In professional services, it's easy to get caught up in the day-to-day hustle, focusing only on tactical decisions while losing sight of the bigger picture: your overall strategy.

Are You Focused on Tactics or Strategy?

Let’s consider a nautical analogy. As the captain of your ship (or professional services firm), much of your focus is likely on tactics—immediate actions that need to be taken. You may find yourself discussing plans like: "We’ll do this, then that, work harder at this, add some marketing there, and hope for the best."

Sound familiar?

This scattershot approach may feel productive, but it’s just a collection of random activities that may or may not lead to meaningful success. Without an overarching strategy guiding these efforts, you risk going in circles.

The Critical Difference Between Strategy and Tactics

As Sun Tzu’s The Art of War reminds us:

"Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat."

In other words, tactics alone won’t get you to your destination. You need a well-defined strategy—a mental model or guiding framework that aligns your actions towards a clear goal. As Keith Cunningham puts it:

“Hopium is not a strategy.”

Relying on hope and tactical fixes to achieve your firm’s goals, without a strategic plan, is like sailing without a compass. You might make some progress, but it’s unlikely you’ll reach your intended destination.

The Role of Strategy in Professional Services

Strategy provides the structure and direction your firm needs to succeed in a competitive market. It acts as your compass—helping you deal with uncertainty and guiding your team towards achieving long-term goals.

Without strategy, tactical decisions are made in a vacuum, often driven by external factors like market changes, trends, or short-term opportunities. But true success comes from a deliberate approach, where every action aligns with a larger strategy for winning.

Key Questions to Consider

As you evaluate your firm’s approach to strategy implementation, ask yourself:

• Are you setting strategic goals, or are you simply relying on hope and reactive tactics?

• What mental model are you using to shape your decision-making process?

• Do you have a strategic "compass" to guide you through uncertain waters?

Answering these questions will help you identify whether you're operating from a place of strategy or just executing disconnected tactics.

Moving Forward with Clarity

By grounding your actions in a solid strategy, you'll position your firm for sustained success. It’s time to shift from a hope-driven approach to one rooted in thoughtful strategy execution.

Take a step back, assess your current path, and ensure that your tactics are aligned with a customised strategy designed to win.