How It Compares
Front-line Strategy Comparison Overview
Porter's Six Principles and Sun Tzu
SPIN Selling and Front-Line Strategy
Miller-Heiman and Classical Strategy
Front-Line Strategy Comparison
Overview
Classical front-line strategy is different than other forms of business
strategy or front-line competition. Most strategy taught in business schools
focuses on planning. Front-line competition is usually taught as selling.
Classical front-line strategy competes with these forms of training, but it does make them more valuable
by offering a more complete picture of the way competition works.
In this series of articles, we explain the front-line science of strategy by
comparing it to other forms of strategy or sales training. These articles follow
from principles of the science of strategy itself, which teaches that we only
can understand a position by comparing it to other similar positions.
In general, front-line strategy addresses two areas overlooked by other forms
of training.
1) Many forms of strategy training, including most forms of management
training, focus on internal management control and planning. Front-line
strategy
complements these from of training by looking outside the organization and
teaching managers how to make good decisions in situations where they lack real
control over the situation.
2) Many forms of front-line training, especially sales training, focus on the
appropriate methods or processes. For example, may forms of sales training
teach specific sets of skills such as SPIN selling or strategic selling.
Front-line strategic training puts these forms of training into a large
competitive picture explaining not only why these systems work, but how you can
make them work better.
Our goal is to write articles about all popular forms of strategic or
front-line training. So far, we have only the articles above. If you would like
to request an article about how we complement another popular form of training,
please write us by clicking here. We will develop
the article especially for you and add it to our collection.
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