Discerning real goal from the stated ones

In business competition, there is lot of smoke screen. Goals of firms are described in glorious terms and specifically stated and also owned by them as something great. But the real goals may be far from what is, in fact, declared. Read more: 

Similar in military warfare, goals of companies in business competition have hydra heads. To mislead the opponent Generals in the army describe what they are going for as aims or purposes in the enemy territory? Sometimes they make believe the opponents that operations are going to be underway in specific area with specific configuration. When the operations indeed commence, it is in a different place and a different ballgame altogether.

Firms do the same thing; they disclose unveiling of “Product X” and ready the market for receiving it. Competitors throw their caution to the winds by doing nothing because they are aware of the features and characteristics of Product X which is much similar to the ones they are already selling in the market. Boom! On the launch day Product X is nowhere to be seen. In its place the firm introduces a brand new innovative “Product Y” which has no parallels in the existing market and competitors need fairly long time to produce one that can match the features and functions of this newly introduced Product Y.

Transportation industry is the prime example where players need to have the ability to discern the real goal from the stated ones when faced with tricky business competition. Aircrafts, ships, railways and motor vehicles are key sectors where firms outfox their competitors in unveiling new products, making a big killing in their grossing!

Cheers!

 

Muthu Ashraff Rajulu

Business Strategist

Mobile: + 94 777 265677

E-mail:   cosmicgems@gmail.com

Blog:   Business Strategist

 

Business tactics, horse’s head on the bed

An interesting and at the same time alarming business tactics was showcased in the movie “The Godfather”. That is placing the horse’s head on the bed. This business tactics is used as an effective method to get the opponent to agree to your terms. Details follow:

The legend: In the movie “The Godfather”, Don Corleone as “Capo dei Capi”, meaning boss of all bosses was approached by Johnny Fontane to get the leading role in a movie that is being planned by Jack Woltz. Whereupon the Don sends his enforcer, Luca Brasi to have a chat with Woltz. The latter declines the request. So, Luca Brasi, arranges a horse’s head, that resembles one of the prized possession Woltz has in his stable. Getting up in the morning, Jack Woltz is terrified to see the horse’s head and agrees to go by what Luca Brasi suggested.

The lesson: Placing horse’s head on the bed is a sure fire business tactics that can bend the back of anyone. Seeing blood spluttered on the bed is frightening not to mention as a bad omen starting the day; to add to this is the grief of loss of your own horse.

The use: There are three ways this business tactics can be put into action:

1. In a lopsided business negotiation, where your chips are down forcing the counter party to give unwillingly what he does not want to give at all

2. In intense high stake business negotiation where the counter party is left with few moves that are advantageous to him, sweetening the deal on offer to place him at a point where he could either accept and play ball or refuse and incur colossal loss 

3. In broader business competition canvass, bringing the opponents into pragmatic compromise where both you and other parties stand to gain across the board!

Cheers!

Muthu Ashraff Rajulu

Business Strategist

Mobile: + 94 777 265677

E-mail:   cosmicgems@gmail.com

Blog:   Business Strategist

 

Get right business Intelligence, never mind the cost

Alice in wonderland comes to mind when firms go for strategy formulation without adequate knowledge of the market, products and participants operating therein. Getting the right business intelligence is a definite must for charting business strategy although it costs more. Few tips:

1.  Whether you are a novice or hardened business strategist, one thing is certain, that is, you have inadequate knowledge of the business competition and the players who are there. Two items are damned important: capacity of the opponent in terms of tools they have in products, processes and assets in the form of edge technology, finance and human resources. The second one relates to the capability of the company as a whole in general terms and especially by the key personnel who give the flip in getting business strategy implemented seamlessly in co-ordinated and integrated manner.

2. Getting right business intelligence is easily said than done. It costs a lot of money. There are two types of intelligence. One is the information part of it and the second is intelligence part of it. The former is readily available in public domain for scooping in from market surveys. Intelligence lies much deeper. Here what one easily surmises is the tip of the iceberg. About 80% of unknowns lies below the surface. Getting it could turn out to be either legally permissible or that borders on illegal methods. When the latter happens it is simply dubbed as industrial or corporate espionage. 

3. Sun Tzu has this to say: “Thus what enables the wise sovereign and the good general to strike and conquer and to achieve things beyond the reach of ordinary men is foreknowledge”. In practice the foreknowledge consists both business information and espionage. However the itch is this involves grey zone operation and also outlay of large quantum of money. 

4. Sun Tzu further affirms: “To fail to know the condition of opponents because of reluctance to give rewards for intelligence is uncharitable of a military leader”. Understandably, business intelligence must be obtained employing internal personnel or by engaging external personnel. Once again there is a thin line between what is legally permissible and what is in the grey zone of legality. Finally, it is the money that speaks! 

Cheers!

Muthu Ashraff Rajulu

Business Strategist

Mobile: + 94 777 265677

E-mail:   cosmicgems@gmail.com

Blog:   Business Strategist