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StrategyPractitionerToolsCoreToolsOctober19990©1998,PricewaterhouseCoopersL.L.P.DRAFT:FORDISCUSSIONONLY/Version:660_w3/ppt/sfTableofContents1 ANALYSISPLAN2 BREAKTHROUGHMODEL3 COMPETITIVEBENCHMARKING4 COMPETITIVEPOSITIONING5 CORECOMPETENCTYANALYSIS6 CUSTOMERSEGMENTATION7 EXPERIENCECURVE8 FINANCIALMODELING9 FITVS.ATTRACTIVENESSMODEL10 FIVEFORCESANALYSIS11 GANTTCHART12 GAPANALYSIS13 GROWTHSHAREMATRIX14 INDUSTRYVALUECHAINANALYSIS15 ISSUETREE/ISSUEMAP16 KEYPERFORMANCEINDICATORS17 MARKETPROFITABILITY18 PORTFOLIOANALYSIS19 REALOPTIONS/STRATEGICOPTION20 SCALECURVE21 SCENARIOENVISIONING22 SENSITIVITYANALYSIS23 SEVENSFRAMEWORK24 STAKEHOLDERANALYSIS25 SWOT26 VALUEBASEDMANAGEMENT27 VALUECHAINANALYSIS28 VALUETREE29 VOICEOFTHECUSTOMER

AnalysisPlanSummaryTheanalysisplandetailsaproblem-solvingprocessandspecificanalysiswhichmustbedevelopedtoassessahypothesis.Theanalysisplanmustbeflexibleandthattheanalysestobeconductedandthedeliverablestobeproducedmaychangeduringthecourseoftheproject.AnalysisPlanCLIENTEXAMPLE:HYPOTHESIS/ANALYTICALPLANHypothesisAnalysisInfo.RequiredInfo.SourceEndProductsOverallHypothesisOrganizationalphilosophyneedstobemodifiedSupportingHypothesisExistingorganizationdoesnotadequatelysupportthebusinessstrategyDefinebusinesssystem,operatingenvironmentDefineCSFs,organizationalrequirementsalongbusinesssystemDefinehowexistingorganizationsupportsbusinesssystem,CSFsKeyactivities,processesbyLOBCSFsalongbusinesssystembyLOBExistingorganizationalelementsimpactingbusinesssystemManagementinterviewsSecondaryresearchHRdocumentsBusinessSystemDiagramsActivityCSF~~~~

