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1、机密此报告仅供客户内部使用。未经麦肯锡公司的书面许可，其它任何机构不得擅自传阅、引用或复制。DocumentDate*资料来源：Unit of measure例子HighLowLegendLegendLegendTextTextTextTextTextTitlex+x+TextTextTextTextText1GBUTtemEXHIBIT TITLE*资料来源：2GBUTtem*资料来源：Unit of measure3GBUTtemTextTextTextTextTextTextTextTextTextText2X2 CUBED*资料来源：Unit of measure42X2 TOWER*
2、资料来源：Unit of measure55Ps MARKETING*资料来源：Unit of measure6StrategySkillsSystemsStaffShared valuesStructureStyle7S*资料来源：Unit of measure7ARROW 3D*资料来源：Unit of measure8GBUTtemCUBES1 3D*资料来源：Unit of measure9GBUTtemCUBES2 3D*资料来源：Unit of measure10GBUTtem*FootnoteSource:CUBES3 3D*资料来源：Unit of measure11GBUTt
3、emTextTextTextTextCUTOUT 3D*资料来源：Unit of measure12New entrantSuppliersBuyersSubstitutesFORCES AT WORK*资料来源：Unit of measure13TextTextTextTextTextTextTextTextTextTextJOINT*资料来源：Unit of measure14TextTextTextTextLEVEL SEPARATE 4*资料来源：Unit of measure15TextTextTextLINEAR A 3D*资料来源：Unit of measure16TextTex
4、tTextTextLINEAR B 3D*资料来源：Unit of measure17TextTextTextLINEAR C 3D*资料来源：Unit of measure18TextTextTextLINEAR D 3D*资料来源：Unit of measure19TextTextTextTextLINEAR E 3D*资料来源：Unit of measure20TextTextTextLINEAR G 3D*资料来源：Unit of measure21TextTextLINEAR I 3D*资料来源：Unit of measure22TextTextTextTextLINEAR J 3D
5、*资料来源：Unit of measure23TextTextTextTextLINEAR N 3D*资料来源：Unit of measure24TextTextTextLINEAR P 3D*资料来源：Unit of measure25TextTextLINEAR Q 3D*资料来源：Unit of measure26TextTextLINEAR Q 3D*资料来源：Unit of measure27PlanImplementSupportLINKS 3*资料来源：Unit of measure28PERSPECTIVE 3D*资料来源：Unit of measure29GBUTtemTex
6、tTextTextPROPELLER 3D*资料来源：Unit of measure30RINGS 3D*资料来源：Unit of measure31GBUTtemTextTextSCALE*资料来源：Unit of measure32TextTextSCALES*资料来源：Unit of measure33TextTextTextTextTextTextSIZES IN*资料来源：Unit of measure34SPIRAL1 3D*资料来源：Unit of measure35SpiralBrakesTube in tubeSPIRAL2 3D*资料来源：Unit of measure36
7、GBUTtemTextTextTextTextSPOTLIGHT*资料来源：Unit of measure37TextTextTextTextTextTextSTAIRCASE*资料来源：Unit of measure38GBUTtemStars 3D*资料来源：Unit of measure39GBUTtemTextTextWIRE CUBES*资料来源：Unit of measure40TextTextTextTextTextTextTextARROWS*资料来源：Unit of measure41TextLEVEL 1*资料来源：Unit of measure42TextTextLEVE
8、L 2*资料来源：Unit of measure43TextTextTextLEVEL 3*资料来源：Unit of measure44TextTextTextTextLEVEL 4*资料来源：Unit of measure45TextTextTextTextTextLEVEL 5*资料来源：Unit of measure46TextTextTextTextTextTextLEVEL 6*资料来源：Unit of measure47TextHeaderHeaderTextFLOW 2*资料来源：Unit of measure48TextTextHeaderHeaderTextFLOW 2 TI
9、TLE*资料来源：Unit of measure49TextHeaderHeaderTextHeaderTextFLOW 3*资料来源：Unit of measure50TextTextHeaderHeaderTextHeaderTextFLOW 3 TITLE*资料来源：Unit of measure51TextHeaderHeaderTextHeaderHeaderTextTextFLOW 4*资料来源：Unit of measure52TextTextHeaderHeaderTextHeaderHeaderTextTextFLOW 4 TITLE*资料来源：Unit of measure
10、53TextHeaderHeaderTextHeaderHeaderHeaderTextTextTextFLOW 5*资料来源：Unit of measure54TextTextHeaderHeaderTextHeaderHeaderHeaderTextTextTextFLOW 5 TITLE*资料来源：Unit of measure55TextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextFLOW 6*资料来源：Unit of measure56TextTextTextHeaderHeaderHeaderHeaderHeade
11、rTextTextTextHeaderTextFLOW 6 TITLE*资料来源：Unit of measure57TextTextTextTextBLADES*资料来源：Unit of measure58TextTextTextTextBOX*资料来源：Unit of measure59TextTextTextTextBOX*资料来源：Unit of measure60TextTextTextCYCLE 1*资料来源：Unit of measure61TextTextCYCLE 2*资料来源：Unit of measure62TextTextTextCYCLE 3*资料来源：Unit of
