1、CONFIDENTIALFrequently Used Template 1TextTextTextTextTextTextTextTextTextText2X2 CUBEDUnit of measure*FootnoteSource:Source22X2 TOWERUnit of measure*FootnoteSource:Source35PS MARKETINGPlacePriceProductPackagePositioning promotionProduct offeringUnit of measure*FootnoteSource:Source4StrategySkillsSy
2、stemsStaffShared valuesStructureStyle7SUnit of measure*FootnoteSource:Source5ARROW 3DUnit of measure*FootnoteSource:Source6CUBES1 3DUnit of measure*FootnoteSource:Source7CUBES2 3DUnit of measure*FootnoteSource:Source8CUBES3 3DUnit of measure*FootnoteSource:Source9TextTextTextTextCUTOUT 3DUnit of mea
3、sure*FootnoteSource:Source10New entrantSuppliersIndustrycompetitorsBuyersSubstitutesFORCES AT WORKUnit of measure*FootnoteSource:Source11TextTextTextTextTextTextTextTextTextTextJOINTUnit of measure*FootnoteSource:Source12TextTextTextTextLEVEL SEPARATE 4Unit of measure*FootnoteSource:Source13TextText
4、TextLINEAR 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 3DUnit of measure*FootnoteSourc
5、e:Source18TextTextTextLINEAR G 3DUnit of measure*FootnoteSource:Source19TextTextLINEAR I 3DUnit of measure*FootnoteSource:Source20TextTextTextTextLINEAR J 3DUnit of measure*FootnoteSource:Source21TextLINEAR N 3DTextTextTextUnit of measure*FootnoteSource:Source22TextTextTextLINEAR P 3DUnit of measure
6、*FootnoteSource:Source23LINEAR Q 3DTextTextUnit of measure*FootnoteSource:Source24TextTextLINEAR Q 3DUnit of measure*FootnoteSource:Source25PlanImplementSupportLINKS 3Unit of measure*FootnoteSource:Source26PERSPECTIVE 3DUnit of measure*FootnoteSource:Source27TextTextTextPROPELLER 3DUnit of measure*F
7、ootnoteSource:Source28RINGS 3DUnit of measure*FootnoteSource:Source29TextSCALETextUnit of measure*FootnoteSource:Source30TextTextSCALESUnit of measure*FootnoteSource:Source31TextTextTextTextTextTextSIZES INUnit of measure*FootnoteSource:Source32SPIRAL1 3DUnit of measure*FootnoteSource:Source33Spiral
8、BrakesTube in tubeSPIRAL2 3DUnit of measure*FootnoteSource:Source34TextTextTextTextSPOTLIGHTUnit of measure*FootnoteSource:Source35TextTextTextTextTextTextSTAIRCASEUnit of measure*FootnoteSource:Source36STARS 3DUnit of measure*FootnoteSource:Source37TextTextWIRE CUBESUnit of measure*FootnoteSource:S
9、ource38TextTextTextTextTextTextTextARROWSUnit of measure*FootnoteSource:Source39LEVEL 1TextUnit of measure*FootnoteSource:Source40LEVEL 2TextTextUnit of measure*FootnoteSource:Source41LEVEL 3TextTextTextUnit of measure*FootnoteSource:Source42LEVEL 4TextTextTextTextUnit of measure*FootnoteSource:Sour
10、ce43LEVEL 5TextTextTextTextTextUnit of measure*FootnoteSource:Source44LEVEL 6TextTextTextTextTextTextUnit of measure*FootnoteSource:Source45FLOW 2TextHeaderHeaderTextUnit of measure*FootnoteSource:Source46TextFLOW 2 TITLETextHeaderHeaderTextUnit of measure*FootnoteSource:Source47FLOW 3TextHeaderHead
11、erTextHeaderTextUnit of measure*FootnoteSource:Source48TextFLOW 3 TITLETextHeaderHeaderTextHeaderTextUnit of measure*FootnoteSource:Source49FLOW 4TextHeaderHeaderTextHeaderHeaderTextTextUnit of measure*FootnoteSource:Source50TextFLOW 4 TITLETextHeaderHeaderTextHeaderHeaderTextTextUnit of measure*Foo
12、tnoteSource:Source51FLOW 5TextHeaderHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure*FootnoteSource:Source52TextFLOW 5 TITLETextHeaderHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure*FootnoteSource:Source53FLOW 6TextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measur
13、e*FootnoteSource:Source54TextFLOW 6 TITLETextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measure*FootnoteSource:Source55BLADESTextTextTextTextUnit of measure*FootnoteSource:Source56BOXTextTextTextTextUnit of measure*FootnoteSource:Source57BOXTextTextTextTextUnit of measure*Footno
14、teSource:Source58CYCLE 1TextTextTextUnit of measure*FootnoteSource:Source59CYCLE 2TextTextUnit of measure*FootnoteSource:Source60CYCLE 3TextTextTextUnit of measure*FootnoteSource:Source61CYCLE 4TextTextTextTextUnit of measure*FootnoteSource:Source62CYCLE 5TextTextTextTextTextUnit of measure*Footnote
