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1、TextTextTextTextTextTextTextTextTextText2X2 CUBEDUnit of measure* FootnoteSource: Source12X2 TOWERUnit of measure* FootnoteSource: Source25PS MARKETINGUnit of measure* FootnoteSource: Source3StrategySkillsSystemsStaffShared valuesStructureStyle7SUnit of measure* FootnoteSource: Source4ARROW 3DUnit o
2、f measure* FootnoteSource: SourceCUBES1 3DUnit of measure* FootnoteSource: SourceCUBES2 3DUnit of measure* FootnoteSource: SourceCUBES3 3DUnit of measure* FootnoteSource: SourceTextTextTextTextCUTOUT 3DUnit of measure* FootnoteSource: Source9New entrantSuppliersBuyersSubstitutesFORCES AT WORKUnit of
3、 measure* FootnoteSource: Source10TextTextTextTextTextTextTextTextTextTextJOINTUnit of measure* FootnoteSource: Source11TextTextTextTextLEVEL SEPARATE 4Unit of measure* FootnoteSource: Source12TextTextTextLINEAR A 3DUnit of measure* FootnoteSource: Source13TextTextTextTextLINEAR B 3DUnit of measure*
4、 FootnoteSource: Source14TextTextTextLINEAR C 3DUnit of measure* FootnoteSource: Source15TextTextTextLINEAR D 3DUnit of measure* FootnoteSource: Source16TextTextTextTextLINEAR E 3DUnit of measure* FootnoteSource: Source17TextTextTextLINEAR G 3DUnit of measure* FootnoteSource: Source18TextTextLINEAR
5、I 3DUnit of measure* FootnoteSource: Source19TextTextTextTextLINEAR J 3DUnit of measure* FootnoteSource: Source20TextLINEAR N 3DTextTextTextUnit of measure* FootnoteSource: Source21TextTextTextLINEAR P 3DUnit of measure* FootnoteSource: Source22LINEAR Q 3DTextTextUnit of measure* FootnoteSource: Sou
6、rce23TextTextLINEAR Q 3DUnit of measure* FootnoteSource: Source24PlanImplementSupportLINKS 3Unit of measure* FootnoteSource: Source25PERSPECTIVE 3DUnit of measure* FootnoteSource: SourceTextTextTextPROPELLER 3DUnit of measure* FootnoteSource: Source27RINGS 3DUnit of measure* FootnoteSource: SourceTe
7、xtSCALETextUnit of measure* FootnoteSource: Source29TextTextSCALESUnit of measure* FootnoteSource: Source30TextTextTextTextTextTextSIZES INUnit of measure* FootnoteSource: Source31SPIRAL1 3DUnit of measure* FootnoteSource: Source32SpiralBrakesTube in tubeSPIRAL2 3DUnit of measure* FootnoteSource: So
8、urceTextTextTextTextSPOTLIGHTUnit of measure* FootnoteSource: Source34TextTextTextTextTextTextSTAIRCASEUnit of measure* FootnoteSource: SourceSTARS 3DUnit of measure* FootnoteSource: SourceTextTextWIRE CUBESUnit of measure* FootnoteSource: Source37TextTextTextTextTextTextTextARROWSUnit of measure* F
9、ootnoteSource: Source38LEVEL 1TextUnit of measure* FootnoteSource: Source39LEVEL 2TextTextUnit of measure* FootnoteSource: Source40LEVEL 3TextTextTextUnit of measure* FootnoteSource: Source41LEVEL 4TextTextTextTextUnit of measure* FootnoteSource: Source42LEVEL 5TextTextTextTextTextUnit of measure* F
10、ootnoteSource: Source43LEVEL 6TextTextTextTextTextTextUnit of measure* FootnoteSource: Source44FLOW 2TextHeaderHeaderTextUnit of measure* FootnoteSource: Source45TextFLOW 2 TITLETextHeaderHeaderTextUnit of measure* FootnoteSource: Source46FLOW 3TextHeaderHeaderTextHeaderTextUnit of measure* Footnote
11、Source: Source47TextFLOW 3 TITLETextHeaderHeaderTextHeaderTextUnit of measure* FootnoteSource: Source48FLOW 4TextHeaderHeaderTextHeaderHeaderTextTextUnit of measure* FootnoteSource: Source49TextFLOW 4 TITLETextHeaderHeaderTextHeaderHeaderTextTextUnit of measure* FootnoteSource: Source50FLOW 5TextHea
12、derHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure* FootnoteSource: Source51TextFLOW 5 TITLETextHeaderHeaderTextHeaderHeaderHeaderTextTextTextUnit of measure* FootnoteSource: Source52FLOW 6TextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measure* FootnoteSource: Source53Te
13、xtFLOW 6 TITLETextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextUnit of measure* FootnoteSource: Source54BLADESTextTextTextTextUnit of measure* FootnoteSource: Source55BOXTextTextTextTextUnit of measure* FootnoteSource: Source56BOXTextTextTextTextUnit of measure* FootnoteSource: Source57CY
14、CLE 1TextTextTextUnit of measure* FootnoteSource: Source58CYCLE 2TextTextUnit of measure* FootnoteSource: Source59CYCLE 3TextTextTextUnit of measure* FootnoteSource: Source60CYCLE 4TextTextTextTextUnit of measure* FootnoteSource: Source61CYCLE 5TextTextTextTextTextUnit of measure* FootnoteSource: So
