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Page 62 Maneuver to Gain the Advantage Sun Tzu says: Normally, in war, the general receives his commands from the sovereign. During the process from assembling the troops and mobilizing the people to deploying the army ready for battle, nothing is more difficult than the art of maneuvering for seizing favorable positions beforehand. What is difficult about it is to make the devious route the most direct and to turn disadvantage to advantage. Thus, forcing the enemy to deviate and slow down his march by luring him with a bait, you may set out after he does and arrive at the battlefield before him. One able to do this shows the knowledge of artifice of deviation. Thus, both advantage and danger are inherent in maneuvering for an advantageous position. Here are military maneuvers adapted for business: Frontal Attack: Head-on attack with overwhelming superiority. Attack in Echelon: Initiate the attack with the strongest products or services; then follow up with weaker ones. Flanking Attack: Attack lightly defended or unoccupied positions. Blitz: A concentrated effort that keeps on moving as strong points are bypassed. Encirclement: Launch a variety of competitive products and/or deny key resources to your opponent. Fabian: Refuse to compete in certain areas, attack in others. Defense: Maintain position against competitive thrusts. Relocate the Battle: Find a new competitive arena. Guerrilla: Find a niche and take what you can get when you can get it. Retreat: Get out of business. General Pogo's Strategy: He said, "We have met the enemy and they is us." Attack yourself first. 1
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