The Art Of Business

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The Art Of Business

  1. 1. The art of WAR business SUN TZU KAPLER
  2. 2. Just reading Sun Tzu’s original table of contents tells you so much about business Chinese = Prosperity <ul><li>Laying Plans </li></ul><ul><li>Waging War </li></ul><ul><li>Attack by Stratagem </li></ul><ul><li>Tactical Dispositions </li></ul><ul><li>Energy </li></ul><ul><li>Weak Points and Strong Points </li></ul><ul><li>Maneuvering </li></ul><ul><li>Variations in Tactics </li></ul><ul><li>The Army on the March </li></ul><ul><li>Terrain </li></ul><ul><li>The Nine Situations </li></ul><ul><li>The Attack by Fire </li></ul><ul><li>The Use of Spies </li></ul>
  3. 3. But, my approach to the Art of Business is a little different from my Chinese ancestor’s approach to the Art of War Chinese = Happiness <ul><li>The original of this presentation was created by Greg Fisher in Great Britain. He inspired me to add the Sun Tzu Kapler version of his original presentation. It is 10 steps to surviving and succeeding in the battle for success. </li></ul>
  4. 4. http://storage.sxc.hu/h/he/henkster/455452_16891586.jpg <ul><li>1. Decide what you do (and what you don’t do). </li></ul><ul><li>The above Chinese character means thinking. The bottom portion of the character is for heart. The top portion is for brain. The Chinese believe that thinking is the work of the heart and the brain. You may want to keep that in mind . </li></ul>
  5. 5. <ul><li>Decide What you do (and what you don’t do). </li></ul><ul><li>Broaden your vision but narrow your focus . </li></ul><ul><li>Strategy is about making choices and being specific! </li></ul>
  6. 6. Chinese = Focus <ul><li>2. Decide who you serve (and focus on them intensely). </li></ul>
  7. 7. <ul><li>2. Decide who you serve (and focus on them intensely). </li></ul><ul><li>You can’t be everything to everyone, so at least be something meaningful to someone. </li></ul><ul><li>Be of real VALUE to your targeted market. </li></ul>Chinese = Focus
  8. 8. Chinese = different <ul><li>3. Determine what makes you different (and do it). </li></ul>
  9. 9. Chinese = different <ul><li>3. Determine what makes you different (and do it). </li></ul><ul><li>“ Whatever you do, don’t play it safe. Don’t do things the way they’ve always been done. Don’t try to fit the system. If you do what is expected of you, you’ll never accomplish more than others expect . </li></ul><ul><li>Howard Schultz – Starbucks </li></ul>
  10. 10. Chinese = different <ul><li>3. Determine what makes you different (and do it). </li></ul><ul><li>At Apple Computer, they say: </li></ul><ul><li>“ Think Different”. </li></ul>
  11. 11. Chinese = goal (aim) <ul><li>4. Set goals (and go after them). </li></ul>
  12. 12. Chinese = goal (aim) <ul><li>4. Set goals (and go after them). </li></ul><ul><li>Be specific of what you want to achieve and when. </li></ul><ul><li>Be deliberate about how you go about achieving those goals. </li></ul>
  13. 13. Chinese = goal (aim) <ul><li>4. Set goals (and go after them). </li></ul><ul><li>Leaders are made, they are not born. They are made by hard effort, which is the price which all of us must pay to achieve any goal that is worthwhile. </li></ul><ul><li>Vince Lombardi </li></ul><ul><li>Determination - Leadership - Achievement - Goals – Hard Work </li></ul>
  14. 14. Chinese = more <ul><li>5. Manage Customer Expectations (under promise and over deliver.) </li></ul>
  15. 15. Chinese = more <ul><li>5. Manage Customer Expectations (under promise and over deliver.) </li></ul><ul><li>Surprise them by doing from time to time the extra-ordinary </li></ul><ul><li>Have an over compensation come back for when you err </li></ul><ul><li>Let them know you are grateful </li></ul>
