Monthly Archives: March 2011

IX. Positioning the Company – Disorder in the Competition

Sun Tzu said: 29. When the soldiers stand leaning on their spears, they are faint from want of food. 30. If those who are sent to draw water begin by drinking themselves, the army is suffering from thirst. In business: … Continue reading

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IX. Positioning the Company – Beware of Plots

Sun Tzu said: 26. Peace proposals unaccompanied by a sworn covenant indicate a plot. In business: 26. Alliance proposals unaccompanied by a sworn covenant indicate a plot.

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IX. Positioning the Company – Observing the Competition

Sun Tzu said: 23. When there is dust rising in a high column, it is the sign of chariots advancing; when the dust is low, but spread over a wide area, it betokens the approach of infantry.  When it branches … Continue reading

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IX. Positioning the Company – Ambuscades

Sun Tzu said: 21. Movement amongst the trees of a forest shows that the enemy is advancing.  The appearance of a number of screens in the midst of thick grass means that the enemy wants to make us suspicious. 22. … Continue reading

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IX. Positioning the Company – Opaque Markets

Sun Tzu said: 17. If in the neighborhood of your camp there should be any hilly country, ponds surrounded by aquatic grass, hollow basins filled with reeds, or woods with thick undergrowth, they must be carefully routed out and searched; … Continue reading

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IX. Positioning the Company – Time the Customer

Sun Tzu said: 14. When, in consequence of heavy rains up-country, a river which you wish to ford is swollen and flecked with foam, you must wait until it subsides. In business: 14. When a customer is on a roll … Continue reading

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IX. Positioning the Company – Act on the Obvious

Sun Tzu said: 10. These are the four useful branches of military knowledge which enabled the Yellow Emperor to vanquish four several sovereigns. 11. All armies prefer high ground to low and sunny places to dark. In business: 10. These … Continue reading

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IX. Positioning the Company – Killing Litigation

Sun Tzu said:  7. In crossing salt-marshes, your sole concern should be to get over them quickly, without any delay.  8. If forced to fight in a salt-marsh, you should have water and grass near you, and get your back … Continue reading

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IX. Positioning the Company – Capture Profitable Segments

Sun Tzu said:  5. If you are anxious to fight, you should not go to meet the invader near a river which he has to cross.  6. Moor your craft higher up than the enemy, and facing the sun.  Do … Continue reading

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IX. Positioning the Company – Retain Good Customers

Sun Tzu said:  3. After crossing a river, you should get far away from it.  4. When an invading force crosses a river in its onward march, do not advance to meet it in mid-stream. It will be best to … Continue reading

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