12、measure63TextTextTextTextCYCLE 4*资料来源：Unit of measure64TextTextTextTextTextCYCLE 5*资料来源：Unit of measure65TextTextTextTextTextTextCYCLE 6*资料来源：Unit of measure66TextTextTextTextTextTextTextCYCLE 7*资料来源：Unit of measure67TextTextTextTextTextTextTextTextCYCLE 8*资料来源：Unit of measure68TextTextTextTextTextT
13、extINCOMING*资料来源：Unit of measure69TextTextTextTextTextRIBBON*资料来源：Unit of measure70TextTextTextTextTextRING*资料来源：Unit of measure71TextTextUPON 2*资料来源：Unit of measure72TextTextTextTextTextTextTextTextCONTINUOUS*资料来源：Unit of measure73TextTextTextTextCUTOUT*资料来源：Unit of measure74TextTextTextLINEAR A*资料
14、来源：Unit of measure75TextTextTextTextLINEAR B*资料来源：Unit of measure76TextTextTextLINEAR C*资料来源：Unit of measure77TextTextTextLINEAR D*资料来源：Unit of measure78TextTextTextTextLINEAR E*资料来源：Unit of measure79TextTextTextLINEAR F*资料来源：Unit of measure80TextTextTextLINEAR G*资料来源：Unit of measure81TextTextTextTe
15、xtLINEAR H*资料来源：Unit of measure82TextTextLINEAR I*资料来源：Unit of measure83TextTextTextTextLINEAR J*资料来源：Unit of measure84TextTextTextTextTextTextLINEAR K*资料来源：Unit of measure85TextTextTextTextLINEAR N*资料来源：Unit of measure86TextTextTextLINEAR P*资料来源：Unit of measure87TextTextLINEAR Q*资料来源：Unit of measur
16、e88TextTextTextPROPELLER*资料来源：Unit of measure89TextTextTextTextTextSTEP 5*资料来源：Unit of measure90TextTextTextText2 ON 1*资料来源：Unit of measure91TextTextTextTextTextTextAGAINST*资料来源：Unit of measure92TextTextTextTextTextAT WORK*资料来源：Unit of measure93TextTextCOUPLED HORIZ*资料来源：Unit of measure94TextTextCOU
17、PLED VERT*资料来源：Unit of measure95TextTextTextTextFOCUSED*资料来源：Unit of measure96New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORK*资料来源：Unit of measure97TextTextTextPARALLEL*资料来源：Unit of measure98TextTextTextTextSPLIT*资料来源：Unit of measure99TextSURROUND*资料来源：Unit of measure100TextT
18、extTWISTED*资料来源：Unit of measure101TextTextUP&AWAY*资料来源：Unit of measure102TextTextUP&DOWN*资料来源：Unit of measure103CustomerClientsDistributorsCompetitorsSuppliers3Cs TRIANGLE*资料来源：Unit of measure104SkillsSharedvaluesStrategyStaffStructureSystemsStyleA coherent set ofactions aimed at gaining a sustainab
19、le advantageover competition The organization chart andaccompanying baggage 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 r
20、espect to use of time,attention and symbolic actions The processes and proceduresthrough 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 by
21、the organizationas a whole asdistinct fromthe individuals.Some companiesperform extraordinaryfeats with ordinary people3S-4S*资料来源：Unit of measure105The way managerscollectively behave with respect to useof time,attention,and symbolic actions The people in the organization,consideredin terms of corpo
22、rate demographics,not individual 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 co
23、mmon to most of its members 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 extraordinary
24、feats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5S*资料来源：Unit of measure106Competitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIO*资料来源：Unit of measure107Change visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCo
