Thwarted Invasion of the Dutch Market (1991).
The coffee producer Douwe Egberts (Sarah Lee Inc) has dominated the Dutch market for more than sixty years and her market share is a whopping 60%. Jacobs is the largest coffee producer in Germany (Kraft Foods Inc.) and is expanding in several other European markets. Many European companies are eyeing the
Dutch market because the Dutch consume large amounts of (strong) coffee. Douwe Egberts (DE) watched the movements of its European rivals carefully. In 1991 it discovered that Jacobs was successfully invading the French market with a deluxe coffee ‘Carte Noir’
in a special vacuum packaging. The introduction in the French market was supported by advertising using a romantic theme.
This type of deluxe coffee did not yet exist in the Dutch market. DE assumed that Jacobs would one day also invade the Dutch market with this unique product which was so successful in France. Therefore as a precaution and to plug the gap in its product range DE started to develop a comparable deluxe product ‘Cafuego’. Because of its good relations with the retail trade, DE discovered that its suspicions were correct; Jacobs was indeed on the verge of entering the Dutch market with its ‘Carte Noir’ coffee. Because of the precautionary measures DE took, it was able to introduce, just in time, and almost at the same moment, its equivalent product ‘Cafuego’ onto the market. With this frontal counterattack it was able to block a successful roll-out by Jacobs into the Dutch market. Within a year Jacobs had withdrawn from the Dutch market.
According to Sun Tzu, Jacobs entered ‘Key Ground’. DE launched a successful counterattack on its home ground. Because of its diligent scouting of what was happening in adjacent markets, DE was able to timely anticipate the enemy attack.

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Douwe Egberts versus Jacobs is from Business Strategy

Honda wanted to enter the American market. Because the Americans were used to big, heavy,motorcycles, decided to also introduce their big motorcycles into the American Market. Honda dispatched 5 employees to the States to reconnoitre the American market. However they didnot succeed in gaining a foothold with their 250 cc motorcycles because the American publicpreferred their better and stronger .

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For their personal use the Japanese brought from Japan small agile 50 cc motorcycles, theSupercubs. To their surprise they discovered that especially young Americans showed a greatinterest in these small motorcycles which were not available in America. The Japanese reconnaissance team came to the conclusion that Honda should not penetrate the American marketwith large engines (actually a 'me too' product) but introduce the smaller 50 cc motorcycles whichwere very popular in Japan.

It took a great act of persuasion before the top-management of Honda in Tokyo consented to the ideaof penetrating the American market with their mini-motorcycles instead of the big engines. Itresulted in a great success in spite of the fact that Honda was selling to a completely different marketsegment.

1. Translated into the military jargon the action of Honda was a reconnaissance into enemyterritory and by accident the weak spot of the competition (mainly Harley Davison) wasdiscovered. Thus they could adopt a Persistent Strategy to conquer the American Market.

2. This was a classic example of a weak spot, i.e. a completely neglected and latent need of the consumer which was not recognized by the local industry.

3.  Because Honda (at last) dared to change its original strategy completely it filled the gapsuccessfully. This adaptation of the strategy because of tactical considerations was only possible because of the good organization of the 'operational' home basis of .

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Honda Motorcycles in the USA is from Business Strategy

General Carl Phillip Gottfried von Clausewitz was born in 1780 in Magdenburg and died of cholera in Breslau in 1831 at the age of 51. Right up to the present day his writings have been compulsory reading in military academies both in the East and West. His masterwork “Vom Kriege”, which came about in the period 1819-1830, is not an easy book to read.

In fact, it comprises a total of eight books which he was unable to fully complete. Unlike Jomini, who divided battle principles in categories, Clausewitz’s theories were listed as considerations rather than ultimatums. Although he wrote about various battle conditions, he went beyond these conditions and related them to psychological and political considerations.

Clausewitz is not the strategist of the “absolute war” that many think him to be (for example the English military theorist Liddell Hart).
Van de Sande has even called Clausewitz an optimist due to his steadfast trust in “fair authority”.

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It is quite tragic that he is more often quoted incorrectly than read. Clausewitz was primarily a philosophical-general who wanted to warn against the dangers of destructive wars. ”Vom Kriege” is not so much a guide on how to conduct war (such as De Jomini's Précis de l'Art de la Guerre), but rather a study (partly philosophical) of the phenomenon of war,
which even today is the subject of much heated debate among military historians regarding his intentions and importance.

