The Art of War: Strategic Lessons from Sun Tzu – Pierre Fayard

Chinese Strategy: a Revolutionary Approach

Pierre began by presenting a radically different vision of strategy. Unlike often frontal Western approaches, Chinese strategy favors cunning, economy of means, and invisibility. As Sun Tzu says: “Weapons are instruments of ill omen” – they should only be used as a last resort, when all other means have failed.

The pinnacle of the strategist’s art is to win by cunning, possibly by diplomacy, and only as a last resort, if one is truly inept, by force of arms. This approach is based on three fundamental principles: economy (achieving much with little), harmony (adapting to situations to profit from them), and invisibility (the more invisible the strategy, the less likely one is to be attacked).

Hiding in Plain Sight: the Paradox of Transparency

One of the most fascinating stratagems Pierre presented to us is that of “hiding in plain sight”. This paradox consists of concealing something risky by doing it openly, without raising alarm. Edgar Poe’s example perfectly illustrates this concept: the compromising letter was displayed in the suspect’s office, so obvious that no one thought to look for it there.

In business, this strategy can be applied when one wishes to implement a delicate innovation or change. Rather than proceeding in the shadows, it can be more effective to act openly, using the common belief that important things are hidden to better protect them.

Making the Unnecessary Essential: the Backdoor Strategy

This method consists of entering through the small door with a low investment to gradually become more and more necessary. Pierre illustrates this concept with the story of the film “Boudu Saved from Drowning”: a homeless person taken in by a bourgeois family who, little by little, makes himself indispensable by participating in various activities until he takes the place of the masters.

For salespeople, this approach means identifying all opportunities in a given situation rather than imposing their arguments from the outside. It’s about orchestrating the interlocutor’s needs, convincing from within with the other’s arguments, rather than bringing one’s own arguments to convince from the outside.

The Art of Retreat: Preserving One’s Potential

The 36th stratagem, considered the stratagem of stratagems, teaches us the importance of knowing when to retreat to preserve one’s potential. Dying like a hero is foolishness in Sun Tzu’s thought. The important thing is to know when one can win and when it is better to withdraw.

This philosophy is based on the Yin and Yang thought: everything changes constantly. The full is emptying, the empty is filling. One must therefore know how to position oneself within this change to benefit from trends and be carried by the waves rather than taking them head-on.

Knowledge above All

Sun Tzu tells us: “He who knows himself and knows his adversary will never be defeated.” Not that he will always win, but he will know when he can engage and when it is better to withdraw. Knowledge – what we call intelligence today – is more important than weapons or even arguments.

A general will be invincible by having the support, adherence, and trust of his soldiers. In a company as in an army, the link between the base and the top is fundamental. It is by developing this relational quality that one can act as one man.

In a nutshell…

Here are the major lessons to remember from this Masterclass with Pierre Fayard:

• Prioritize economy of means: Seek to achieve much with little, by using existing resources and trends rather than creating everything from scratch.

• Master the art of invisibility: The more discreet your strategy, the less likely you are to be attacked. Sometimes, the best hiding place is in plain sight.

• Develop knowledge: Know your environment, your partners, and your competitors to know when to engage and when to withdraw.

• Cultivate relationships: Success relies on the trust and commitment of your teams. A leader is nothing without the support of their collaborators.

Don’t miss the next Masterclass!

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