Being Smart About “Work Smarter, Not Harder”

Coined in the 1930s by Allen F. Morgenstern, an industrial engineer, the expression “work smarter, not harder” has been at the center of nearly every productivity enhancement model ever since. It has the force of gospel. And who can argue with it?

Now, of course every software salesman and every business consultant wants you to think that “working smarter” will happen naturally as soon as you buy their solution. You need a “system”, you need a plan, you need a consultant to be your spirit guide. And without doubt, there’s much good which can come from software, systems, and consultations. But sometimes it’s a good idea to get some wheels on the car before you tweak the engine.

“Working smarter” means a different thing for each of us. There is no “one size fits all”, out-of-the-box solution. So before we get too excited about working smarter, it helps to understand what “working smarter” means for each of us.

Remember that the Principle of Alignment says that outcomes are optimized when the professional’s unique giftedness aligns perfectly with the client’s unique needs. So working smarter has to begin with a clear understanding of your own giftedness and a clear understanding of your client’s needs.

To put it another way, how can we begin to work smarter if we aren’t clear about our own giftings, that is, the stuff we do better than just about anyone else. And how can we work smarter unless we are crystal clear about the unique and nuanced needs of our clients?

Not surprisingly, those professionals who know themselves and their giftings very, very well, and who have a keen understanding of their clients and the clients' specific needs are the professionals who do best financially, have the most satisfaction, and who practice most safely.

And that sounds a lot like working very, very smart.

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