1、CONFIDENTIALFrequently Used Template Conceptual Template 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 used b
2、y McKinsey&Company during an oral presentation;it is not a complete record of the discussion.,1TextTextTextTextTextTextTextTextTextText2X2 CUBEDUnit of measure*FootnoteSource:Source.,22X2 TOWERUnit of measure*FootnoteSource:Source.,35PS MARKETINGPlacePriceProductPackagePositioning promotionProduct o
3、fferingUnit of measure*FootnoteSource:Source.,4StrategySkillsSystemsStaffShared valuesStructureStyle7SUnit of measure*FootnoteSource:Source.,5ARROW 3DUnit of measure*FootnoteSource:Source.,6CUBES1 3DUnit of measure*FootnoteSource:Source.,7CUBES2 3DUnit of measure*FootnoteSource:Source.,8CUBES3 3DUni
4、t of measure*FootnoteSource:Source.,9TextTextTextTextCUTOUT 3DUnit of measure*FootnoteSource:Source.,10New entrantSuppliersIndustrycompetitorsBuyersSubstitutesFORCES AT WORKUnit of measure*FootnoteSource:Source.,11TextTextTextTextTextTextTextTextTextTextJOINTUnit of measure*FootnoteSource:Source.,12
5、TextTextTextTextLEVEL SEPARATE 4Unit of measure*FootnoteSource:Source.,13TextTextTextLINEAR A 3DUnit of measure*FootnoteSource:Source.,14TextTextTextTextLINEAR B 3DUnit of measure*FootnoteSource:Source.,15TextTextTextLINEAR C 3DUnit of measure*FootnoteSource:Source.,16TextTextTextLINEAR D 3DUnit of
6、measure*FootnoteSource:Source.,17TextTextTextTextLINEAR E 3DUnit of measure*FootnoteSource:Source.,18TextTextTextLINEAR G 3DUnit of measure*FootnoteSource:Source.,19TextTextLINEAR I 3DUnit of measure*FootnoteSource:Source.,20TextTextTextTextLINEAR J 3DUnit of measure*FootnoteSource:Source.,21TextLIN
7、EAR N 3DTextTextTextUnit of measure*FootnoteSource:Source.,22TextTextTextLINEAR P 3DUnit of measure*FootnoteSource:Source.,23LINEAR Q 3DTextTextUnit of measure*FootnoteSource:Source.,24TextTextLINEAR Q 3DUnit of measure*FootnoteSource:Source.,25PlanImplementSupportLINKS 3Unit of measure*FootnoteSour
8、ce:Source.,26PERSPECTIVE 3DUnit of measure*FootnoteSource:Source.,27TextTextTextPROPELLER 3DUnit of measure*FootnoteSource:Source.,28RINGS 3DUnit of measure*FootnoteSource:Source.,29TextSCALETextUnit of measure*FootnoteSource:Source.,30TextTextSCALESUnit of measure*FootnoteSource:Source.,31TextTextT
9、extTextTextTextSIZES INUnit of measure*FootnoteSource:Source.,32SPIRAL1 3DUnit of measure*FootnoteSource:Source.,33SpiralBrakesTube in tubeSPIRAL2 3DUnit of measure*FootnoteSource:Source.,34TextTextTextTextSPOTLIGHTUnit of measure*FootnoteSource:Source.,35TextTextTextTextTextTextSTAIRCASEUnit of mea
10、sure*FootnoteSource:Source.,36STARS 3DUnit of measure*FootnoteSource:Source.,37TextTextWIRE CUBESUnit of measure*FootnoteSource:Source.,38TextTextTextTextTextTextTextARROWSUnit of measure*FootnoteSource:Source.,39LEVEL 1TextUnit of measure*FootnoteSource:Source.,40LEVEL 2TextTextUnit of measure*Foot
11、noteSource:Source.,41LEVEL 3TextTextTextUnit of measure*FootnoteSource:Source.,42LEVEL 4TextTextTextTextUnit of measure*FootnoteSource:Source.,43LEVEL 5TextTextTextTextTextUnit of measure*FootnoteSource:Source.,44LEVEL 6TextTextTextTextTextTextUnit of measure*FootnoteSource:Source.,45FLOW 2TextHeade
12、rHeaderTextUnit of measure*FootnoteSource:Source.,46TextFLOW 2 TITLETextHeaderHeaderTextUnit of measure*FootnoteSource:Source.,47FLOW 3TextHeaderHeaderTextHeaderTextUnit of measure*FootnoteSource:Source.,48TextFLOW 3 TITLETextHeaderHeaderTextHeaderTextUnit of measure*FootnoteSource:Source.,49FLOW 4T
13、extHeaderHeaderTextHeaderHeaderTextTextUnit of measure*FootnoteSource:Source.,50TextFLOW 4 TITLETextHeaderHeaderTextHeaderHeaderTextTextUnit of measure*FootnoteSource:Source.,51FLOW 5TextHeaderHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure*FootnoteSource:Source.,52TextFLOW 5 TITLETextHeader
14、HeaderTextHeaderHeaderHeaderTextTextTextUnit of measure*FootnoteSource:Source.,53FLOW 6TextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measure*FootnoteSource:Source.,54TextFLOW 6 TITLETextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measure*FootnoteSource:Sourc
