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."
- 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.
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.
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.
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.
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.
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.
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. 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.
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.
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