“If you think hiring fast is cheaper than hiring right — think again.”
Mid-market companies live in a tricky zone. You’re no longer a small, scrappy outfit where generalists can carry the load — but you don’t yet have the depth or redundancy of an ASX200.
In this stage, every single hire matters.
One weak performer can stall momentum. But one great performer — an A Player — can tilt the entire business toward growth.
Who Are A Players (and Who Aren’t)?
An A Player isn’t just someone with a polished résumé.
They are high performers who consistently deliver results, elevate those around them, and align deeply with your company’s values and strategy.
They’re multipliers — they don’t just do their job; they make the people around them better.
Brad Smart, author of Topgrading, said it best:
“A Players don’t cost more — they actually cost less, because they are more productive and prevent expensive mis-hires.”
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The Company — Growth Through Capability, Not Headcount
For mid-market firms, growth is often constrained not by capital or opportunity — but by leadership bandwidth and execution capacity.
A Players extend both.
- Faster execution: Projects finish earlier and cleaner.
- Innovation and agility: They spot opportunities others miss.
- Cultural momentum: Excellence is contagious — and so is mediocrity.
Example:
A Brisbane-based construction services company I advised discovered that their top 20% of project managers delivered 80% of profit. By redesigning hiring and onboarding to target more A-calibre PMs, they doubled EBIT in two years — without adding headcount.
Takeaway: A Players multiply momentum. B Players maintain it. C Players kill it.
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Employees — A Players Lift Everyone Around Them
Strong performers don’t just outperform — they raise the bar for everyone else.
- Clarity: They model what “great” looks like.
- Collaboration: They attract other high performers.
- Career growth: Average performers rise or self-select out, creating upward mobility.
Example:
At a mid-sized SaaS company, replacing a chronically underperforming sales leader with an A Player didn’t just lift bookings — it cut voluntary turnover by 30%. Reps finally had a leader worth following.
Takeaway: A Players are culture accelerators.
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Clients — A Players Build Trust and Loyalty
Clients can feel the difference between a B Player and an A Player.
- Consistency: Fewer dropped balls, smoother handoffs.
- Trust: A Players anticipate problems before they hit the client.
- Value creation: They don’t just deliver — they advise, innovate, and elevate outcomes.
Example:
A boutique wealth management firm found that when advisors scored high on cultural fit and proactive service (two A-Player traits), their Net Promoter Score was 25 points higher. The firm now links advisor development directly to A-Player behaviours.
Takeaway: A Players don’t just serve clients — they create advocates.
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How to Build an A Player Organisation
Define “A” for Your Context
Use job scorecards with measurable outcomes (e.g., “Grow recurring revenue by 15% within 12 months”) and cultural attributes (e.g., “Owns mistakes,” “Challenges respectfully”).
Raise the Talent Bar
Don’t hire to fill the seat. One A Player is worth three B Players. Extend your search, use referrals, or engage specialist recruiters if necessary.
Audit Your Team
Use a 9-box grid (Performance × Potential) to identify:
- Current A Players
- B Players who can grow with coaching
- C Players who are holding you back
Protect Your A Players
A Players thrive on autonomy, challenge, and recognition. Don’t bury them in bureaucracy or surround them with mediocrity.
Build Systems, Not Heroics
A Players can carry the team temporarily, but not forever. Involve them in designing scalable systems that elevate everyone’s performance.
Takeaway: Don’t just hire A Players — build a culture that keeps them.
Final Thought — Talent Is the Strategy
For mid-market companies, talent isn’t a line item. It is the strategy.
Hiring A Players pays dividends across every stakeholder group:
- Faster growth for the company
- A more inspiring workplace for employees
- Greater trust and loyalty from clients
Every hiring decision is a decision about your company’s future. Choose A Players, and you don’t just add headcount — you multiply momentum.
Is your team built to scale?
At Strategy & Execution Advisors, we help mid-market companies attract, develop, and retain A Players who drive sustainable growth.
Email tedb@strategyandexecution.com.au for a confidential discussion on upgrading your talent strategy.
A Players don’t just grow your business — they grow everyone in it.
TED BONEL, SCALING UP PRACTITIONER – STRATEGY & EXECUTION BUSINESS ADVISORS
Are you looking to scale your business and execute strategy with clarity and impact? I help CEOs and founders turn big ideas into real-world results, guiding small to mid-market companies through tailored strategic insights that drive growth.
My expertise lies in simplifying complexity – bridging high-level strategic frameworks with the practical realities of running a business. Unlike many consultants who focus solely on theory or execution, I specialise in both—translating strategy into actionable, transformative steps that deliver lasting results.
Ready to build a business that grows without burning you out?
Contact me at tedb@strategyandexecution.com.au to schedule a free 30-minute discovery meeting.
ABOUT STRATEGY & EXECUTION
For over 20 years, Strategy & Execution has supported leaders and organisations in developing and executing winning strategies. We provide expert facilitation, executive education, and hands-on consulting to help businesses refine their strategic direction and implement it effectively.
Using proven methodologies like Scaling Up, E-Myth Mastery, Outthinker, and more, we challenge conventional thinking and equip organisations with the tools to accelerate growth. Our approach is dynamic—combining deep business experience with practical execution. We don’t just advise; we roll up our sleeves and work alongside you to make strategy happen.
If you’re preparing for a strategy development or execution challenge and are committed to creating real value, we’d love to hear from you. Learn more about our work or upcoming workshops
