Every spring, the NCAA men’s basketball tournament delivers unforgettable moments—buzzer-beaters, Cinderella stories, and powerhouse performances. But for those paying close attention, March Madness is more than just basketball; it’s a masterclass in pressure, preparation, and execution. For business leaders, the lessons from the tournament floor are as applicable in the boardroom as they are on the hardwood.
March Madness isn’t just another set of games—it’s “tournament time.” You hear that phrase from commentators, coaches, and players and it carries a lot of weight. Unlike the NBA playoffs, where a team can afford a bad night and bounce back, every game in March Madness is do-or-die. One loss, and you’re done, as some good teams (read Clemson!) can attest after last weekend’s games. We’ve already seen some upsets in this year’s tournament, and there will be more to come. The stakes are higher, the pressure is intense, and teams that thrive under those conditions understand two key truths: you can’t take anything—or anyone—for granted and you can’t take ANY possession off.
That’s a lesson that played out in dramatic fashion in one of this year’s most thrilling matchups: the University of Florida Gators versus the two-time defending national champion University of Connecticut Huskies. The Gators, a dominant No. 1 seed, steamrolled their way through the SEC tournament, including a statement win over highly regarded Alabama that showcased their explosive offense as Florida put up more than 100 points. UConn, on the other hand, was chasing history—looking to become the first team to win three consecutive national titles since John Wooden’s legendary UCLA squads of the late ‘60s and early ‘70s. But few outside of Connecticut gave the Huskies much of a chance against Florida’s firepower.
Yet, UConn did what champions do: they refused to play by their opponent’s rules. Instead of letting Florida dictate the tempo, the Huskies slowed the game down, grinding away at the Gators’ offensive rhythm. Despite being nearly a double-digit underdog, UConn had Florida on the ropes. But in the final moments, Florida found a way to close—winning 77-75 in a game that will be remembered for years to come.
All of us should embrace a “tournament time” mindset and know when – and how – to step it up, including during the end of a quarter—like right now at the end of March. The best business leaders know that the final stretch of a quarter, just like the final minutes of a game, is where championships—or quarterly results—are decided. Sales teams make their final pushes. Financial leaders work to ensure every metric looks as strong as possible. The pressure mounts, and execution becomes everything.
Kevin Hallenbeck, a Principal at Sandler—a consulting firm specializing in business development strategies—understands the power of finishing strong. He coaches leaders on what to do at the end of a quarter, stressing the importance of prioritizing pipelines, staying proactive, following up relentlessly, and keeping a positive mindset, no matter how intense the pressure becomes.
“The end of the quarter can be a stressful time, but it’s important to stay positive,” Hallenbeck advises. “A positive attitude can help you overcome any challenges that come your way and stay motivated to achieve your goals. Celebrate small wins along the way and remember that every little bit counts. Working through the end of quarter in sales can be a challenging time, but it can also be an opportunity to finish strong and set yourself up for a successful start in the new quarter.”
That mindset applies as much in business as it does in basketball. When the game—or the quarter—is on the line, preparation, adaptability, and composure separate winners from the rest.
After surviving UConn’s challenge, Florida’s head coach Todd Golden made it clear: his team isn’t done yet. “This is a great win for our program,” Golden told the media. “The time was now for us to take that next step. Again, Florida basketball, back where it belongs. Being in the Sweet 16 is a great step in the right direction.”
That’s a mindset every business leader should embrace. Winning one tough game—or closing one strong quarter—isn’t the end goal. It’s about building momentum, learning from each battle, and being ready to take the next step. Because in business, just like in March Madness, the best teams aren’t just trying to survive. They know it’s tournament time and are playing each possession to win it all.