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1、1PlacePriceProductPackagePositioning promotionProduct offeringUnit of measure*FootnoteSource:Source第1页/共180页2StrategySkillsSystemsStaffShared valuesStructureStyle*FootnoteSource:Source第2页/共180页3*FootnoteSource:Source第3页/共180页4TextTextText*FootnoteSource:Source第4页/共180页5New entrantSuppliersIndustryco
2、mpetitorsBuyersSubstitutes*FootnoteSource:Source第5页/共180页6TextTextTextTextTextTextTextTextTextText*FootnoteSource:Source第6页/共180页7TextTextTextText*FootnoteSource:Source第7页/共180页8TextTextText*FootnoteSource:Source第8页/共180页9TextTextTextText*FootnoteSource:Source第9页/共180页10TextTextText*FootnoteSource:S
3、ource第10页/共180页11TextTextText*FootnoteSource:Source第11页/共180页12TextTextTextText*FootnoteSource:Source第12页/共180页13TextTextText*FootnoteSource:Source第13页/共180页14TextText*FootnoteSource:Source第14页/共180页15PlanImplementSupport*FootnoteSource:Source第15页/共180页16TextTextText*FootnoteSource:Source第16页/共180页1
4、7*FootnoteSource:Source第17页/共180页18TextText*FootnoteSource:Source第18页/共180页19TextText*FootnoteSource:Source第19页/共180页20TextTextTextTextTextText*FootnoteSource:Source第20页/共180页21*FootnoteSource:Source第21页/共180页22SpiralBrakesTube in tube*FootnoteSource:Source第22页/共180页23TextTextTextText*FootnoteSource
5、:Source第23页/共180页24TextTextTextTextTextText*FootnoteSource:Source第24页/共180页25TextText*FootnoteSource:Source第25页/共180页26TextTextTextTextTextTextText*FootnoteSource:Source第26页/共180页27TextTextTextTextTextText*FootnoteSource:Source第27页/共180页28TextHeaderHeaderTextHeaderText*FootnoteSource:Source第28页/共180
6、页29TextTextTextText*FootnoteSource:Source第29页/共180页30TextTextTextText*FootnoteSource:Source第30页/共180页31TextTextTextText*FootnoteSource:Source第31页/共180页32TextTextTextTextTextText*FootnoteSource:Source第32页/共180页33TextTextTextTextText*FootnoteSource:Source第33页/共180页34TextTextTextTextText*FootnoteSource
7、:Source第34页/共180页35TextText*FootnoteSource:Source第35页/共180页36TextTextTextTextTextTextTextText*FootnoteSource:Source第36页/共180页37TextTextTextText*FootnoteSource:Source第37页/共180页38TextTextText*FootnoteSource:Source第38页/共180页39TextTextTextText*FootnoteSource:Source第39页/共180页40TextTextText*FootnoteSource
8、:Source第40页/共180页41TextTextText*FootnoteSource:Source第41页/共180页42TextTextTextText*FootnoteSource:Source第42页/共180页43TextTextText*FootnoteSource:Source第43页/共180页44TextTextText*FootnoteSource:Source第44页/共180页45TextTextTextText*FootnoteSource:Source第45页/共180页46TextTextTextText*FootnoteSource:Source第46页/
9、共180页47TextTextTextTextTextText*FootnoteSource:Source第47页/共180页48TextTextTextText*FootnoteSource:Source第48页/共180页49TextTextText*FootnoteSource:Source第49页/共180页50TextText*FootnoteSource:Source第50页/共180页51TextTextText*FootnoteSource:Source第51页/共180页52TextTextTextTextText*FootnoteSource:Source第52页/共180
10、页53TextTextTextText*FootnoteSource:Source第53页/共180页54TextTextTextTextTextText*FootnoteSource:Source第54页/共180页55TextTextTextTextText*FootnoteSource:Source第55页/共180页56TextText*FootnoteSource:Source第56页/共180页57TextText*FootnoteSource:Source第57页/共180页58TextTextTextText*FootnoteSource:Source第58页/共180页59N
11、ew entrantSuppliersIndustry competitorsBuyersSubstitutes*FootnoteSource:Source第59页/共180页60TextTextText*FootnoteSource:Source第60页/共180页61TextTextTextText*FootnoteSource:Source第61页/共180页62Text*FootnoteSource:Source第62页/共180页63TextText*FootnoteSource:Source第63页/共180页64TextText*FootnoteSource:Source第64页
12、/共180页65The way managerscollectively behave with respect to useof time,attention,and symbolic actions The people in the organization,consideredin terms of corporate demographics,not individual personalitiesThe organization chart and accompanying baggage that show who reports to whom and how tasks ar
13、e 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 members The processes and procedures through which things get donefrom day to day A coherent setof actions aimedat gaini
14、ng asustainableadvantage over competition Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals.Some companies perform extraordinaryfeats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy*FootnoteSource:Source第65页/共180页66CustomerClientsDistributorsCo
15、mpetitorsSuppliers*FootnoteSource:Source第66页/共180页67SkillsSharedvaluesStrategyStaffStructureSystemsStyleA coherent set ofactions aimed at gaining a sustainable advantageover competition The organization chart andaccompanying baggage that showwho reports to whom and how tasks are both divided up and
