Underdogs win more times than we think, but is there a set approach that characterizes their win? I have always been intrigued by their winning approaches and the tipping points that gives them the decisive competitive advantage.
Having delved into business strategy research and practice for a while, I still couldn’t come across any clear framework that advises underdogs of how to take the battle against the more powerful opponent.
Malcom Gladwell (author of The Tipping Point, Blink and the more recent Outliers) writes a brilliant piece on how David can beat Goliath. The article is a bit long, but it makes compelling and instructive reading. It has several brilliant anecdotes written in the typical Malcolm style. What is amazing is how Vivek Ranadive uses the principles of real time information processing and the way he built TIBCO — a hugely successful software company, to coach his daughter’s school basketball team for the National Junior Basketball championship. Vivek never played basketball, nor was he a coach, yet his astute assessment of the game’s dynamics and mapping out to the real time information processing and how TIBCO became successful shows what a smart mind can do given a challenge. Vivek is also the author of the bestseller: “The Power of Now: How winning companies sense and respond to change using real-time technology”
Malcolm also draws from various other examples in sports, conventional wars to illustrate the following principles:
- First acknowledge your weakness and then choose an unconventional strategy.
- Choose not to play by Goliath’s rules.
- Be bold and do what could be even termed as “socially horrifying”— challenge the conventions about how battles are supposed to be fought.
- Do not be scared of being disapproved by the insider.
- Believe in the fact that a defender’s dilemma is very often the attacker’s advantage.