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1、GBUTtem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。DocumentDateGBUTtem2*资料来源：Unit of measure例子HighLowLegendLegendLegendTextTextTextTextTextTitlex+x+TextTextTextTextTextGBUTtem3TextTextTextTextTextTextTextTextTextText2X2 CUBED*资料来源：Unit of measureGBUTtem42X2 TOWER*资料来源：Unit of measureGBUTtem55Ps MA
2、RKETING*资料来源：Unit of measureGBUTtem6StrategySkillsSystemsStaffShared valuesStructureStyle7S*资料来源：Unit of measureGBUTtem7ARROW 3D*资料来源：Unit of measureGBUTtem8CUBES1 3D*资料来源：Unit of measureGBUTtem9CUBES2 3D*资料来源：Unit of measureGBUTtem10* FootnoteSource:CUBES3 3D*资料来源：Unit of measureGBUTtem11TextTextTe
3、xtTextCUTOUT 3D*资料来源：Unit of measureGBUTtem12New entrantSuppliersBuyersSubstitutesFORCES AT WORK*资料来源：Unit of measureGBUTtem13TextTextTextTextTextTextTextTextTextTextJOINT*资料来源：Unit of measureGBUTtem14TextTextTextTextLEVEL SEPARATE 4*资料来源：Unit of measureGBUTtem15TextTextTextLINEAR A 3D*资料来源：Unit of
4、measureGBUTtem16TextTextTextTextLINEAR B 3D*资料来源：Unit of measureGBUTtem17TextTextTextLINEAR C 3D*资料来源：Unit of measureGBUTtem18TextTextTextLINEAR D 3D*资料来源：Unit of measureGBUTtem19TextTextTextTextLINEAR E 3D*资料来源：Unit of measureGBUTtem20TextTextTextLINEAR G 3D*资料来源：Unit of measureGBUTtem21TextTextLIN
5、EAR I 3D*资料来源：Unit of measureGBUTtem22TextTextTextTextLINEAR J 3D*资料来源：Unit of measureGBUTtem23TextTextTextTextLINEAR N 3D*资料来源：Unit of measureGBUTtem24TextTextTextLINEAR P 3D*资料来源：Unit of measureGBUTtem25TextTextLINEAR Q 3D*资料来源：Unit of measureGBUTtem26TextTextLINEAR Q 3D*资料来源：Unit of measureGBUTte
6、m27PlanImplementSupportLINKS 3*资料来源：Unit of measureGBUTtem28PERSPECTIVE 3D*资料来源：Unit of measureGBUTtem29TextTextTextPROPELLER 3D*资料来源：Unit of measureGBUTtem30RINGS 3D*资料来源：Unit of measureGBUTtem31TextTextSCALE*资料来源：Unit of measureGBUTtem32TextTextSCALES*资料来源：Unit of measureGBUTtem33TextTextTextTextT
7、extTextSIZES IN*资料来源：Unit of measureGBUTtem34SPIRAL1 3D*资料来源：Unit of measureGBUTtem35SpiralBrakesTube in tubeSPIRAL2 3D*资料来源：Unit of measureGBUTtem36TextTextTextTextSPOTLIGHT*资料来源：Unit of measureGBUTtem37TextTextTextTextTextTextSTAIRCASE*资料来源：Unit of measureGBUTtem38Stars 3D*资料来源：Unit of measureGBUT
8、tem39TextTextWIRE CUBES*资料来源：Unit of measureGBUTtem40TextTextTextTextTextTextTextARROWS*资料来源：Unit of measureGBUTtem41TextLEVEL 1*资料来源：Unit of measureGBUTtem42TextTextLEVEL 2*资料来源：Unit of measureGBUTtem43TextTextTextLEVEL 3*资料来源：Unit of measureGBUTtem44TextTextTextTextLEVEL 4*资料来源：Unit of measureGBUT
9、tem45TextTextTextTextTextLEVEL 5*资料来源：Unit of measureGBUTtem46TextTextTextTextTextTextLEVEL 6*资料来源：Unit of measureGBUTtem47TextHeaderHeaderTextFLOW 2*资料来源：Unit of measureGBUTtem48TextTextHeaderHeaderTextFLOW 2 TITLE*资料来源：Unit of measureGBUTtem49TextHeaderHeaderTextHeaderTextFLOW 3*资料来源：Unit of measu
10、reGBUTtem50TextTextHeaderHeaderTextHeaderTextFLOW 3 TITLE*资料来源：Unit of measureGBUTtem51TextHeaderHeaderTextHeaderHeaderTextTextFLOW 4*资料来源：Unit of measureGBUTtem52TextTextHeaderHeaderTextHeaderHeaderTextTextFLOW 4 TITLE*资料来源：Unit of measureGBUTtem53TextHeaderHeaderTextHeaderHeaderHeaderTextTextTextF
