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1、5PS MARKETINGUnit of measure*FootnoteSource:Source0StrategySkillsSystemsStaffShared valuesStructureStyle7SUnit of measure*FootnoteSource:Source1ARROW 3DUnit of measure*FootnoteSource:Source2TextTextTextTextCUTOUT 3DUnit of measure*FootnoteSource:Source3New entrantSuppliersBuyersSubstitutesFORCES AT
2、WORKUnit of measure*FootnoteSource:Source4TextTextTextTextTextTextTextTextTextTextJOINTUnit of measure*FootnoteSource:Source5TextTextTextTextLEVEL SEPARATE 4Unit of measure*FootnoteSource:Source6TextTextTextLINEAR A 3DUnit of measure*FootnoteSource:Source7TextTextTextTextLINEAR B 3DUnit of measure*F
3、ootnoteSource:Source8TextTextTextLINEAR C 3DUnit of measure*FootnoteSource:Source9TextTextTextLINEAR D 3DUnit of measure*FootnoteSource:Source10TextTextTextTextLINEAR E 3DUnit of measure*FootnoteSource:Source11TextTextTextLINEAR G 3DUnit of measure*FootnoteSource:Source12TextTextLINEAR I 3DUnit of m
4、easure*FootnoteSource:Source13TextTextTextTextLINEAR J 3DUnit of measure*FootnoteSource:Source14TextLINEAR N 3DTextTextTextUnit of measure*FootnoteSource:Source15TextTextTextLINEAR P 3DUnit of measure*FootnoteSource:Source16LINEAR Q 3DTextTextUnit of measure*FootnoteSource:Source17TextTextLINEAR Q 3
5、DUnit of measure*FootnoteSource:Source18PlanImplementSupportLINKS 3Unit of measure*FootnoteSource:Source19PERSPECTIVE 3DUnit of measure*FootnoteSource:Source20TextTextTextPROPELLER 3DUnit of measure*FootnoteSource:Source21TextSCALETextUnit of measure*FootnoteSource:Source22TextTextTextTextTextTextSI
6、ZES INUnit of measure*FootnoteSource:Source23SPIRAL1 3DUnit of measure*FootnoteSource:Source24SpiralBrakesTube in tubeSPIRAL2 3DUnit of measure*FootnoteSource:Source25TextTextTextTextSPOTLIGHTUnit of measure*FootnoteSource:Source26TextTextTextTextTextTextSTAIRCASEUnit of measure*FootnoteSource:Sourc
7、e27STARS 3DUnit of measure*FootnoteSource:Source28TextTextWIRE CUBESUnit of measure*FootnoteSource:Source29TextTextTextTextTextTextTextARROWSUnit of measure*FootnoteSource:Source30FLOW 2TextHeaderHeaderTextUnit of measure*FootnoteSource:Source31TextFLOW 2 TITLETextHeaderHeaderTextUnit of measure*Foo
8、tnoteSource:Source32FLOW 3TextHeaderHeaderTextHeaderTextUnit of measure*FootnoteSource:Source33TextFLOW 3 TITLETextHeaderHeaderTextHeaderTextUnit of measure*FootnoteSource:Source34FLOW 4TextHeaderHeaderTextHeaderHeaderTextTextUnit of measure*FootnoteSource:Source35TextFLOW 4 TITLETextHeaderHeaderTex
9、tHeaderHeaderTextTextUnit of measure*FootnoteSource:Source36FLOW 5TextHeaderHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure*FootnoteSource:Source37TextFLOW 5 TITLETextHeaderHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure*FootnoteSource:Source38FLOW 6TextTextHeaderHeaderHeaderHeaderHe
10、aderTextTextTextHeaderTextUnit of measure*FootnoteSource:Source39TextFLOW 6 TITLETextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measure*FootnoteSource:Source40BLADESTextTextTextTextUnit of measure*FootnoteSource:Source41BOXTextTextTextTextUnit of measure*FootnoteSource:Source42B
11、OXTextTextTextTextUnit of measure*FootnoteSource:Source43CYCLE 2TextTextUnit of measure*FootnoteSource:Source44TextINCOMINGTextTextTextTextTextUnit of measure*FootnoteSource:Source45RIBBONTextTextTextTextTextUnit of measure*FootnoteSource:Source46RINGTextTextTextTextTextUnit of measure*FootnoteSourc
12、e:Source47UPON 2TextTextUnit of measure*FootnoteSource:Source48CONTINUOUSTextTextTextTextTextTextTextTextUnit of measure*FootnoteSource:Source49CUTOUTTextTextTextTextUnit of measure*FootnoteSource:Source50LINEAR ATextTextTextUnit of measure*FootnoteSource:Source51LINEAR BTextTextTextTextUnit of meas
