Lexicon

From my experience, one system or process that the US Army does better than businesses is compiling its lexicon so everyone understands the definition of words used throughout the force. The latest US Army “dictionary” is known as FM 1-02.1, Operational Terms. The manual “compiles all Army terms and definitions approved for use in the US Army… When communicating instructions to subordinate units, commanders and staffs from company (editor note — 100 people) through corps (50,000 people) echelons should use this publication as a dictionary of operational terms and military symbols.” This 160 page book, as well as the Army Dictionary Online, are the Army’s tools to keep the 1.25 million soldiers and civilians communicating with a common understanding. This is the second in a series of definitions of military terms that might be useful to use or define in your corporate environment. The first in the series was Post #155, Corporate Lexicon.

Tempo

The dictionary defines tempo as “the rate or speed of motion or activity; pace.” The military has a slightly different definition. FM 1-02.1 , Operational Terms defines tempo as “the relative speed and rhythm of military operations over time with respect to the enemy.” For example, during the invasion of Iraq in 2003, the coalition was able to dictate the speed and rhythm of the march to Baghdad through a combination of cruise missiles, planes, attack helicopters, and ground forces. Only inclement weather and the need to gather supplies forced the coalition to pause the attack, and the tempo, when the ground troops were around the city of An Najaf. Once supplies were brought up and the weather cleared, the offense resumed. A business definition for tempo is “the relative speed and cadence of business operations over time with respect to the customer and/or the competition.”

Corporate Example #1

According to the US Department of Transportation, Americans drive their cars less miles in January, February, and March while driving more in April through September. Love’s Travel Stops is a chain of 510 family owned truck stops and convenience stores in 41 states. Recognizing that there are more people and vehicles on the road in the summer, the company surges during the “100 Days of Summer.” There is also a surge around Thanksgiving and Holiday travel. The tempo in the summer and during the holidays is higher than the rest of the year. The company surges to meet the demand of the customer during its high tempo periods.

Corporate Example #2

A friend has a company that sells used textbooks via Amazon. In November/December and May/June, his company buys lots of used textbooks. In August/September and December/January he sells most of his textbook. His corporate tempo is dictated by the North American high school and collegiate academic year. During the other five months of the year the tempo of his business operations is much slower.

Conclusion

Go on the offensive in 2021 and 2022 and use your tempo, or speed and cadence of business operations, to develop more customers.