I was coaching Fred last week, a senior executive contemplating the next phase of his career. “I want to work less and make more,” he admitted. “But I don’t know how to focus on what truly matters.”
Like many leaders, Fred was spreading himself too thin, mistaking busyness for progress. I shared a familiar concept that’s been emphasized by authors like Greg McKeown in Essentialism and others: the 80/20 rule, also known as the Pareto Principle. It suggests that 80% of your results come from just 20% of your activities.
But then I offered my own variation, something I’ve seen play out time and again with the leaders I coach: What if 40% of your activities are actually producing 96% of your results? That shift in thinking piqued Fred’s interest.
To help him gain clarity, I asked him to envision his future. “Imagine yourself ten years from now. What will truly matter? What will you be proud to have accomplished?” David took time to reflect. He thought about his children entering adulthood, his legacy in the business world, and the personal milestones he wanted to achieve. He realized he had been prioritizing tasks that didn’t align with what he valued most.
“That’s a powerful exercise,” he said. “But how do I apply it to my work now?”
“Start with the 80/20 rule,” I told him. “The top 20% of your activities generate 80% of your results. Then, take it further—identify the next 20%, which gives you 80% of what remains. That means 40% of your activities are producing 96% of your results. The key is knowing what those are.”
David spent the next week tracking his time and evaluating what truly moved the needle. When we met again, he had a revelation. “I’ve been spending too much time on things that don’t matter,” he admitted. “When I focused on my top 40%, I worked fewer hours but achieved more. And I actually feel more energized.”
Beyond work, David also identified his personal essentials. For him, that included mentoring young leaders, strengthening family relationships, and supporting a cause close to his heart—fundraising for Alzheimer’s disease research. He realized that by focusing on his essentials, he could make a more meaningful impact.
A few months later, David’s transformation was evident. He was working with greater intention, spending more time on what truly mattered, and seeing the results in both his career and personal life. “This process changed everything,” he told me. “I finally feel like I’m building a life, not just a career.”
David’s journey is a testament to the power of essentialism. When leaders get clear on their top priorities and align their actions accordingly, they don’t just work smarter—they create a lasting impact.