15、Source:Source63CYCLE 6TextTextTextTextTextTextUnit of measure*FootnoteSource:Source64CYCLE 7TextTextTextTextTextTextTextUnit of measure*FootnoteSource:Source65CYCLE 8TextTextTextTextTextTextTextTextUnit of measure*FootnoteSource:Source66TextINCOMINGTextTextTextTextTextUnit of measure*FootnoteSource:
16、Source67RIBBONTextTextTextTextTextUnit of measure*FootnoteSource:Source68RINGTextTextTextTextTextUnit of measure*FootnoteSource:Source69UPON 2TextTextUnit of measure*FootnoteSource:Source70CONTINUOUSTextTextTextTextTextTextTextTextUnit of measure*FootnoteSource:Source71CUTOUTTextTextTextTextUnit of
17、measure*FootnoteSource:Source72LINEAR ATextTextTextUnit of measure*FootnoteSource:Source73LINEAR BTextTextTextTextUnit of measure*FootnoteSource:Source74LINEAR CTextTextTextUnit of measure*FootnoteSource:Source75LINEAR DTextTextTextUnit of measure*FootnoteSource:Source76LINEAR ETextTextTextTextUnit
18、of measure*FootnoteSource:Source77LINEAR FTextTextTextUnit of measure*FootnoteSource:Source78LINEAR GTextTextTextUnit of measure*FootnoteSource:Source79LINEAR HTextTextTextTextUnit of measure*FootnoteSource:Source80LINEAR ITextTextUnit of measure*FootnoteSource:Source81LINEAR JTextTextTextTextUnit o
19、f measure*FootnoteSource:Source82LINEAR KTextTextTextTextTextTextUnit of measure*FootnoteSource:Source83LINEAR NTextTextTextTextUnit of measure*FootnoteSource:Source84LINEAR PTextTextTextUnit of measure*FootnoteSource:Source85LINEAR QTextTextUnit of measure*FootnoteSource:Source86PROPELLERTextTextTe
20、xtUnit of measure*FootnoteSource:Source87STEP 5TextTextTextTextTextUnit of measure*FootnoteSource:Source88TextTextTextText2 ON 1Unit of measure*FootnoteSource:Source89TextTextTextTextTextTextAGAINSTUnit of measure*FootnoteSource:Source90TextTextTextTextTextAT WORKUnit of measure*FootnoteSource:Sourc
21、e91TextTextCOUPLED HORIZUnit of measure*FootnoteSource:Source92TextTextCOUPLED VERTUnit of measure*FootnoteSource:Source93TextTextTextTextFOCUSEDUnit of measure*FootnoteSource:Source94New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORKUnit of measure*FootnoteSource:Source95TextTe
22、xtTextPARALLELUnit of measure*FootnoteSource:Source96TextTextTextTextSPLITUnit of measure*FootnoteSource:Source97TextSURROUNDUnit of measure*FootnoteSource:Source98TextTextTWISTEDUnit of measure*FootnoteSource:Source99TextTextUP&AWAYUnit of measure*FootnoteSource:Source100TextTextUP&DOWNUnit of meas
23、ure*FootnoteSource:Source101The 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 w
24、hom 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 common to most of its members The processes and procedures through which things get donefrom day to day A coherent setof a
25、ctions aimedat gaining asustainableadvantage over competition Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals.Some companies perform extraordinaryfeats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5SUnit of measure*FootnoteSource:Source1
26、02CustomerClientsDistributorsCompetitorsSuppliers3CS TRIANGLEUnit of measure*FootnoteSource:Source103SkillsSharedvaluesStrategyStaffStructureSystemsStyleA coherent set ofactions aimed at gaining a sustainable advantageover competition The organization chart andaccompanying baggage that showwho repor
27、ts 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 respect to use of time,attention and symbolic actions The processes and proceduresthrough which
28、 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 bythe organizationas a whole asdistinct fromthe individuals.Some companiesperform extraordinaryf
29、eats with ordinary people3S-4SUnit of measure*FootnoteSource:Source104StyleStructureStaffStrategySystemsSkillsShared 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 individ
30、uals.Some companies perform extraordinary 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
