Your Prospecting Strategy Is a War Plan — And Most of You Are Marching Blind
Written by Sergio Armani, Founder of ACG-Clinical
As we celebrate the Fourth of July — a time to honor the courage, discipline, and sacrifice of those who served — I’ve been reflecting on how their actions didn’t just win battles. They built the foundation for the freedoms we live and work with today.
The freedom to speak
The freedom to choose our path
And for those of us in business — the freedom to build something of our own
That’s not something I take lightly.
Because for me, this runs deep.
When I was a kid, once a month, my father — a Green Beret who served in Korea and completed three tours in Vietnam — would turn our dining room table into a battlefield.
He and his Army buddies would gather to play Kriegsspiel — a Prussian military wargame originally developed to train 19th-century officers in battlefield tactics. They’d spend two days simulating combat scenarios, flanking imaginary enemies, anticipating counterattacks, and coordinating their moves with precision and purpose.
I didn’t understand all the mechanics, but I understood the mindset:
Strategy before movement. Discipline before action. Clarity before chaos.
That memory is burned into my brain.
And now, decades later, I see those same principles play out — or get ignored — in clinical research sales.
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Disclaimer
The information in this publication is for general informational purposes only and should not be construed as legal, financial, or regulatory advice. Armani Consulting Group, LLC, doing business as ACG-Clinical, disclaims any liability for errors, omissions, or actions taken in reliance on this content. Please consult qualified professionals for advice specific to your situation.