What is the Difference Between Force Multipliers and Integrators?

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If you’re an entrepreneur or building a career in an entrepreneurial environment, then you have likely come across the terms Force Multiplier and Integrator. While these roles are similar, in that they both work closely with a Visionary leader, they are not interchangeable. There are some key differences that are helpful to explore whether you are planning on making a hire for your business or thinking about what career path might be the right one for you. Let’s dive in.?

What is an Integrator??

The term Integrator is part of the Entrepreneurial Operating System (EOS) developed by Gino Wickman and is a key component of the book Rocket Fuel: The One Essential Combination That Will Get Your More of What You Want From Your Business.?

According to Rocket Fuel, “An Integrator is a person who has the unique ability to harmoniously integrate the major functions of the business, run the organization, and manage the day-to-day issues that arise. The Integrator is the glue that holds the people, processes, systems, priorities, and strategy of the company together.” You most often see the role with the title of president, COO , or general manager. And yes, sometimes Chief of Staff (more on that later).?

An Integrator’s common role responsibilities include:

• Driving operational results to maximize the effectiveness of the company
• Managing the day-to-day operations of the business and ensuring the business plan is executed
• Ensuring the P&L results are achieved?
• Leading and holding leadership team accountable?
• Integrating the major functions of the business – sales & marketing, operations, and finance & admin
• Facilitating communication, identifies and resolves issues, & leads implementation of solutions

What is a Force Multiplier??

I developed the term Force Multiplier to explain the right-hand, strategic partnership to a leader . I further explored the concept in a book I co-authored with founder and entrepreneur, Adam Hergenrother, The Founder & The Force Multiplier: How Entrepreneurs and Executive Assistants Achieve More Together .?

We define a Force Multiplier as a person who serves as the right-hand, strategic business partner to a Principal ensuring their objectives, goals, and vision are organized, communicated, delegated, and executed.?

You will often see Force Multipliers with the title of Executive Assistant, Executive Business Partner, Founder’s Associate. Yup, the title of Chief of Staff can show up here too (and it’s where I prefer to categorize the role, even though a Chief of Staff and Executive Assistant serve different functions as Force Multipliers ).?

A Force Multiplier’s common role responsibilities include:

• Providing strategic and tactical support to a Principal?
• Maximizing the effectiveness of a Principal by managing the rhythm of the business, providing extensive meeting prep and briefings, managing communication, tracking projects and deliverables, and ensuring the Principal’s agenda is implemented?
• Leading special projects on behalf of the Principal?
• Creating and leading the implementation of policies and processes for the “Office of the CEO”?

Is a Chief of Staff a Force Multiplier or an Integrator??

While it is possible that a Chief of Staff serves in an Integrator role, in my opinion, they are more of a Force Multiplier.?

I like to model the Chief of Staff role after that of the White House Chief of Staff. An Integrator is considered the #2 Leader, the “second in command” in the company. Which is not true for a Chief of Staff role. In the White House scenario, the “second in command” is the Vice President. And both the Vice President and President have their own Chief of Staff, their own Force Multiplier.?

Yes, a Chief of Staff absolutely integrates the leader’s vision into the larger organization or, in this case, with the White House staff and stakeholders. But, they are not truly the “second in command.” They act as an extension of the President, Vice President, CEO, or Visionary to ensure their agenda is carried out.?

As the #2 leader, an Integrator enjoys handling the day-to-day running of a business. On the other hand, your typical Visionary leader wants nothing to do with the business minutia and would prefer to focus on new ideas, important relationships, and the strategic vision. And, consequently, I have found that Force Multipliers (while operationally minded) also prefer to be working in tandem with the leader, assisting them with their vision, rather than running the day to day.?

For these reasons, I believe a Chief of Staff is a Force Multiplier rather than an Integrator. Though, as you can see, there is certainly room for the Chief of Staff to flex between Force Multiplier and Integrator depending on the organizational structure and the leader.?

What is the Difference Between Integrators and Force Multipliers?

These two roles do have a lot of similarities, especially when we think about the Chief of Staff role. However, here are some key differences.

• An Integrator is focused on the company first. A Force Multiplier is focused on the Principal first (hence why I like to put the Chief of Staff into the Force Multiplier category).?
• A Force Multiplier would not have a Force Multiplier or Integrator reporting to them. An Integrator can (and often should) have their own Force Multiplier.?
• An Integrator is concerned with creating and running the day-to-day operational structure, staffing, and resource allocation to fulfill the Visionary’s and company’s objectives. A Force Multiplier is concerned with helping to create and run the Principal’s agenda in order to maximize their effectiveness throughout the organization (liaising with an Integrator as needed).?
• An Integrator is the “second in command.” A Force Multiplier is an extension of the commander in chief.?

While leaders, Integrators, and Force Multipliers all work closely together to build and run a business, they don’t all need to be hired right away. As a the Visionary of the company, I would hire in this order:

1. Executive Assistant (Force Multiplier)?
2. COO (Integrator) – Who would then build their team of Sales & Marketing, Operations, and Finance & Admin as needed. The company could run with this structure for some time (and even in perpetuity), depending on the size, complexity, and growth goals of the organization.
3. Chief of Staff (Force Multiplier)

Here’s a very simple organizational chart to illustrate the Integrator and Force Multiplier positions in relation to the Visionary leader and the rest of the company.?

Force Multipliers and Integrators are integral members of a well-functioning, growth-minded organization. And while there can certainly be overlap between Integrators and Force Multipliers, particularly in small businesses, ultimately, they serve different functions within an organization. It’s important to understand exactly who you are looking to hire or where you want to grow in your career in order to truly thrive.?

Are you an Integrator or a Force Multiplier??