Championship basketball player and coach Steve Kerr knows what it takes to win in the final minutes: “The fourth quarter isn’t about who’s the most talented. It’s about who’s the toughest and who stays disciplined when it’s hardest.” The same is true for enterprise companies in Q4. The pressure rises, employees are gassed, and the entire organization must dig deep, stay poised, and finish the job of meeting and exceeding targets. 

As any coach or player will tell you, fourth-quarter success requires both relentless execution and constant communication. Winning basketball teams offer business leaders several tactics for adapting to Q4 and closing out the year strong:

1. Disciplined execution: In quarters 1-3, basketball teams and businesses tend to play more freely, with a faster pace and looser execution. Mistakes can be corrected later, so there’s room for experimentation and risk-taking. In Q4, it’s essential to minimize mistakes and value each opportunity you get – to focus on executing and putting points on the board. 
2. Adjusting to fatigue: Earlier in the game, key players can find opportunities to rest to ensure they have the energy needed to finish strong. But Q4 is when mental and physical fatigue sets in. Coaches must be more connected with their teams and even better at motivating their players to achieve immediate results. Q4 is about maintaining intensity when tired.
3. Timeouts and clock management: In the earlier quarters, coaches use timeouts for rest, resetting the game plan, or stopping a skid in performance. In the fourth quarter, timeouts are used more strategically – to set up crucial plays, regroup, and manage the game clock to maximize the final possessions.
4. Star players step up: In crunch time, teams rely heavily on their star players to make key plays. Whether it’s scoring themselves or facilitating for others, teams put the ball in the hands of their stars or go-to players, trusting them to create shots and score in the most critical moments.

For many leaders or managers, winning or losing the year will be determined in the next 10 weeks. Now is the time to 1) intensify the focus on discipline, 2) inspire your people to fight through fatigue, 3) know when to call a timeout from the pressure to reset and regroup, and 4) put the spotlight on your stars and empower them to produce. 

“In crunch time, communication is everything. If we’re not talking, we’re not connected as a team,” says legendary NBA Coach Greg Popovich. Communication creates connection. And leaders and managers intent on winning in Q4 would be wise to heed his words. The better your communication, the better your Q4 performance – it’s that simple.