Benjamin Zander is the conductor of the Boston Philharmonic Orchestra and is also a popular performer on the business speaking circuit. During his lectures he draws parallels between his role as a conductor and the leader’s role in business. One concept he describes is the idea of “getting an ‘A’ grade”. Imagine you are a leader. You can use this approach when working with people in a team. Let’s explore how it works in practice.

1) You can agree with the person on the ‘A’ grade.

Benjamin tutors hundreds of students who travel from around the world to pursue their musical studies in America. They are often financially supported by families who have saved to provide the necessary funding. Naturally enough, the students feel nervous on their first day in college. Anxious not to disappoint their parents, they are worried about passing their final exams. Benjamin greets the assembled students by saying something like:

“Let me put your minds at rest. You already have an ‘A’ grade. But this is dependant on several things. First, write me a letter dated May next year - the end of your time in college - titled ‘My ‘A’ Grade’. Imagine you are writing the letter after completing the course. Start with the words: ‘The reason I deserve an ‘A’ Grade is because I have done the following things over the last year: ____ ’ Describe the specific things you will have done to deserve the ‘A’ Grade. Second, you and I will meet to discuss your proposed ‘achievements’ and whether these deserve an ‘A’. If not, we will agree what you must do to get your desired grade. Third, it is then up to you to reach the agreed grade.”

The ‘A’ Grade approach is used by some companies in their performance management systems. The team member and manager agree upfront on the grade the person wants to achieve over the year. They clarify the required outcomes and, providing the person reaches these goals, they get the agreed grade. People know where they stand and find this to be a fair approach to performance management.

My ‘A’ Grade

The date is: ________________

The reasons why I believe I deserve an ‘A’ grade for my work
in the past year is because I have done the following things:

*

*

*

2) You can review the person’s progress towards achieving the ‘A’ grade.

The music student - or team member - throws themselves into working towards achieving their goals. How to help them to keep on track? One approach is to have regular tutorial - or meetings - where the person evaluates their own progress. If you are the leader, for example, the team member can meet with you to report:

My ‘A’ Grade: Review

The specific things I have done so far
towards achieving the ‘A’ grade have been:

*

*

*

The specific things I must do in the next x
months to make sure I achieve the ‘A’ grade are:

*

*

*

3) You can clarify whether the person has achieved the ‘A’ grade.

Achieving the agreed goals can be stretching but rewarding - especially if the initial contracting has been done properly. This is vital if people are to fulfil their potential.

Darren, the Youth Academy Director of a Premiership football club, continually challenged his young players to achieve an ‘A’ grade. Sitting down with each one at the start of the season, he invited them to set their personal goals. Terry, a star forward, believed that scoring 20 goals would warrant the top prize, but Dave thought otherwise. “You are one of the most influential players in the team,” he said, “and that brings responsibilities. Citing the old story about what Phil Jackson, the basketball coach, said to his star player Michael Jordan, he said:

“It is not enough for you to play well. Great players help others to achieve success. Frequently you criticise other players and have a bad influence on the team. You will only get an ‘A’ - and your contract renewed - if you help other players to reach their goals. Is that something you would like to achieve?”

Terry agreed and - after one further stiff ultimatum from Darren - hit his goals target and became a better team member. After graduating from the Academy, however, he fell back into old habits. Drifting from club to club, he finally got his career back on track in his mid-twenties after seeking help from his old mentor. Terry again responded well when Darren challenged him to set stretching goals. This time it was more along the lines of: “How do you want to be remembered - as a Premiership player or as the captain of a non-league team?”

Applying the ‘A’ Grade approach is not a soft option. Employed properly, it can help a person to take big strides towards fulfilling their potential. You can learn more about Benjamin’s work at:

http://www.benjaminzander.com/