Bill Canady explains why a VP spending 30% of her week on low-value accounts still isn't available for new work. Occupied time isn't the same as available capacity. Confusing the two leads to failed initiatives or burned-out staff.
One last piece, and this is the one that determines whether any of this turns into money. Say your VP of quality tells you she spends 30% of her week on bottom quartile accounts. The instinct, the instinct is to think, excellent, I have 30% of a quality VP available to redeploy. Well, you don't. She's not 30% available. She's 30% occupied. It's different. Now, this is not a word game. It's the difference between a plan that works and a plan that produces exhaustion.
