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1、TextTextTextTextLEVEL SEPARATE 40PlanImplementSupportLINKS 31TextTextTextTextTextTextTextTextTextText2X2 CUBED22X2 TOWER3TextTextTextTextTextTextSIZES IN4TextTextTextTextTextTextTextTextTextTextJOINT5TextTextTextTextSPOTLIGHT6TextTextTextTextTextTextSTAIRCASE7StrategySkillsSystemsStaffShared valuesS

2、tructureStyle7S8New entrantSuppliersBuyersSubstitutesFORCES AT WORK95Ps MARKETING10TextTextWIRE CUBES11TextTextTextTextCUTOUT 3D12TextTextTextLINEAR A 3D13TextTextTextTextLINEAR B 3D14TextTextTextLINEAR C 3D15TextTextTextLINEAR D 3D16TextTextTextTextLINEAR E 3D17TextTextTextLINEAR G 3D18TextTextLINE

3、AR I 3D19TextTextTextTextLINEAR J 3D20TextLINEAR N 3DTextTextText21TextTextTextLINEAR P 3D22LINEAR Q 3DTextText23TextTextLINEAR Q 3D24TextTextTextPROPELLER 3D25SPIRAL1 3D26SpiralBrakesTube in tubeSPIRAL2 3D27STARS 3D28RINGS 3D29PERSPECTIVE 3D30ARROW 3D31CUBES1 3D32CUBES2 3D33*FootnoteSource:CUBES3 3

4、D34TextTextSCALE35TextTextSCALES36ARROWSTextTextTextTextTextTextText37LEVEL 1Text38LEVEL 2TextText39LEVEL 3TextTextText40LEVEL 4TextTextTextText41LEVEL 5TextTextTextTextText42LEVEL 6TextTextTextTextTextText43FLOW 2TextHeaderHeaderText44TextFLOW 2 TITLETextHeaderHeaderText45FLOW 3TextHeaderHeaderText

5、HeaderText46TextFLOW 3 TITLETextHeaderHeaderTextHeaderText47FLOW 4TextHeaderHeaderTextHeaderHeaderTextText48TextFLOW 4 TITLETextHeaderHeaderTextHeaderHeaderTextText49FLOW 5TextHeaderHeaderTextHeaderHeaderHeaderTextTextText50TextFLOW 5 TITLETextHeaderHeaderTextHeaderHeaderHeaderTextTextText51FLOW 6Te

6、xtTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderText52TextFLOW 6 TITLETextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderText53BLADESTextTextTextText54BOXTextTextTextText55BOXTextTextTextText56CYCLE 1TextTextText57CYCLE 2TextText58UPON 2TextText59CYCLE 3TextTextText60CYCLE 4TextTextTextTe

7、xt61CYCLE 5TextTextTextTextText62CYCLE 6TextTextTextTextTextText63CYCLE 7TextTextTextTextTextTextText64CYCLE 8TextTextTextTextTextTextTextText65TextINCOMINGTextTextTextTextText66RIBBONTextTextTextTextText67RINGTextTextTextTextText68CONTINUOUSTextTextTextTextTextTextTextText69CUTOUTTextTextTextText70

8、LINEAR ATextTextText71LINEAR BTextTextTextText72LINEAR CTextTextText73LINEAR DTextTextText74LINEAR ETextTextTextText75LINEAR FTextTextText76LINEAR GTextTextText77LINEAR HTextTextTextText78LINEAR ITextText79LINEAR JTextTextTextText80LINEAR KTextTextTextTextTextText81LINEAR NTextTextTextText82LINEAR P

9、TextTextText83LINEAR QTextText84PROPELLERTextTextText85STEP 5TextTextTextTextText86TextTextTextText2 ON 187TextTextTextTextTextTextAGAINST88TextTextTextTextTextAT WORK89New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORK90TextTextCOUPLED HORIZ91TextTextCOUPLED VERT92TextTextTextT

