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1、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。DocumentDate*资料来源：Unit of measure例子HighLowLegendLegendLegendTextTextTextTextTextTitlex+x+TextTextTextTextText1GBUTtemEXHIBIT TITLE*资料来源：2GBUTtem*资料来源：Unit of measure3GBUTtemTextTextTextTextTextTextTextTextTextText2X2 CUBED*资料来源：Unit of measure42X2 TOWER*

2、资料来源：Unit of measure5PlacePriceProductPackagePositioning promotionProduct offering5Ps MARKETING*资料来源：Unit of measure6StrategySkillsSystemsStaffShared valuesStructureStyle7S*资料来源：Unit of measure7ARROW 3D*资料来源：Unit of measure8GBUTtemCUBES1 3D*资料来源：Unit of measure9GBUTtemCUBES2 3D*资料来源：Unit of measure1

3、0GBUTtem*FootnoteSource:CUBES3 3D*资料来源：Unit of measure11GBUTtemTextTextTextTextCUTOUT 3D*资料来源：Unit of measure12New entrantSuppliersIndustrycompetitorsBuyersSubstitutesFORCES AT WORK*资料来源：Unit of measure13TextTextTextTextTextTextTextTextTextTextJOINT*资料来源：Unit of measure14TextTextTextTextLEVEL SEPARA

4、TE 4*资料来源：Unit of measure15TextTextTextLINEAR A 3D*资料来源：Unit of measure16TextTextTextTextLINEAR B 3D*资料来源：Unit of measure17TextTextTextLINEAR C 3D*资料来源：Unit of measure18TextTextTextLINEAR D 3D*资料来源：Unit of measure19TextTextTextTextLINEAR E 3D*资料来源：Unit of measure20TextTextTextLINEAR G 3D*资料来源：Unit o

5、f measure21TextTextLINEAR I 3D*资料来源：Unit of measure22TextTextTextTextLINEAR J 3D*资料来源：Unit of measure23TextTextTextTextLINEAR N 3D*资料来源：Unit of measure24TextTextTextLINEAR P 3D*资料来源：Unit of measure25TextTextLINEAR Q 3D*资料来源：Unit of measure26TextTextLINEAR Q 3D*资料来源：Unit of measure27PlanImplementSupp

6、ortLINKS 3*资料来源：Unit of measure28PERSPECTIVE 3D*资料来源：Unit of measure29GBUTtemTextTextTextPROPELLER 3D*资料来源：Unit of measure30RINGS 3D*资料来源：Unit of measure31GBUTtemTextTextSCALE*资料来源：Unit of measure32TextTextSCALES*资料来源：Unit of measure33TextTextTextTextTextTextSIZES IN*资料来源：Unit of measure34SPIRAL1 3D

7、*资料来源：Unit of measure35SpiralBrakesTube in tubeSPIRAL2 3D*资料来源：Unit of measure36GBUTtemTextTextTextTextSPOTLIGHT*资料来源：Unit of measure37TextTextTextTextTextTextSTAIRCASE*资料来源：Unit of measure38GBUTtemStars 3D*资料来源：Unit of measure39GBUTtemTextTextWIRE CUBES*资料来源：Unit of measure40TextTextTextTextTextTex

8、tTextARROWS*资料来源：Unit of measure41TextLEVEL 1*资料来源：Unit of measure42TextTextLEVEL 2*资料来源：Unit of measure43TextTextTextLEVEL 3*资料来源：Unit of measure44TextTextTextTextLEVEL 4*资料来源：Unit of measure45TextTextTextTextTextLEVEL 5*资料来源：Unit of measure46TextTextTextTextTextTextLEVEL 6*资料来源：Unit of measure47Te

9、xtHeaderHeaderTextFLOW 2*资料来源：Unit of measure48TextTextHeaderHeaderTextFLOW 2 TITLE*资料来源：Unit of measure49TextHeaderHeaderTextHeaderTextFLOW 3*资料来源：Unit of measure50TextTextHeaderHeaderTextHeaderTextFLOW 3 TITLE*资料来源：Unit of measure51TextHeaderHeaderTextHeaderHeaderTextTextFLOW 4*资料来源：Unit of measur

10、e52TextTextHeaderHeaderTextHeaderHeaderTextTextFLOW 4 TITLE*资料来源：Unit of measure53TextHeaderHeaderTextHeaderHeaderHeaderTextTextTextFLOW 5*资料来源：Unit of measure54TextTextHeaderHeaderTextHeaderHeaderHeaderTextTextTextFLOW 5 TITLE*资料来源：Unit of measure55TextTextHeaderHeaderHeaderHeaderHeaderTextTextText

11、HeaderTextFLOW 6*资料来源：Unit of measure56TextTextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextFLOW 6 TITLE*资料来源：Unit of measure57TextTextTextTextBLADES*资料来源：Unit of measure58TextTextTextTextBOX*资料来源：Unit of measure59TextTextTextTextBOX*资料来源：Unit of measure60TextTextTextCYCLE 1*资料来源：Unit of

