The Law of Strategy: A Blueprint for Competitive Success

Understanding Strategy

Few people truly grasp the essence of strategy. In nearly three decades of experience in the golf and resort industry, I have never encountered an Owner, CEO, VP, or marketing manager who could clearly articulate a strategy. Instead, they usually respond with vague musings like, “That’s an interesting question,” or they pivot to discussing their marketing tactics. They mention having a website, a community outreach program, email marketing, or running ads in regional publications and on travel portals. Rarely, if ever, do these discussions reflect anything close to a cohesive strategy.

Without a strategy, a business is like a sailboat adrift in the ocean without a compass. You may stumble upon success, but you’re just as likely to drift deeper into the abyss, slowly succumbing to mismanagement and wasted resources. A business without a strategy squanders money and time as aimlessly as a road trip decided by flipping a coin at every intersection.

Instead of focusing on strategy, many businesses — and indeed most clubs and resorts — fall into a reactive cycle, bouncing from one tactic to another in pursuit of short-term wins. They offer discounts on tee times or room rates, waive membership fees, or throw in freebies like a hot dog and a Coke. These tactics are…