15、urce62CYCLE 6TextTextTextTextTextTextUnit of measure* FootnoteSource: Source63CYCLE 7TextTextTextTextTextTextTextUnit of measure* FootnoteSource: Source64CYCLE 8TextTextTextTextTextTextTextTextUnit of measure* FootnoteSource: Source65TextINCOMINGTextTextTextTextTextUnit of measure* FootnoteSource: S
16、ource66RIBBONTextTextTextTextTextUnit of measure* FootnoteSource: Source67RINGTextTextTextTextTextUnit of measure* FootnoteSource: Source68UPON 2TextTextUnit of measure* FootnoteSource: Source69CONTINUOUSTextTextTextTextTextTextTextTextUnit of measure* FootnoteSource: Source70CUTOUTTextTextTextTextU
17、nit of measure* FootnoteSource: Source71LINEAR ATextTextTextUnit of measure* FootnoteSource: Source72LINEAR BTextTextTextTextUnit of measure* FootnoteSource: Source73LINEAR CTextTextTextUnit of measure* FootnoteSource: Source74LINEAR DTextTextTextUnit of measure* FootnoteSource: Source75LINEAR EText
18、TextTextTextUnit of measure* FootnoteSource: Source76LINEAR FTextTextTextUnit of measure* FootnoteSource: Source77LINEAR GTextTextTextUnit of measure* FootnoteSource: Source78LINEAR HTextTextTextTextUnit of measure* FootnoteSource: Source79LINEAR ITextTextUnit of measure* FootnoteSource: Source80LIN
19、EAR JTextTextTextTextUnit of measure* FootnoteSource: Source81LINEAR KTextTextTextTextTextTextUnit of measure* FootnoteSource: Source82LINEAR NTextTextTextTextUnit of measure* FootnoteSource: Source83LINEAR PTextTextTextUnit of measure* FootnoteSource: Source84LINEAR QTextTextUnit of measure* Footno
20、teSource: Source85PROPELLERTextTextTextUnit of measure* FootnoteSource: Source86STEP 5TextTextTextTextTextUnit of measure* FootnoteSource: Source87TextTextTextText2 ON 1Unit of measure* FootnoteSource: Source88TextTextTextTextTextTextAGAINSTUnit of measure* FootnoteSource: Source89TextTextTextTextTe
21、xtAT WORKUnit of measure* FootnoteSource: Source90TextTextCOUPLED HORIZUnit of measure* FootnoteSource: Source91TextTextCOUPLED VERTUnit of measure* FootnoteSource: Source92TextTextTextTextFOCUSEDUnit of measure* FootnoteSource: Source93New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES
22、 AT WORKUnit of measure* FootnoteSource: Source94TextTextTextPARALLELUnit of measure* FootnoteSource: Source95TextTextTextTextSPLITUnit of measure* FootnoteSource: Source96TextSURROUNDUnit of measure* FootnoteSource: Source97TextTextTWISTEDUnit of measure* FootnoteSource: Source98TextTextUP & AWAYUn
23、it of measure* FootnoteSource: Source99TextTextUP & DOWNUnit of measure* FootnoteSource: Source100The way managerscollectively behave with respect to useof time, attention,and symbolic actions The people in the organization, consideredin terms of corporate demographics, not individual personalitiesT
24、he 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 common to most of its members The processes and
25、 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 extraordinaryfeats withordinary peopleStaffSystemsStyleSh
26、aredValuesStructureSkillsStrategy2S-5SUnit of measure* FootnoteSource: Source101CustomerClientsDistributorsCompetitorsSuppliers3CS TRIANGLEUnit of measure* FootnoteSource: Source102SkillsSharedvaluesStrategyStaffStructureSystemsStyleA coherent set ofactions aimed at gaining a sustainable advantageov
27、er 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 respect to use
28、 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 bythe organiz
29、ationas a whole asdistinct fromthe individuals.Some companiesperform extraordinaryfeats with ordinary people3S-4SUnit of measure* FootnoteSource: Source103StyleStructureStaffStrategySystemsSkillsShared valuesThe way managers collectively behave with respect to use of time,attention and symbolic acti
30、onsCapabilities possessed by the organization as a whole as distinct from the individuals. 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
31、membersThe processes and and procedures through which things get donefrom day-to-dayThe 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
32、 personalitiesA coherent set of actions aimed at gaining a sustainable advantage over competition7SUnit of measure* FootnoteSource: Source104Competitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIOUnit of measure* FootnoteSource: Source105Change visionChief Executive
