Understanding the art of competition

Sun Tzu cautions: “Do not repeat the tactics that have gained you one victory, but let your methods be regulated by the infinite variety of circumstance”. 

By way of this aphorism Sun Tzu implies that by knowing the previous tactics applied successfully, incoming opponent adjusts his position and would be prepared for the way,  any campaign be played out. 

Putting this counsel on the business manoeuvre track, a firm must be well-tuned to take on the market and the competitors therein in every conceivable move to beat or best them. Firm must appraise its marketing staff of the unfolding situation and the full spectrum offence and defence postures they should adopt in order to compete in the market.

Sun Tzu explains further: “He who can modify his tactics in relation to his opponent and thereby succeed in winning, may be called heaven born captain”.

Hence the art of competition takes into consideration the market place in two ways: fluid meaning there is no constant shape and flux meaning opponents flow in and flow out. Just understanding the market alone is not sufficient. The big issue is understanding each and every opponent and his dynamics. To begin with firm must learn about two competitors: one is just above the firm in terms of market share and the other just below it. This supreme tactics is known as proximity analysis.

Once you know the opponents in close proximity you come to know their business manoeuvre and can be ready to face both in different styles. You play hard ball with the guy above you and play the soft ball with the guy below. Interestingly, if you play the hand well with each of these opponents, no matter what they attempt as business manoeuvre you will emerge on top of the situation. Simply because, you know the specific characteristics of both of them and their paly enabling you to have apt response ready and delivered in timely fashion.

A winning firm therefore must never repeat the same tactics and must always calibrate response in relation to the particular opponent in a fluid and flux market! 

 

Cheers! 

 

Muthu Ashraff Rajulu

Business Strategist

Mobile: + 94 777 265677

E-mail:   cosmicgems@gmail.com

Blog:   Business Strategist