“Let’s discuss it” is not a plan. “I need to think about it” is not progress. The military concept of tactical terms changes everything.
Those who read my articles regularly know that besides being the Founder & CEO of Yonder, a B2B SaaS company, I am also an active reserve officer in the Swiss Armed Forces. Being a military officer for more than 20 years leaves traces on your life, whether you want it or not.
Ask my kids. Not only do they know what a battalion is and why there are compulsory shooting exercises in Switzerland, but they also know what tactical terms are.
Wait, what? Don’t worry, I’m not leading my family like a battalion. But tactical terms are such an important concept in life in general that I even teach my kids about them. Let’s look into what a tactical term it is and how it can help you in business and life in general.
What Is A Tactical Term?
In the military, tactical terms describe actions that a formation can carry out. “Attack”, “hold”, “observe”, “deny access”, “eliminate”, and many more. Tactical terms always contain a verb, and they are always about doing things.
To contrast this with real business life, here are some expressions that aren’t tactical terms: “Let’s discuss it”, “I’m on it”, “I need to think about it”, or “here is an update.” Complaining is also not a tactical term.
See the difference? Tactical terms are always oriented towards action and outcomes.
The last important thing about tactical terms is that they need to be properly defined. If the two of us have a different understanding of what “attack” or “deny access” means, our military operation will end in disaster. It’s the same in business – if people aren’t aligned on the tactical terms, you will not succeed.
When Should You Use Tactical Terms?
The short answer is: Whenever you want to get stuff done. But that’s not helpful advice. So let’s dig a little deeper.
Evaluating Options
Whatever you are trying to accomplish, there is always more than one option to get from here to there. That’s a core thing I learned in the military: Always present several options to solve a problem, and always present the advantages and disadvantages of every option in an easy-to-understand overview. Then describe each option in a few bullet points. The key point? Each bullet point must include a tactical term. If an option description doesn’t include tactical terms, drop the option.
Why? Because solving a problem requires action.
Unblocking Discussions
I’m sure you have come across many blocked discussions in your entrepreneurial life. Investor discussions stall, and you don’t understand why. An RFP doesn’t move forward, even though you answered all the prospect’s questions and you received positive feedback on your product. You’re having discussions about an employee’s performance.
Why are those discussions stuck? Train your senses to spot the absence of tactical terms. When people talk about “looking into it”, “let’s wait and observe how the situation develops”, or “we need to discuss this in more detail”, it’s clear why things don’t move: The discussions aren’t centered on solving a problem, but on nurturing a problem.
Focus on the Deliverables
If you want results, you need a product. However, a product is not always a product in the sense of something you can sell; it can also be an RFP response, a marketing newsletter, or whatever. Sharpen your senses to always ask what product or deliverable is expected until when. If you know your deliverable, you can take action. And that leads you back to the tactical terms.
Conclusion
These were just three examples where tactical terms help you get things done.
Now, what can you do to put this concept into practice? As always with challenging leadership topics, you can’t put this into perfect practice within a day. But you need to start working in the right direction. Why don’t you begin by defining the relevant tactical terms for whatever business you’re in, and sharpening your senses to spot the absence of those tactical terms?