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~~~~Evenafteradjustingforassetwrite-up,financialperformancehasnotmetcorporateexpectationsorcompetitivestandardsduetoaninappropriateorganization(andcost)structureFinancialperformancevs.competitors,budget/plansOverviewofcoststructure(e.g.,fixedvs.variablecosts)ROA,NIadjustedforassetwrite-upsHistoricandprojectedfinancialdataAssetwrite-upinformationSummarycost,volumeinfoforproductionunitsAnnualreports,10Ks,10Qs,etc.CompanyfinancialreportsFinancialdepartmentinterviewsFinancialMetricsTheincreasingcomplexityofbusinessandtheevolvingimportanceof,andcoordinationrequiredbetweenspecializedexpertiserequireschangesinthedecision-makingprocessandinformationflowsDefineactualvs.perceivedvs.“real”organizationchart,decision-makingprocess/responsibilities;identifygapsDefineexpertise,inforequiredtomakedecision,organizationalrequirementsDefineevolvingnatureoforganizationandinformationflowsKeydecisionsKeyindividualsinvolvedindecision-makingprocessInformationflowsManagementinterviewsOrganizationchartsMemos/documentsonmanagementprocessesSystemflowchartsData/InfoFlowsOrgChartsA板p怜p骂r千o烧a取c述hA奶n编a貌l呆y恰s东i位s投P帮l疲a吸nW暴h修e向n跪T分o升A材p誉p不l沾yW蛋h龄e棵n摩i惕t角i番s当n另e劲c停e犹s续s兰a潮r偶y扣t己o番l召a称y乒o届u陈t助p跟r甚o影b袭l耗e亏m敌-渴s京o沈l会v挖i熔n系g夺p轮r跑o隔c田e昏s狼s威i司n复d赞e鸡p漏t末h扮/雹d唤e带t哈a鸽i睡l释a感n括d帝i忍d出e玻n和t筑i幅f迎y问t盖h职e琴a策n纯a雨l摔y牺s诞e卧s厚w船h估i予c退h俱n差e授e笛d僻t走o炒b纹e咱u固n择d斯e应r阳t瓜a社k萝e堂n芒t羽o佩v茫a心l诉i司d匪a对t枯e罚t浅h袋e彻s男e骆l傲e属c西t禾e纵d遵h丧y爬p灿o查t糖h素e席s宝e拨sD孤e鸣f湿i让n弦e裳a盼n赖i胃s租s降u赢e墓o蹲n竟w蛙h枕i棉c万h贡a劣s背p苍e塘c梳i柜f孕i雾c般a荣c割t闭i妥o蜜n匹d佩e精p售e怒n聪d际s签a拳n皆d鲜p提h絮r仁a申s饥e嫩i性t滔a阳s哄a踏“页y邀e泥s代”锈o晕r呈n艺o搜”围q得u榴e熟s凯t槐i借o材nE鲜s讯t虏a假b庙l贱i刘s顿h英a无h话y膏p厉o钻t竭h纳e筐s晕i风s猫:章a孤s茄t处a测t榆e那m镇e我n躁t胃o滤f剑l抱i验k乎e银l亮y钟r术e猾s虽o镇l仰u童t俭i笛o料n露o骄f乐t克h筛e绢i丢s胆s斯u利e军i洪n灾c孝l卖u枝d神i度n艰g梁t鼻h裤e顿r译e对a凝s誉o但n耍s危f岔o冈r屿a误n镇s菠w滚e串r四i装n朵g旨“拔y要e拨s瞎”惹o缺r邪“途n笋o玩”D慈e盐v碗e竹l盛o裳p丘a茅n筐a兆n车a佳l耍y洗s虫i绘s稀s瞒t救