Choosing the infinite game

Ted, on the other hand, had a larger vision. He wanted to build the premier financial advisory firm in his community. To do so, he had to change tactics because his success to that point had been based upon playing what we call the Finite Game, where the objective is to leverage individual unique ability. Ted needed to change to the Infinite Game, where the objective is to leverage not only one’s own unique ability, but also the unique abilities of a myriad of people inside and outside the organization.

Fortunately, Ted’s prior experience as a successful basketball player and coach enabled him to recognize what was required to build an effective team. When playing the Finite Game, Ted worked with two assistants whose responsibility was to ensure he could focus on his unique ability through maximizing his time interacting with clients and prospects. As a relationship specialist, Ted’s gift was his ability to earn the trust of his clients.

In the Infinite Game, however, the objective is to leverage the capabilities of all the team members. As a player/coach, Ted has a dual responsibility. He is a star player and a coach who is responsible for the overall success of the team. Ted realized he would have to attract other advisors if he wanted to build a multimillion-dollar business. In addition, he would need qualified staff that could perform specialized functions, such as marketing coordinator or analyst. He needed an organizational structure that defined the roles, role relationships, accountabilities and authorities of each person on the team.

Working with Ted, we helped him define his business, set objectives and develop the strategies for building his enterprise. The good news is that he has successfully made the transition from player to coach.