Skip to content
Logo of blog www.exploitingchange.com by Alcera Consulting Inc.
  • About
    • Richard Martin
    • Alcera Consulting Inc.
  • Services
    • Consulting
    • Facilitation
    • Training
    • Speaking
  • Blog
  • About
    • Richard Martin
    • Alcera Consulting Inc.
  • Services
    • Consulting
    • Facilitation
    • Training
    • Speaking
  • Blog
Contact
  1. Home
  2. »
  3. Powerful Ideas
  4. »
  5. Richard Martin’s Monday Morning Brilliant Manoeuvres — 17 June 2013

Richard Martin’s Monday Morning Brilliant Manoeuvres — 17 June 2013

Share this post

  • Richard Martin
  • June 17, 2013
  • 12:46 pm
  • No Comments
Picture of Richard Martin

Richard Martin

Richard Martin empowers leaders to outmaneuver uncertainty and drive change through strategic insight and transformative thinking.
All Posts

Brilliant Manoeuvre
Boots on the ground always beats fighting from a distance.

Discussion
A fundamental principle of counterinsurgency strategy is that you need ‘boots on the ground.’ You can’t influence a population and secure ground and terrain, especially populated areas, without having troops constantly on the lookout, patrolling, encountering the population, collecting information, and providing a sense of security. It’s the same in business, especially sales. Bombardier Aerospace is going into full sales mode to acquire customers for its new C Series jetliner. In order to be successful, the company has created a number of sales offices around the world, breaking with its traditional approach of selling from its main headquarters in Canada. There are now offices in Shanghai, Europe, Sydney, etc. There will also be offices in Johannesberg, South Africa and the US. The company has realized that nothing beats a physical presence when attempting to make large sales. As we say in French, “loin des yeux, loin du coeur.” You can’t expect to influence buyers from a distance. You have to be like counterinsurgency soldiers, and get boots on the ground.

Tip
Visit your customers and prospects on a regular basis. Ask them what they want and need, what their objectives are, what their concerns and limitations are. Find a way to stay connected with them on a continual basis.

Richard Martin is a consultant, speaker, and executive coach. He brings his military and business leadership and management experience to bear for executives and organizations seeking to exploit change, maximize opportunity, and minimize risk.

© 2013 Richard Martin. Reproduction and quotes are permitted with proper attribution.


Discover more from Exploiting Change

Subscribe to get the latest posts sent to your email.

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Ready to

Navigate change and strengthen your strategy?

Let’s get started.

Book a call

Share this post

Richard Martin, President of Alcera Consulting Inc.

Richard Martin

Richard Martin is the President of Alcera Consulting Inc., a strategic advisory firm collaborating with top-level leaders to provide strategic insight, navigate uncertainty, and drive transformative change, ensuring market dominance and excellence in public governance. He is the author of Brilliant Manoeuvres: How to Use Military Wisdom to Win Business Battles and the creator of the blog ExploitingChange.com. Richard is also the developer of Strategic Epistemology, a groundbreaking theory that focuses on winning the battle for minds in a world of conflict by dismantling opposing worldviews and ideologies through strategic narrative and archetypal awareness.

PrevPreviousRichard Martin’s Morning Morning Brilliant Manoeuvres — 10 June 2013
NextThe Courage to Seek and Accept CouncilNext

The Burden and the Withdrawal – The American Strategic Revolution

Read More »

Europe’s New Strategic Frontier – The EU, the Eastern Flank, and the Rise of Poland

Read More »

My latest Strategic Leadership column in Canadian Defence Review

Read More »
Page1 Page2 Page3 Page4 Page5

You've come this far...

Ready to build a strategy

That is truly impactful?

Book a call

Logo of www.exploitingchange.com blog, by Alcera Consulting Inc.

I collaborate with top-level leaders to provide strategic insight, navigate uncertainty, and drive transformative change, ensuring market dominance and excellence in public governance.

Contact me

+1 (514) 453-3993

Latest Articles

  • The Burden and the Withdrawal – The American Strategic Revolution
  • Europe’s New Strategic Frontier – The EU, the Eastern Flank, and the Rise of Poland
  • My latest Strategic Leadership column in Canadian Defence Review

Links

  • About
    • Richard Martin
    • Alcera Consulting Inc.
  • Services
    • Consulting
    • Facilitation
    • Training
    • Speaking
  • Blog
  • About
    • Richard Martin
    • Alcera Consulting Inc.
  • Services
    • Consulting
    • Facilitation
    • Training
    • Speaking
  • Blog

Sign up for weekly insights

Sign up for weekly insights

We don’t spam! Read more in our privacy policy

Check your inbox or spam folder to confirm your subscription.

Privacy Policy – Terms & conditions

Alcera Consulting Inc. © 2024 Copyright - All Rights Reserved

Socials

X-twitter