a怪t欠e应m开e匀n藏t泰t懂h喂a堂t乔o抗u街t赤l斗i乏n予e斯s叫t货h捆e虚“洋m罗o馆d听e锋l先s父”昂t钓h登a缸t冶w影i世l倡l陡b集e企e死x飘p汽l脏o悦r播e运d伟i泼n钥o另r棍d脱e获r芒t崇o饶p模r怀o喝v刘e怖o锹r拼d丧i妖s猛p举r作o藏v姐e狮t踢h暮e步h候y衫p谨o堂t椅h化e涂s断i怠sI抵d价e侍n想t屈i粘f族y杏t飘h徒e街l赖i虚k爽e惑l设y总l君o迈c除a傅t狠i汁o慌n纪o艰r钓m磨e锈a慕n掘s替o阻f躲o少b圈t写a吐i荒n奖i瓣n港g洪d敌a调t焦a逮t骑o吸a袋c孩c置o冈m济p以l鹅i孔s浊h悦t攀h的e隆a承n气a辣l户y绞s稀i被sD祸e饱v禾e找l扰o列p乖e纵n旧d奥p屋r宏o砌d稼u涛c涝t扛s妥(拳p箩r悟e皇s码e寇n铺t团a烈t返i合o盟n胃s具)下t与o苍g为r枝a际p勒h告i矛c丸a侮l课l余y坐r袍e塔p塘r永e枣s膊e臣n京t存t秀h匀e柜o沾u扒t穿p头u当t观o态f阳t沉h栏e庸a监n坦a筝l挨y饲s稀i兼sC郑i户t葵a野t退i厅o线n妨s抹-弊C退l筋i浸e钱n哪t递a她n公d摩I全n愈d慕u控s咬t警r卡y鲁E者x住p递e逆r哈i最e油n辈c经eA秘n银a支l立y殿s眯i敌s苏P鸡l植a看nC男o滚m态p柜a榆q垦/牢T宿e样c据h侧n启o浅l驼o型g仗y灿/浇V勇a胜s戴u相K陡r问i稿s蛮h贱n邪a端m丸u业r迫t喘h贞yG治a选l屑i乐l肠e勤o缘瑞/倾T辰r疮a轰v套e悄l运/麦S绕p换e蹄n跌c占e配r由L想i竿n惠&冤V招a倡s撒u闯K狮r牵i株s狠h谜n训a嫁m梢u只r妖t闻h询yP妹o虽s猎t肥O哈f揪f宋i液c裁e拿C础o器u链n杰t江e订r敌s旷L尊t进d吗.帅/育T乓r叙a稠n躁s数p细o钓r衰t兽a汗t醉i犬o俯n磁S科e沸r船v近i孟c哗e哨s织/痛K缠I好Td引a傻t格a订b靠a词s好eP怜w把C缩慧M皱C支S逼/胜C开o件n布s债u养l兴t光i症n酷g缝/伪V安a披s扶u励K腾r桃i蝇s何h俩n法a寻m融u劫r贝t蔬h场yU颗n睡i裹t收e宋d路A梦i伙r厨l滑i选n谨e粗s刚/传T屡r翻a贱v惜e诱l辉/器V虎a革s塌u谋K耳r烫i日s鹿h淡n解a怪m错u稿r嗽t妻h糖yR泥o温b驱e龙r尸t卷M蓄.疼G逃r猎a赞n胃t茫,次“着C硬o员n呀t池e笼m摩p解o辉r逝a倍r虹y项S侦t趁r舅a刊t景e青g诉y继A绳n污a惑l壮y粪s离i侨s熔”洲,贺3铜r王d谨E例d棉i郑t某i斗o市nS冠o甲u驶r钢c傻e在L忆i绍s撤tB还r仓e许a纳k蚊t端h旋r雅o绒u封g读h透M安o筑d凳e哨l址S本u迈m牙m筐a缩慧r找yT巴h览e搜B康r穷e滑a斥k戏t能h宫r读o贿u轧g匠h棉m逆o钱d嚼e绒l裕f雹o枝c堡u笋s虽e石s仿a惰t皱t咽e傍n征t组i头o困n泽o抹n隔m送o眉s被t光s允u董b渗s象t跑a蔑n昨t撑i愉a耽l邪o截p贸p斜o涛r乓t兵u坑n陷i针t捞i阳e偏s沉f庆o薯r简c侨r批e隆a哄t亿i庆n脱g饮v片a碑l惧u条e足f图o掏r唐c时u旱s度t础o阁m颈e伤r原s努a跳n宝d逝s想h巴a研r院e痛h牙o闪l鹿d号e训r西s盗.B大r勉e请a疏k袖t虎h肉r馋o布u夜g体h熊M尽o阻d题e挪lE户x甩t稻e电r烤n谱a哈lI津n四t止e小r肤n伤a烘lI锹n家d冠u飘s吵t猎r刊yC勤o青m霉p促a物n惯yT定r沿e立n兵d泻s觉i市n围t呀h弟ee絮c济o叠n观o程m挑i群ce胡n尖v揉i袜r辰o忌n梁m筋e灶n非t赤i剂nw绿h栋i予c手h惹t谊h姥e科m当a魄r懒k靠e喉t坟se堆x耐i末s矮tB挽e猎s镰t坚p翁r容a病c闭t叶i让c淡e傅sa仓c汉r秀o遵s终s户t喝h降i匙s详a看n现ds士i倘m开i雕l美a矿r明i烦n转d叼u报s蕉t付r篇i低e清sM仗a杜r往k唱e刺t律/辉p知r娃o良d和u团c通ts久t违r歪a舰t鄙e锤g末y醋a客n六d售b予a可s蛋i白sf椅o榆r讲c糊o敌m症p乒e柄t教i月t肤i搭o虫nC朽a逮p惕a汉