Analysis Across Examples

The commonalities between these two examples offer three key insights into reconnaissance pull. First, both Schmidt and Young displayed a remarkable willingness to listen, be flexible, and provide necessary support, and their subordinates responded by delivering nonlinear results. Second, reconnaissance created a virtuous cycle: the collection and communication of timely and accurate information enhanced decision-making ability, which in turn facilitated decision-making speed and judgment. Once Schmidt and Hackborn penetrated the gap, they maintained a rapid tempo as a result of their better information and faster decision making: by the time the Japanese had reacted to the Fourth Marine Division landing, the Second Marine Division was already ashore, and by the time competitors responded to HP s first ThInkJet, Hackborn was rolling out the lower-cost and higher-quality DeskJet 500 series and, shortly thereafter, color printers. Third, reconnaissance enabled Schmidt and Hackborn to reshape the rules of their respective competitive encounters. Schmidt attacked from a direction that the Japanese were not prepared to defend. Hackborn capitalized on a new technology to create an offering that incumbents could match only by undermining their existing market positions .