15、e.,55BLADESTextTextTextTextUnit of measure*FootnoteSource:Source.,56BOXTextTextTextTextUnit of measure*FootnoteSource:Source.,57BOXTextTextTextTextUnit of measure*FootnoteSource:Source.,58CYCLE 1TextTextTextUnit of measure*FootnoteSource:Source.,59CYCLE 2TextTextUnit of measure*FootnoteSource:Source
16、.,60CYCLE 3TextTextTextUnit of measure*FootnoteSource:Source.,61CYCLE 4TextTextTextTextUnit of measure*FootnoteSource:Source.,62CYCLE 5TextTextTextTextTextUnit of measure*FootnoteSource:Source.,63CYCLE 6TextTextTextTextTextTextUnit of measure*FootnoteSource:Source.,64CYCLE 7TextTextTextTextTextTextT
17、extUnit of measure*FootnoteSource:Source.,65CYCLE 8TextTextTextTextTextTextTextTextUnit of measure*FootnoteSource:Source.,66TextINCOMINGTextTextTextTextTextUnit of measure*FootnoteSource:Source.,67RIBBONTextTextTextTextTextUnit of measure*FootnoteSource:Source.,68RINGTextTextTextTextTextUnit of meas
18、ure*FootnoteSource:Source.,69UPON 2TextTextUnit of measure*FootnoteSource:Source.,70CONTINUOUSTextTextTextTextTextTextTextTextUnit of measure*FootnoteSource:Source.,71CUTOUTTextTextTextTextUnit of measure*FootnoteSource:Source.,72LINEAR ATextTextTextUnit of measure*FootnoteSource:Source.,73LINEAR BT
19、extTextTextTextUnit of measure*FootnoteSource:Source.,74LINEAR CTextTextTextUnit of measure*FootnoteSource:Source.,75LINEAR DTextTextTextUnit of measure*FootnoteSource:Source.,76LINEAR ETextTextTextTextUnit of measure*FootnoteSource:Source.,77LINEAR FTextTextTextUnit of measure*FootnoteSource:Source
20、.,78LINEAR GTextTextTextUnit of measure*FootnoteSource:Source.,79LINEAR HTextTextTextTextUnit of measure*FootnoteSource:Source.,80LINEAR ITextTextUnit of measure*FootnoteSource:Source.,81LINEAR JTextTextTextTextUnit of measure*FootnoteSource:Source.,82LINEAR KTextTextTextTextTextTextUnit of measure*
21、FootnoteSource:Source.,83LINEAR NTextTextTextTextUnit of measure*FootnoteSource:Source.,84LINEAR PTextTextTextUnit of measure*FootnoteSource:Source.,85LINEAR QTextTextUnit of measure*FootnoteSource:Source.,86PROPELLERTextTextTextUnit of measure*FootnoteSource:Source.,87STEP 5TextTextTextTextTextUnit
22、 of measure*FootnoteSource:Source.,88TextTextTextText2 ON 1Unit of measure*FootnoteSource:Source.,89TextTextTextTextTextTextAGAINSTUnit of measure*FootnoteSource:Source.,90TextTextTextTextTextAT WORKUnit of measure*FootnoteSource:Source.,91TextTextCOUPLED HORIZUnit of measure*FootnoteSource:Source.,
23、92TextTextCOUPLED VERTUnit of measure*FootnoteSource:Source.,93TextTextTextTextFOCUSEDUnit of measure*FootnoteSource:Source.,94New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORKUnit of measure*FootnoteSource:Source.,95TextTextTextPARALLELUnit of measure*FootnoteSource:Source.,96
24、TextTextTextTextSPLITUnit of measure*FootnoteSource:Source.,97TextSURROUNDUnit of measure*FootnoteSource:Source.,98TextTextTWISTEDUnit of measure*FootnoteSource:Source.,99TextTextUP&AWAYUnit of measure*FootnoteSource:Source.,100TextTextUP&DOWNUnit of measure*FootnoteSource:Source.,101The way manager
25、scollectively 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 are both divided up and i
26、ntegrated 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 gaining asustainableadvantag
27、e over competition Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals.Some companies perform extraordinaryfeats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5SUnit of measure*FootnoteSource:Source.,102CustomerClientsDistributorsCompetitorsS
28、uppliers3CS TRIANGLEUnit of measure*FootnoteSource:Source.,103SkillsSharedvaluesStrategyStaffStructureSystemsStyleA 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 divid
29、ed 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 proceduresthrough which things get donefrom day-to-dayThose id
30、eas 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 companiesperform extraordinaryfeats with ordinary people3S-4SUnit of m
