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TextTextTextTextLEVELSEPARATE4PlanImplementSupportLINKS3TextTextTextTextTextTextTextTextTextText2X2CUBED2X2TOWERTextTextTextTextTextTextSIZESINTextTextTextTextTextTextTextTextTextTextJOINTTextTextTextTextSPOTLIGHTTextTextTextTextTextTextSTAIRCASE0000P1EYYMMDD.CHARGEXXXPRStrategySkillsSystemsStaffSharedvaluesStructureStyle7SNewentrantSuppliersIndustry
competitorsBuyersSubstitutesFORCESATWORK5PsMARKETINGPlacePriceProductPackagePositioningpromotionProductofferingTextTextWIRECUBESTextTextTextTextCUTOUT3DTextTextTextLINEARA3DTextTextTextTextLINEARB3DTextTextTextLINEARC3DTextTextTextLINEARD3DTextTextTextTextLINEARE3DTextTextTextLINEARG3DTextTextLINEARI3DTextTextTextTextLINEARJ3DTextLINEARN3DTextTextTextTextTextTextLINEARP3DLINEARQ3DTextTextTextTextLINEARQ3DTextTextTextPROPELLER3DSPIRAL13DSpiralBrakesTubeintubeSPIRAL23D0000P1EYYMMDD.CHARGEXXXPRSTARS3D0000P1EYYMMDD.CHARGEXXXPRRINGS3D0000P1EYYMMDD.CHARGEXXXPRPERSPECTIVE3D0000P1EYYMMDD.CHARGEXXXPRARROW3D0000P1EYYMMDD.CHARGEXXXPRCUBES13D0000P1EYYMMDD.CHARGEXXXPRCUBES23D0000P1EYYMMDD.CHARGEXXXPR * FootnoteSource: CUBES33D0000P1EYYMMDD.CHARGEXXXPRTextTextSCALETextTextSCALESARROWSTextTextTextTextTextTextTextLEVEL1TextLEVEL2TextTextLEVEL3TextTextTextLEVEL4TextTextTextTextLEVEL5TextTextTextTextTextLEVEL6TextTextTextTextTextTextFLOW2TextHeaderHeaderTextTextFLOW2TITLETextHeaderHeaderTextFLOW3TextHeaderHeaderTextHeaderTextTextFLOW3TITLETextHeaderHeaderTextHeaderTextFLOW4TextHeaderHeaderTextHeaderHeaderTextTextTextFLOW4TITLETextHeaderHeaderTextHeaderHeaderTextTextFLOW5TextHeaderHeaderTextHeaderHeaderHeaderTextTextTextTextFLOW5TITLETextHeaderHeaderTextHeaderHeaderHeaderTextTextTextFLOW6TextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextTextFLOW6TITLETextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextBLADESTextTextTextTextBOXTextTextTextTextBOXTextTextTextTextCYCLE1TextTextTextCYCLE2TextTextUPON2TextTextCYCLE3TextTextTextCYCLE4TextTextTextTextCYCLE5TextTextTextTextTextCYCLE6TextTextTextTextTextTextCYCLE7TextTextTextTextTextTextTextCYCLE8TextTextTextTextTextTextTextTextTextINCOMINGTextTextTextTextTextRIBBONTextTextTextTextTextRINGTextTextTextTextTextCONTINUOUSTextTextTextTextTextTextTextTextCUTOUTTextTextTextTextLINEARATextTextTextLINEARBTextTextTextTextLINEARCTextTextTextLINEARDTextTextTextLINEARETextTextTextTextLINEARFTextTextTextLINEARGTextTextTextLINEARHTextTextTextTextLINEARITextTextLINEARJTextTextTextTextLINEARKTextTextTextTextTextTextLINEARNTextTextTextTextLINEARPTextTextTextLINEARQTextTextPROPELLERTextTextTextSTEP5TextTextTextTextTextTextTextTextText2ON1TextTextTextTextTextTextAGAINSTTextTextTextTextTextATWORKNewentrantSuppliersIndustrycompetitorsBuyersSubstitutesFORCESATWORKTextTextCOUPLEDHORIZTextTextCOUPLEDVERTTextTextTextTextFOCUSEDTextTextTextPARALLELTextTextTextTextSPLITTextSURROUNDTextTextTWISTEDTextTextUP&AWAYTextTextUP&DOWNThewaymanagerscollectivelybehavewithrespecttouseoftime,attention,andsymbolicactionsThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesTheorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersTheprocessesandproceduresthroughwhichthingsgetdonefromdaytodayAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetitionCapabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals.SomecompaniesperformextraordinaryfeatswithordinarypeopