We’ve been looking at the 6 steps in the simplified “battle procedure” for business. So far we’ve covered steps 1 and 2, respectively: warning and time estimate. This week we cover step 3, reconnaissance.

Reconnaissance is the act of seeking out new information or confirming existing assumptions and knowledge in order to decide on the best course of action for future operations. Reconnaissance is so valuable because it allows us to question the hypotheses that have guided us to that point. For instance, you may consider launching an attack on an enemy position by going through an unfamiliar area. However, you need to send scouts to confirm that the route provides good cover, is passable to your forces, and will give you the element of surprise. The last thing you want is to take a route to your objective and find upon doing so that it is impassable to tanks or you come under enemy ambush.

You can and must apply the same logic to your business strategies and tactical plans. Say you want to launch a product or service in new geographical market. It helps to scout out the terrain ahead of time to determine the following:

• Are there competitors?
• What do they offer?
• What is the nature of buyers, their needs, their wants?
• Are there government regulations you must be aware of?
• Do you have the resources to establish a bridgehead in hostile territory?
• Are there potential allies who can help you succeed in this terrain?
• What is the weather (i.e. economic and social environment) like?
• What are the threats and opportunities?

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 

Richard Martin is a Master Strategist and Leadership Catalyst. Richard 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.

© 2014 Richard Martin. Reproduction and quotes are permitted with proper attribution.

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