The Science -- The 9 Primary Formulas

The Need for the Science
Proof the Science Works
Information and Decisions
Innovation and Sun Tzu
The Nine Primary Formulas
The 47 Key Principles

Below are the 9 primary formulas in Sun Tzu's The Art of War. These formulas are abbreviated from those in our newest book, 9 Formulas for Competitive Success: The Science of Strategy, which explains the ideas in more businesslike terms. Here, the names of the formulas have been explained to make them more entertaining and memorable.

This is absolutely, positively our most condensed expression of the science of strategy. For a more complete picture, I recommend the article "47 Key Principles of Sun Tzu."

1. The "Nine Links in a Chain" Formula (Position =  External Environment (Ground + Climate)/Span of Control ( Command + Methods) *  Mission (Focus + Unity)): This formula  provides a framework for understanding strategic positions. Positions exist as a span of control in the external environment but they take training to analyze comprehensively.
2. The "More Eyes See Clearly" Formula (Perspective = Information X (Old Pros + Young Eyes + Customer Connections + Competitive Contacts + Champions)): Seeing strategic positions requires the perspective of a broad range of viewpoints. Each individual has a unique viewpoint, but every viewpoint is inherently limited by its own position. Getting a complete perspective require understanding the range of information you need.
3. The "Flood Pours Into the Desert" Formula (Opportunity = Excess Resources + Open Territory + Resource Fit): Opportunities exist as openings in the environment that allow you to advance your position in the direction of your mission. You cannot create opportunities. These openings are created by change. Positions are advanced by recognizing open territory and the ability to use existing resources to take advantage of them.
4. The "Three Traps" Formula (Restrictions = Distance + Obstacles + Dangers): When picking a direction in which to move, you must avoid getting trapped in dead ends. Since no position is permanent, each position must be evaluated both on its own merits and as a stepping-stone to future positions. This means that before you move to a new position you have to consider how easily it is defended or expanded.
5. The "Many Small Seeds Grow the Forest" Formula (More Success = Many Experiments * Small Investment * Speed): Every new move is an experiment. It is much better to fund a lot of little experiments in many different directions than to stake a large sum in one direction alone. Once a position proves valuable, you can always invest more in developing it further.
6. The "Move Like a Snake" Formula (Movement = Common Traffic Conditions + Appropriate Response): You cannot know beforehand what conditions you will encounter on a move into a new area, but you can  correctly identify and respond to the type of conditions you encounter. Classical strategy teaches that there are nine common competitive situations and responses. 
7. The "Free the Hidden Tiger" Formula (Strategic Momentum = Standards + Innovation): In classical strategy, momentum is a critical psychological component of advancing a position. Strategic momentum is not created simply by constant progress. It is created by doing what is completely unexpected at a critical time to overcome resistance to progress.  
8. The "Harvest the Captured Field" Formula (Valuable Position = Profit = Right Resources + Matching Methods): A successful move is the start, but Sun Tzu taught that the goal is not victory, but making victory pay. Positions are judged only by how well controlling them pays.
9. The "Blunt the Spear" Formula (Defense = Knowing Targets + Countering Attacks): All profitable positions will be challenged. There are five targets that opponents can attack. There are five different approaches that they can use. Defending a profitable position is a matter of protecting potential targets by countering those attacks.

Copyright © 1997-2008 Gary Gagliardi, Science of Strategy Institute