  16. 16. Chinese = WAR <ul><li>Sun Tsu, my distant relative wrote THE ART OF WAR. </li></ul><ul><li>This presentation follows many of his theories because being in business is much like being in war. </li></ul><ul><li>There are many fatalities in war as there </li></ul><ul><li>are in business. So business is very serious </li></ul><ul><li>and requires commitment, skill, strategy, </li></ul><ul><li>teamwork, leadership all the same ingredients </li></ul><ul><li>of a winning army. </li></ul><ul><li>If you are in business you are at WAR. This is something to remember. Don’t coast! </li></ul>
  17. 17. Chinese = motivation <ul><li>6. Manage employees (incentivize them for success.) </li></ul><ul><ul><li>Everyone should know how their job impacts profits and the success of the company and everyone should have some stake in the outcome regardless of how small, so good performance earns recognition and rewards. </li></ul></ul>
  18. 18. Chinese = motivation <ul><li>6. Manage employees (incentivize them for success.) </li></ul><ul><ul><li>Everyone needs to be held accountable and performance needs to be monitored . Standards of excellence should be established for every position and those performing to excellence should know they are appreciated . </li></ul></ul>
  19. 19. Chinese = motivation <ul><li>6. Manage employees (incentivize them for success.) </li></ul><ul><ul><li>“ Take way my people, but leave my factories, and soon grass will grow on the factory floors. Take away my factories, but leave my people and soon we will have a new and better factory.” --Andrew Carnegie </li></ul></ul>
  20. 20. Chinese = air Cash flow is like air itself, without it businesses die . <ul><li>7. Manage cash flow (very carefully.) </li></ul>
  21. 21. Chinese = air Cash flow is like air itself, without it businesses die. <ul><li>7. Manage cash flow (very closely.) </li></ul><ul><ul><li>Your planning must consist of a 12 month budget with all income and expenses clearly projected for the year. </li></ul></ul><ul><ul><li>You must review it every month , adjust it based upon your current knowledge and use it as your road map to achieving your destination for the year . </li></ul></ul>
  22. 22. . <ul><li>8. Expose yourself (tell the market what you do in ways you will be heard.) </li></ul>Chinese = speak
  23. 23. . <ul><li>8. Expose yourself (tell the market what you do in ways you will be heard.) </li></ul><ul><li>Calendar your promotional efforts </li></ul><ul><ul><li>Make a budget to fund your PR and marketing effort </li></ul></ul><ul><ul><li>“ CLEVER” not dollars will get you seen and heard </li></ul></ul><ul><ul><li>Have a web strategy </li></ul></ul><ul><ul><li>Consider postcards to tell your story </li></ul></ul><ul><ul><li>Referrals, seek them out from current customers </li></ul></ul><ul><ul><li>Word of Mouth--do what you do so well people talk about you </li></ul></ul><ul><ul><li>Be seen in the right places or have your product seen in the right places. </li></ul></ul>Chinese = speak
  24. 24. . <ul><li>9. Persevere (through tough times.) </li></ul>Chinese = persevere
  25. 25. . <ul><li>9. Persevere (through tough times.) </li></ul><ul><ul><li>“ </li></ul></ul><ul><ul><li>“ There is a very, very, very fine line between success and failure….it is about being constantly hammered and coming back from the hard times and low moments” </li></ul></ul>Chinese = persevere
  26. 26. THE ART of WAR BUSINESS <ul><li>Know what you do (and what you don’t do) </li></ul><ul><li>Decide who you serve (and focus on them intensely) </li></ul><ul><li>Determine what makes you different (and do it) </li></ul><ul><li>Set Goals (And go after them) </li></ul><ul><li>Manage Customer Expectations (under promise over deliver) </li></ul><ul><li>Manage Employees (incentivize them for success) </li></ul><ul><li>Manage Cash Flow (very carefully) </li></ul><ul><li>Expose Yourself (tell the market what you do) </li></ul><ul><li>Persevere (through the tough and challenging times) </li></ul><ul><li>Always Maintain Your Integrity (in everything you do) </li></ul><ul><li>BLESSINGS—Good Fortune </li></ul>Chinese = BLESSINGS—Good Fortune
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