The reality of winning by default can be very well illustrated by the experience of one of my overseas speaking engagements. In December 1997, I had the privilege of addressing the top management of Dell Computers, one of the fastest growing computer giants in the world. In response to how the competitors reacted to Dell's business strategy, Michael Dell, the founding CEO remarked. Are we really that good Or have they all fouled up!
It appears that what Dell Computers do is not particularly earth-shakening. It has not patented any new product nor technology. Rather, it created a different way of marketing
computers -- through the Internet.
In doing so, it not only eliminates the middlemen, but it also allows what I call mass customisation. This is because the consumer can order his computer through the Internet by
indicating his own specifications for the product. It will then be manufactured and delivered to his homeoffice within days!
In the same way, in the early days of Singapore's economic development, we won in a big way because many other economies in the region were busy with other priorities. As a result, we were able to attract a lot of foreign investment.
However, as more and more Asian economies opened themselves to the outside world, competition has become very tough. With the recent economic and financial crisis facing Asia, the challenges ahead are even more demanding and difficult.
This is where Singaporeans must remain more united to face the rougher times ahead. We should rally ourselves around our government and ensure that our economy can withstand the
turmoils ahead. It is not a time to relax or to blame each other. Rather, we must learn to trust our leaders and stay united.
Remember what Sun Tzu said about confusion and suspicion.
They will lead to disunity, cause erosion of our competitiveness and provide victory to our competitors!
(The writer is Professor of Business Policy; Dean, Faculty of Business Administration; Director, Graduate School of Business National University of Singapore & a resource
panellist of SPH's Chinese Newspapers.)
团结精神不能少
(怎样在现代商战和管理学中发挥《孙子兵法》里的智慧，是过去10多年来，黄昭虎教授潜心研究的领域。他出过著作，也曾在20个国家，为120家大型机构的执行人员就这门课题主持过训练、讲座。
本报特邀这名国大学者，在下来一段日子发表系列文章，和读者分享他的创见。)
上阵杀敌必须团结，这已是一个广泛被接受的准则。因此看一看孙子针对团结精神说了些什么，是挺有趣的：
“三军既惑且疑，则诸侯难至矣，是谓乱军引胜。”
（军队既迷惑又疑虑，各诸侯国乘隙进攻的灾难就会临头，这就是所谓自己扰乱自己而导致敌人的胜利。）
从这句引述，很容易就可以得出四点作为借鉴。第一，团队里的成员如果感到疑惑，或更糟的是大家互相猜忌，等于已播下了分崩离析的种子。
以军队和企业来说确实是如此。在一家公司里，沟通管道紊乱，职责界限不明确，雇员便感到迷惑。如果不同部门之间还大搞猜疑，那就更麻烦，公司上下别想朝一致的目标前进！
国家的情况也一样，如果人民和各个决策团体不同心同德，而是开始你怀疑我、我怀疑你，便会渐渐形成一片散沙。如果让猜疑、迷惑长期存在，还可能衍生出其他恶果。最极端的结局是导致国家或企业解体，好比前苏联这个国家，以及一些甚至已经上市的家族生意。
第二，迷惑、猜疑能够使一个企业变得脆弱，以致让外敌乘虚而入。在战场上，敌人无时无刻不在寻找弱点下手，一支军队如果自己先乱了阵脚，无疑是提供黄金机会，替敌人打开方便之门。
