Winning in Business through Positioning: The Invisible Skill

By Gelare Danaie

I grew up in a soccer family. My dad was a professional. My brothers always played. I did too. My husband also—it was a must-have to join the family, other than loving food and wine, knowing how to play cards, and being fun!

Every World Cup is an opportunity to refresh our love for this brilliant game and share the passion at family and friends' gatherings. This year was the same, and co-hosting it in Canada while having my parents around made it extra special. The timing of the World Cup, together with our business growth and maturity, was the trigger to think about this question;

How can we play like elite players and win at business? let me explain.

I watched and observed some of the most elite players, thinking about the similarities between what they do on the field and what we do in business.

The greatest soccer players are rarely the fastest, strongest, or even the most technically gifted on the field. They consistently arrive at the right place at the right time. Observing how they move on the field has been my inspiration for planning the next steps of our growing business. Below are some of the key lessons I jotted down in my notebook while watching:

• Seeing space before it opens.

• Anticipating where the ball will arrive.

• Understanding where defenders will move.

• Choosing where not to be.

• Making yourself available before teammates need you.

Elite players spend more time reading the game than reacting to it. That's what a business leader should do too. Great players do not chase the game; they let the game come to them.

Messi is perhaps the greatest example of positioning through anticipation. If you are watching the game, try to notice that he often walks. He constantly gathers information. His walking is scanning. When the opportunity appears, he moves explosively. He is not faster than everyone else, but he wins because he started earlier, mentally.

Lesson:

Don't constantly chase opportunities. Observe long enough to recognize the openings others cannot see.

Another example is Mbappé. People remember him for his speed, but coaches admire his timing. He rarely begins his run early. He waits until it's time. His speed becomes devastating because his positioning cuts defenders off guard.

Lesson:

Being first is not always winning. Timing is the key.

Müller famously calls himself a Raumdeuter—a "space interpreter." He is not the fastest or the most spectacular dribbler. He repeatedly appears where nobody expects him. His talent is understanding where defenders are looking, where they aren't looking, and where space will exist two seconds later. He scores because he understands geometry better than most players.

Same as in the soccer field, markets contain invisible spaces where competitors are absent. Winning often comes from occupying those spaces before others notice them. Successful businesses don't simply work harder. They position themselves where opportunity is most likely to emerge.

Positioning creates the opportunity. Winning is merely the final touch.