1、CONFIDENTIALFrequently Used Template 1TextTextTextTextTextTextTextTextTextText2X2 CUBEDUnit of measure* FootnoteSource: Source22X2 TOWERUnit of measure* FootnoteSource: Source35PS MARKETINGPlacePriceProductPackagePositioning promotionProduct offeringUnit of measure* FootnoteSource: Source4StrategySk
2、illsSystemsStaffShared valuesStructureStyle7SUnit of measure* FootnoteSource: Source5ARROW 3DUnit of measure* FootnoteSource: Source6CUBES1 3DUnit of measure* FootnoteSource: Source7CUBES2 3DUnit of measure* FootnoteSource: Source8CUBES3 3DUnit of measure* FootnoteSource: Source9TextTextTextTextCUTO
3、UT 3DUnit of measure* FootnoteSource: Source10New entrantSuppliersIndustrycompetitorsBuyersSubstitutesFORCES AT WORKUnit of measure* FootnoteSource: Source11TextTextTextTextTextTextTextTextTextTextJOINTUnit of measure* FootnoteSource: Source12TextTextTextTextLEVEL SEPARATE 4Unit of measure* Footnote
4、Source: Source13TextTextTextLINEAR A 3DUnit of measure* FootnoteSource: Source14TextTextTextTextLINEAR B 3DUnit of measure* FootnoteSource: Source15TextTextTextLINEAR C 3DUnit of measure* FootnoteSource: Source16TextTextTextLINEAR D 3DUnit of measure* FootnoteSource: Source17TextTextTextTextLINEAR E
5、 3DUnit of measure* FootnoteSource: Source18TextTextTextLINEAR G 3DUnit of measure* FootnoteSource: Source19TextTextLINEAR I 3DUnit of measure* FootnoteSource: Source20TextTextTextTextLINEAR J 3DUnit of measure* FootnoteSource: Source21TextLINEAR N 3DTextTextTextUnit of measure* FootnoteSource: Sour
6、ce22TextTextTextLINEAR P 3DUnit of measure* FootnoteSource: Source23LINEAR Q 3DTextTextUnit of measure* FootnoteSource: Source24TextTextLINEAR Q 3DUnit of measure* FootnoteSource: Source25PlanImplementSupportLINKS 3Unit of measure* FootnoteSource: Source26PERSPECTIVE 3DUnit of measure* FootnoteSourc
7、e: Source27TextTextTextPROPELLER 3DUnit of measure* FootnoteSource: Source28RINGS 3DUnit of measure* FootnoteSource: Source29TextSCALETextUnit of measure* FootnoteSource: Source30TextTextSCALESUnit of measure* FootnoteSource: Source31TextTextTextTextTextTextSIZES INUnit of measure* FootnoteSource: S
8、ource32SPIRAL1 3DUnit of measure* FootnoteSource: Source33SpiralBrakesTube in tubeSPIRAL2 3DUnit of measure* FootnoteSource: Source34TextTextTextTextSPOTLIGHTUnit of measure* FootnoteSource: Source35TextTextTextTextTextTextSTAIRCASEUnit of measure* FootnoteSource: Source36STARS 3DUnit of measure* Fo
9、otnoteSource: Source37TextTextWIRE CUBESUnit of measure* FootnoteSource: Source38TextTextTextTextTextTextTextARROWSUnit of measure* FootnoteSource: Source39LEVEL 1TextUnit of measure* FootnoteSource: Source40LEVEL 2TextTextUnit of measure* FootnoteSource: Source41LEVEL 3TextTextTextUnit of measure*
10、FootnoteSource: Source42LEVEL 4TextTextTextTextUnit of measure* FootnoteSource: Source43LEVEL 5TextTextTextTextTextUnit of measure* FootnoteSource: Source44LEVEL 6TextTextTextTextTextTextUnit of measure* FootnoteSource: Source45FLOW 2TextHeaderHeaderTextUnit of measure* FootnoteSource: Source46TextF
11、LOW 2 TITLETextHeaderHeaderTextUnit of measure* FootnoteSource: Source47FLOW 3TextHeaderHeaderTextHeaderTextUnit of measure* FootnoteSource: Source48TextFLOW 3 TITLETextHeaderHeaderTextHeaderTextUnit of measure* FootnoteSource: Source49FLOW 4TextHeaderHeaderTextHeaderHeaderTextTextUnit of measure* F
12、ootnoteSource: Source50TextFLOW 4 TITLETextHeaderHeaderTextHeaderHeaderTextTextUnit of measure* FootnoteSource: Source51FLOW 5TextHeaderHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure* FootnoteSource: Source52TextFLOW 5 TITLETextHeaderHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure*
13、FootnoteSource: Source53FLOW 6TextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measure* FootnoteSource: Source54TextFLOW 6 TITLETextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measure* FootnoteSource: Source55BLADESTextTextTextTextUnit of measure* FootnoteSourc
14、e: Source56BOXTextTextTextTextUnit of measure* FootnoteSource: Source57BOXTextTextTextTextUnit of measure* FootnoteSource: Source58CYCLE 1TextTextTextUnit of measure* FootnoteSource: Source59CYCLE 2TextTextUnit of measure* FootnoteSource: Source60CYCLE 3TextTextTextUnit of measure* FootnoteSource: S
