The Importance of an Adversary

Today's (28 September 2017) email missive from CB Insights, a research firm that tracks private companies, investments and acquisitions, contains a provocative and insightful quote from Dave Gooden writing in his blog:

"9. Pick a fight. Don’t do this publicly, but always have an enemy – at least one person and/or company who’s ass you are trying to kick. Don’t stop until you have their head on a stick…and then pick a bigger enemy."

Before you consign this quote to industries besides education (one might think of the real estate salesmen in Glengarry Glen Ross, especially since Gooden and his partner are in the real estate biz), pause for a moment to consider the value in having a nominal opponent:

• It gives you something or sometime against which to benchmark you performance;
• It sets the bar you are trying to hurdle;
• It defines the league you are trying to play in; and
• It helps you gauge success.

At the same time, it is vitally important to pick the right enemy. Pick one that is too easy and you discredit your own "success." No Moriarty would have meant a lesser Sherlock. Pick one that is too much of a stretch and everyone (especially those working with you) will think you are crazy or delusional, which are pretty much the same thing. When you lose business, whom or what do you lose it to? Start there. Kick that ass. Then upgrade.