Proposal and The Art of War

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Proposal andThe Art of War
Dr. William E. Bertrand June 1999
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• Sun Tzu lived in southeast China about 25
  centuries ago and hasprovided insights to
  military and other leaders around the world.

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• Success in war is well understood and includes
  many fundamental corecompetencies which include
• information
• preparation
• organization
• communication
• motivation
• execution
• and above all - LEADERSHIP

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• Sun Tsu's central idea is that competitions
  and battles are won by
• people and organizations that have the greatest
  competitive advantage and,
• make the fewest mistakes.

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• Leaders must develop characteristics that foster
  and encourage critical strategic advantage.
• To do so he must always be developing their own
  personal resources
• patience
• inscrutability
• information management
• making as few mistakes a possible--these are the
  traits of the leader.

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The Natural Organization

• Exists to serve a defined purpose or objective
• Therefore the communication and sharing of these
  objectives are extremely important
• The terms of their existence are these required
  to accomplish that purpose
• Natural organizations are information centered.

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SUN TZU's Principles

• 1. Learn to fight2. Show the way3. Do it
  right4. Know the facts5. Expect the worse6.
  Seize the day7. Burn the bridges8. Do it
  better9. Pull together10. Keep them guessing

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Learn to Fight

• Competition is normal in most human endeavors
• Proposals are about someone winning and someone
  losing resources
• Do not let emotions control when you are going to
  compete
• Organize your thoughts and resources in order to
  compete

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Show the Way

• Leadership alone is the key to success

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The seven characteristics of leadership are.......
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1 - Self discipline Lives by a set of
principles and does not need externalmotivation
to ensure performance.
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2- Purpose Works to achieve objectives that
are important to followers notjust in self
interest.
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3- AccomplishmentResults are defined in terms
of meeting the needs of hisco-workers and or
constituents.
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4- Responsibility Leader takes ownership of
outcomes of his actions.
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5- Knowledge Leader constantly seeks to
increase knowledge, skills andabilities.
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6- LeadershipLeader works together with
co-workers to reach mutually accepted goals.
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7- Example A leader strives to illustrate the
proper approach through action and example.
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Sun Tsu's flaws in a Leader

• Recklessness
• Timidity
• Emotionalism
• Egoism
• Over concern for Popularity

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Doing it Right

• Execution and implementation are the core of all
  competitive advantage
• These are achieved by actions not plans
• In a rapid prototyping actions and rapid
  evaluation of actions arecrucial to success.
• Patience, and observation, however are keys to
  knowing when to act.
• The successful competitor will combine well these
  seemingly contradictoryroles.

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Know the Facts

• Information determines the probability of
  success.
• If sufficient reliable information is available
  victory is certain
• It has numerous facets including gathering
  information and giving it out.
• The best information comes from first hand
  experience
• All organizations should engage in intelligence
  operations
• Be careful to always challenge "folk wisdom" or
  non observational information.

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Expect the Worse

• Always assume that the competing organization
  will attack in some form or the other
• Adequate and constant preparation are always
  needed
• Do not underestimate the competition
• Have adequate resources available to manage the
  worse.

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Seize the day

• The most important factor in success is speed.
• Simple methods should be tried first
• Try to stay ahead of the competition so they are
  forced to react to yourefforts.
• Complexity often breeds only greater problems.
• Do simple things well.

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Burn the Bridges

• Unify people in their purpose
• Set goals clearly and once people have committed
  to those
• Goals remove options for other choices
• Focus on the benefits of success
• Do not focus on the risks or consequences of
  failure

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Do it Better

• There are only two types of tactics
• Expected and unexpected
• One has to execute the expected or known tactics
  well
• It is the innovations that win the war
• Reward small innovations and review their success

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Pull Together

• Organization, training and communication are the
  keys to success
• Organize and train early only through these can
  people be known and
• Expected to be reliable
• The cost/benefit of effective training is huge.
• Training must beinteresting to be effective.
• Use training to also build morale
• Communication is core to rapid training and clear
  organization, in the
• Informatics age it is even more essential.

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Keep them Guessing

• The winning strategy is so subtle that neither
  competitors nor friends can discern them.
• A mystery cannot be attacked, thus greater
  resources on the other side gofor want.
• The less a competitor knows where you will focus
  your attention the better off you are.
• Force the competitor to defend on many points
  thus making him weak in many.