The Art of War by Sun Tzu
A Summation and it’s modern day business application
Written about 2500 years ago by a man in China named Sun Tzu, this book has survived and
thrived to become one the premier literary musts for those who engage in military and
Sun Tzu was part of a disenfranchised elite who was employed by the minor state of Woo….
Once Sun Tzu was hired, thereafter, Woo became the dominant state in China. After Sun Tzu,
the state of Woo diminished, but The Art of War lived on.
Since the time of Sun Tzu many military leaders have studied and followed the principles
documented by Sun Tzu. In todays modern world, leaders in politics and business use its
stratagems to achieve great victories in the marketplace.
The Art of War is only 13 chapters however, it is a difficult read. Thus, here I summarize it’s
message for you so that you get the a feel for it. After you read, you may feel compelled to sit
down and read this masterpiece in all it’s complexity and glory.
The Role of Competition
In any competition, our opponents play a key role in our strategy. We must watch and keep up
with our opposition. In other words, we must know what they do and copy their best practices.
While doing so, we look for ways in which we can surpass our competitors.
Sun Tzu teaches that we cannot create the opportunity for success.
Our opponents create the opportunity. We can only recognize the opportunity when it occurs.
This demands special skill and training. When we see an opportunity, we must take advantage of
it. Competition is not a fistfight. It is a game of chess. We keep up with the competition until they
leave us an advantage.
Techniques for Surpassing the Competition
In The Art of War Sun Tzu says: It is the same in all battles. You use a direct approach to engage
the enemy. You use surprise to win.
Sun Tzu teaches five forms of attack. Two of them are direct action and surprise. In sales, we
use traditional methods to contact a prospect. We want them