Only the Paranoid Survive: How to Exploit the Crisis Points that Challenge Every Company

by Andrew S. Grove

“A strategic inflection point is a time in the life of a business when its fundamentals are about to change. The change can mean an opportunity to rise to new heights. But it may just as likely signal the beginning of the end.”

Andy Grove, former chairman of Intel, describes six categories of 10X changes: competition, technology, customers, suppliers, complementors, and regulation. “When a Wal-Mart moves into a small town, the environment changes for every retailer in that town. A 10X factor has arrived. When the technology for sound in movies became popular, every silent actor and actress personally experienced the 10X factor of technological change. When container shipping revolutionized sea transportation, a 10X factor reordered the major ports around the world.”

Most strategic inflection points creep up on you gradually. “They are often not clear until you can look at the events in retrospect.”

“How do we know whether a change signals a strategic inflection point? The only way is through the process of clarification that comes from broad and intense debate.” At Intel “we developed a style of ferociously arguing with one another while remaining friends (we call this ‘constructive confrontation’).”

“Contemporary management doctrine suggests that you should approach any debate and argument with data in hand. It’s good advice. Altogether too often, people substitute opinions for facts and emotions for analysis. But data are about the past, and strategic inflection points are about the future. By the time the data showed that the Japanese memory producers were becoming a major factor, we were in the midst of a fight for our survival.”

“You have to know when to argue with data. Yet you have to be able to argue with the data when your experience and judgment suggest the emergence of a force that may be too small to show up in the analysis but has the potential to grow so big as to change the rules your business operates by.”

Grove asks, “If you had just one bullet in a figurative pistol, whom among your many competitors would you save it for? … When the answer to this question stops being as crystal clear as it used to be and some of your people direct the silver bullet to competitors who didn’t merit this kind of attention previously, it’s time to sit up and pay special attention.”

“Middle managers—especially those who deal with the outside world, like people in sales—are often the first to realize that what worked before doesn’t quite work anymore; that the rules are changing. They usually don’t have an easy time explaining it to senior management, so the senior management in a company is sometimes late to realize that the world is changing on them—and the leader is often the last of all to know.”

“If you are in middle management… don’t sit on the sidelines waiting for the senior people to make a decision so that later on you can criticize them over a beer… Don’t justify holding back by saying that you don’t know the answers; at times like this, nobody does.”

“If existing management want to keep their jobs when the basics of the business are undergoing profound change, they must adopt an outsider’s intellectual objectivity.”

Grove makes an important distinction between helpful and harmful aspects of fear.

“The most important role of managers is to create an environment in which people are passionately dedicated to winning in the marketplace. Fear plays a major role in creating and maintaining such passion. Fear of competition, fear of bankruptcy, fear of being wrong and fear of losing can all be powerful motivators… Simply put, fear can be the opposite of complacency.”

Conversely, “constructively debating tough issues and getting somewhere is only possible when people can speak their minds without fear of punishment… It takes many years of consistent conduct to eliminate fear of punishment as an inhibitor of strategic discussion. It takes only one incident to introduce it… Once an environment of fear takes over, it will lead to paralysis throughout the organization and cut off the flow of bad news from the periphery.”

“Given the amorphous nature of an inflection point, how do you know the right moment to take appropriate action, to make the changes that will save your company or your career? Unfortunately, you don’t. But you can’t wait until you do know: Timing is everything. If you undertake these changes while your company is still healthy, while your ongoing business forms a protective bubble in which you can experiment with the new ways of doing business, you can save much more of your company’s strength, your employees and your strategic position.”

“I have seen many companies fall into the same trap of saying one thing and doing another while they are in the midst of coping with a strategic inflection point. I call this divergence between actions and statements strategic dissonance… Resolution of strategic dissonance does not come in the form of a figurative light bulb going on. It comes through experimentation. Loosen up the level of control that your organization normally is accustomed to. Let people try different techniques, review different products, exploit different sales channels and go after different customers.”

“The dilemma is that you can’t suddenly start experimenting when you realize you’re in trouble unless you’ve been experimenting all along… Intel experimented with microprocessors for over ten years before the opportunity and imperative arose to make them the centerpiece of our corporate strategy.”

In the final phase of the transformation, leadership must articulate a clear direction “which includes describing what we are going after as well as describing what we will not be going after… Much as in the middle of the strategic inflection process you needed to let chaos reign in order to explore your alternatives, to lead your organization out of the resulting ambiguity and to energize your staff toward a new direction, you must rein in chaos… The time for experimentation is also over.”

“The point is this: you can’t hedge in a choice of direction… Hedging is expensive and dilutes commitment… When a company is meandering, its management staff is demoralized. When the management staff is demoralized, nothing works: Every employee feels paralyzed. This is exactly when you need to have a strong leader setting a direction. And it doesn’t even have to be the best direction—just a strong, clear one.”

“Strategic plans sound like political speech. Strategic actions are concrete steps. They vary: They can be the assignment of an up-and-coming player to a new area of responsibility; the can be the opening of sales offices in a portion of the world where we haven’t done business before; they can be a cutback in the development effort that deals with a long-pursued area of our business. All of these are real and suggest directional changes.”

Grove points out, “you can’t change a company without changing its management. I’m not saying they have to pack up their desks and be replaced. I’m saying that they themselves, every one of them, needs to change to be more in tune with the mandates of the new environment. They may need to go back to school, they may need a new assignment, they may need to spend some years in a foreign post. They need to adapt. If they can’t or won’t, however, they will need to be replaced with others who are more in tune with the new world the company is heading to.”

“It seems that companies that successfully navigate through strategic inflection points have a good dialectic between bottom-up and top-down actions… An organization that has a culture that can deal with these two phases—debate (chaos reigns) and a determined march (chaos reined in)—is a powerful, adaptive organization.”

The book includes a chapter on career inflection points. “Your career is literally your business, and you are its CEO… You must respond to market forces… and be alert to the possibility that what you are doing can be done in a different way. It is your responsibility to protect your career from harm and to position yourself to benefit from changes in the operating environment.”

“As in managing businesses, it is rare that people make career calls early… If you are among the first to take advantage of a career inflection point, you are likely to find the best pick of the opportunities in your new activity. Simply put, the early bird gets the worm; latecomers will get only the leftovers.” And like a CEO facing a strategic inflection point, “there are two things that will help you get through the career valley: clarity and conviction.”


Grove, Andrew S. Only The Paranoid Survive. New York: Doubleday, 1999. Buy from Amazon.com


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