II. Waging Business – The Cost of Heavy Campaigning

Sun Tzu said:  1. In the operations of war, where there are in the field a thousand swift chariots, as many heavy chariots, and a hundred thousand mail-clad soldiers, with provisions enough to carry them a thousand li, the expenditure at home and at the front, including entertainment of guests, small items such as glue and paint, and sums spent on chariots and armor, will reach the total of a thousand ounces of silver per day.  Such is the cost of raising an army of 100,000 men.

In business: 1. In the operations of business, where there are in the market a thousand swift sales forces backed by marketing departments and advertising agencies, with cash enough to carry them a dozen quarters, the expenditure and investment at home and in the market for taking them on directly will impose difficult and inflexible burdens.

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