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MAKE THE CHANGE
Instead of:
Treating every requisition as roughly equal.
Ask:
Which twelve people does next year's plan depend on, and where do they work right now?
EXAMPLE
The hiring plan has 80 openings. Six of them determine whether two major commitments happen on time. The other 74 matter, but those six can change the year.
HOW TO USE IT
Take the annual plan into a meeting with the business owners. Circle the handful of outside hires that unlock major commitments, then give each one a deadline, a market strategy and an executive owner.
SAY IT TO LEADERSHIP
We have 80 roles on the hiring plan, but six of them could decide whether we hit the business plan. I'd like us to manage those six as strategic priorities, with the same attention we give the commitments they support.
NOT TO BE CONFUSED WITH
The Twelve Clause: The Twelve are the people the plan depends on; The Twelve Clause is the planning question that finds them.
