Want to Win? Be Who You Need to Be, Not Who You Want to Be

This past weekend, I was out in Washington DC at an event with one of the highest-rated, fastest-growing physical therapy companies in the country. They opened the books for everyone and did a deep dive into their processes. It was one of those no-secrets sessions where you get to see exactly how a top-performing team runs the show.

One of the presenters said something that’s been echoing in my mind since: “If you want to win, you’re going to have to be who you need to be, not who you want to be.” 

And that right there sums up the life of an entrepreneur and operator.

The “Need to Be” Mindset

Here’s the thing. I don’t necessarily want to spend 10 hours a day in a clinic, grinding through two straight days with no breaks. This team I visited? They ran at a crazy pace. But I go to events like this because I know that, at this stage, it’s my responsibility to be the person my team needs me to be, not necessarily who I want to be.

Sometimes, who you want to be and who you need to be line up perfectly. Other times, they’re on opposite ends of the spectrum. The key to building a successful business? Getting yourself to show up and do the things that feel miles away from what you want to be doing.

Boots on the Ground: The Operations Phase

For us, this year has been all about operations – the unglamorous, boots-on-the-ground work that makes everything else run smoothly. We’ve been knee-deep in an EMR transition, revamping marketing, onboarding and training new hires – not exactly the fun stuff. But it’s the foundation that lets us grow sustainably.

I thrive when I’m in a visionary role, with plenty of freedom to create and explore new ideas. And the more I’ve shifted to a “maker’s schedule” – a concept Paul Graham writes about, where you have uninterrupted blocks of time to do deep work – the less I want to get back into a manager’s schedule full of meetings, follow-ups, and back-to-back tasks.

But here’s the hard truth: it’s not about what I want to do. It’s about what I need to do. At this point, the company needs me to be in operations mode, so that’s where I’m going to be.

Embracing the Uncomfortable: The Real Key to Growth

This mindset – putting yourself in uncomfortable positions, doing what needs to be done instead of what you’d rather be doing – is essential for growth. You can read every business book out there, attend every seminar, but until you’re willing to dive into the stuff you’d rather avoid, the growth just won’t come.

So, if you’re building something, ask yourself: Are you willing to be who you need to be for your team, even if it’s not who you want to be at the moment? Are you willing to trade comfort for the chance to level up? If the answer is yes, you’re on the right path. Just know that the path might be filled with late nights, spreadsheets, and way too much time spent in operations meetings.

At the end of the day, that’s what separates those who succeed from those who just want to succeed.

Talk soon,

Zach