16、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 proceduresthrough which things get donefrom day-to-dayThose ideas of wha
17、t 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 companiesperform extraordinaryfeats with ordinary people*FootnoteSource:Source第6
18、7页/共180页68StyleStructureStaffStrategySystemsSkillsShared 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 companies perform extraordinary feats with ordinar
19、y 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 chart and accompanying baggage that showwho re
20、ports 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 competition*FootnoteSource:Source第68页/共180页69Competitive positi
21、onLowMediumHighProduct/market attractivenessLowMediumHigh*FootnoteSource:Source第69页/共180页70Change visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devices*FootnoteSource:Source第70页/共180页71 Delta Delta P P Vision
22、andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient managers(particularly middle management)haveskill to lead programimplementationChange in actual behaviorAction plans sufficient to achieve goalsAgreement on objectives by line m
23、anagementManagement 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 action and resultsClear accountabilitiesEarly winsVisib
24、le demonstrationof new vision andvalues by clientleadership*FootnoteSource:Source第71页/共180页72Natural owner Relative ability to extract value Low Medium Value-creation potential in business unit High Corporatecenter skillsBusiness unit linkagesTaxation/valuationdifferences Industry attractivenessComp
25、etitive positionRestructuring/rationalization opportunities“One of the pack”Retain andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate*FootnoteSource:Source第72页/共180页73Business StrategyManufacturing StrategyConfigurationSystemsResear
26、chFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesign*FootnoteSource:Source第73页/共180页74Restructuring framework 1 5 4 3 2*FootnoteSource:Source第74页/共180页75Benefit Price Competitivedisadvantage Competitiveadvantage*FootnoteSource:Source第75页/共180页76Appraise performanceand prospects Develop
27、strategy Redesignpivotal jobs Design the skillbuilding process Assess changereadiness Top downaction programs Bottom up action programs 1 2 4 5 6 7 8 3*FootnoteSource:Source第76页/共180页773.Create andpursue a uniqueadvantage 2.Resegment the market to create a niche4.Exploit uniqueadvantageindustrywide
28、1.Do more andbetter of thesameWhen tocompete*FootnoteSource:Source第77页/共180页78Stage 1 Stage 2 Stage 3 Stage 4 Value system Strategic manage-mentExternally orientated planningForecast based planningBudget planningMeet budget and schedulePredict the futureThink strategicallyCreate the future*FootnoteS
29、ource:Source第78页/共180页79Selling margin ContributionSalesSelling rateSalesAvailable selling time EffectivenessContribution Available selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support in
30、tensitySupport costsTotal selling costsSupport leverageTotal sales timeSupport costs*FootnoteSource:Source第79页/共180页80MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproach*FootnoteSource:Sour
31、ce第80页/共180页81Real Perceived Clients relative ability to extract valueCorporate center skillsLinkages between business unitsFinancial ownership fitIndustry restructureInternal controllerShared resourcesTransfer of capabilityVertical integrationDifferences in tax positionExistence of non-cases object
32、ivesInefficiencies in financial marketsDifference in valuation technique*FootnoteSource:Source第81页/共180页82HeaderText#*FootnoteSource:Source第82页/共180页83TextTextText*FootnoteSource:Source第83页/共180页84Label 1Label 2Label 3*FootnoteSource:Source第84页/共180页85Label 1Label 2Label 3Label 4Label 5Label 1Label
33、2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measure*FootnoteSource:Source第85页/共180页86Label 1Label 2Label 3Label 4Label 5*FootnoteSource:Source第86页/共180页87Label 1Label 2Label 3Label 4Label 5000000000000000SeriesSeriesSeries*FootnoteSource:Source第87页/共180页88Label 1Label 2Label 3Label 4Label
34、 5000000000000000100%=SeriesSeriesSeries*FootnoteSource:Source第88页/共180页89TitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5Label 6*FootnoteSource:Source第89页/共180页90Label 1Label 2 Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measur
35、e*FootnoteSource:Source第90页/共180页91Label 1Label 2Label 3Label 4Label 5*FootnoteSource:Source第91页/共180页92Label 1Label 2Label 3Label 4Label 5 SeriesSeriesSeriesSeries000000000000000*FootnoteSource:Source第92页/共180页93Label 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries100%=000000000000000*Footnot