25、mmitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARD*资料来源：Unit of measure108 Delta Delta P P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient managers(particularly middle management)haveski
26、ll to lead programimplementationChange in actual behaviorAction plans sufficient to achieve goalsAgreement on objectives by line managementManagement of high-involvement processImplementation ornear implementationof required structureand systemsFlow of 2-way communicationsPeoples understanding,belie
27、f and contribution to act on vision and action plansAccurate measurementof action and resultsClear accountabilitiesEarly winsVisible demonstrationof new vision andvalues by clientleadershipDELTA P*资料来源：Unit of measure109Natural owner Relative ability to extract value Low Medium Value-creation potent
28、ial in business unit High Corporatecenter skillsBusiness unit linkagesTaxation/valuationdifferences Industry attractivenessCompetitive positionRestructuring/rationalization opportunities“One of the pack”Retain andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydiv
29、est DivestDivest orliquidate MACS*资料来源：Unit of measure110Business StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURING STRATEGY*资料来源：Unit of measure111Restructuring framework 1 5 4 3 2 PENTAGON*资料来源：Unit of measure112
30、Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFIT*资料来源：Unit of measure113Appraise performanceand prospects Developstrategy Redesignpivotal jobs Design the skillbuilding process Assess changereadiness Top downaction programs Bottom up action programs 1 2 4 5 6 7 8 3 SMILE CHART
31、*资料来源：Unit of measure1143.Create andpursue a uniqueadvantage 2.Resegment the market to create a niche4.Exploit uniqueadvantageindustrywide 1.Do more andbetter of thesameWhen tocompete STRAT GAMEBOARD*资料来源：Unit of measure115Stage 1 Stage 2 Stage 3 Stage 4 Value system Strategic manage-mentExternally
32、orientated planningForecast based planningBudget planningMeet budget and schedulePredict the futureThink strategicallyCreate the futureSTRAT MANAGE*资料来源：Unit of measure116Selling margin ContributionSalesSelling rateSalesAvailable selling time EffectivenessContribution Available selling time Producti
33、vity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support intensitySupport costsTotal selling costsSupport leverageTotal sales timeSupport costsTREE PRODUCTIVITY*资料来源：Unit of measure117MaximizeshareholdervalueGrow
34、throughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATION*资料来源：Unit of measure118Real Perceived Clients relative ability to extract valueCorporate center skillsLinkages between business unitsFinancial ownershi
35、p fitIndustry restructureInternal controllerShared resourcesTransfer of capabilityVertical integrationDifferences in tax positionExistence of non-cases objectivesInefficiencies in financial marketsDifference in valuation techniqueVALUE SOURCES*资料来源：Unit of measure119HeaderTextGANTT10*资料来源：Unit of me
36、asure120HeaderText#GANTT15*资料来源：Unit of measure121TextTextTextTextLEFT TO RIGHT*资料来源：Unit of measure122TextTextTextTextTextProcess objectivesTextSub-objectivesSTUDY OBJECTIVE*资料来源：Unit of measure123TextTextTextTextTextTextTextTOP DOWN*资料来源：Unit of measure124TextTextTextTextTextTextTextTextTextText2X