11、LOW 5*资料来源：Unit of measureGBUTtem54TextTextHeaderHeaderTextHeaderHeaderHeaderTextTextTextFLOW 5 TITLE*资料来源：Unit of measureGBUTtem55TextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextFLOW 6*资料来源：Unit of measureGBUTtem56TextTextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextFLOW 6 TI
12、TLE*资料来源：Unit of measureGBUTtem57TextTextTextTextBLADES*资料来源：Unit of measureGBUTtem58TextTextTextTextBOX*资料来源：Unit of measureGBUTtem59TextTextTextTextBOX*资料来源：Unit of measureGBUTtem60TextTextTextCYCLE 1*资料来源：Unit of measureGBUTtem61TextTextCYCLE 2*资料来源：Unit of measureGBUTtem62TextTextTextCYCLE 3*资料来
13、源：Unit of measureGBUTtem63TextTextTextTextCYCLE 4*资料来源：Unit of measureGBUTtem64TextTextTextTextTextCYCLE 5*资料来源：Unit of measureGBUTtem65TextTextTextTextTextTextCYCLE 6*资料来源：Unit of measureGBUTtem66TextTextTextTextTextTextTextCYCLE 7*资料来源：Unit of measureGBUTtem67TextTextTextTextTextTextTextTextCYCLE
14、8*资料来源：Unit of measureGBUTtem68TextTextTextTextTextTextINCOMING*资料来源：Unit of measureGBUTtem69TextTextTextTextTextRIBBON*资料来源：Unit of measureGBUTtem70TextTextTextTextTextRING*资料来源：Unit of measureGBUTtem71TextTextUPON 2*资料来源：Unit of measureGBUTtem72TextTextTextTextTextTextTextTextCONTINUOUS*资料来源：Unit
15、of measureGBUTtem73TextTextTextTextCUTOUT*资料来源：Unit of measureGBUTtem74TextTextTextLINEAR A*资料来源：Unit of measureGBUTtem75TextTextTextTextLINEAR B*资料来源：Unit of measureGBUTtem76TextTextTextLINEAR C*资料来源：Unit of measureGBUTtem77TextTextTextLINEAR D*资料来源：Unit of measureGBUTtem78TextTextTextTextLINEAR E*
16、资料来源：Unit of measureGBUTtem79TextTextTextLINEAR F*资料来源：Unit of measureGBUTtem80TextTextTextLINEAR G*资料来源：Unit of measureGBUTtem81TextTextTextTextLINEAR H*资料来源：Unit of measureGBUTtem82TextTextLINEAR I*资料来源：Unit of measureGBUTtem83TextTextTextTextLINEAR J*资料来源：Unit of measureGBUTtem84TextTextTextTextT
17、extTextLINEAR K*资料来源：Unit of measureGBUTtem85TextTextTextTextLINEAR N*资料来源：Unit of measureGBUTtem86TextTextTextLINEAR P*资料来源：Unit of measureGBUTtem87TextTextLINEAR Q*资料来源：Unit of measureGBUTtem88TextTextTextPROPELLER*资料来源：Unit of measureGBUTtem89TextTextTextTextTextSTEP 5*资料来源：Unit of measureGBUTtem
18、90TextTextTextText2 ON 1*资料来源：Unit of measureGBUTtem91TextTextTextTextTextTextAGAINST*资料来源：Unit of measureGBUTtem92TextTextTextTextTextAT WORK*资料来源：Unit of measureGBUTtem93TextTextCOUPLED HORIZ*资料来源：Unit of measureGBUTtem94TextTextCOUPLED VERT*资料来源：Unit of measureGBUTtem95TextTextTextTextFOCUSED*资料来
19、源：Unit of measureGBUTtem96New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORK*资料来源：Unit of measureGBUTtem97TextTextTextPARALLEL*资料来源：Unit of measureGBUTtem98TextTextTextTextSPLIT*资料来源：Unit of measureGBUTtem99TextSURROUND*资料来源：Unit of measureGBUTtem100TextTextTWISTED*资料来源：Unit of
20、measureGBUTtem101TextTextUP & AWAY*资料来源：Unit of measureGBUTtem102TextTextUP & DOWN*资料来源：Unit of measureGBUTtem103CustomerClientsDistributorsCompetitorsSuppliers3Cs TRIANGLE*资料来源：Unit of measureGBUTtem104SkillsSharedvaluesStrategyStaffStructureSystemsStyleA coherent set ofactions aimed at gaining a s
21、ustainable 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 beha
22、ve 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 corporateand/or individual behavior)which are typical of theorganization and commonto most of its members Capabilitiesp