15、ource61CYCLE 4TextTextTextTextUnit of measure* FootnoteSource: Source62CYCLE 5TextTextTextTextTextUnit of measure* FootnoteSource: Source63CYCLE 6TextTextTextTextTextTextUnit of measure* FootnoteSource: Source64CYCLE 7TextTextTextTextTextTextTextUnit of measure* FootnoteSource: Source65CYCLE 8TextTe
16、xtTextTextTextTextTextTextUnit of measure* FootnoteSource: Source66TextINCOMINGTextTextTextTextTextUnit of measure* FootnoteSource: Source67RIBBONTextTextTextTextTextUnit of measure* FootnoteSource: Source68RINGTextTextTextTextTextUnit of measure* FootnoteSource: Source69UPON 2TextTextUnit of measur
17、e* FootnoteSource: Source70CONTINUOUSTextTextTextTextTextTextTextTextUnit of measure* FootnoteSource: Source71CUTOUTTextTextTextTextUnit of measure* FootnoteSource: Source72LINEAR ATextTextTextUnit of measure* FootnoteSource: Source73LINEAR BTextTextTextTextUnit of measure* FootnoteSource: Source74L
18、INEAR CTextTextTextUnit of measure* FootnoteSource: Source75LINEAR DTextTextTextUnit of measure* FootnoteSource: Source76LINEAR ETextTextTextTextUnit of measure* FootnoteSource: Source77LINEAR FTextTextTextUnit of measure* FootnoteSource: Source78LINEAR GTextTextTextUnit of measure* FootnoteSource:
19、Source79LINEAR HTextTextTextTextUnit of measure* FootnoteSource: Source80LINEAR ITextTextUnit of measure* FootnoteSource: Source81LINEAR JTextTextTextTextUnit of measure* FootnoteSource: Source82LINEAR KTextTextTextTextTextTextUnit of measure* FootnoteSource: Source83LINEAR NTextTextTextTextUnit of
20、measure* FootnoteSource: Source84LINEAR PTextTextTextUnit of measure* FootnoteSource: Source85LINEAR QTextTextUnit of measure* FootnoteSource: Source86PROPELLERTextTextTextUnit of measure* FootnoteSource: Source87STEP 5TextTextTextTextTextUnit of measure* FootnoteSource: Source88TextTextTextText2 ON
21、 1Unit of measure* FootnoteSource: Source89TextTextTextTextTextTextAGAINSTUnit of measure* FootnoteSource: Source90TextTextTextTextTextAT WORKUnit of measure* FootnoteSource: Source91TextTextCOUPLED HORIZUnit of measure* FootnoteSource: Source92TextTextCOUPLED VERTUnit of measure* FootnoteSource: So
22、urce93TextTextTextTextFOCUSEDUnit of measure* FootnoteSource: Source94New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORKUnit of measure* FootnoteSource: Source95TextTextTextPARALLELUnit of measure* FootnoteSource: Source96TextTextTextTextSPLITUnit of measure* FootnoteSource: Sou
23、rce97TextSURROUNDUnit of measure* FootnoteSource: Source98TextTextTWISTEDUnit of measure* FootnoteSource: Source99TextTextUP & AWAYUnit of measure* FootnoteSource: Source100TextTextUP & DOWNUnit of measure* FootnoteSource: Source101The way managerscollectively behave with respect to useof time, atte
24、ntion,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 are both divided up and integrated Those ideas of what is right and desirab
25、le (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 gaining asustainableadvantage over competition Capabilitiespossessed bythe o
26、rganizationas a whole asdistinct from theindividuals. Some companies perform extraordinaryfeats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5SUnit of measure* FootnoteSource: Source102CustomerClientsDistributorsCompetitorsSuppliers3CS TRIANGLEUnit of measure* FootnoteSo
27、urce: Source103SkillsSharedvaluesStrategyStaffStructureSystemsStyleA 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 integrated The people in the organiza
28、tion,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 what is rightand desirable (in corpora
29、teand/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 people3S-4SUnit of measure* FootnoteSource: Source104StyleStruct
30、ureStaffStrategySystemsSkillsShared 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 ordinary peopleThose ideas
31、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 reports to whom and h
32、ow 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 competition7SUnit of measure* FootnoteSource: Source105Competitive positionLowMe
33、diumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIOUnit of measure* FootnoteSource: Source106Change visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARDUnit of measure* FootnoteSource
