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of which could be game changing and most of which will prove fleeting or irrelevant. How are we to know which is which? And without knowing what is relevant, how wide a range of possibilities should we consider? Techniques like scenario planning can help managers think through these questions in a systematic way. Likewise, an emphasis on strategic flexibility can help them manage the uncertainty that the scenarios expose. But no matter how you slice it, strategic planning involves prediction, and prediction runs into the fundamental “prophecy” problem I discussed in the previous chapter—that we just can’t know what it is that we should be worrying about until after its importance has been revealed to us. An alternative approach, therefore—and the subject of the next chapter—is to rethink the whole philosophy of planning altogether, placing less emphasis on anticipating the future, or even multiple futures, and more on reacting to the present.

CHAPTER 8

The Measure of All Things

Of all the prognosticators, forecasters, and fortune-tellers, few are at once more confident and yet less accountable than those in the business of predicting fashion trends. Every year, the various industries in the business of designing, producing, selling, and commenting on shoes, clothing, and apparel are awash in predictions for what could be, might be, should be, and surely will be the next big thing. That these predictions are almost never checked for accuracy, that so many trends arrive unforeseen, and that the explanations given for them are only possible in hindsight, seems to have little effect on the breezy air of self-assurance that the arbiters of fashion so often exude. So it’s encouraging that at least one successful fashion company pays no attention to any of it.

That company is Zara, the Spanish clothing retailer that has made business press headlines for over a decade with its novel approach to satisfying consumer demand. Rather than trying to anticipate what shoppers will buy next season, Zara effectively acknowledges that it has no idea. Instead, it adopts what we might call a measure-and-react strategy. First, it sends out agents to scour shopping malls, town centers, and other gathering places to observe what people are already wearing, thereby generating lots of ideas about what might work. Second, drawing on these and other sources of inspiration, it produces an extraordinarily large portfolio of styles, fabrics, and colors—where each combination is initially made in only a small batch—and sends them out to stores, where it can then measure directly what is selling and what isn’t. And finally, it has a very flexible manufacturing and distribution operation that can react quickly to the information that is coming directly from stores, dropping those styles that aren’t selling (with relatively little left-over inventory) and scaling up those that are. All this depends on Zara’s ability to design, produce, ship, and sell a new garment anywhere in the world in just over two weeks—a stunning accomplishment to anyone who has waited in limbo for just about any designer good that isn’t on the shelf.1

Ten years before Zara became a business-school case study, management theorist Henry Mintzberg anticipated their measure-and-react approach in a concept that he called “emergent strategy.” Reflecting on the problem raised in the previous chapter—that traditional strategic planning invariably requires planners to make predictions about the future, leaving them vulnerable to inevitable errors—Mintzberg recommended that planners should rely less on making predictions about long-term strategic trends and more on reacting quickly to changes on the ground. Rather than attempting to anticipate correctly what will work in the future, that is, they should instead improve their ability to learn about what is working right now. Then, like Zara, they should react to it as rapidly as possible, dropping alternatives that are not working—no matter how promising they might have seemed in advance—and diverting resources to those that are