12、measure61TextTextCYCLE 2*资料来源：Unit of measure62TextTextTextCYCLE 3*资料来源：Unit of measure63TextTextTextTextCYCLE 4*资料来源：Unit of measure64TextTextTextTextTextCYCLE 5*资料来源：Unit of measure65TextTextTextTextTextTextCYCLE 6*资料来源：Unit of measure66TextTextTextTextTextTextTextCYCLE 7*资料来源：Unit of measure67Tex

13、tTextTextTextTextTextTextTextCYCLE 8*资料来源：Unit of measure68TextTextTextTextTextTextINCOMING*资料来源：Unit of measure69TextTextTextTextTextRIBBON*资料来源：Unit of measure70TextTextTextTextTextRING*资料来源：Unit of measure71TextTextUPON 2*资料来源：Unit of measure72TextTextTextTextTextTextTextTextCONTINUOUS*资料来源：Unit

14、of measure73TextTextTextTextCUTOUT*资料来源：Unit of measure74TextTextTextLINEAR A*资料来源：Unit of measure75TextTextTextTextLINEAR B*资料来源：Unit of measure76TextTextTextLINEAR C*资料来源：Unit of measure77TextTextTextLINEAR D*资料来源：Unit of measure78TextTextTextTextLINEAR E*资料来源：Unit of measure79TextTextTextLINEAR F

15、*资料来源：Unit of measure80TextTextTextLINEAR G*资料来源：Unit of measure81TextTextTextTextLINEAR H*资料来源：Unit of measure82TextTextLINEAR I*资料来源：Unit of measure83TextTextTextTextLINEAR J*资料来源：Unit of measure84TextTextTextTextTextTextLINEAR K*资料来源：Unit of measure85TextTextTextTextLINEAR N*资料来源：Unit of measure8

16、6TextTextTextLINEAR P*资料来源：Unit of measure87TextTextLINEAR Q*资料来源：Unit of measure88TextTextTextPROPELLER*资料来源：Unit of measure89TextTextTextTextTextSTEP 5*资料来源：Unit of measure90TextTextTextText2 ON 1*资料来源：Unit of measure91TextTextTextTextTextTextAGAINST*资料来源：Unit of measure92TextTextTextTextTextAT WO

17、RK*资料来源：Unit of measure93TextTextCOUPLED HORIZ*资料来源：Unit of measure94TextTextCOUPLED VERT*资料来源：Unit of measure95TextTextTextTextFOCUSED*资料来源：Unit of measure96New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORK*资料来源：Unit of measure97TextTextTextPARALLEL*资料来源：Unit of measure98TextT

18、extTextTextSPLIT*资料来源：Unit of measure99TextSURROUND*资料来源：Unit of measure100TextTextTWISTED*资料来源：Unit of measure101TextTextUP&AWAY*资料来源：Unit of measure102TextTextUP&DOWN*资料来源：Unit of measure103CustomerClientsDistributorsCompetitorsSuppliers3Cs TRIANGLE*资料来源：Unit of measure104SkillsSharedvaluesStrateg

19、yStaffStructureSystemsStyleA 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 organization,considered interms of corporatedemo

20、graphics,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 corporateand/or individual behavior)which are typi

21、cal of theorganization and commonto most of its members Capabilitiespossessed bythe organizationas a whole asdistinct fromthe individuals.Some companiesperform extraordinaryfeats with ordinary people3S-4S*资料来源：Unit of measure105The way managerscollectively behave with respect to useof time,attention

22、,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 desirable(in c

23、orporate 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 organizati

24、onas a whole asdistinct from theindividuals.Some companies perform extraordinaryfeats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5S*资料来源：Unit of measure106Competitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIO*资料来源：Unit of measure107C

25、hange visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARD*资料来源：Unit of measure108 Delta P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProb

26、lem 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 str

27、uctureand 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 P*资料来源：Unit of measure109Natural

28、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”Retain andgive toppriorit

29、yRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACS*资料来源：Unit of measure110Business StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURING STRATEGY*资料来源：Unit of meas

30、ure111Restructuring framework 1 5 4 3 2 PENTAGON*资料来源：Unit of measure112Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFIT*资料来源：Unit of measure113Appraise performanceand prospects Developstrategy Redesignpivotal jobs Design the skillbuilding process Assess changereadiness Top d

31、ownaction programs Bottom up action programs 1 2 4 5 6 7 8 3 SMILE CHART*资料来源：Unit of measure1143.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 of measure115Stage

32、 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 measure116Selling margin ContributionSalesSelling rateSalesAvailabl

33、e 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 timeSupport co

34、stsTREE PRODUCTIVITY*资料来源：Unit of measure117MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATION*资料来源：Unit of measure118Real Perceived Clients relative ability to extract value

35、Corporate center skillsLinkages between business unitsFinancial ownership fitIndustry restructureInternal controllerShared resourcesTransfer of capabilityVertical integrationDifferences in tax positionExistence of non-cases objectivesInefficiencies in financial marketsDifference in valuation techniq

