Welcome to the Strategy Glossary – a collection of the most important definitions, terms, and concepts related to strategy.
All communication can be broken into two types: violent or non-violent.
Violence is inherently destructive so I want to live in a world with as little violence as possible. To me, that means replacing violent communication with non-violent communication and that starts with making sure that you are understood by and understand your communication partners.
So I care a lot about the meaning of words. This strategy glossary is my effort to define some of the words and concepts associated with strategy that we often take for granted.
Not sure where to start? Start with the definition of strategy.
Note: This strategy glossary will grow over time.
The most famous cartel, OPEC (the Organization of the Petroleum Exporting Countries), sets production limits for each member country so that prices remain high. Without the cartel, in a free-price system, each firm would compete with one another in order to better serve their customers – by reducing prices or by making their offering more appealing in some way.
Most cartels are not stable long-term since each member has an incentive to agree to the terms but then cheat in order to accrue even more profits for themselves. However, some cartels are propped up by or even sanctioned by the threat of violence, often sponsored by governments.
Aside from the crude oil market, cartels have existed in the raisin market, the diamond market, the beer market, the Swiss cheese market, the waste disposal market, and even the US presidential debates.
A Category Killer is a firm that has specialized in a specific market or product, leveraging their narrow focus to gain a competitive edge over less focused firms through increased bargaining power, pricing tactics, large selection, and strong branding.
Before going bankrupt and shutting down its stores in 2018, Toys”R”Us was considered a “category killer” because it so aggressively defined, computed for, and quickly owned the category of a children’s toy retailer.
The term category killer can be a bit confusing – it doesn’t mean that a company killed a category. A category killer dominates (or co-dominates) it due to their focus and scale.
Collusion is an agreement between parties with the aim of reducing competition and increasing profits, typically at the expense of customers, vendors, shareholders, or employees. Collusive activities range from being illegal, ignored, accepted, and even legally sanctioned.
Examples of collusion include forming a cartel, price-fixing, bid rigging, or any other agreements to reduce competition.
The Raisin Racket
During the Great Depression, the US government gave a few lucky raisin farmers and handlers a government-protected mandate to restrict the sale of raisins and fix the price. The formation of this cartel was not only sanctioned by law but not even kept a secret. The members of the so-called “Raisin Administration Committee” were a select group of growers and handlers – creating further incentive for rent-seeking.
While the stated purpose of the cartel was to “stabilize” the price of raisins (which it did by price-fixing), the consequence was that customers overpaid for raisins (and every product that uses raisins as an input) for nearly 80 years, until the law was overturned by the Supreme Court in 2014.
The Commission on Presidential Debates
After the US Presidential election of 1992, when Independent candidate Ross Perot took 19% of the vote from Republican George H. W. Bush and Democrat Bill Clinton (which some believe cost Bush his reelection), the Commission on Presidential Debates created a new rule that prevented candidates from being allowed in the nationally televised debates unless they had 15% of the votes in 5 national polls leading up to the election.
The commission was, of course, created in order to “[turn] over the sponsorship of Presidential debates to the two major parties” and the commission was originally chaired by the heads of the Republican and Democratic parties. The polls that would be used to select candidates were, of course, selected by the commission's members.
This legal collusion has been extremely effective at controlling who has a serious shot at running for president and who ultimately becomes president.
To compete is to “strive to gain or win something by defeating or establishing superiority over others who are trying to do the same.” Competition is the activity or condition of competing.
com + petere
Latin competere, from com “with, together” + petere “to strive, seek, fall upon, rush at, attack”
Interestingly, competition and competence have the same root.
The “Moneyball” strategy is a statistical approach to finding a hidden advantage within a competitive ecosystem, typically by identifying variables that are over-valued or under-valued by the rest of the market and making resource allocations accordingly.
The 2002 Oakland A’s implemented a Moneyball strategy (also called Sabermetrics) to earn their spot in the playoffs with a player salary budget of approximately one-third of the largest-budget teams.
Their phenomenal results and return on investment (ROI) were a result of the team’s desperate challenge to run a team on such a (relatively) small budget. Instead of implementing the same strategy that the wealthiest teams were already implementing – a game Oakland couldn’t win – they chose a different route.
The team came to realize that certain traditionally-valued properties – a player’s subjective characteristics (does he have a “good face”?) and even many of his objective statistics (RBIs, steals, etc) – were dramatically overvalued. Similarly, they discovered several player statistics that were consistently undervalued (walks, pitches per at-bat).
By focusing on the demonstrable value that a player brought to an organization (primarily runs or proxies for runs like getting on base), the Oakland A’s were able to afford a team that won 103 games during the regular season – tying the NY Yankees for the most wins that season.
Michael Lewis brought the story to the public eye in his 2003 book MoneyballyLINK which was made into a very entertaining file in 2011 LINK.
Read more about Moneyball.
Defining strategy is a difficult task.
The first problem is that there is no other word in the english language like it and the closest synonym, plan, falls way short. We’re literally lacking in nuanced vocabulary.
The next problem with the word is that it is both an output of a process and the process itself. You have both a strategy for putting a man on the moon by the end of the decade and the process by which you created that strategy. One word – strategy – has to stand in for both of those related but different concepts.
The last problem I’ll address here is that the word has been coopted by the naive, the malicious, and the careless. They use the word to sell their poorly written business books, stock trading BS, and get rich quick schemes. They use it to sell their political candidates, their CEOs, their gurus. They use it when they actually mean “plan,” “tactic,” or something entirely different.
So what is Strategy?
Strategy is the process of creating a set of well-aligned activities with the aim of occupying a valuable position within a competitive landscape.
It follows then that a tactic is one of those activities and that a strategy is the output of the process of strategy.
Etymology of Strategy
The etymology of strategy is from the Ancient Greek strategia, meaning "office or command of a general.” Strategia’s roots are stratos and ago.
Stratos means "multitude, army, expedition, encamped army," literally "that which is spread out” – which explains the meaning behind words like stratum and stratosphere.
Ago means “to lead”
Taken all together, one nice english translation is: “to lead that which is spread out.”
Table Stakes are the resources that are required in order to participate in a competition. Typically, additional resources are required to compete well and the table stakes can be used to prevent potential competitors from competing at all. When structured in this way, table stakes can be a form of moat or barrier to entry.
Example: In poker, the chips a player must bet in order to sit at the table and play the game – the ante – are the table stakes.
Example: Given how many US voters watch the presidential debates, participating in the debates is a table stake for having a shot at being elected president. Ratings agency Nielsen estimated that 84 million people watched the first presidential debate of the 2016 election, representing 36.4% of all eligible voters and 60.5% of actual voters in the 2016 election.
Read an entire article on the presidential debate table stake.