Business warfare, dealing with two enemies

When you have two enemies gunning for you at one and the same time it is definitely a moment for despair. But take heart there is some light at the end of the tunnel. You can switch one enemy for another and play havoc at their respective operational camps. Here I spill the beans:

First and foremost ascertain whether both of your opponents in the market place share the same level of hatred towards your firm. Perception matters a lot for you and for your opponents. There could be a chance one of them might not think or perceive you in the same vein the other does. Here are two rules of thumb:

First rule of thumb:  Corner the one who appears to be weak. Begin a counter marketing blitz especially focused on his mainstay in terms of product or particular technology. Watch the response of the other guy. If he fails to follow through and meet you eye to eye or simply look the other way about you do not waste your time & effort in continuing the offensive.

Signal the cornered opponent that you are ready to talk peace terms where both stand to benefit. Examples of suggested compromises include but not limited to of sharing market space, joint development of the present market segment and identifying new segment where both of you can put heads together to gain mutually beneficial results.

Second rule of thumb: Focus on the Biggy. Ignore the other. Indicate to the Biggy that both of you have common benefit working together than bringing the weaker party into the game. Convince the Biggy that both in unison could rob the market share of the weak party who if you do not finish off now would one day eat into the common market share leading to loss of not only market standing of both but turn off the tap of cash-flow which is simply flowing at present unhindered. This message is powerful enough. In general business practice there is more chance of big timers getting together rather than weakling attaching to a Biggy.

The legend: You have no control of what an opponent can do for you, but definitely you have option to tweak your response such that you tend to reduce his antagonism and make him work for a win-win solution.  As regards to Samsung of South Korea, China followed this master stroke to secure uninterrupted supply of semiconductors even after America banned Korean exports to China. 

 

Cheers!

 

Muthu Ashraff Rajulu

Business Strategist

Mobile: + 94 777 265677

E-mail: cosmicgems@gmail.com

Blog:   Business Strategist