Clausewitz understood that the world was ever changing (dynamic) and that an intelligent general should disregard standard theories in certain situations and act according to the demands of the situation. He stated: “All principles, rules and methods exist to offer themselves for use as required, and it must always be left for judgment to decide whether or not they are suitable. Theory must never be used as norms for a standard, but merely as aids to judgment.”
Although many of his tactical views have been replaced by others in the course of history, what he wrote on strategy and the military systems remains until this day unassailable.
Along with his many writings on the factors that influence battles, his comments regarding the suppressing factors of actual warfare (the execution of the plan) are perhaps the most important. He summarizes these unforeseen causes under the term “friction”.

One of Von Clausewitz's most well-known quotes is:
“War is the continuation of state politics by other means."

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Sources:

• Raymond Aron, Penser la Guerre, Clausewitz Editions, Gallimard 1976.

• Donald D. Chipman, Clausewitz and the concept of command leadership Military review August 1987.

• Michael I. Handel, Clausewitz and Modern Strategy, Frank Cass & Company 1986.

Colonel Dr Jehuda L. Wallach, Professor at the University of Tel Aviv, Kriegstheorien (Theories of War), Bernard & Graefe Verlag, 1972, Chapter 2.

• Blois, Prof A.G. Weiler & L. Wecke, Centre for Study of Peace Issues, the Hague, cahier 39, 1987.

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Carl von Clausewitz is from Business Strategy

“The task of the King, who has been appointed over all people,

does not consist of doing everything himself;

it is evidence of extreme vanity to hope in this way to reach his goal.”1

- Bishop Francois Salignac de la Mothe-Fénelon 1651-1715

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Standardization & Training

In the 16th century (around 1570/80) Prince Maurice of Nassau started to re-organize by reducing the size of the companies (from 300 to 100 men) but keeping the number of officers unchanged in order to achieve a better span of control. At the same time he introduced drill and for the first time connected the different movements to standardized words of command. Subsequently he changed the organization of the army by combining a number of companies into a battalion and combining 3 to 4 battalions into a regiment. These innovations increased the flexibility of the Dutch Army. Constant training to create a professional army was the hallmark of Maurice.

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Size of Armies

Until 1800 armies seldom exceeded 40,000 men because the span of control of the commander was never greater than the distance which could be covered by the eye, the voice, the trumpet or the drum. The span of control was limited by the human senses. Thedevelopment of the Division, Corps and General Staff were organizational inventions that made far larger armies possible.

The Division

At the end of the 18th century Duc de Broglie (French 1718-1804), established the division. was commanded by a General and consisted of a number of regiments (mostly 3 to 4) and possessed its own artillery and cavalry component including a detachment of engineers. A division is actually a small but complete army, totalling approximately 10,000 to 20,000 men, able to operate independently. In present day business organizations the division has been the commonly applied organizational concept since 1950 for independently operating parts of the corporation. In business the division organization was first introduced by General Motors. In business a division is an organization mostly concentrated around one product or service possessing all the specialized support and staff departments such as: finance and accounting, HR, advertising, R & D , logistics, etc which are needed to act independently.

The Corps

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The General Staff

Under Napoleon the modern General Staff was founded. A Staff was a novel organizational development to facilitate the tasks of a commander. Napoleon’s Staff included a topographical unit, a statistical bureau, a geographical map section, an intelligence sector, a number of secretaries and a great number of liaison officers, orderlies and dispatch riders. The Staff took care of the bivouacs of the troops, calculated the logistical needs and prepared maps of future battlefields and the profiles of the enemy’s Commanders. The organization and tasks of the General Staff were further developed by the German general Helmuth von Moltke (1800-1891) and was given an advisory function and more tasks such as theplanning of campaigns. The General Staff in business has the same function, though named a bit less militaristic (Board, Management Team etcetera) and has a comparable organization of staff personnel supporting the decision makers and commanders (CEO, CFO and the like) of the firm. Napoleon appointed a Chief of Staff to command his General Staff. Napoleon was lucky to have such an excellent man as Louis Alexander Berthier (1753-1815) to command his staff. It is doubtful whether the French command system, under Napoleon, would have functioned to the degree of excellence it did without Berthier. Berthier's brilliance lay in his ability to translate the many orders of the Emperor into easily understood messages to his Marshals and Generals. From nmslink:chief of staff,the Chief of Staff] emanated the orders of Napoleon via his orderlies and dispatch riders to the Corps commanders (the average speed by which a message could be conveyed was approximately 8 kilometres per hour).

Staff & Line organization

established the Staff organization and Line organization. The Line organization did the actual fighting (operations), while the staff organization gathered intelligence, planned the operations and tried to anticipate logistical demands, etc. In approximately 1807 The Germans (Prussians) also adopted this system and von Moltke developed it to such excellence that the German General Staff became famous. The organizational concept in business of Staff and Line organization comes from the Napoleonic Army.

