The Essence of an Operator

How individuals at great companies see their roles.

I had the pleasure of speaking to a thriving tech company in the heartland. Picture this: a garage startup that’s blossomed into a safety industry powerhouse, flush with over $100M in funding, and more momentum than a runaway freight train. It’s the kind of success story that makes Silicon Valley types and the PE’s that passed on the early rounds choke on their kombucha.

The Growth Conundrum

Now, this company finds itself at that classic inflection point — you know, the one where you’ve outgrown your favorite hoodie but aren’t quite ready for a three-piece suit. They’re profitable, customers adore them, and there’s an energy in the air that feels like a mix of a tech conference and a rock concert. But the million-dollar question (or in this case, the hundred-million-dollar question) is: How do they keep this rocket ship soaring?

Leadership: The Secret Sauce

First things first, leadership is key. As the great Vince Lombardi once said, “Leaders aren’t born, they are made. And they are made just like anything else, through hard work.” This company seems to have cracked that code, but like a championship football team, they’ll need to keep recruiting top talent and developing their people.

The Operator Mindset: Where the Magic Happens

But here’s where it gets interesting. The real differentiator between good companies and great ones often lies in the mindset of their people — those lovingly dubbed “individual contributors” (because “cogs in the machine” didn’t test well with focus groups).

Enter the concept of the “Operator” — not the person who connects your calls, but the action-oriented dynamo who turns big ideas into tangible results. These are the folks who embody the spirit of Theodore Roosevelt’s famous quote: “Do what you can, with what you have, where you are.” They are able to overcome setbacks and manage their personal and professional adversity, that everyone experiences from time to time. Resilient and adaptable are key traits of the operator. In their path to getting things done, setbacks are expected and dealt with, thereby giving them their best chances to achieve their goals.

The Essence of an Operator: A Call to Action

To illustrate this point, let me share a funny yet poignant video by Chris Williamson that captures the “Essence of an Operator.” It should be part of a masterclass in how we should think about our roles.

“Thinking about the thing, isn’t doing the thing”

“Mentally preparing to do the thing, isn’t doing the thing.”

“Scheduling time to do the thing, isn’t doing the thing.”

“Making a to-do list to do the thing, isn’t doing the thing.”

“Telling others about plans to do the thing, isn’t doing the thing.”

“Meeting about the thing, isn’t doing the thing.”

“Researching how to do the thing, isn’t doing the thing”

“Sharing your intentions with colleagues about doing the thing, isn’t doing the thing.”

“THE ONLY THING THAT IS DOING THE THING, IS DOING THE THING.”

The Call to Action

The message here isn’t to abandon planning altogether — that’s a recipe for chaos. Instead, it’s about adopting an operator’s mindset . It’s about rolling up your sleeves and diving in, even when you don’t have all the answers. As Reid Hoffman, co-founder of LinkedIn, famously said, “If you are not embarrassed by the first version of your product, you’ve launched too late.”

Things will always be harder and take longer than expected. But by acting and doing the work, you uncover insights that no amount of planning could reveal. It’s like trying to learn to swim by reading a book — at some point, you’ve got to get wet.

Wrapping Up

So, to all you aspiring operators out there, remember, thinking about writing a weekly newsletter isn’t the same as actually writing one. (Trust me, I know.) The next time you find yourself in a planning spiral, take a deep breath, channel your inner operator, and just start doing. You might be surprised at what you accomplish and what you reveal to yourself.

And to that Midwest tech company on the rise: keep that operator spirit alive. It’s what got you out of the garage, and it’s what will propel you to the stars. I hope the next time I see will be at your pre-IPO party. Godspeed.

Thank you for reading,

Chris

You can order my new book 8 Steps to Overcoming Adversity here.

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Chris Greco is a dedicated father, husband, and CEO known for his faith, underdog grit, and perseverance. His boundless energy and core values approach have been instrumental in uniting organizations to achieve goals that once seemed unattainable.

Beyond his professional achievements, Chris serves as a Board Director, advisor to growth-stage companies, volunteer, and keynote speaker. He resides in Kansas City with his wife, two children, and their rescue dog.