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The Science of Strategy
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How It Compares

Its Purpose Overview
Proof It Works Overview
How It Works Overview
How Front-Line Strategy Compares Overview
  Porter's Six Principles and Sun Tzu
  Balance Score Card and Strategy Maps
  SPIN Selling
  Miller-Heiman Strategic Sales
  SPI's Solution Selling

Front-line Strategy Comparison Overview

Classical front-line strategy never competes with other forms of management or sales training. It always makes these other forms of training more valuable by offering a valuable, alternative picture of competitive situations. Standard processes and techniques address what situation has in common, but classical strategy addresses the conditions that make every competitor unique. Its framework, elements, and techniques, (shown in red in the diagram below) provide context and perspective on existing knowledge and processes. Classical strategy never attempts to redefine or re-engineer existing processes. Instead it fills in the gaps in understanding, giving  your people deeper insight into what those processes work to accomplish.

For salespeople specifically, our training addresses the strategic issues that arise at every step in standard sales models such as Miller-Heiman's. Its strategic framework also provides the powerful insights needed to use sales techniques such as SPIN Selling. The missing ingredient in these systems is a larger context that inspires a salesperson's creative input into these systems. Classical front-line strategy provides that spark of insight.

Just as other training systems give your people a common vocabulary for discussing process and technique, classical strategy gives them an alternative vocabulary for discussing the unique aspects of your organization's strategic position in the market and in a given sales process.  

In this series of articles, we explain the classical 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.  Our training 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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