Posts Tagged ‘reconnaissance’


Step 4: Conduct Reconnaissance

This diagram depicts the elements of military reconnaissance and, by analogy, those of business reconnaissance. The most important thing to understand is that reconnaissance must be mission driven.

The aim of reconnaissance is to generate mission and goal focused intelligence. In other words, you don’t just go off willy nilly trying to figure out what is happening and what the conditions you’re likely to face are.

You must start with you mission, which tells you the effect you want to create. You then develop a general idea of the courses of action you have open, as well as likely responses by your competitors, opponents, clients, suppliers, distributors, and other potential influencing actors. This gives you the proper framework for assessing the environment and finding competitive gaps that can be exploited for success. You can also potentially shape your competitive battle space when you know what it consists of.

The second diagram (below) shows how this relates to our eventual planning and decision-making. We’re not just out there looking around. We’re trying to seize opportunities, notice things others haven’t noticed, and, what’s often forgotten or avoided, protecting ourselves from the downside.


Business Readiness Process (BRP)
1.     Ensure vigilance through situational awareness.
2.     Do preliminary assessment of tasks and time.
3.     Activate organization or team.
4.   Conduct reconnaissance.
5.     Do detailed situational estimate.
6.     Conduct wargame and decide on optimal course(s) of action.
7.     Perform risk management and contingency planning.
8.     Communicate plan and issue direction.
9.     Build organizational robustness.
10.   Ensure operational continuity.
11.   Lead and control execution.
12.   Assess performance.


Did you know that an infantry battalion only needs about 3 to 4 hours of prep and planning time to be battle ready? What are you waiting for to get the same benefits for your outfit?

Feel free to contact me at any time to discuss your objectives and needs.

And remember… STAND TO!!!

My name is Richard Martin and I’m an expert on applying readiness principles to position companies and leaders to grow and thrive by shaping and exploiting change and opportunity, instead of just passively succumbing to uncertainty and risk.

© 2016 Alcera Consulting Inc. This article may be used for non-commercial use with proper attribution.

Time spend in reconnaissance is rarely wasted. Whenever a military force is advancing against enemy positions, it always sends out scouting parties to reconnoitre the terrain, confirm enemy positions and strength, and find gaps and weaknesses in the defences.

Selling should be conducted in the exact same manner. Time spent in preparation, is rarely wasted. Even if you think you know what you’re up against, you must sound out your clientele and send out metaphorical scouting parties to size up the client, identify potential objectives, wants, and needs, as well as identify and assess the competition. You can do this through a phone call, telemarketing (if you’re reaching out to find leads), online research, or background research from your company’s own data banks and CRM software.

The key point is, don’t go in blind, even if you think you know everything you need to know. An ounce of prevention is worth a pound of cure, and that’s not just good motherly (or doctorly) advice.

Richard Martin is The Force Multiplier. He brings his military and business leadership and management experience to bear for executives and organizations seeking to radically improve performance, grow, and thrive in the face of rapid change, harsh competition, and increasing uncertainty.

I’m never too busy to discuss your needs or those of anyone else you feel may benefit from meeting or talking to me. So feel free to contact me at any time!

© 2015 Richard Martin. Reproduction and quotes are permitted with proper attribution.