Communication

The larger armies created with these innovative organizational concepts obviously require improved communications for command and control. The German general Helmuth von Moltke (1800-1891) introduced the telegraph to communicate orders to the Prussian Army Corps. In 1860 the use of the telegraph as a means of communication was still a rather clumsy technique, but for the first time one could command armies without actually having to see them! Then there followed the development of new communication technology such as the telephone, the radio and later satellite communication. These made profound changes in the way armies could be commanded. In the 1860’s Von Moltke already anticipated what the adverse aspects this development could have and in 1860 he exclaimed “Beware the soldier who has to fight with a telegraph wire on his back”.

Stormtroopers

Then came the First World War with its mass armies and the bloodshed of the static trench warfare on the Western front. To end this stalemate the German general Oskar von Hutier (1857-1934) developed new infiltration tactics based on relatively small units of well trained and well armed . His success and frequent wide scale use of these units caused the British to dub them 'Hutier tactics'. The use of smaller military units had already propagated by the French Colonel Ardant du Picque in 1870. This concept is used in business for sudden tasks of high importance. It is called a ‘Task Force’, a ‘Hit Team’ or given another challenging name that intends to motivate the members and make them stand out and so underline their important task. They too are often self-propelled teams that are given ‘unlimited resources’ in conquering or solving the unexpected for which the standing organization is too inflexible.

Armoured Division

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Another WW II organizational innovation was the German ‘Kampfgruppe’ (combat group). The Kampfgruppe (KG) could range in size from a corps to a company. The KG was an adhoc combined arms formation generally organized for a particular task or operation. Despite the fact that the members of a Kampfgruppe came from different units they cooperated without difficulty because of the common all-round basic training. During the war hundreds of Kampfgruppen were mobilized in operations which ranged from a few days to over a year. After the war the Kampfgruppe concept was adopted by the allies and it was used to great effect by the Israeli Army during the Arab-Israeli Wars. The modern US Combined Arms Task Force is a logical progression of the Kampfgruppe principle.4 The parallel of the Combat Group in business are the Project Team and the Project Organization. Projects are assembled with a particular purpose and goal. Project teams consist of experts from different departments. When the specific project is finished the members return to their own departments. The modern organization becomes more and more project oriented. Change is constant (that is, the only constant factor is change itself) but change is identified in manageable ‘chunks’ that can each (in parallel and in succession) be managed by or as a project. Change comes from many of the elements discussed in this book; the competition, the market, the legal environment and technology to name a few. Therefore what kind of ‘Kampfgruppen’ may need to be assembled is generally unknown beforehand. The ability to quickly and effectively form Project Teams or Taskforces for a varying array of non-routine tasks enhances the flexibility of the organization.

Conclusions: Parallels in Development

When studying the history of the evolution of the military organization over the last two centuries, the parallels in its development stages with the growth of a company of today enfolds. During the development from a small firm to a large company the same kind of organizational phases can be seen. In the beginning it is one organization, then it expands and introduces separate departments/sectors, and a Staff. After consistent growth the original company becomes managed as a Holding, with the Centre or General Staff managing the separate divisions or groups (regiments and divisions). As with the military, we also see organizations fight the rigidness that results from their increasing size with the forming of independent, smaller and coherent groups such as project teams, taskforces and profit centres (combat groups). Despite the lessons from history and the present organizational theories, the structure of the company and the manner in which it is managed is always subject to change, to experimentation, innovation, trends and even fads. Companies are constantly split up, transformed, centralized or de-centralized, re-organized or, in modern jargon, re-invented.

1. “L’abilité d’un roi qui est au dessus des autres hommes ne consiste pas faire tout par lui meme cést une vanité grossiere que d’espère d’ en venir a bout.“
2. J.R. Galbraith, Designing complex organizations, Addison Wesley, Reading, MA, 1973.
3. M. Hammer and J. Champi, Reengineering the corporation, HarperCollins, New York, 1993.
4.  Retrieved from wikipedia.org/Kampfgruppe.

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The development of command structures, communication and organization. is from Business Strategy

Considering which search engine marketing company (SEM) you should chose is no easy thing. The first company you find is not always the best to meet your needs, which is why it is wise to take your time in choosing a SEM. That way the company you decided on doing business with will be one to accommodate your needs.

Trust Is Critical When Choosing a SEM Company

The most important thing you can do is to make sure you have picked a company you can trust. You should meet and mingle with a few other companies and talk about planning before you get into the detailed planning. Your business and the company you chose will now have a relationship between one another, and as this relationship continues to grow, information essential in making your business thrive will be released. If you cannot trust the people you are doing business with you are risking your financial well-being.