23、ossessed bythe organizationas a whole asdistinct fromthe individuals.Some companiesperform extraordinaryfeats with ordinary people3S-4S*资料来源：Unit of measureGBUTtem105The way managerscollectively behave with respect to useof time, attention,and symbolic actions The people in the organization, conside
24、redin 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 desirable (in corporate and/or individual behavior) which are typical of
25、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 organizationas a whole asdistinct from theindividuals. Some compani
26、es perform extraordinaryfeats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5S*资料来源：Unit of measureGBUTtem106Competitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIO*资料来源：Unit of measureGBUTtem107Change visionChief ExecutiveLeadership grou
27、psDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARD*资料来源：Unit of measureGBUTtem108 Delta Delta P P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient ma
28、nagers (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 structureand systemsFlow of
29、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 P*资料来源：Unit of measureGBUTtem109Natural owner Relative ab
30、ility 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” Retain andgive toppriorityRetain andgive
31、priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACS*资料来源：Unit of measureGBUTtem110Business StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURING STRATEGY*资料来源：Unit of measureGBUTte
32、m111Restructuring framework 1 5 4 3 2 PENTAGON*资料来源：Unit of measureGBUTtem112Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFIT*资料来源：Unit of measureGBUTtem113Appraise performanceand prospects Developstrategy Redesignpivotal jobs Design the skillbuilding process Assess changerea
33、diness Top downaction programs Bottom up action programs 1 2 4 5 6 7 8 3 SMILE CHART*资料来源：Unit of measureGBUTtem1143.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
34、 of measureGBUTtem115Stage 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 MANAGE*资料来源：Unit of measureGBUTtem116Selling margin Contribut
35、ionSalesSelling rateSalesAvailable selling time EffectivenessContribution Available selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support intensitySupport costsTotal selling costsSupport l
36、everageTotal sales timeSupport costsTREE PRODUCTIVITY*资料来源：Unit of measureGBUTtem117MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATION*资料来源：Unit of measureGBUTtem118Real Perc
37、eived 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 f
38、inancial marketsDifference in valuation techniqueVALUE SOURCES*资料来源：Unit of measureGBUTtem119HeaderTextGANTT10*资料来源：Unit of measureGBUTtem120HeaderText#GANTT15*资料来源：Unit of measureGBUTtem121TextTextTextTextLEFT TO RIGHT*资料来源：Unit of measureGBUTtem122TextTextTextTextTextProcess objectivesTextSub-obje
39、ctivesSTUDY OBJECTIVE*资料来源：Unit of measureGBUTtem123TextTextTextTextTextTextTextTOP DOWN*资料来源：Unit of measureGBUTtem124TextTextTextTextTextTextTextTextTextText2X2*资料来源：Unit of measureGBUTtem125TextTextTextTextTextTextTextTextTextText2X2 CUBED*资料来源：Unit of measureGBUTtem126TextTextTextTextTextTextTex