36、ueVALUE SOURCES*资料来源：Unit of measure119HeaderTextGANTT10*资料来源：Unit of measure120HeaderText#GANTT15*资料来源：Unit of measure121TextTextTextTextLEFT TO RIGHT*资料来源：Unit of measure122TextTextTextTextTextProcess objectivesTextSub-objectivesSTUDY OBJECTIVE*资料来源：Unit of measure123TextTextTextTextTextTextTextTO

37、P DOWN*资料来源：Unit of measure124TextTextTextTextTextTextTextTextTextText2X2*资料来源：Unit of measure125TextTextTextTextTextTextTextTextTextText2X2 CUBED*资料来源：Unit of measure126TextTextTextTextTextTextTextTextTextTextTextText2X2 EXTENDED*资料来源：Unit of measure127TextTextTextTextTextText2X2 TOWER*资料来源：Unit of

38、 measure128TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3*资料来源：Unit of measure129TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3 EXTENDED*资料来源：Unit of measure130TextTextDIFFRACTION*资料来源：Unit of measure131TextTextTextFLOW DOWN*资料来源：Unit of

39、measure132TextTextPASS THROUGH*资料来源：Unit of measure133050100150200250300350199619971998199920002001Label 1Label 2Label 3AREA*资料来源：Unit of measure134GBUTtem5040302010Label 1Label 2Label 3Label 4Label 5BAR*资料来源：Unit of measure135GBUTtem50403020105040302010Label 1Label 2Label 3Label 4Label 5Label 1Labe

40、l 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureBAR 2*资料来源：Unit of measure136GBUTtem40302010550403025155550453025Label 1Label 2Label 3Label 4Label 5BAR BUTTED*资料来源：Unit of measure137GBUTtem504030201023254565964323232323Label 1Label 2Label 3Label 4Label 5000000000000000SeriesSeriesSer

41、iesBAR STACKED*资料来源：Unit of measure138GBUTtem504030204550607080901020304050Label 1Label 2Label 3Label 4Label 5000000000000000100%=SeriesSeriesSeriesBAR STACKED 100%*资料来源：Unit of measure139GBUTtem0100200300400500600700050100150200250TitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4

42、Label 5Label 6BUBBLE*资料来源：Unit of measure140GBUTtem2030405060Label 1Label 2Label 3Label 4Label 5COLUMN*资料来源：Unit of measure141GBUTtem20304567762030456776Label 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureCOLUMN 2*资料来源：Unit of measure142GBUTt

43、em203040506040506070405060708030Label 1Label 2Label 3Label 4Label 5COLUMN BUTTED*资料来源：Unit of measure143GBUTtem2030405060202020202020304050202020253020Label 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries000000000000000COLUMN STACKED*资料来源：Unit of measure144GBUTtem303540506030354020202015102010

44、2015101010Label 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries100%=000000000000000COLUMN STACKED 100%*资料来源：Unit of measure145GBUTtem201510104520203030TitleUnit of measureLabel 1Label 2Label 3Label 4Label 5TitleUnit of measure100%=000SeriesSeriesSeriesSeriesLabel 1COMBO PIE SEGMENT COLUMN*资料来源

45、：Unit of measure146GBUTtem050100150200250300050100150200TitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5COST CURVE*资料来源：Unit of measure147GBUTtemARROWS*资料来源：Unit of measure148GBUTtemThis report is solely for the use of client personnel.No part of it may be circulated,quote

46、d,or reproduced for distribution outside the client organization without prior written approval from McKinsey&Company.DISCLAIMERS CLIENT*资料来源：Unit of measure149GBUTtemThis report contains information that is confidential and proprietary to McKinsey&Company and is solely for the use of McKinsey&Compa

47、ny 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,quoting,or reproducing of this report is strictly prohibited and may be unlawful.DISC

48、LAIMERS INTERNAL*资料来源：Unit of measure150GBUTtemThis 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 by McKinsey&Company d

49、uring an oral presentation;it is not a complete record of the discussion.DISCLAIMERS PRESENTATION*资料来源：Unit of measure151GBUTtemLegendLegendLegendLEGENDS*资料来源：Unit of measure152GBUTtemMcKINSEY LOGO*资料来源：Unit of measure153GBUTtemMISC*资料来源：Unit of measure154GBUTtemVery attractiveAverageVery unattracti

50、veVery attractiveAverageVery unattractiveMOONS*资料来源：Unit of measure155GBUTtemILLUSTRATIVECONFIDENTIALESTIMATEEXAMPLEFOR DISCUSSION ONLYFOR DISCUSSIONPRELIMINARYDRAFTSTICKER*资料来源：Unit of measure156GBUTtemCONFIDENTIALDISCUSSION DRAFTDISGUISED CLIENT EXAMPLEPRELIMINARY DRAFTPRELIMINARY ESTIMATEDISCUSSION DRAFTDISGUISEDDRAFT FOR DISCUSSIONSAMPLEBACKUPHYPOTHESISSTRAW MANTO BE COMPLETEDPROPOSEDREVISEDROUGH ESTIMATECONCEPTUALSTICKER OTHER*资料来源：Unit of measure157GBUTtemWORLD MAP*资料来源：Unit of measure158GBUTtem