The Queen’s Gambit for SMEs: Lessons in Strategy

In my recent Business Builders article, I explored an idea that’s been on my mind for years, the way business mirrors chess.

I called it “The Ultimate Queen’s Gambit for Small Businesses”

As a founder, I’ve learned that running a small-to-medium enterprise (SME) isn’t just about reacting fast or hustling harder, it’s about playing a smarter, longer game. The truth is, business strategy for SMEs is more like chess than checkers. It’s not just about moving pieces quickly; it’s about moving them intentionally.

Early in my own journey, I found myself stuck in the checkers mindset, constantly reacting to new opportunities, challenges, and curveballs. It worked…until it didn’t. What changed everything for me was learning to pause, think several moves ahead, and make choices that built long-term advantage rather than short-term wins.

That’s when I started thinking about business differently. And that’s what the Queen’s Gambit is really about.

Seeing Business as Chess, Not Checkers

In chess, every piece has a purpose, and every move has consequences. The goal isn’t speed, it’s sequencing. You win by planning, not by rushing.

For SMEs, it’s the same. Growth doesn’t come from reacting to every opportunity; it comes from strategic focus, clear culture, and strong foundations.

Running The Outlier Group taught me that sustainable growth depends on three early “moves” most business owners overlook while focusing on sales and delivery:

Building a brand that reflects your purpose.

Designing a culture that supports your people.

Developing relationships that outlast any single project.

These became my personal Queen’s Gambit, the deliberate, early sacrifices and investments that pay off in the long run.

1. Branding: Setting the Tone Early

When I started The Outlier Group, I made a conscious decision to invest in branding before it made financial sense.

Not just logos and colours, meaning. I wanted people to feel something when they encountered our work: clarity, confidence, and authenticity.

Your brand is the emotional fingerprint of your business. It’s what people remember long after they forget your pitch deck. For small businesses, strong branding doesn’t just help you stand out; it helps you attract the right kind of clients, the ones who share your values and understand your worth.

So my advice? Treat branding as strategy, not decoration. It shapes perception, trust, and opportunity more than any single marketing campaign ever could.

2. Culture: The Real Competitive Advantage

Culture is something I learned the hard way.

In the early days, I thought culture would just “form naturally”, well, it doesn’t. Culture has to be designed, modelled, and protected.

At The Outlier Group, we built our culture around one principle: People First Always. That means clarity over chaos, trust over titles, and collaboration over competition.

Culture isn’t about slogans, it’s about what you reward, what you tolerate, and how you show up when things get hard. When your culture is strong, people make better decisions even when you’re not in the room.

For SMEs, culture is your strategy. It’s what determines whether your best people stay, grow, and lead alongside you.

3. Business Development: Playing the Long Game

In the world of SMEs, business development often gets mistaken for sales. But true growth is about relationships, not transactions.

Some of the most valuable partnerships I’ve built didn’t come from cold outreach or quick wins. They came from a genuine connection, years of staying in touch, sharing insights, and helping without expectation.

That’s what I mean by the “long game.” You may not see results today, but consistent visibility and integrity compound over time.

The best business strategy for SMEs isn’t about chasing every lead; it’s about building networks that sustain you through change.

The Queen’s Gambit in Practice

In chess, the Queen’s Gambit is one of the oldest openings, a bold move where you sacrifice a pawn early to gain control later.

In business, that translates to the courage to make strategic sacrifices. Maybe it’s investing in branding before your revenue can justify it. Maybe it’s saying no to misaligned clients to protect your team. Maybe it’s building systems before they’re needed.

Those early sacrifices, the ones that feel uncomfortable in the moment, often become the reason you succeed later.

The Queen’s Gambit isn’t reckless. It’s intentional. It’s the decision to play for position, not perfection.

What I’ve Learned Along the Way

If I could give one piece of advice to SME founders, it would be this: slow down and think several moves ahead.

The business world moves fast, and it’s easy to get caught in the noise. But strategy isn’t about doing more, it’s about doing what matters most.

Here’s what I know for sure:

Strategy is clarity, not complexity.
Culture drives execution.
Relationships build resilience.

If you can align those three, you’ll stop playing defence and start leading with purpose.

Final Thought

The Queen’s Gambit, at its core, is a lesson in trust, trust in your plan, your people, and your principles.

For me, it’s been a reminder that great businesses aren’t built on luck or speed, but on patience, alignment, and courage.

So if you’re leading an SME right now, don’t rush the game. Learn to see the board. Know when to move, when to hold, and when to sacrifice for the long term.

Because business, like chess, rewards those who think ahead.