To: chaz who wrote (4278 ) 7/25/1999 8:38:00 PM From: chaz Respond to of 54805
Thread: Hope no one minds my posting a excerpt from Tornado (from page 168-9) How do you dance with a gorilla in a tornado and come away in one piece? ..... The strategic principle is, if we are not the gorilla it is not our market, and eventually we will be forced out. Therefore, we must act accordingly. ....we must realize, as the tornado subsides, the gorilla will begin to eye our business as their business, and the customer, seeking an increasingly preintegrated whole product, will support the gorilla's effort to design us out. We have had a temporary permit to market our product within the gorilla's domain. As the permit approaches expiration, we need to migrate our business to some new, hopefully related area, and cede the commodity portion of it back to the gorilla, and, instead of resenting the Microsofts and Intels and IBM's and Suns for designing us out, leverage what business we can, and thank them for the ride. Why don't most companies act this gracefully? The dollar volume generated in the tornado is so huge we are hard put to imagine how we will ever replace it, so letting go seems ludicrous. Who is going to explain to our shareholders that all this revenue we generated was never really ours, that we were just sharecropping on the gorilla's plantation...(and that is what we were doing). If our investors thought differently then they, and perhaps we, have been setting a false value on our equity. Lesson: Nominate your gorillas with care, and watch 'em like a hawk. Be sure you know which are the chimps, and watch them even closer. This book, "Inside the Tornado" is full to the rafters with really good stuff. Paperback, $12.80 plus shipping at Amazon.