13、ure*FootnoteSource:Source52LINEAR CTextTextTextUnit of measure*FootnoteSource:Source53LINEAR DTextTextTextUnit of measure*FootnoteSource:Source54LINEAR ETextTextTextTextUnit of measure*FootnoteSource:Source55LINEAR FTextTextTextUnit of measure*FootnoteSource:Source56LINEAR GTextTextTextUnit of measu
14、re*FootnoteSource:Source57LINEAR HTextTextTextTextUnit of measure*FootnoteSource:Source58LINEAR ITextTextUnit of measure*FootnoteSource:Source59LINEAR JTextTextTextTextUnit of measure*FootnoteSource:Source60LINEAR KTextTextTextTextTextTextUnit of measure*FootnoteSource:Source61LINEAR NTextTextTextTe
15、xtUnit of measure*FootnoteSource:Source62LINEAR PTextTextTextUnit of measure*FootnoteSource:Source63LINEAR QTextTextUnit of measure*FootnoteSource:Source64PROPELLERTextTextTextUnit of measure*FootnoteSource:Source65STEP 5TextTextTextTextTextUnit of measure*FootnoteSource:Source66TextTextTextText2 ON
16、 1Unit of measure*FootnoteSource:Source67TextTextTextTextTextTextAGAINSTUnit of measure*FootnoteSource:Source68TextTextTextTextTextAT WORKUnit of measure*FootnoteSource:Source69TextTextCOUPLED HORIZUnit of measure*FootnoteSource:Source70TextTextCOUPLED VERTUnit of measure*FootnoteSource:Source71Text
17、TextTextTextFOCUSEDUnit of measure*FootnoteSource:Source72New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORKUnit of measure*FootnoteSource:Source73TextTextTextPARALLELUnit of measure*FootnoteSource:Source74TextTextTextTextSPLITUnit of measure*FootnoteSource:Source75TextSURROUNDU
18、nit of measure*FootnoteSource:Source76TextTextTWISTEDUnit of measure*FootnoteSource:Source77TextTextUP&AWAYUnit of measure*FootnoteSource:Source78TextTextUP&DOWNUnit of measure*FootnoteSource:Source79CustomerClientsDistributorsCompetitorsSuppliers3CS TRIANGLEUnit of measure*FootnoteSource:Source80Co
19、mpetitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIOUnit of measure*FootnoteSource:Source81Change visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARDUnit of mea
20、sure*FootnoteSource:Source82 Delta Delta P P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient managers(particularly middle management)haveskill to lead programimplementationChange in actual behaviorAction plans sufficie
21、nt to achieve goalsAgreement on objectives by line managementManagement of high-involvement processImplementation ornear implementationof required structureand systemsFlow of 2-way communicationsPeoples understanding,belief and contribution to act on vision and action plansAccurate measurementof act
22、ion and resultsClear accountabilitiesEarly winsVisible demonstrationof new vision andvalues by clientleadershipDELTA PUnit of measure*FootnoteSource:Source83Natural owner Relative ability to extract value Low Medium Value-creation potential in business unit High Corporatecenter skillsBusiness unit l
23、inkagesTaxation/valuationdifferences Industry attractivenessCompetitive positionRestructuring/rationalization opportunities“One of the pack”Retain andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACSUnit of measure*FootnoteSource
24、:Source84Restructuring framework 1 5 4 3 2 PENTAGONUnit of measure*FootnoteSource:Source85Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFITUnit of measure*FootnoteSource:Source86Appraise performanceand prospects Developstrategy Redesignpivotal jobs Design the skillbuilding pro