10、extFOCUSED93TextTextTextPARALLEL94TextTextTextTextSPLIT95TextSURROUND96TextTextTWISTED97TextTextUP&AWAY98TextTextUP&DOWN99The way managerscollectively behave with respect to useof time,attention,and symbolic actions The people in the organization,consideredin terms of corporate demographics,not indi

11、vidual personalitiesThe organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and integrated Those ideas of what is right and desirable(in corporate and/or individual behavior)which are typical of the organization and common to most of its member

12、s The processes and procedures through which things get donefrom day to day A coherent setof actions aimedat gaining asustainableadvantage over competition Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals.Some companies perform extraordinaryfeats withordinary peopleS

13、taffSystemsStyleSharedValuesStructureSkillsStrategy2S-5S100CustomerClientsDistributorsCompetitorsSuppliers3Cs TRIANGLE101SkillsSharedvaluesStrategyStaffStructureSystemsStyleA coherent set ofactions aimed at gaining a sustainable advantageover competition The organization chart andaccompanying baggag

14、e that showwho reports to whom and how tasks are both divided up and integrated The people in the organization,considered interms of corporatedemographics,notindividual personalities The way managers collectively behave with respect to use of time,attention and symbolic actions The processes and pro

15、ceduresthrough which things get donefrom day-to-dayThose ideas of what is rightand desirable(in corporateand/or individual behavior)which are typical of theorganization and commonto most of its members Capabilitiespossessed bythe organizationas a whole asdistinct fromthe individuals.Some companiespe

16、rform extraordinaryfeats with ordinary people3S-4S102StyleStructureStaffStrategySystemsSkillsShared valuesThe way managers collectively behave with respect to use of time,attention and symbolic actionsCapabilities possessed by the organization as a whole as distinct from the individuals.Some compani

17、es perform extraordinary feats with ordinary peopleThose ideas of what is right and desirable(in corporate and/or individual behavior)which are typical of theorganization and commonto most of its membersThe processes and and procedures through which things get donefrom day-to-dayThe organization cha

18、rt and accompanying baggage that showwho reports to whom and how tasks are both divided up and integratedThe people in theorganization,considered in terms of corporate demographics,notindividual personalitiesA coherent set of actions aimed at gaining a sustainable advantage over competition7S103Comp

19、etitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIO104Change visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARD105 Delta Delta P P Vision andLeadershipOrganizat

20、ionalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient managers(particularly middle management)haveskill to lead programimplementationChange in actual behaviorAction plans sufficient to achieve goalsAgreement on objectives by line managementManagement of

21、 high-involvement processImplementation ornear implementationof required structureand systemsFlow of 2-way communicationsPeoples understanding,belief and contribution to act on vision and action plansAccurate measurementof action and resultsClear accountabilitiesEarly winsVisible demonstrationof new

22、 vision andvalues by clientleadershipDELTA P106Natural owner Relative ability to extract value Low Medium Value-creation potential in business unit High Corporatecenter skillsBusiness unit linkagesTaxation/valuationdifferences Industry attractivenessCompetitive positionRestructuring/rationalization

23、opportunities“One of the pack”Retain andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACS107Business StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFA

24、CTURING STRATEGY108Restructuring framework 1 5 4 3 2 PENTAGON109Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFIT110Real Perceived Clients relative ability to extract valueCorporate center skillsLinkages between business unitsFinancial ownership fitIndustry restructureInternal

25、 controllerShared resourcesTransfer of capabilityVertical integrationDifferences in tax positionExistence of non-cases objectivesInefficiencies in financial marketsDifference in valuation techniqueVALUE SOURCES1123.Create andpursue a uniqueadvantage 2.Resegment the market to create a niche4.Exploit

26、uniqueadvantageindustrywide 1.Do more andbetter of thesameWhen tocompete STRAT GAMEBOARD113Stage 1 Stage 2 Stage 3 Stage 4 Value system Strategic manage-mentExternally orientated planningForecast based planningBudget planningMeet budget and schedulePredict the futureThink strategicallyCreate the fut

27、ureSTRAT MANAGE114Selling margin ContributionSalesSelling rateSalesAvailable selling time EffectivenessContribution Available selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support intensit

