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Chapter Eight
Variation Of Tactics |
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Consider Tactical Options
Prepare Adequate Defenses
Avoid the Faults of Leadership |
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Strategy determines direction. The actual execution of the plan to achieve objectives is called tactics which begins with contact. Internally, that contact may be with the development or production process of a product or service. Externally, that contact is usually with a customer. The contact makes personal relationships an important issue in tactics and explains why tactics must vary. At the point of contact, unpredictable personal equations become part of the scene. |
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While strategic principles are unchanging for all time, tactics vary with the times and circumstances. Since tactics is the execution of the strategy, tactics must always be tuned to current situations. |
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The purpose of tactical maneuvering is to relocate the battle to a place where superiority can be obtained. In a study of 300 military campaigns, in only six was a decisive result achieved by a direct frontal approach to the main army of the enemy. What would make one think the results would be different in any other situation? Although the thought is appealing to many, the highly touted "headon attack" has been spectacularly unsuccessful. The most successful tactics are usually based on some form of maneuver. |
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Strategies at any level are the tactics of the next lower level in the chain of command. The best tactical school is experience. And the people with prior experience in their industry have the soundest tactical foundation. |
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As you shape tactical options, focus on the customer. The key to your success is what the customer wants, not what you can do. |
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