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5SCustomerClientsDistributorsCompetitorsSuppliers3CsTRIANGLESkillsSharedvaluesStrategyStaffStructureSystemsStyleAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetitionTheorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesThewaymanagerscollectivelybehavewithrespecttouseoftime,attentionandsymbolicactionsTheprocessesandproceduresthroughwhichthingsgetdonefromday-to-dayThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersCapabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals.Somecompaniesperformextraordinaryfeatswithordinarypeople3S-4SStyleStructureStaffStrategySystemsSkillsSharedvaluesThewaymanagerscollectivelybehavewithrespecttouseoftime,attentionandsymbolicactionsCapabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals.SomecompaniesperformextraordinaryfeatswithordinarypeopleThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersTheprocessesandandproceduresthroughwhichthingsgetdonefromday-to-dayTheorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetition7SCompetitivepositionLowMediumHighProduct/marketattractivenessLowMediumHighBUSSPORTFOLIOChangevisionChiefExecutiveLeadershipgroupsDownthelineExternalconstitutionCommitmentConvictionCourageCapabilityIndividualactivityEnablingdevicesCHANGEBOARD
DeltaP
VisionandLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblemSolvingProcessClientmanagers(particularlymiddlemanagement)have
skilltoleadprogram
implementationChangeinactualbehaviorActionplanssufficienttoachievegoalsAgreementonobjectivesbylinemanagementManagementofhigh-
involvementprocessImplementationor
nearimplementation
ofrequiredstructure
andsystemsFlowof2-waycommunicationsPeople’sunderstanding,beliefandcontributiontoactonvisionandactionplansAccuratemeasurement
ofactionandresultsClearaccountabilitiesEarlywinsVisibledemonstration
ofnewvisionand
valuesbyclient
leadershipDELTAPNaturalownerRelativeabilitytoextractvalueLowMediumValue-creationpotentialinbusinessunitHighCorporate
centerskills
Business
unitlinkages
Taxation/
valuation
differencesIndustryattractivenessCompetitivepositionRestructuring/rationalizationopportunities“Oneofthepack”RetainandgivetoppriorityRetainandgivepriorityRetainandmanageforcodeorliquidateProbably
divestDivestDivestorliquidateMACSBusinessStrategyManufacturingStrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURINGSTRATEGYRestructuringframework15432PENTAGONBenefitPriceCompetitive
disadvantageCompetitive
advantagePRICEBENEFITAppraiseperformanceandprospectsDevelopstrategyRedesignpivotaljobsDesigntheskillbuildingprocessAssesschangereadinessTopdownactionprogramsBottomupactionprograms12456783SMILECHARTRealPerceivedClient’srelativeabilitytoextractvalueCorporatecenterskillsLinkagesbetweenbusinessunitsFinancialownershipfitIndustryrestructureInternalcontrollerSharedresourcesTransferofcapabilityVerticalintegrationDifferencesintaxpositionExistenceofnon-casesobjectivesInefficienciesinfinancialmarketsDifferenceinvaluationtechniqueVALUESOURCES3.Createandpursueauniqueadvantage2.Resegmentthemarkettocreateaniche4.Exploituniqueadvantageindustrywide
1.DomoreandbetterofthesameWhentocompeteSTRATGAMEBOARDStage1Stage2Stage3Stage4Valuesystem
Strategicmanage-mentExternallyorientatedplanningForecastbasedplanningBudgetplanningMeetbudgetandschedulePredictthefutureThinkstrategicallyCreatethefutureSTRATMANAGESellingmarginContributionSalesSellingrateSalesAvailablesellingtimeEffectivenessContributionAvailablesellingtimeProductivity