28、ySupport costsTotal selling costsSupport leverageTotal sales timeSupport costsTREE PRODUCTIVITY115MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATION116GANTT10HeaderText117GAN

29、TT15HeaderText#118TextTextTextTextLEFT TO RIGHT119TextTextTextTextTextProcess objectivesTextSub-objectivesSTUDY OBJECTIVE120TextTextTextTextTextTextTextTOP DOWN121TextTextSCALE122TextTextSCALES123TextTextTextTextTextTextTextTextTextText2X2 CUBED124TextTextTextTextTextTextTextTextTextTextTextText2X2

30、EXTENDED125TextTextTextTextTextText2X2 TOWER126TextTextTextTextTextTextTextTextTextText2X2127TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3 EXTENDED128TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3129TextTextPASS THROUGH130TextTextDIFFRAC

31、TION131TextTextTextFLOW DOWN132TextTextTextText4 BOX 3D133TextBOUNCE134TextTextCUBE WITH CIRCLES135TextTextSEASAW136PlanImplementSupportLINKS 3137TextTextWAY THRU138TextTextTextTextTextTextTextTextTextDECISIONS139TextTextTextLOOPS140TextTextTextTextTextTextROLLERS141TextTextTextLEVEL 03142TextTextTe

32、xtTextLEVEL 04143TextTextTextTextTextTextTextTextTextLEVEL 09144TextTextTextTextTextTextTextTextTextTextLEVEL 10145TextTextLEVEL INVERTED 02146TextTextTextLEVEL INVERTED 03147TextTextTextTextLEVEL INVERTED 04148TextTextTextTextTextTextTextTextTextLEVEL INVERTED 09149TextTextTextTextTextTextTextTextT

33、extTextLEVEL INVERTED 10150TextText2 AROUND151TextTextTextTextText4 IN 1 SQUARE152TextTextTextText4 IN 1 TRI153TextTextTextTextTextTextSIZES IN154TextTextCROSS SECTION155TextTextTextTextTextTextTextHONEYCOMB156TextTextTextTextTextTextTextTextTextTextJOINT157TextTextTextPYRAMID158TextTextTextTextSPOT

34、LIGHT159TextTextVENN 2160TextTextTextVENN 3161STICKERILLUSTRATIVECONFIDENTIALESTIMATEEXAMPLEFOR DISCUSSION ONLYFOR DISCUSSIONPRELIMINARYDRAFT162STICKER OTHERCONFIDENTIALDISCUSSION DRAFTDISGUISED CLIENT EXAMPLEPRELIMINARY DRAFTPRELIMINARY ESTIMATEDISCUSSION DRAFTDISGUISEDDRAFT FOR DISCUSSIONSAMPLEBAC

35、KUPHYPOTHESISSTRAW MANTO BE COMPLETEDPROPOSEDREVISEDROUGH ESTIMATECONCEPTUAL163LEGENDSLegendLegendLegend164McKINSEY LOGO165MOONSVery attractiveAverageVery unattractiveVery attractiveAverageVery unattractive166ARROWS167MISC168DISCLAIMERS CLIENTThis report is solely for the use of client personnel.No

36、part of it may be circulated,quoted,or reproduced for distribution outside the client organization without prior written approval from McKinsey&Company.169DISCLAIMERS INTERNALThis report contains information that is confidential and proprietary to McKinsey&Company and is solely for the use of McKins

37、ey&Company personnel.No part of it may be used,circulated,quoted,or reproduced for distribution outside McKinsey&Company.If you are not the intended recipient of this report,you are hereby notified that the use,circulation,quoting,or reproducing of this report is strictly prohibited and may be unlaw

38、ful.170DISCLAIMERS PRESENTATIONThis report is solely for the use of client personnel.No part of it may be circulated,quoted,or reproduced for distribution outside the client organization without prior written approval from McKinsey&Company.This material was used by McKinsey&Company during an oral presentation;it is not a complete record of the discussion.171WORLD MAP172