“Showing up on time, following procedures and completing assignments are the prescribed duties,” I said. “If Andre can’t deliver those, he can’t be on the team.”

Ruben nodded his head.

“But meeting the prescribed tasks, does not mean he is doing a great job, or even a good job,” I continued. “So let’s talk about the discretionary part of his job, which is the real work.”

“The discretionary part?” Ruben looked puzzled.

I nodded. “The discretionary part. Look, Ruben, what is work?”

“What kind of question is that?” he replied.

“It’s a very important question. You could say that work is showing up on time, following procedures and completing assignments, but that would lead us down the wrong path.” Ruben stared at me, not blinking. “Being effective has to do with the discretionary part of your job.”

“I’m not sure I understand the discretionary part.”

“Discretion has to do with the decisions that Andre has to make.”

“But Andre doesn’t make decisions, he just has to do his job,” Ruben gently replied.