important products | energy | Executive
Business Battle Tactics
by
Robert Mcgarvey
AMERICAN WAY: Focus on what? Isn't that a common complaint:
"Sure, we know focus matters, but we don't know where to put our
energy?"
TRACY: That's why you want to know "The Principle of the Mass."
It tells us to concentrate combat power at the decisive place and
time.
AMERICAN WAY: To illustrate that, you point to the Battle of
Islandhlwana in the Zulu wars of 1879, when the British General
Chelmsford scattered his 1,800 troops across a wide swath of land
and suffered one of the worst defeats in history. That makes sense
for a military principle - but how could an executive put this idea
to use?
TRACY: In fact, it's more important now than ever, precisely
because resources are limited. You cannot afford to scatter your
efforts. Companies have to fall back on what I call the citadel.
They have to fall back on their most important products and
services and most important customers and markets. Focus
singlemindedly on them. That's how to succeed in hard times.
AMERICAN WAY: Another principle that you say seems especially
suited to today's business environment is your Principle of
Maneuver. Why?
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