An Introduction to Sun Tzu’s “The Art of War” Chapter 1: The Key Elements of Sun Tzu The Science of Strategy Institute

Be prepared… … to be surprised

… to be surprised

A Little History

Five Components that Comprise your Position

HEAVEN EARTH CHANGE TIME CLIMATE GROUND TERRAIN FIGHT OVER PLACE MARKETPLACE BUSINESS CLIMATE

METHODS LEADER

The Goal or Mission

The Competitive Environment

The Competitive Unit

Focus and Unity

METHODS LEADER GROUND CLIMATE PHILOSOPHY Place WHERE Earth Heaven WHEN Change Skills HOW Processes Character WHO Commander Mission WHY

WHY We climb the mountain WHERE we climb WHEN we climb WHO climbs and their character HOW we climb and our skills

Focus Unity STRENGTH

Heaven and Earth

Center PLACE TIME

TIME beyond our control We do not control trends over time. We can only see them. These include peoples emotions, attitudes, and feelings.

PLACE what we fight over Where we fight the “mind share” of customers

K2? Everest?

Center PLACE TIME FOCUS

Leader and Methods

METHODS LEADER PHILOSOPHY

LEADER The success of the competitive unit depends on five qualities in its leader...

LEADER GROUND INTELLIGENCE

LEADER CLIMATE COURAGE

METHODS LEADER TRUSTWORTHY STRICT

LEADER PHILOSOPHY CARING

METHODS

METHODS CLIMATE PROCEDURES PROCESSES SYSTEMS

METHODS GROUND ORGANIZATION

METHODS LEADER LEARNING SUPPORT

METHODS PHILOSOPHY STANDARDS

METHODS LEADER PHILOSOPHY UNITY

The Four Skills of Strategy Listen Aim Move Claim

AIM MOVE LISTEN CLAIM

LISTEN LISTEN

AIM AIM

MOVE MOVE

CLAIM CLAIM

LISTEN CLAIM AIM MOVE

LISTEN CLAIM MOVE AIM

An Introduction to Sun Tzu’s “The Art of War” Chapter 1: Analysis and Attack The Science of Strategy Institute

Positions are not good or bad except in comparison to others KNOW MYSELF KNOW MY ENEMY

Has knowledge of what and where Knows when to move or hold LISTEN AIM

Changes are in their favor They can move more freely WHEN CLIMATE FAVORS COMPETITOR

CLAIM MOVE AIM LISTEN

ATTACK A MOVE to new GROUND MOVE

$$$$$ MOVE $$$$$

Source of WEALTH Source of COSTS

INCOME EXPENSE LISTEN CLAIM MOVE AIM

Competition must pay for itself.

Foiling a Competitors Advance SURPRISE DECEPTION BATTLE SIEGE

SURPRISE DECEPTION BATTLE SIEGE LISTEN CLAIM MOVE AIM 4 Attacks

SURPRISE LISTEN CLAIM MOVE AIM

DECEPTION Prevent competitors from advancing LISTEN CLAIM MOVE AIM

Cause Competitors to make bad decisions DECEPTION AIM

LISTEN CLAIM MOVE AIM

Deception Is CHEAP for us MOVING is EXPENSIVE for our COMPETITOR DECEPTION MOVE AIM

Final thoughts on Analysis and Attack

INFORMATION PHYSICAL LISTEN CLAIM MOVE AIM

LISTEN CLAIM MOVE AIM

SURPRISE DECEPTION BATTLE SIEGE LISTEN CLAIM MOVE AIM

But Wait, There’s More

Congratulations! We have covered about ½ of the first chapter of the “Art of War” The Science of Strategy Institute