alexander

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Leadership Process One: Reframing Problems 43 ple, some say his nose and ears were cut off, and then he was returned to Darius’s family, who dispatched him in a very slow, intensely painful butchering that concluded with small pieces of his body being spread across the countryside. Another lovely story is that he was tied to two trees that had been bent down. When the restraints were removed, Bessus was torn in half. Other stories are equally vivid. It does not matter what actually happened. What matters is that the fate of Bessus further made it clear to the people of the empire that Alexander was king and that he would deal not only with disloyalty but with any attacks on his food supply. Leading Lessons Alexander correctly reframed the problem from one of provisioning supplies to foraging the enemy. He repeatedly captured the Persian supplies intact. More than 3,000 years ago, Sun Tzu admonished all would-be generals to forage the enemy. Alexander sought not to alienate the civilians by stealing their food, so he set out to capture enemy baggage and supplies. Forage the enemy. Conversely, burn your competitors’ crops as a way to reduce competition. A modern example is the common practice of ruining competitors’ test marketing or product introductions. When a competitor brings a new product into your market, give away or dramatically reduce the price of your comparable product, buy extensive end-aisle displays, distribute coupons, buy advertising to drown out
44 THE WISDOM OF ALEXANDER THE GREAT the competitor’s launch, or use some combination of these tactics. This is the equivalent of burning crops because the consumer will respond to your tactics and buy your product. The result is that the competitor has a poor launch— possibly even pulling the new product because of disappointing results—or gets essentially no accurate data about the product because all of your actions skew the results. In all cases, very rapid, decisive action is required.
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THE WISDOM OF ALEXANDER THE GREAT
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THE WISDOM OF ALEXANDER THE GREAT E
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CONTENTS Foreword .................
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CONTENTS vii 33: Ablutions, Celebra
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FOREWORD Alexander the Great as a l
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PREFACE Leadership cannot be taught
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PREFACE xiii Sources: How Do We Kno
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PREFACE xv Alexander’s exploits a
Page 18 and 19: ACKNOWLEDGMENTS Books are not the w
Page 20 and 21: ACKNOWLEDGMENTS xix Dickerson, Andy
Page 23 and 24: RÉSUMÉ Alexander the Great SIGNIF
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The heart of the Persian Empire—m
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156 APPENDIX 326 Battle at River Hy
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158 BIBLIOGRAPHY Fildes, Alan, and
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164 INDEX Alexander the Great (cont
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166 INDEX integration of cultures,
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168 INDEX Sogdiana, Rock of, 65 Sov
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alexander

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