36、eSource:Source第93页/共180页94TitleUnit of measureLabel 1Label 2Label 3Label 4Label 5TitleUnit of measure100%=000SeriesSeriesSeriesSeriesLabel 1*FootnoteSource:Source第94页/共180页95TitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5*FootnoteSource:Source第95页/共180页96TitleUnit of meas
37、ureTitleUnit of measure*FootnoteSource:Source第96页/共180页97TitleUnit of measureTitleUnit of measure*FootnoteSource:Source第97页/共180页98Label 1Label 2Label 3Label 4*FootnoteSource:Source第98页/共180页99TitleUnit of measureLabel 1Label 2Label 3Label 4Label 5TitleUnit of measureLabel 1Label 2Label 3Label 4Labe
38、l 5*FootnoteSource:Source第99页/共180页100*FootnoteSource:Source第100页/共180页101*FootnoteSource:Source第101页/共180页102Label 1Label 2Label 3Label 4Label 5*FootnoteSource:Source第102页/共180页103*FootnoteSource:Source第103页/共180页104LegendLegendLegendLowMediumHighLowMediumHigh*FootnoteSource:Source第104页/共180页105*Fo
39、otnoteSource:SourceTextTextTextTextTextText第105页/共180页106*FootnoteSource:SourceTitle Text Title Text Text第106页/共180页107*FootnoteSource:SourceTitle Text Text TextText第107页/共180页108*FootnoteSource:SourceTextTextTextTitle Title Title 第108页/共180页109*FootnoteSource:SourceTitleTextTitleTextTitleTextTitleT
40、extTitleTextTitleTextTitleTextTitleTitle第109页/共180页110TextTextTextTextTextTextTextTextTextTextText第110页/共180页111*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextText第111页/共180页112*FootnoteSource:SourceTextTextTextTextTextTextTextText第112页/共180页113*FootnoteSource:SourceTextHeaderHead
41、erTextHeaderHeaderTextTextText第113页/共180页114*FootnoteSource:SourceTitleTextTextTextTextTextTextTextText第114页/共180页115TextHeaderHeaderTextHeaderText*FootnoteSource:SourceTextTitle第115页/共180页116*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText第116页/共180页117
42、*FootnoteSource:SourceTextTextTextTextTextTextTextText第117页/共180页118*FootnoteSource:SourceTextTextTextTextTextTextTextText第118页/共180页119*FootnoteSource:SourceTitle Title TextText第119页/共180页120*FootnoteSource:SourceTitle TextTitle TextTitle TextTitle Text第120页/共180页121xxxxxTitle TextTitle TextTitle T
43、extTitle Text第121页/共180页122*FootnoteSource:Source Title Title Title 第122页/共180页123*FootnoteSource:SourceTitle TextTitle TextTitle 第123页/共180页124*FootnoteSource:SourceTextTextTextTextTextTextText第124页/共180页125*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextText第125页/共180页126*FootnoteSou
44、rce:SourcexxxxxxxxxxxxxxxerformancetructureonductExternal shockSCP第126页/共180页127*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText第127页/共180页128*FootnoteSource:SourceTextTitle TextTitle TextTitle TextTitle TextTitle TextText第128页/共180页129*Footn
45、oteSource:SourceTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText第129页/共180页130*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextTitle 第130页/共180页131*FootnoteSource:SourceTitleTitleTitleTitleTextTextTextTextTextTextTextTextTextText第1
46、31页/共180页132*FootnoteSource:SourceTitle Title Client McKinsey Expert group 第132页/共180页133*FootnoteSource:SourceTextText第133页/共180页134Title TextTitle TextTitle Text*FootnoteSource:SourceTitle Title Title 第134页/共180页135*FootnoteSource:SourceTextTextTextText第135页/共180页136Sub titleSub titleRisk manageme
47、nt Title 第136页/共180页137*FootnoteSource:SourceTextTextTextTextTextTextTextText第137页/共180页138TextText*FootnoteSource:SourceTextText第138页/共180页139TextText*FootnoteSource:SourceTextText第139页/共180页140TextTextText*FootnoteSource:SourceTextTextText第140页/共180页141TextTextText*FootnoteSource:SourceTextTextTex
48、t第141页/共180页142TextTextTextText*FootnoteSource:SourceTextTextTextText第142页/共180页143TextTextTextText*FootnoteSource:SourceTextTextTextText第143页/共180页144TextTextTextTextText*FootnoteSource:SourceTextTextTextTextText第144页/共180页145TextTextTextTextText*FootnoteSource:SourceTextTextTextTextText第145页/共180页
49、146TextTextTextTextTextText*FootnoteSource:SourceTextTextTextTextTextText第146页/共180页147TextTextTextTextTextText*FootnoteSource:SourceTextTextTextTextTextText第147页/共180页148*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextText第148页/共180页149*FootnoteSource:SourceHighLowHighLowTextTextTextTextT
50、extText第149页/共180页150*FootnoteSource:SourceTextTextTextTextText第150页/共180页151TextText*FootnoteSource:SourceTextTextTextText第151页/共180页152TextTextText*FootnoteSource:SourceTextTextTextTextText第152页/共180页153*FootnoteSource:SourceTextTextTextTextTextTextTextTextTextText第153页/共180页154*FootnoteSource:Sou