40、tTextTextTextTextText2X2 EXTENDED*资料来源：Unit of measureGBUTtem127TextTextTextTextTextText2X2 TOWER*资料来源：Unit of measureGBUTtem128TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3*资料来源：Unit of measureGBUTtem129TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTe
41、xtTextText3X3 EXTENDED*资料来源：Unit of measureGBUTtem130TextTextDIFFRACTION*资料来源：Unit of measureGBUTtem131TextTextTextFLOW DOWN*资料来源：Unit of measureGBUTtem132TextTextPASS THROUGH*资料来源：Unit of measureGBUTtem133Label 1Label 2Label 3AREA*资料来源：Unit of measureGBUTtem134Label 1Label 2Label 3Label 4Label 5BAR
42、*资料来源：Unit of measureGBUTtem135Label 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureBAR 2*资料来源：Unit of measureGBUTtem136Label 1Label 2Label 3Label 4Label 5BAR BUTTED*资料来源：Unit of measureGBUTtem137Label 1Label 2Label 3Label 4Label 5000000000000
43、000SeriesSeriesSeriesBAR STACKED*资料来源：Unit of measureGBUTtem138Label 1Label 2Label 3Label 4Label 5000000000000000100%=SeriesSeriesSeriesBAR STACKED 100%*资料来源：Unit of measureGBUTtem139TitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5Label 6BUBBLE*资料来源：Unit of measureGBUTtem1
44、40Label 1Label 2Label 3Label 4Label 5COLUMN*资料来源：Unit of measureGBUTtem141Label 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureCOLUMN 2*资料来源：Unit of measureGBUTtem142Label 1Label 2Label 3Label 4Label 5COLUMN BUTTED*资料来源：Unit of measureGBUTtem1
45、43Label 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries000000000000000COLUMN STACKED*资料来源：Unit of measureGBUTtem144Label 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries100%= 000000000000000COLUMN STACKED 100%*资料来源：Unit of measureGBUTtem145TitleUnit of measureLabel 1Label 2Label 3Label 4L
46、abel 5TitleUnit of measure100% = 000SeriesSeriesSeriesSeriesLabel 1COMBO PIE SEGMENT COLUMN*资料来源：Unit of measureGBUTtem146TitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5COST CURVE*资料来源：Unit of measureGBUTtem147ARROWS*资料来源：Unit of measureGBUTtem148This report is solely for
47、 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 measureGBUTtem149This report contains information that is confidential and prop
48、rietary 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 report, you are hereby notified that the use, circulation,
49、quoting, or reproducing of this report is strictly prohibited and may be unlawful.DISCLAIMERS INTERNAL*资料来源：Unit of measureGBUTtem150This 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
50、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 measureGBUTtem151LegendLegendLegendLEGENDS*资料来源：Unit of measureGBUTtem152McKINSEY LOGO*资料来源：Un
51、it of measureGBUTtem153 MISC*资料来源：Unit of measureGBUTtem154Very attractiveAverageVery unattractiveVery attractiveAverageVery unattractiveMOONS*资料来源：Unit of measureGBUTtem155ILLUSTRATIVECONFIDENTIALESTIMATEEXAMPLEFOR DISCUSSION ONLYFOR DISCUSSIONPRELIMINARYDRAFTSTICKER*资料来源：Unit of measureGBUTtem156CONFIDENTIALDISCUSSION DRAFTDISGUISED CLIENT EXAMPLEPRELIMINARY DRAFTPRELIMINARY ESTIMATEDISCUSSION DRAFTDISGUISEDDRAFT FOR DISCUSSIONSAMPLEBACKUPHYPOTHESISSTRAW MANTO BE COMPLETEDPROPOSEDREVISEDROUGH ESTIMATECONCEPTUALSTICKER OTHER*资料来源：Unit of measureGBUTtem157WORLD MAP*资料来源：Unit of measure
