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Strategy Power Plays: Winning Business Ideas from the World's Greatest Strategic Minds by Karen Mccreadie, Tim Phillips

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70 REWARD YOUR PEOPLE

Sun Tzu talks of the benevolent treatment of men and how discipline must be tempered with reward: ‘When you plunder a countryside, let the spoil be divided amongst your men; when you capture new territory, cut it up into allotments for the benefit of the soldiery.’

DEFINING IDEA…

‘If the frontline people docount, you can't prove it byexamining the reward systemsin most organisations.’

~ KARL ALBRECHT, ENTREPRENEUR

Interpreters of The Art of War might argue this was not what Master Sun meant by this statement. Instead it refers to the need to use the enemy's resources to augment the battle. However, from both interpretations there are correlations with business. As the business grows into new territories or sales ...

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