In helping deduce whether the SEM is trustworthy, you should insist that they show you some references. If they are wary about providing you with references, you should take this as a major warning, because any reputable SEM would not be afraid to show you their references. If the company you chose to work with is new and does not have a lot of experience, you should tread carefully in this situation and figure during your interviews with them if they are worth your time and money.

Next, ask yourself if the search engine marketing company answer all of your questions to the fullest possible extent without dodging any aspect? If the company is willing to provide any information you ask for without hesitation and willing to fully explain the process, it's a safe bet you can trust them.

If the search engine marketing company tries to pressure you into anything or services you don't need or understand, do not trust them. However, understand that sometimes they will point out problems with your site. If they are big problems, then you should correct time because there is no point in paying for advertising is your site cannot convert interested visitors into paying customers.

Identify the Services You Need

Not all search engine marketing companies are created equally. Though there are many basic services such as search engine optimization, pay-per-click advertisement and pay-for-inclusion services, search engine marketing and optimization will involve several different things from a site re-design to new content and marketing to build back links -- links to your site from another reputable site -- to help increase rankings naturally. Pay-per-click campaigns will advertise your company in the search engine results page on the sidebars, and you will pay each time the ads get clicked. Pay for inclusion services allow you to pay to have search engines crawl certain pages of your website with a certain frequency.

Getting To A Comfortable Risk Level

Any search engine marketing plan will require an investment before knowing if and how much money the company will earn back in new customers and sales. It is important that you determine beforehand how much risk you are willing to take. Do not let the company pressure you into more.

Take your time in finding and choosing a search engine marketing company. Because of the investment and importance of the business relationship, this is something that should not be rushed into if you expect the best possible results. The search engine marketing company you ultimately choose should understand and be willing to help you with any aspect of making the decision on the right company for your needs.

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Determining the Appropriate Search Engine Marketing Company for Your Goals is from Business Strategy

Considering which search engine marketing company (SEM) you should chose is no easy thing. The first company you find is not always the best to meet your needs, which is why it is wise to take your time in choosing a SEM. That way the company you decided on doing business with will be one to accommodate your needs.

Finding A SEM Company To Trust

The most important factor is that you choose a SEM company you can trust. Meet with several different companies to discuss some plans before delving into detailed plans. Your business will enter into a relationship with the company and as this relationship develops, information pertinent to the success of your business will be released. If the company cannot be trusted, you are risking your business' well being.

In helping deduce whether the SEM is trustworthy, you should insist that they show you some references. If they are wary about providing you with references, you should take this as a major warning, because any reputable SEM would not be afraid to show you their references. If the company you chose to work with is new and does not have a lot of experience, you should tread carefully in this situation and figure during your interviews with them if they are worth your time and money.

Next, ask yourself if the search engine marketing company answer all of your questions to the fullest possible extent without dodging any aspect? If the company is willing to provide any information you ask for without hesitation and willing to fully explain the process, it's a safe bet you can trust them.

If the search engine marketing company tries to pressure you into anything or services you don't need or understand, do not trust them. However, understand that sometimes they will point out problems with your site. If they are big problems, then you should correct time because there is no point in paying for advertising is your site cannot convert interested visitors into paying customers.

Identify the Services You Need

Not all search engine marketing companies are created equally. Though there are many basic services such as search engine optimization, pay-per-click advertisement and pay-for-inclusion services, search engine marketing and optimization will involve several different things from a site re-design to new content and marketing to build back links -- links to your site from another reputable site -- to help increase rankings naturally. Pay-per-click campaigns will advertise your company in the search engine results page on the sidebars, and you will pay each time the ads get clicked. Pay for inclusion services allow you to pay to have search engines crawl certain pages of your website with a certain frequency.

Find a Comfortable Risk Level

Any search engine marketing plan will require an investment before knowing if and how much money the company will earn back in new customers and sales. It is important that you determine beforehand how much risk you are willing to take. Do not let the company pressure you into more.

Be slow and cautious in locating and deciding what SEM to choose. This is not a thing to be rushed since it will play a large hand in the investment and business relationship if you desire the best results. The SEM company you end up choosing should be willing to help you in all aspects in deciding on the right company for you needs.

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How to Tab the Acceptable Search Engine Marketing Company for Your Needs is from Business Strategy

Choosing the right search engine marketing company (SEM) is not an easy task. Before choosing the first company you find, you should consider several different things to help determine your specific needs. This will ensure the SEM company hired to help your business will work best for you.