ContributionTotalsellingcostsEfficiencyAvailablesellingtimeTotalsellingcostsUtilizationAvailablesellingtimeTotalsalestime
SupportintensitySupportcostsTotalsellingcostsSupportleverageTotalsalestimeSupportcostsTREEPRODUCTIVITYMaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprovecorebusinessperformanceGrowthroughacquisitionand/ormergerAdoptsoundfinancingapproachVALUECREATIONGANTT10<##><##><##><##><##><##><##><##><##><##><##>HeaderTextGANTT15HeaderText################################TextTextTextTextLEFTTORIGHTTextTextTextTextTextProcessobjectivesTextSub-objectivesSTUDYOBJECTIVETextTextTextTextTextTextTextTOPDOWNTextTextSCALETextTextSCALESTextTextTextTextTextTextTextTextTextText2X2CUBEDTextTextTextTextTextTextTextTextTextTextTextText2X2EXTENDEDTextTextTextTextTextText2X2TOWERTextTextTextTextTextTextTextTextTextText2X2TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3EXTENDEDTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3TextTextPASSTHROUGHTextTextDIFFRACTIONTextTextTextFLOWDOWNTextTextTextText4BOX3DTextBOUNCETextTextCUBEWITHCIRCLESTextTextSEASAWPlanImplementSupportLINKS3TextTextWAYTHRUTextTextTextTextTextTextTextTextTextDECISIONSTextTextTextLOOPSTextTextTextROLLERSTextTextTextLEVEL03TextTextTextTextLEVEL04TextTextTextTextTextTextTextTextTextLEVEL09TextTextTextTextTextTextTextTextTextTextLEVEL10TextTextLEVELINVERTED02TextTextTextLEVELINVERTED03TextTextTextTextLEVELINVERTED04TextTextTextTextTextTextTextTextTextLEVELINVERTED09TextTextTextTextTextTextTextTextTextTextLEVELINVERTED10TextText2AROUNDTextTextTextTextText4IN1SQUARETextTextTextText4IN1TRITextTextTextTextTextTextSIZESINTextTextCROSSSECTIONTextTextTextTextTextTextTextHONEYCOMBTextTextTextTextTextTextTextTextTextTextJOINTTextTextTextPYRAMIDTextTextTextTextSPOTLIGHTTextTextVENN2TextTextTextVENN3STICKERILLUSTRATIVECONFIDENTIALESTIMATEEXAMPLEFORDISCUSSIONONLYFORDISCUSSIONPRELIMINARYDRAFT0000P1EYYMMDD.CHARGEXXXPRSTICKEROTHERCONFIDENTIALDISCUSSIONDRAFTDISGUISEDCLIENTEXAMPLEPRELIMINARYDRAFTPRELIMINARYESTIMATEDISCUSSIONDRAFTDISGUISEDDRAFTFORDISCUSSIONSAMPLEBACKUPHYPOTHESISSTRAWMANTOBECOMPLETEDPROPOSEDREVISEDROUGHESTIMATECONCEPTUAL0000P1EYYMMDD.CHARGEXXXPRLEGENDSLegendLegendLegend0000P1EYYMMDD.CHARGEXXXPRMcKINSEYLOGO0000P1EYYMMDD.CHARGEXXXPRMOONSVeryattractiveAverageVeryunattractiveVeryattractiveAverageVeryunattractive0000P1EYYMMDD.CHARGEXXXPRARROWS0000P1EYYMMDD.CHARGEXXXPRMISCüû–0000P1EYYMMDD.CHARGEXXXPRDISCLAIMERSCLIENTThisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.0000P1EYYMMDD.CHARGEXXXPRDISCLAIMERSINTERNALThisreportcontainsinformationthatisconfidentialandproprietarytoMcKinsey&CompanyandissolelyfortheuseofMcKinsey&Companypersonnel.Nopartofitmaybeused,circulated,quoted,orreproducedfordistributionoutsideMcKinsey&Company.Ifyouarenottheintendedrecipientofthisreport,youareherebynotifiedthattheuse,circulation,quoting,orreproducingofthisreportisstrictlyprohibitedandmaybeunlawful.0000P1EYYMMDD.CHARGEXXXPRDISCLAIMERSPRESENTATIONThisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKinsey&Companyduringanoralpresentation;itisnotacompleterecordofthediscussion.0000P1EYYMMDD.CHARGEXXXPRWORLDMAP0000P1EYYMMDD.CHARGEXXXPR树立质量法制观念、提高全员质量意识。7月-237月-23Thursday,July2
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