25、cess Assess changereadiness Top downaction programs Bottom up action programs 1 2 4 5 6 7 8 3 SMILE CHARTUnit of measure*FootnoteSource:Source873.Create andpursue a uniqueadvantage 2.Resegment the market to create a niche4.Exploit uniqueadvantageindustrywide 1.Do more andbetter of thesameWhen tocomp
26、ete STRAT GAMEBOARDUnit of measure*FootnoteSource:Source88Stage 1 Stage 2 Stage 3 Stage 4 Value system Strategic manage-mentExternally orientated planningForecast based planningBudget planningMeet budget and schedulePredict the futureThink strategicallyCreate the futureSTRAT MANAGEUnit of measure*Fo
27、otnoteSource:Source89Selling margin ContributionSalesSelling rateSalesAvailable selling time EffectivenessContribution Available selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support inten
28、sitySupport costsTotal selling costsSupport leverageTotal sales timeSupport costsTREE PRODUCTIVITYUnit of measure*FootnoteSource:Source90MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachV
29、ALUE CREATIONUnit of measure*FootnoteSource:Source91Real Perceived Clients relative ability to extract valueCorporate center skillsLinkages between business unitsFinancial ownership fitIndustry restructureInternal controllerShared resourcesTransfer of capabilityVertical integrationDifferences in tax
30、 positionExistence of non-cases objectivesInefficiencies in financial marketsDifference in valuation techniqueVALUE SOURCESUnit of measure*FootnoteSource:Source92TextTextVENN 2Unit of measure*FootnoteSource:Source93TextTextTextVENN 3Unit of measure*FootnoteSource:Source94ARROWSUnit of measure*Footno
31、teSource:Source95MISCUnit of measure*FootnoteSource:Source96WORLD MAPUnit of measure*FootnoteSource:Source97Unit of measure*FootnoteSource:SourceTextTextTextTextTextText98Unit of measure*FootnoteSource:SourceTitle Text Title Text 99Unit of measure*FootnoteSource:SourceTitle Text Title Text Text100EX
32、HIBIT TITLE*FootnoteSource:SourceTitle Text Text TextText101EXHIBIT TITLE*FootnoteSource:SourceTitle Text Text Text102EXHIBIT TITLE*FootnoteSource:SourceTextTextTextTitle Title 103EXHIBIT TITLE*FootnoteSource:SourceTextTextTextTitle Title Title 1043-STEP TextTextTextTextTextTextText1054-STEPTextText
33、TextTextTextTextTextTextText1065-STEPTextTextTextTextTextTextTextTextTextTextText1074 HORIZONTALUnit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextText1085 HORIZONTALUnit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextTextText1094-ST
34、EP Unit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextText110FLOW 2TextHeaderHeaderTextUnit of measure*FootnoteSource:Source111FLOW 2 TITLEUnit of measure*FootnoteSource:SourceTextHeaderHeaderTextText112FLOW 3TextHeaderHeaderTextHeaderTextUnit of measure*FootnoteSource:Source113FLOW 3
35、TITLEUnit of measure*FootnoteSource:SourceTextHeaderHeaderTextHeaderTextText114FLOW 4TextHeaderHeaderTextHeaderHeaderTextTextUnit of measure*FootnoteSource:Source115FLOW 4 TITLEUnit of measure*FootnoteSource:SourceTextHeaderHeaderTextHeaderHeaderTextTextText116FLOW 5TextHeaderHeaderTextHeaderHeaderH
36、eaderTextTextTextUnit of measure*FootnoteSource:Source117FLOW 5 TITLEUnit of measure*FootnoteSource:SourceTextHeaderHeaderTextHeaderHeaderHeaderTextTextTextText118HORIZONTAL FLOW 3Unit of measure*FootnoteSource:SourceTextTextTextTitleTextTextText119HORIZONTAL FLOW 4Unit of measure*FootnoteSource:Sou
37、rceTitleTextTextTextTextTextTextTextText120HORIZONTAL FLOW 5Unit of measure*FootnoteSource:SourceTextTextTextTextTextTitleTextTextTextTextTextTitleTextTextTextTextText121HORIZONTAL FLOW 6Unit of measure*FootnoteSource:SourceTitleTitleTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTe
38、xtText122HORIZONTAL FLOW 7Unit of measure*FootnoteSource:SourceTitleTitleTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText123FLOW WITH SHOCK 1TextHeaderHeaderTextHeaderTextUnit of measure*FootnoteSource:SourceTextTitle124FLOW WITH SHOCK 2Unit of measure*FootnoteSou
39、rce:SourceHeaderHeaderHeaderTitleTextTextTextTextTextTextTextTextTextText125FLOW WITH 3 COLUMN*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText126FLOW WITH 2 COLUMN*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextT
40、extTextTextTextTextText127SQUARE FLOW Unit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextText128FRAMEWORK Unit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextText129Unit of measure*FootnoteSource:SourceTitle Title TextText130Unit of measure*FootnoteSource:SourceTitle TextT
41、itle Text131Unit of measure*FootnoteSource:SourceTitle TextTitle TextTitle TextTitle Text132xxxxxTitle TextTitle TextTitle TextTitle Text133Unit of measure*FootnoteSource:Source Title Title Title 134Unit of measure*FootnoteSource:SourceTitle TextTitle TextTitle 135Unit of measure*FootnoteSource:Sour
42、ceTextTextTextTextTextTextText136Unit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextText137SCP*FootnoteSource:SourcexxxxxxxxxxxxxxxerformancetructureonductExternal shockSCP138Unit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextText139Uni
43、t of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextTextText140Unit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText141Unit of measure*FootnoteSource:SourceTextTitle TextTitle TextTitle TextTitle Te
44、xtTitle TextText142Unit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText143Unit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTitle 144*FootnoteSource:SourceTitleTitleTitleTitleTextTextT
45、extTextTextTextTextTextTextText145TEAM STRUCTURE*FootnoteSource:SourceTitle Title Client McKinsey Expert group 146Unit of measure*FootnoteSource:SourceTextText147Unit of measure*FootnoteSource:SourceTextTextTextTextText148Title TextTitle TextTitle TextUnit of measure*FootnoteSource:SourceTitle Title
46、 Title 149Unit of measure*FootnoteSource:SourceTitle Title TextTitle TextTitle TextTitle TextTitle Title 150Title TextTitle TextTitle TextTitle Title 151Unit of measure*FootnoteSource:SourceTextTextTextText152Sub titleSub titleRisk management Title 153Unit of measure*FootnoteSource:SourceTextTextTex
47、tTextTextTextTextText154CYCLE 2TextTextUnit of measure*FootnoteSource:SourceTextText155CYCLE 2TextTextUnit of measure*FootnoteSource:SourceTextText156CYCLE 3TextTextTextUnit of measure*FootnoteSource:SourceTextTextText157CYCLE 3TextTextTextUnit of measure*FootnoteSource:SourceTextTextText158CYCLE 4T
48、extTextTextTextUnit of measure*FootnoteSource:SourceTextTextTextText159CYCLE 4TextTextTextTextUnit of measure*FootnoteSource:SourceTextTextTextText160CYCLE 5TextTextTextTextTextUnit of measure*FootnoteSource:SourceTextTextTextTextText161CYCLE 5TextTextTextTextTextUnit of measure*FootnoteSource:Sourc
49、eTextTextTextTextText162CYCLE 6TextTextTextTextTextTextUnit of measure*FootnoteSource:SourceTextTextTextTextTextText163CYCLE 6TextTextTextTextTextTextUnit of measure*FootnoteSource:SourceTextTextTextTextTextText164FORCES AT WORKUnit of measure*FootnoteSource:SourceTextTextTextTextTextTextTextTextTex
50、tText165STUDY OBJECTIVEUnit of measure*FootnoteSource:SourceTextTextTextTextText166STICKER AND OTHERS EXAMPLEESTIMATEPROPOSEDCONCEPTUALPRELIMINARYROUGH ESTIMATETO BE COMPLETEDONLY FOR DISCUSSIONWORK IN PROGRESSBACK UPREVISEDTENTATIVEHYPOTHESISILLUSTRATIVECONFIDENTIALVERY PRELIMINARYSTICKER AUTOMAKER