b梨i懂l美i读t闯i牙e工s超o避f轰t冬h厚e茄c辛o躲m彼p岗a屯n递y访’哄sp沈e咐o答p霜l闸e夕,唉p案r落o陈c脆e蜻s赛s愁e咏s乞,t啄e按c韵h无n倍o鞭l好o考g浩y勒,袋s艘y当s剃t付e缩慧m弹s骗a陡n业ds芬t喊r切u堂c承t贱u看r量e1234M未a样r性k催e捎t搬/宰P慰r说o偿d各u讨c死tR例e班p变o坐s访i涝t廉i父o测n厘i潮n黑gI昏n小d稠u仓s求t荡r货yT拳r灵a幕n阵s幻玉f仗o平r逗m盛a露t温i昨o附nE情n侦t估e青r仅p袋r慌i苗s腊eA把l擦i尼g树n爽m爪e把n窜tB晒e袋s咳t假P绒r未a叶c缩慧t绢i笔c轰eP券e笔r否f闪o拦r粘m考a互n轿c宏eA齿p扰p卸r拘o毕a骡c立hB缎r慨e忆a歌k撑t庆h屠r宏o岁u趁g稻h棚M相o雕d搭e围lW灾h室e吊n爸T流o樱A示p婶p驱l敲yU劝t该i眠l来i球z伐e控t码h播e厨B限r都e劳a积k继t绝h次r昼o字u朋g秒h轿m石o渴d五e汪l莫t龙o运i问d杜e梨n绳t转i较f洗y砍a阀n翁d握c偷a傻t据e零g嫁o共r轿i礼z宣e浮a精l怨l病o耀p冠p轻o轮r绸t抄u庙n耽i透t夸i搭e垒s崖t剩o锡c叉r吃e包a浸t弊e怪s袖u恩b群s买t稳a漠n萌t冒i测a姨l呀i做n旧c款r喉e臣m池e聋n纲t更a阶l让s谋h需a纽奉r防e责h圈o仗l夜d贺e弃r夏v劫a英l漏u绕e同.W钢h熔e熊n挥c披r达e葵a四t昂i寄n相g电a渔B悔r肥e悟a箩k纲t农h志r茶o哪u箭g终h齿m山o撤d策e搬l隶,愧t富h魂e武f岛o窜l犁l慰o除w彼i愤n竿g胀c再r惹i卧t里e交r姥i寄a标s劫h欠o疤u帅l丈d赠b饶e处c者o汤n颜s杠i端d摘e笔r克e驼d肿:S幼u购m鸽m奇a逼r通i散z行e划a哗l暮l枣o贡p秘p预o若r术t怪u察n债i徒t艰i但e阁s物t池o哭i型m胡p湿r皇o朱v返e袭b甲u惊s霉i放n词e缎s窗s软p姥e兆r堂f网o培r事m阿a蜡n报c认e巡寿f漏r捆o据m训o买t镜h哨e平r雨a崭n阻a辩l绿y业s弯e洋sC羡a耽t胸e佳g宾o套r摩i社z标e垒t酒h巩e拉m棵i宽n冬t算o陈f将o遇u痰r涌g宇r皮o侵u倡p搂s贤:E笔n谢t针e蝇r躬p毕r猪i芦s甩e挥a娘l笨i掀g巷n蔑m哄e托n蓄tB拔e眯s走t往p化r纯a速c转t雪i狂c浪e朴p坚e栗r幻玉f订o汉r公m校a寻n育c裙eM甲a阔r外k父e驾t掘/显p棕r滤o生d输u席c鉴t耕r仿e评p孤o口s差i娱t抄i界o直n扶i携n湖gI催n宅d较u迎s纺t揪r功y凤t亿r胁a痛n鹊s茫f怜o辰r玩m段a求t网i跑o拳nD阴e堡t漂e快r亭m纱i喉n摄e料a姓p员p弃r剥o乖x汽i希m鼻a躲t呀e屠e旱c居o励n抄o粘m头i幕c宅v及a闷l户u基e驶o盐f戒e箱a属c裂h激t况y尿p鸣e妻o捐f骗s星t咸r嗽a坡t委e比g傲yC鞋i盛t歌a败t间i喜o狡n寇s买-加C夸l灶i报e呢n猎t谱a局n煎d丧I至n搅d败u印s厚t术r剖y灶E冲x蓝p菌e岩r取i善e序n裂c猎eB劫r府e予a时k弟t吐h跌r仅o牧u逮g差h啄M约o场d小e砌lN闸o级n访-甩P览w肤C丹:T匠o律y椅o塌t奴a护:竭t纹h斜e手l膨e袖a剪n熊p克r酷o永d雄u凳c松t痕i址o途n抖s击y乓s头t太e挂m•酿F胁r为i版t鸦o女-促L附a婚y唱:石e喘n家d鼠-减t稿o败-元e捎n色d竟s授u哨p扒p肿l誉y千c摸h方a柔i亚nm威a咳n严a谜g水e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Chooseaxesthatarerelevanttocustomerdecision-making(first)andthosewhichdifferentiatesuppliers(second)2. Illustratewherecompetitorslieonmap(s)3. 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