Finding A SEM Company To Trust

The most important factor is that you choose a SEM company you can trust. Meet with several different companies to discuss some plans before delving into detailed plans. Your business will enter into a relationship with the company and as this relationship develops, information pertinent to the success of your business will be released. If the company cannot be trusted, you are risking your business' well being.

To help gauge whether or not the search engine marketing company can be trusted, ask them to provide references. If they are reluctant to provide references, this is a major red flag, as any search engine marketing company with experience and a good reputation in the industry should not fear this. If the company doesn't have references to provide due to a lack of experience, you'll need to proceed with caution and gauge other aspects of the interview to determine if they are worth the shot.

Now you should ask yourself if the company answered all your questions to the fullest potential or did they try cleverly dodging some? If that particular SEM company can answer all of your questions and without hesitating, elaborating on details and fully explains the processes to you, it is probably a safe assumption that the company is trustworthy.

If the SEM starts pressuring you into things or service that do not make sense to you it is a big red flag. Understand that some of the time they might have some constructive criticism for your website. If the problems pointed out are large, you should take the time and correct them, because why pay for advertising to for your site if no interested parties will visit and become customers.

Identify the Services You Need

Not all search engine marketing companies are created equally. Though there are many basic services such as search engine optimization, pay-per-click advertisement and pay-for-inclusion services, search engine marketing and optimization will involve several different things from a site re-design to new content and marketing to build back links -- links to your site from another reputable site -- to help increase rankings naturally. Pay-per-click campaigns will advertise your company in the search engine results page on the sidebars, and you will pay each time the ads get clicked. Pay for inclusion services allow you to pay to have search engines crawl certain pages of your website with a certain frequency.

Find a Comfortable Risk Level

Every marketing plan from a SEM will require and investment before knowing how much money the company will make back in sales and new customers. It is of vital importance to know beforehand how many risks you are willing to take. Do not let any company pressure you into more than what you want.

Take your time in finding and choosing a search engine marketing company. Because of the investment and importance of the business relationship, this is something that should not be rushed into if you expect the best possible results. The search engine marketing company you ultimately choose should understand and be willing to help you with any aspect of making the decision on the right company for your needs.

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Picking the Appropriate Search Engine Marketing Company for Your Requirements is from Business Strategy

If you want to work online and make money, you must have a trusted source of knowledge of exactly what to do. You need a game plan. You need a teacher that has an interest in your success. If you don't know much about a particular topic, it will be almost impossible to teach yourself correctly. To have a successful home based business you will need to be a great student and have a great teacher. The key is to learn very efficiently. A good online coaching program can give you the road map and accountability you need. The following are reasons why you should be a part of a proven online coaching system from the very beginning.

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Work Online And Make Money: How To Get Started is from Business Strategy

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Like No Other Canadian Leads. is from Business Strategy

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The first characteristic to look for in a person is their inner drive. Are they a self starter and have they shown an ability to work on their own. In this business is it absolutely necessary that you be able to drive yourself to success. No body has time to baby sit their down line. All great successes in this business have gone to people who could push themselves to win.

Whenever you are looking for prospective leads you want to search out people who have shown an ability to get things done. This doesn't necessarily only mean they are successful in business. Finding success in any endeavor requires the same traits of being able to stick to it and following through on plans. Any body who has success in any area shows they have this type of drive.

The basic functions and methods of network marketing can be taught to any one but you can't teach people to be self starters. It seems that people are either born with the trait or not. I have never been able to motivate a lazy person for any length of time and I don't think it can be done.

When you are talking to people you are not just looking for success in business as a precursor to MLM success. Anyone who has accomplished any type of project has shown a willingness to work and the drive to get it done. This drive is what is important and if someone has it they can direct it to your business building plan.

One place to find leads is in community improvement groups. Here you will meet people who are willing to accept a challenge and then do the work required to meet that challenge. These people have shown they will take the necessary steps needed to complete the plan.

The people you find in these groups have shown their willingness to work and accomplish what needs to be done. Some of this drive can be directed toward building wealth for themselves also. When a person has the drive to get things done they just need to be shown how to convert some of that energy into a business.

These people work for no pay and very little recognition and yet do all the work necessary for a successful outcome. If you can find a way to direct some of that energy into building their own financial future you can have a very effective business builder. Find out what these people want in life and show them how your program can provide it and you will have another person to skyrocket your business.

In reality the best network marketing leads are people who are already successful in another are of life. These people know how to work and how to get things done. This is the type of person you can bring into your organization who will continue to grow your wealth and expand their own.

Visit the MLM Network Marketing Leads blog to find out more information on developing a great business. You can learn about all aspects including mlm local leads.

Finding Effective Network Marketing Leads is from Business Strategy