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In 2016 Zhejiang Businessmen Conference, Jack Ma gave a speech on “How to grow your business in a challenging time?”. You will find many concepts taught by Sun Zi’s Art of War in his speech. Here is his speech mind-mapped from the Art of War perspective. You can learn about the application of the Art of War by a very successful master.
The Mind-Map of the Art of War Oriented Speech:
Jack Ma put forward 13 key points in his speech. I re-organized them according to Sun Zi’s Five factors.
The Key Lessons:
- Transform to Stay Relevant:
The most important concept is that any business must be constantly transforming itself to stay relevant to the market. This echoed Peter Drucker’s quote “Business failed because their theory of business does not match reality”. The main teaching of the Art of War is 审时度势 – Read the Time & Trends and then response rightly.
- Develop Inner Core Strengths:
Jack Ma said the inner strengths are about organization, talents, and culture. These are exactly the 法 method, 将 commanders/leadership, and 道 dao philosophy. The order is opposite of Sun Zi. But Jack Ma in other speeches said that Culture is key. So we see Jack did not have the order in mind. Sun Zi said that “Dao 道 is the thing that unites everyone from top to bottom to act together and they are not afraid to die and to live together. It is the mission, vision, and values of a business. It is the culture of the business.
- Leadership – Entrepreneurs vs Professional Manager
Jack Ma used a hunting story to show the difference. An entrepreneur and a manager went hunting. They fired at a wild-boar. They missed. The manager would run away. But the entrepreneur will bring out his knife to go after the wild-boar! When times turn bad, managers live first. Entrepreneurs will find ways to turn the business around. You can find the other leadership attributes highlighted by Sun Zi in Jack’s speech as shown on the map.
- Good News or Bad News? It all depend on You!
If the economists forecast is bad, it may seem like bad news. But the good news is that it applies to everyone, including your competitors. Hence, another key principle of Sun Zi is about conversion. Choose the right combination of time, situations, people, methods such that you see the opportunities in the bad news, where also you convert the harms to benefits so that you can be successful while others fail. Similarly, when things are going well, you need the potential dangers, the current wastes, the possible redundancies in the future and take action now.
- TOWS, not SWOT.
The Art of War is about cool and calm evidence base decision making based on facts and calculations. Warfare cannot be left to chance or by prayers. Threats must be addressed before opportunities. Jack Ma advised this in point 5 above.
What are lessons can you pick up from Jack’s speech. What one or two things that impressed you that you may want to take action now to benefit your business?
Gui Gu Zi’s Strategic Persuasion is about developing strategies and persuasion to complement each other for winning together. The strategies and tactics for maximizing your persuasive power are covered comprehensively in this Chapter 9. The key principles are covered first and the English translations of the original text are given in mind-map forms subsequently. By studying the translations, you may be able to come out with additional principles and tips to increase your persuasive power. Hope you can share with us too.
The Overview and Key Points
The following mind-map captures the principles and key points for maximizing your persuasion. it begins by pointing out that persuasion is not just about us but more about the listener. Why should they listen to us? We must earn the rights to be heard. Please go through the map below and see if can follow them to improve your persuasive power.
Want to go further to discover for your own?
I may not have discovered all the wisdom of Gui Gu Zi and so I present my translations of his original text below for your own study and learning, please remember to share with us your additional discovery.
1 Persuasion – Earn the rights to speak
2 Knowing the Speaker
3 Listen by Watch but Speak Not
4 Use Others Strengths
5 Five Emotions and Speech
Be aware of the listeners’ emotion. A person that is angry is not going to listen to anything. Need to calm them first and help them into the right emotion and mental state to listen and support what you are proposing.
6 Speak accordingly to the Types of Your Audience
7 Purpose & Qualities of Speech
A final checklist to reflect on what you want to say. Are you addressing your audience rightly? Do you have any worthy things to share with the wise or new things to teach those that know not? How are you saying it and the words you use, do they create surprises and curiosity? As an example, “The differences between male and female” is not as attractive as “Man are from Mars and Women from Venus”.
Lim Liat (c) 15 Sep 2016
Believe in your future and your future will believe in you