33、Leadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARDUnit of measure* FootnoteSource: Source106 Delta Delta P P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProbl
34、em SolvingProcessClient managers (particularly middle management) haveskill to lead programimplementationChange in actual behaviorAction plans sufficient to achieve goalsAgreement on objectives by line managementManagement of high-involvement processImplementation ornear implementationof required st
35、ructureand systemsFlow of 2-way communicationsPeoples understanding, belief and contribution to act on vision and action plansAccurate measurementof action and resultsClear accountabilitiesEarly winsVisible demonstrationof new vision andvalues by clientleadershipDELTA PUnit of measure* FootnoteSourc
36、e: Source107Natural owner Relative ability to extract value Low Medium Value-creation potential in business unit High Corporatecenter skillsBusiness unit linkagesTaxation/valuationdifferences Industry attractivenessCompetitive positionRestructuring/rationalization opportunities“One of the pack” Reta
37、in andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACSUnit of measure* FootnoteSource: Source108Business StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignM
38、ANUFACTURING STRATEGYUnit of measure* FootnoteSource: Source109Restructuring framework 1 5 4 3 2 PENTAGONUnit of measure* FootnoteSource: Source110Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFITUnit of measure* FootnoteSource: Source111Appraise performanceand prospects Devel
39、opstrategy 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 measure* FootnoteSource: Source1123.Create andpursue a uniqueadvantage 2.Resegment the market to create a niche4.Exploit unique
40、advantageindustrywide 1.Do more andbetter of thesameWhen tocompete STRAT GAMEBOARDUnit of measure* FootnoteSource: Source113Stage 1 Stage 2 Stage 3 Stage 4 Value system Strategic manage-mentExternally orientated planningForecast based planningBudget planningMeet budget and schedulePredict the future
41、Think strategicallyCreate the futureSTRAT MANAGEUnit of measure* FootnoteSource: Source114Selling margin ContributionSalesSelling rateSalesAvailable selling time EffectivenessContribution Available selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling
42、 costsUtilizationAvailable selling timeTotal sales time Support intensitySupport costsTotal selling costsSupport leverageTotal sales timeSupport costsTREE PRODUCTIVITYUnit of measure* FootnoteSource: Source115MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperf
43、ormanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATIONUnit of measure* FootnoteSource: Source116Real Perceived Clients relative ability to extract valueCorporate center skillsLinkages between business unitsFinancial ownership fitIndustry restructureInternal controllerS
44、hared resourcesTransfer of capabilityVertical integrationDifferences in tax positionExistence of non-cases objectivesInefficiencies in financial marketsDifference in valuation techniqueVALUE SOURCESUnit of measure* FootnoteSource: Source117GANTT10HeaderTextUnit of measure* FootnoteSource: Source118G
45、ANTT15HeaderText#Unit of measure* FootnoteSource: Source119TextTextVENN 2Unit of measure* FootnoteSource: Source120TextTextTextVENN 3Unit of measure* FootnoteSource: Source121CONFIDENTIALFrequently Used Template Data DrivenTemplate June 2002 This report is solely for the use of client personnel. No
46、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 by McKinsey & Company during an oral presentation; it is not a complete record of the discussion.Label 1Label 2Label 3AR
47、EAUnit of measure* FootnoteSource: SourceLabel 1Label 2Label 3Label 4Label 5BARUnit of measure* FootnoteSource: SourceLabel 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureBAR 2Unit of measure* FootnoteSource: SourceLabel 1Label 2Label 3Label 4Label 5BAR BUTTEDUnit of measure* FootnoteSource: SourceLabel 1Label 2Label 3Label 4Label 5000000000000000SeriesSeriesBAR STACKEDSeriesUnit of measure* FootnoteSource: Source
