SUN TZU ART OF WAR INTRODUCTION SERIES(PART 2)
-August 23, 2010
This week, we will be discussing attacking your opponent where he has already entrenched himself in the market.
In the Art of War, article 13 states that it is never good to attack an opponent whose advantage was derived from its position. Instead it is a better strategy to lure him away from his position, hence separating him from his source of strength.
Thus, if your opponent already has a good grasp on a certain part of the market, then you should attack or penetrate a market where he is temporarily, the least dominant. This strategy serves a two fold purporse: 1), it will mean that he may have to enter this market later, and by then you may have already established a general understanding of the market to compete with him. He may have to spend additional resources and time to compete with you, and thereby rendering him economically weaker. 2) His attention to compete with you at this market renders him the possibility of having his dominant market being attacked.
APPLICABILITY
To better understand this strategy, let us consider Google vs Windows. Windows had already established themselves very well in the software market, with 90% of the world using its software.
Google came in, attacked and revolutionized the internet serach engine market where Windows had a terrible grasp on that market. Windows has ever since tried to compete with Google on their turf, but to little avail. Google has now even threatened Windows own software market as the former makes free software for users that are not installed, but can be operated and controlled through the power of cloud computing.
In Conclusion, if you feel that your company is going into a market where a particular company is very dominant in that market, then consider establishing yourself through another market segment. That way, your company will be given time and opportuity to establish yourself as a brand in that industry, and forcing your competitior to attack you on your own turf. By then, you can consider attacking your competitior’s home market.
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