---
id: ins_trott-change-the-game
operator: Dave Trott
operator_role: Co-founder Gold Greenlees Trott; author Predatory Thinking, Creative Mischief, One+One=Three
source_url: https://davetrott.co.uk/2026/04/dont-play-the-game-change-the-game/
source_type: essay
source_title: "DON'T PLAY THE GAME, CHANGE THE GAME"
source_date: 2026-04-27
captured_date: 2026-05-05
domain: [strategy, pmm, marketing, design]
lifecycle: [strategy-bets, creative-direction, competitive-analysis]
maturity: foundational
artifact_class: framework
score: { originality: 5, specificity: 5, evidence: 4, transferability: 5, source: 5 }
tier: A
related: [ins_zero-to-one-monopoly, ins_thiel-vertical-vs-horizontal-progress, ins_trott-point-of-sameness]
raw_ref: raw/essays/trott--three-posts--2025-2026.md
---

# Don't play the game on its own terms, change the game to one you can beat

## Claim
The default competitive strategy is to play the game better, be more efficient than the incumbent, faster than the entrant, cheaper than the alternative. Trott's predatory-thinking principle inverts this: when the game is unbeatable on its own terms, the alternative isn't *more* of the same, the alternative is a *different idea*. Change the game to one you can beat rather than competing within an existing frame where the structural advantages favour someone else.

## Mechanism
Most competitive thinking is bounded by the existing game's rules. Operators measure themselves against incumbents, optimise on the same axes, and end up running harder on a treadmill that the incumbents are also running. Predatory thinking refuses the frame: the question becomes "what game *can* we win?" rather than "how do we win this game?" Trott's canonical example: Alfred Sloan didn't try to out-efficient Henry Ford, Ford had already won the efficiency game. Sloan changed the game by introducing annual model changes tied to consumer fashion preferences, creating a new dimension of competition (style obsolescence) that Ford was structurally unsuited to play. The game-change is the durable strategic move; playing-better is incrementalism that loses.

## Conditions
Holds when:
- The incumbent has structural advantages on the existing game's axes (scale, capital, brand).
- The category has degrees of freedom for new game definitions (multiple possible competitive dimensions).
- The challenger has the creative capacity to invent the new game.

Fails when:
- The category is genuinely commoditised on a single axis (some pure-utility infrastructure) where game-change isn't possible.
- The new game the challenger proposes is unrecognisable to buyers, they don't know how to evaluate it.
- "Change the game" gets misread as "do something different for its own sake", the new game must be one the challenger can actually win, not just a different one.

## Evidence
> "the alternative to efficiency wasn't more efficiency, the alternative was a different idea."

> "And it is unbeatable if you play it at its own game. Which is why you need to change the game to a game where you can beat it."

· `raw/essays/trott--three-posts--2025-2026.md` (Trott, "DON'T PLAY THE GAME, CHANGE THE GAME," 2026-04-27).

## Signals
- Strategy reviews include explicit "what game are we choosing to play?" framing alongside competitive analysis.
- Differentiation is articulated as a new dimension of competition, not as incremental advantage on the existing dimensions.
- The team can name the game-change in their positioning, the move is conscious, not accidental.

## Counter-evidence
Game-change framing can curdle into perpetual avoidance of head-to-head competition, companies that always change the game end up running parallel businesses that never reach the scale of incumbent competitors. Some categories require winning the existing game to access scale, even if it's harder. The discipline is matching strategy to category structure: change-the-game when the existing game is structurally rigged; play-the-game-better when the rigging is small.

## Cross-references
- `ins_zero-to-one-monopoly`, Thiel's adjacent claim; building a monopoly often means changing the game.
- `ins_thiel-vertical-vs-horizontal-progress`, vertical progress (0-to-1) is one form of game-change.
- `ins_trott-point-of-sameness`, Trott's adjacent claim; point-of-sameness is what game-following produces.