When Traction Becomes Friction
Your Business Operating System creates traction, but if the goals are uncertain you need agility to know you are headed the right way, not just faster.
Click image to open full size Why the “professional management” playbook needs a dose of empiricism.
Many leaders install a Business Operating System (BOS)—such as EOS, Scaling Up, or OKRs — and achieve significant improvements in execution discipline and traction across their organization. They set annual goals, break them into quarterly “Rocks,” and execute on them.
Many leaders are discovering that there’s an essential nuance to what this execution looks like. Many of the goals they’re pursuing are full of complexity, uncertainty, volatility and ambiguity. Following the plan can lead to a situation where “the surgery succeeded, and the patient died”. The project is “successful,” but it didn’t “move the needle”.
So what’s the alternative to following the plan? Responding to Change. This is what we mean by agility: aligning on a strategic goal and executing it with the ability to sense what is really going on and respond quickly.
The earlier you sense, the faster you respond, the less energy and time you waste going down the wrong path. It’s almost like a cheat code to tilt the odds in your favor.
If a BOS provides the discipline to march, Agility delivers the intelligence to know if you’re marching off a cliff. Here is how to upgrade your BOS from a static reporting tool to a dynamic innovation engine.
1. From “Accountability” to “Empiricism.”
A BOS effectively solves the “who will do what, by when” problem. This creates accountability. But in complex environments—whether you are restructuring a sales channel, changing a compensation model, or mandating a return to office—doing what you said you would do isn’t enough if the assumption behind the task was wrong.
The Agile Upgrade: Don’t use your Weekly L10 or Management Meetings to check off tasks (“Did you send the RTO memo?”). Use them to review evidence.
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Traditional BOS (Output): “I sent the ‘Return to Office’ policy update to the whole company.” (Task Complete).
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Agile BOS (Outcome): “We piloted ‘Anchor Wednesdays’ with the Finance team. Productivity remained flat, but employee NPS dropped 20 points. We should pause the wider rollout and interview the team.” (Learning).
This shifts the culture from compliance (“I did my job”) to learning (“We tested the policy, and it needs work”). You still maintain the meeting discipline, but the content shifts from status updates to hypothesis testing.
2. Treat “Rocks” as Bets, Not Contracts
In many operating systems, quarterly priorities are treated as set in stone. The goal is “Green” or “Red” based on completion. This creates a perverse incentive: teams will execute a bad idea just to get a “Green” score.
The Agile Upgrade: Frame your quarterly goals as Hypotheses or Target Conditions.
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Instead of: “Roll out the new subscription pricing model to all clients.”
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Try: “Validate that 20% of renewals will accept the subscription uplift without churning.”
This allows the “How” to change while keeping the “Why” aligned.
Real-World Example: The “Recurring Revenue” Play A typical business move is shifting a service business from one-off projects (lumpy revenue) to retainers (predictable revenue).
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The Traditional BOS Way: The “Rock” is “Launch Retainer Model.” The team spends 90 days rewriting contracts, updating the CRM, and training sales. They launch in Q2. Clients balk at the price. The quarter is wasted.
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The Agile Way: The “Rock” is “Validate the Retainer Value Proposition.”
3. Organize Around Value Streams, Not Just “Seats.”
Standard operating systems love an Org Chart. They ask, “Do we have the right person in the right seat?” (e.g., VP of Sales, VP of Ops). But when you are trying to enter a new market or fix channel conflict, functional silos kill speed. Legal blames Sales for bad terms; Ops blames Sales for impossible delivery dates.
The Agile Upgrade: Don’t just ask “Who sits where?” Ask “How do we deliver value to this new segment?”
You likely need a cross-functional team—what we call a Value Stream Team—that cuts across the silos.
Real-World Example: Entering a New Market. Let’s say you acquired a generalist HVAC services company and want to attack the specialized “Medical Facilities” market.
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The Silo Way: Marketing buys a list. Sales cold calls. Ops waits for a signed contract. When a deal finally lands, Ops realizes they lack the certifications to service a hospital. The deal dies.
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The Agile Way: Create a “Medical Vertical Squad.”
Where a BOS alone falls short
A Business Operating System is necessary. It replaces the founder’s “fragile, personality-driven model” with a professional chassis.
But if you stop there, you risk building a bureaucracy that is efficient at doing the wrong things.
If this is your challenge, see Create a Business-level Operating System leveraging Agility and Portfolio Agility.
Practical thinking on turning AI pilots, adoption, and portfolio work into business impact - by finding the constraint, changing the work, and proving value as you go.
Yuval Yeret helps product and tech leaders move from agile theater to evidence-informed delivery. Work with Yuval →
