Avoiding The “Gap” Trap

A client once told me the best business advice he ever received: run a business that impresses your accountant, not your spouse. 

In the pursuit of business excellence, it’s easy to get caught up in chasing bold visions, ambitious ideals and sexy product lines. But too often, we forget the fundamentals—making more money than we spend. 

The real power lies in building consistent discipline around daily habits and incremental progress. 

After all, success doesn't come from occasional grand gestures; it emerges from small, intentional actions executed consistently over time. 

As author James Clear explains in "Atomic Habits," lasting results stem from incremental improvements that compound continuously.

The Power of Process

Consider elite athletes like Tom Brady, who often speak of falling in love with the “process.” Brady’s process involved a rigorous system of mental preparation, physical conditioning and disciplined routines. 

He understood that while he couldn’t control game outcomes directly, he could meticulously control his daily habits and preparation. 

This approach maximized his chances of success. His seven Super Bowl victories are a testament to the power of consistent adherence to a disciplined, habit-driven system.

Avoiding “The Gap” Trap

Even highly driven businesses can fall into what author and business coach Dan Sullivan describes as “the gap” in his book, "The Gap and the Gain." Sullivan explains that many measure success by comparing their current state to an ideal vision rather than celebrating tangible progress made. 

For instance, a company might agonize over not being No. 1 in aircraft charter sales while failing to celebrate progress made moving from No. 10 to No. 4. 

Measuring success by this "gap" creates frustration, impatience and dissatisfaction—not just for leaders but also for employees. And who wants to work for a boss where nothing is ever good enough?

Focus on “The Gain”

Businesses thrive when leaders shift their focus to "the gain." This means celebrating real achievements and recognizing incremental advancements from their starting points. Those who adopt this mindset foster motivation, buy-in and a deeper sense of fulfillment among their teams.

To embed this perspective into your business, I recommend adopting a structured system that balances your aspirational goals with practical steps toward progress. 

A comprehensive approach will ensure that both milestones and long-term objectives are celebrated and achieved.

Building a System for Success

The most effective way to integrate this mindset is by implementing tools like:

• Accountability Charts: Clearly define roles so everyone understands their responsibilities without ambiguity.
  
  
• Structured Weekly Meetings: Maintain focus and alignment while reinforcing habit-driven behaviors through regular feedback loops.
  
  
• Quarterly Goal-Setting Sessions: Balance aspirational vision with measurable benchmarks to emphasize genuine progress and gains.
  

These tools create clarity, remove ambiguity and reinforce accountability across your organization. Structured weekly meetings will also help you stay aligned on priorities, while quarterly sessions ensure you’re celebrating achievements along the way—not just chasing perfection.

Progress Over Perfection

Integrating these principles fosters an environment of continuous improvement and sustainable growth—where progress is prioritized over perfection. 

By focusing on gains rather than gaps, you’ll not only impress your accountant but also earn the admiration of your spouse. And your team will thank you, too!