Apply Borrowed Force

---
name: apply-borrowed-force
description: Use when you need to attack a target — competitor, policy, incumbent — that you cannot attack directly due to political, legal, reputational, or resource constraints, by enlisting third parties with their own genuine aligned interest
source: Thirty-Six Stratagems #3 借刀殺人 "Kill with a Borrowed Knife" (三十六計, Sawyer trans. 1994); Verstappen "The 36 Strategies of Ancient China" (2007); Cialdini "Influence" (1984); Moore "Crossing the Chasm" (1991)
tags: [thirty-six-stratagems, borrowed-force, proxy, third-party, coalition, regulatory, kill-borrowed-knife]
verified: true
---

# Apply Borrowed Force

Enlist third parties with their own genuine aligned interest to attack what you cannot attack directly, staying out of the foreground while the proxy acts in their own name.

## Why This Is Best Practice

**Origin:** Stratagem #3 of the Thirty-Six Stratagems: "Kill with a borrowed knife." The general who can mobilise enemies of his enemy — without exposing his own forces — wins without the cost of direct battle. The insight is that many parties have aligned interests with yours but different standing to act: regulators have enforcement authority you lack; press has reach you cannot buy; customers have credibility suppliers cannot manufacture; open-source communities have technical capability you cannot staff.

**Adopted by:** Borrowed force is the mechanism behind most successful antitrust enforcement, open-source commoditisation strategies, and analyst-driven market category creation. Netscape made Internet Explorer's bundling a regulatory issue by providing evidence to the DOJ — not by suing Microsoft itself. IBM's release of PC architecture stimulated a clone market it could not have built: borrowed force that ultimately commoditised hardware and created the conditions for Microsoft's dominance, and then Google's. Sun Tzu's own principle — "Supreme excellence consists in breaking the enemy's resistance without fighting" — applies when the proxy does the breaking.

**Impact:** Direct attack on a stronger opponent uses your resources and strengthens the opponent's narrative of being threatened by a competitor. Borrowed force uses the opponent's own relationships against them: a regulator's investigation, a press exposé, a customer coalition's complaint, or an open-source alternative has a legitimacy and a reach that direct competitive attack does not. The proxy's standing and credibility multiply your effective force.

**Why best:** The key constraint on borrowed force is that the proxy must have genuine aligned interest — manufactured proxies are transparent and counterproductive. This is not a manipulation strategy; it is an alignment strategy: finding parties whose authentic interests coincide with yours and providing the resources or information that help them act on those interests.

Sources: Thirty-Six Stratagems #3 (Sawyer trans. 1994); Moore, *Crossing the Chasm* (1991) — reference customer as borrowed force; Cialdini, *Influence* (1984) — social proof and third-party credibility

## Steps

### Step 1: Map the proxies — who has genuine aligned interest in attacking your target?

| Proxy type | What they control | Why their interest is genuine |
|------------|-------------------|-------------------------------|
| Regulators | Enforcement authority, investigations, sanctions | Statutory duty to address specific harms |
| Investigative press | Audience reach, narrative authority | Readers, story competition, public interest |
| Customers | Reference credibility, switching behaviour | Their own outcomes depend on better alternatives |
| Competitors' partners | Distribution access, co-marketing | Incumbent is extracting from them or constraining their options |
| Open-source community | Technical capability, ecosystem | Proprietary lock-in limits their autonomy |
| Industry analysts | Analyst reports, buyer guidance | Authority in their domain; readership trusts them |
| Standards bodies | Technical standards, interoperability rules | Their mandate is ecosystem health |

For each proxy: verify the interest is real and independent, not manufactured by you.

### Step 2: Identify what each proxy needs to act

Proxies often have the interest but lack the specific input to act:
- A regulator has authority but needs documented evidence of the harm
- A journalist has reach but needs a source, data, or access to affected parties
- A customer has credibility but needs a community of peers to act collectively
- An open-source community has capability but needs a funding model or a champion

Provide exactly what the proxy needs, and nothing more. Over-involvement in the proxy's action reduces their credibility and reveals your hand.