31、easure*FootnoteSource:Source.,104StyleStructureStaffStrategySystemsSkillsShared 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 extraordi
32、nary 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 chart and accompanying
33、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 competition7SUnit of measure*FootnoteSou
34、rce:Source.,105Competitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIOUnit of measure*FootnoteSource:Source.,106Change visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHA
35、NGE BOARDUnit of measure*FootnoteSource:Source.,107 Delta P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient managers(particularly middle management)haveskill to lead programimplementationChange in actual behaviorAction
36、 plans sufficient 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 me
37、asurementof action and resultsClear accountabilitiesEarly winsVisible demonstrationof new vision andvalues by clientleadershipDELTA PUnit of measure*FootnoteSource:Source.,108Natural owner Relative ability to extract value Low Medium Value-creation potential in business unit High Corporatecenter ski
38、llsBusiness unit linkagesTaxation/valuationdifferences Industry attractivenessCompetitive positionRestructuring/rationalization opportunities“One of the pack”Retain andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACSUnit of meas
39、ure*FootnoteSource:Source.,109Business StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURING STRATEGYUnit of measure*FootnoteSource:Source.,110Restructuring framework 1 5 4 3 2 PENTAGONUnit of measure*FootnoteSource:So
40、urce.,111Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFITUnit of measure*FootnoteSource:Source.,112Appraise performanceand prospects Developstrategy Redesignpivotal jobs Design the skillbuilding process Assess changereadiness Top downaction programs Bottom up action programs
41、1 2 4 5 6 7 8 3 SMILE CHARTUnit of measure*FootnoteSource:Source.,1133.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:Source.,114Stage 1 Stage
42、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*FootnoteSource:Source.,115Selling margin ContributionSalesSelling rateSale
43、sAvailable selling time EffectivenessContribution Available selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support intensitySupport costsTotal selling costsSupport leverageTotal sales timeS
44、upport costsTREE PRODUCTIVITYUnit of measure*FootnoteSource:Source.,116MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATIONUnit of measure*FootnoteSource:Source.,117Real Percei
45、ved 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 objectivesInefficiencies in fin
46、ancial marketsDifference in valuation techniqueVALUE SOURCESUnit of measure*FootnoteSource:Source.,118GANTT10HeaderTextUnit of measure*FootnoteSource:Source.,119GANTT15HeaderText#Unit of measure*FootnoteSource:Source.,120TextTextVENN 2Unit of measure*FootnoteSource:Source.,121TextTextTextVENN 3Unit
47、of measure*FootnoteSource:Source.,CONFIDENTIALFrequently 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 McKinse
48、y&Company.This material was used by McKinsey&Company during an oral presentation;it is not a complete record of the discussion.,123050100150200250300350199619971998199920002001Label 1Label 2Label 3AREAUnit of measure*FootnoteSource:Source.,1245040302010Label 1Label 2Label 3Label 4Label 5BARUnit of m
49、easure*FootnoteSource:Source.,12550403020105040302010Label 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureBAR 2Unit of measure*FootnoteSource:Source.,12640302010550403025155550453025Label 1Label 2Label 3Label 4Label 5BAR BUTTEDUnit of measure*
50、FootnoteSource:Source.,127504030201023254565964323232323Label 1Label 2Label 3Label 4Label 5000000000000000SeriesSeriesBAR STACKEDSeriesUnit of measure*FootnoteSource:Source.,128504030204550607080901020304050Label 1Label 2Label 3Label 4Label 5000000000000000100%=SeriesSeriesBAR STACKED 100%SeriesUnit