31、 organization chart and accompanying 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 com
32、petition7SUnit of measure*FootnoteSource:Source105Competitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIOUnit of measure*FootnoteSource:Source106Change visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndiv
33、idual activityEnabling devicesCHANGE BOARDUnit of measure*FootnoteSource:Source107 Delta P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient managers(particularly middle management)haveskill to lead programimplementation
34、Change 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,belief and contribution to act on vis
35、ion and action plansAccurate measurementof action and resultsClear accountabilitiesEarly 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
36、unit High Corporatecenter skillsBusiness unit linkagesTaxation/valuationdifferences Industry attractivenessCompetitive positionRestructuring/rationalization opportunities“One of the pack”Retain andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest
37、 orliquidate MACSUnit of measure*FootnoteSource:Source109Business StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURING STRATEGYUnit of measure*FootnoteSource:Source110Restructuring framework 1 5 4 3 2 PENTAGONUnit of
38、measure*FootnoteSource:Source111Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFITUnit of measure*FootnoteSource:Source112Appraise performanceand prospects Developstrategy Redesignpivotal jobs Design the skillbuilding process Assess changereadiness Top downaction programs Botto
39、m up action programs 1 2 4 5 6 7 8 3 SMILE CHARTUnit of measure*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:Source
40、114Stage 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*FootnoteSource:Source115Selling margin ContributionSalesS
41、elling rateSalesAvailable selling time EffectivenessContribution Available selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support intensitySupport costsTotal selling costsSupport leverageTo
42、tal sales timeSupport costsTREE PRODUCTIVITYUnit of measure*FootnoteSource:Source116MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATIONUnit of measure*FootnoteSource:Source117
43、Real 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 objectivesInefficien
44、cies in financial marketsDifference in valuation techniqueVALUE SOURCESUnit of measure*FootnoteSource:Source118GANTT10HeaderTextUnit of measure*FootnoteSource:Source119GANTT15HeaderText#Unit of measure*FootnoteSource:Source120TextTextVENN 2Unit of measure*FootnoteSource:Source121TextTextTextVENN 3Un
45、it of measure*FootnoteSource:SourceCONFIDENTIALFrequently 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 McKins
46、ey&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:Source1245040302010Label 1Label 2Label 3Label 4Label 5BARUnit of mea
47、sure*FootnoteSource:Source12550403020105040302010Label 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*Footno
48、teSource:Source127504030201023254565964323232323Label 1Label 2Label 3Label 4Label 5000000000000000SeriesSeriesBAR STACKEDSeriesUnit of measure*FootnoteSource:Source128504030204550607080901020304050Label 1Label 2Label 3Label 4Label 5000000000000000100%=SeriesSeriesBAR STACKED 100%SeriesUnit of measur
49、e*FootnoteSource:Source1290100200300400500600700050100150200250TitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5Label 6BUBBLEUnit of measure*FootnoteSource:Source1302030405060Label 1Label 2Label 3Label 4Label 5COLUMNUnit of measure*FootnoteSource:Source131203045677620304567
50、76Label 1 Label 2 Label 3 Label 4 Label 5Label 1 Label 2 Label 3 Label 4 Label 5TitleUnit of measureTitleUnit of measureCOLUMN 2Unit of measure*FootnoteSource:Source132203040506040506070405060708030Label 1Label 2Label 3Label 4Label 5COLUMN BUTTEDUnit of measure*FootnoteSource:Source13320304050602020