37、2*资料来源：Unit of measure125TextTextTextTextTextTextTextTextTextText2X2 CUBED*资料来源：Unit of measure126TextTextTextTextTextTextTextTextTextTextTextText2X2 EXTENDED*资料来源：Unit of measure127TextTextTextTextTextText2X2 TOWER*资料来源：Unit of measure128TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextT
38、extText3X3*资料来源：Unit of measure129TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3 EXTENDED*资料来源：Unit of measure130TextTextDIFFRACTION*资料来源：Unit of measure131TextTextTextFLOW DOWN*资料来源：Unit of measure132TextTextPASS THROUGH*资料来源：Unit of measure133Label 1Label 2Labe
39、l 3AREA*资料来源：Unit of measure134GBUTtemLabel 1Label 2Label 3Label 4Label 5BAR*资料来源：Unit of measure135GBUTtemLabel 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureBAR 2*资料来源：Unit of measure136GBUTtemLabel 1Label 2Label 3Label 4Label 5BAR BUTTED*资
40、料来源：Unit of measure137GBUTtemLabel 1Label 2Label 3Label 4Label 5000000000000000SeriesSeriesSeriesBAR STACKED*资料来源：Unit of measure138GBUTtemLabel 1Label 2Label 3Label 4Label 5000000000000000100%=SeriesSeriesSeriesBAR STACKED 100%*资料来源：Unit of measure139GBUTtemTitleUnit of measureTitleUnit of measureL
41、abel 1Label 2Label 3Label 4Label 5Label 6BUBBLE*资料来源：Unit of measure140GBUTtemLabel 1Label 2Label 3Label 4Label 5COLUMN*资料来源：Unit of measure141GBUTtemLabel 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureCOLUMN 2*资料来源：Unit of measure142GBUTtemL
42、abel 1Label 2Label 3Label 4Label 5COLUMN BUTTED*资料来源：Unit of measure143GBUTtemLabel 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries000000000000000COLUMN STACKED*资料来源：Unit of measure144GBUTtemLabel 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries100%=000000000000000COLUMN STACKED 100%*资料来源
43、：Unit of measure145GBUTtemTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5TitleUnit of measure100%=000SeriesSeriesSeriesSeriesLabel 1COMBO PIE SEGMENT COLUMN*资料来源：Unit of measure146GBUTtemTitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5COST CURVE*资料来源：Unit of measur
44、e147GBUTtemARROWS*资料来源：Unit of measure148GBUTtemThis 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.DISCLAIMERS CLIENT*资料来源：Unit of measure149G
45、BUTtemThis report contains information that is confidential and proprietary to McKinsey&Company and is solely for the use of McKinsey&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 re
46、port,you are hereby notified that the use,circulation,quoting,or reproducing of this report is strictly prohibited and may be unlawful.DISCLAIMERS INTERNAL*资料来源：Unit of measure150GBUTtemThis report is solely for the use of client personnel.No part of it may be circulated,quoted,or reproduced for dis
47、tribution 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.DISCLAIMERS PRESENTATION*资料来源：Unit of measure151GBUTtemLegendLegendLegendLEGENDS*资料来源：Un
48、it of measure152GBUTtemMcKINSEY LOGO*资料来源：Unit of measure153GBUTtemMISC*资料来源：Unit of measure154GBUTtemVery attractiveAverageVery unattractiveVery attractiveAverageVery unattractiveMOONS*资料来源：Unit of measure155GBUTtemILLUSTRATIVECONFIDENTIALESTIMATEEXAMPLEFOR DISCUSSION ONLYFOR DISCUSSIONPRELIMINARYD
49、RAFTSTICKER*资料来源：Unit of measure156GBUTtemCONFIDENTIALDISCUSSION DRAFTDISGUISED CLIENT EXAMPLEPRELIMINARY DRAFTPRELIMINARY ESTIMATEDISCUSSION DRAFTDISGUISEDDRAFT FOR DISCUSSIONSAMPLEBACKUPHYPOTHESISSTRAW MANTO BE COMPLETEDPROPOSEDREVISEDROUGH ESTIMATECONCEPTUALSTICKER OTHER*资料来源：Unit of measure157GBUTtemWORLD MAP*资料来源：Unit of measure158GBUTtem