. Sometimes, you have too much capacity and not enough sales. Other times, the sales are pouring in and the do work folks can’t keep, risking poor quality and customer relations.