34、: Source107 Delta P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient managers (particularly middle management) haveskill to lead programimplementationChange in actual behaviorAction plans sufficient to achieve goalsAgre
35、ement 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 action and resultsClear a
36、ccountabilitiesEarly winsVisible demonstrationof new vision andvalues by clientleadershipDELTA PUnit of measure* FootnoteSource: Source108Natural owner Relative ability to extract value Low Medium Value-creation potential in business unit High Corporatecenter skillsBusiness unit linkagesTaxation/val
37、uationdifferences Industry attractivenessCompetitive positionRestructuring/rationalization opportunities“One of the pack” Retain andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACSUnit of measure* FootnoteSource: Source109Busine
38、ss StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURING STRATEGYUnit of measure* FootnoteSource: Source110Restructuring framework 1 5 4 3 2 PENTAGONUnit of measure* FootnoteSource: Source111Benefit Price Competitivedi
39、sadvantage Competitiveadvantage PRICE BENEFITUnit of measure* FootnoteSource: Source112Appraise 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 CHARTUnit of m
40、easure* FootnoteSource: Source1133.Create andpursue a uniqueadvantage 2.Resegment the market to create a niche4.Exploit uniqueadvantageindustrywide 1.Do more andbetter of thesameWhen tocompete STRAT GAMEBOARDUnit of measure* FootnoteSource: Source114Stage 1 Stage 2 Stage 3 Stage 4 Value system Strat
41、egic manage-mentExternally orientated planningForecast based planningBudget planningMeet budget and schedulePredict the futureThink strategicallyCreate the futureSTRAT MANAGEUnit of measure* FootnoteSource: Source115Selling margin ContributionSalesSelling rateSalesAvailable selling time Effectivenes
42、sContribution Available selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support intensitySupport costsTotal selling costsSupport leverageTotal sales timeSupport costsTREE PRODUCTIVITYUnit of
43、 measure* FootnoteSource: Source116MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATIONUnit of measure* FootnoteSource: Source117Real Perceived Clients relative ability to extr
44、act valueCorporate center skillsLinkages between business unitsFinancial ownership fitIndustry restructureInternal controllerShared resourcesTransfer of capabilityVertical integrationDifferences in tax positionExistence of non-cases objectivesInefficiencies in financial marketsDifference in valuatio
45、n techniqueVALUE SOURCESUnit of measure* FootnoteSource: Source118GANTT10HeaderTextUnit of measure* FootnoteSource: Source119GANTT15HeaderText#Unit of measure* FootnoteSource: Source120TextTextVENN 2Unit of measure* FootnoteSource: Source121TextTextTextVENN 3Unit of measure* FootnoteSource: SourceCO
46、NFIDENTIALFrequently Used Template Data DrivenTemplate June 2002 This 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 us
47、ed by McKinsey & Company during an oral presentation; it is not a complete record of the discussion.123050100150200250300350199619971998199920002001Label 1Label 2Label 3AREAUnit of measure* FootnoteSource: Source1245040302010Label 1Label 2Label 3Label 4Label 5BARUnit of measure* FootnoteSource: Sour
48、ce12550403020105040302010Label 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureBAR 2Unit of measure* FootnoteSource: Source12640302010550403025155550453025Label 1Label 2Label 3Label 4Label 5BAR BUTTEDUnit of measure* FootnoteSource: Source12750
49、4030201023254565964323232323Label 1Label 2Label 3Label 4Label 5000000000000000SeriesSeriesBAR STACKEDSeriesUnit of measure* FootnoteSource: Source128504030204550607080901020304050Label 1Label 2Label 3Label 4Label 5000000000000000100%=SeriesSeriesBAR STACKED 100%SeriesUnit of measure* FootnoteSource:
50、 Source1290100200300400500600700050100150200250TitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5Label 6BUBBLEUnit of measure* FootnoteSource: Source1302030405060Label 1Label 2Label 3Label 4Label 5COLUMNUnit of measure* FootnoteSource: Source13120304567762030456776Label 1 La