### Step 3: Enable the proxy — provide what they need through appropriate channels

Channels that preserve proxy independence:
- Background briefing to press with documents they can verify independently
- Industry group membership with data contribution
- Customer user group that you facilitate but do not control
- Technical contribution to open-source projects under your engineering team's name
- Regulatory filing with your analysis as one of many supporting submissions

Channels that compromise proxy independence:
- Ghost-writing the proxy's public statements
- Funding the proxy in a way that creates apparent conflict of interest
- Directing the proxy's action beyond the scope of their genuine interest

### Step 4: Stay out of the foreground while the proxy acts

Borrowed force is most effective when your role is not the story. If your coordination with the proxy becomes visible, the opponent's counter-narrative shifts to your conduct, not theirs. Maintain operational discipline:

- Do not publicly acknowledge the connection between your interests and the proxy's action
- Do not over-claim the proxy's action as your victory
- If asked directly, be honest about your interests — deception about your role is different from not publicising it

### Step 5: Verify the outcome serves your actual objective

Borrowed force can produce unintended consequences:
- A regulatory investigation may expand to include your own practices
- A press investigation may develop in directions that harm you as well as the target
- An open-source community you empowered may commoditise your own product, not just the competitor's

Before committing, map the scenarios where the proxy's action goes further than you intended and assess whether you can live with those outcomes.

## Rules

- The proxy's interest must be genuine and independent. A proxy whose interest is manufactured by you will be identified as such, destroying their credibility and yours. Only initiate borrowed force where real alignment exists.
- Providing true information to parties with legitimate interest in it is legitimate. Fabricating information, paying proxies to misrepresent your interests, or manufacturing complaints is not.
- Never claim credit for the proxy's action publicly before the action has been completed. The claim reduces the proxy's independence retroactively and invites the opponent to attack the coordination rather than the substance.
- Assess the proxy's reliability before depending on them. A proxy who has their own conflicting interests may use your enabling to serve those interests rather than yours.
- Do not over-deploy borrowed force. Repeated use of proxies in the same competitive engagement is identifiable as a pattern; the opponent learns to discredit the proxies by associating them with you.

## Examples

**Open-source commoditisation of a proprietary competitor:**
An enterprise software startup competes against an incumbent whose proprietary database is their primary lock-in mechanism. Direct competition on database performance is prohibitively expensive. Borrowed force: fund and contribute to an open-source database project (MySQL, PostgreSQL-compatible, etc.) that gives customers a zero-cost alternative to the incumbent's lock-in. The open-source community's interest — a free, high-quality alternative — is genuine. The startup's contribution accelerates the project; the community builds and maintains it. The incumbent's revenue from database licensing erodes. The startup benefits by selling services, integrations, and adjacent products to customers who no longer need the incumbent's database lock-in.

**Regulatory intervention on a competitor's anti-competitive practice:**
A startup's distribution is blocked by an incumbent that controls the primary app marketplace and charges 30% commission while competing in adjacent categories. The startup cannot sue the incumbent directly without prohibitive legal cost and reputational risk. Borrowed force: compile and share documented evidence of the anti-competitive practice with antitrust regulators and with a coalition of other affected developers who independently file complaints. The regulatory investigation uses the startup's evidence but is initiated by the regulator on their own authority. Epic Games' filing against Apple followed this pattern — Epic filed directly, but the regulatory interest was activated by a coalition of developer evidence across multiple jurisdictions.

**Reference customer as borrowed force in B2B sales:**
An enterprise software company wants to penetrate a vertical market dominated by a legacy incumbent. Direct comparative marketing against the incumbent is counterproductive (elevates the incumbent's status). Borrowed force: identify one early customer with high credibility in the vertical, invest heavily in their success, and enable them to speak publicly about their results. The reference customer's testimonial carries credibility the vendor cannot manufacture. Prospects who distrust vendor claims will trust a peer's experience. The reference customer acts as borrowed force — their credibility attacks the incumbent's assumed superiority without the vendor having to attack directly.

## Common Mistakes

**Manufacturing proxies:** Creating a fake grass-roots movement, funding a front organisation, or paying customers to represent manufactured complaints is legally and reputationally dangerous. Regulatory and press scrutiny will identify manufactured proxies, and the revelation converts the story from the target's conduct to your deception.

**Losing control of the proxy's direction:** Borrowed force can exceed your intent. An open-source project you fund may commoditise categories you did not intend to commoditise. A regulatory investigation you initiated may expand to your own practices. Map these scenarios before enabling.

**Exposing the coordination prematurely:** If the connection between your enabling and the proxy's action becomes the story before the proxy's action has landed, the opponent's counter-narrative focuses on coordination rather than substance. Protect the operational separation until the action is complete.

**Choosing proxies with insufficient standing:** A proxy whose credibility is low in the target audience produces no borrowed force. Ensure the proxy is respected by the audience you need to influence.

**Treating borrowed force as a substitute for building your own position:** Borrowed force weakens the opponent; it does not build your own competitive advantage. Use the opening created by borrowed force to establish irreversible position, not as the end state.