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2、XXPR5TextTextTextTextTextTextTextTextTextTextJOINT0000P1EYYMMDD.CHARGEXXXPR6TextTextTextTextSPOTLIGHT0000P1EYYMMDD.CHARGEXXXPR7TextTextTextTextTextTextSTAIRCASE0000P1EYYMMDD.CHARGEXXXPR8StrategySkillsSystemsStaffShared valuesStructureStyle7S0000P1EYYMMDD.CHARGEXXXPR9New entrantSuppliersIndustrycompe

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4、HARGEXXXPR14TextTextTextTextLINEAR B 3D0000P1EYYMMDD.CHARGEXXXPR15TextTextTextLINEAR C 3D0000P1EYYMMDD.CHARGEXXXPR16TextTextTextLINEAR D 3D0000P1EYYMMDD.CHARGEXXXPR17TextTextTextTextLINEAR E 3D0000P1EYYMMDD.CHARGEXXXPR18TextTextTextLINEAR G 3D0000P1EYYMMDD.CHARGEXXXPR19TextTextLINEAR I 3D0000P1EYYMM

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7、ES2 3D0000P1EYYMMDD.CHARGEXXXPR34*FootnoteSource:CUBES3 3D0000P1EYYMMDD.CHARGEXXXPR35TextTextSCALE0000P1EYYMMDD.CHARGEXXXPR36TextTextSCALES0000P1EYYMMDD.CHARGEXXXPR37ARROWSTextTextTextTextTextTextText0000P1EYYMMDD.CHARGEXXXPR38LEVEL 1Text0000P1EYYMMDD.CHARGEXXXPR39LEVEL 2TextText0000P1EYYMMDD.CHARGE

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17、.CHARGEXXXPR88TextTextTextTextTextTextAGAINST0000P1EYYMMDD.CHARGEXXXPR89TextTextTextTextTextAT WORK0000P1EYYMMDD.CHARGEXXXPR90New entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORK0000P1EYYMMDD.CHARGEXXXPR91TextTextCOUPLED HORIZ0000P1EYYMMDD.CHARGEXXXPR92TextTextCOUPLED VERT0000P1EY

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19、WN0000P1EYYMMDD.CHARGEXXXPR100The 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

20、 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 procedures through which things get donefrom day to day A coherent setof

21、 actions aimedat gaining asustainableadvantage over competition Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals.Some companies perform extraordinaryfeats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5S0000P1EYYMMDD.CHARGEXXXPR101Customer

22、ClientsDistributorsCompetitorsSuppliers3Cs TRIANGLE0000P1EYYMMDD.CHARGEXXXPR102SkillsSharedvaluesStrategyStaffStructureSystemsStyleA coherent set ofactions aimed at gaining a sustainable advantageover competition The organization chart andaccompanying baggage that showwho reports to whom and how tas

23、ks 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 things get donefrom d

24、ay-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 extraordinaryfeats with ordinary peo

25、ple3S-4S0000P1EYYMMDD.CHARGEXXXPR103StyleStructureStaffStrategySystemsSkillsShared 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 extrao

26、rdinary 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 accompanyi

27、ng 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 competition7S0000P1EYYMMDD.CHARGEXXXP

28、R104Competitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIO0000P1EYYMMDD.CHARGEXXXPR105Change visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARD0000P1EYYMMDD.CH

29、ARGEXXXPR106 Delta P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem SolvingProcessClient managers(particularly middle management)haveskill to lead programimplementationChange in actual behaviorAction plans sufficient to achieve goalsAgree

30、ment 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 measurementof action and resultsClear acc

31、ountabilitiesEarly winsVisible demonstrationof new vision andvalues by clientleadershipDELTA P0000P1EYYMMDD.CHARGEXXXPR107Natural owner Relative ability to extract value Low Medium Value-creation potential in business unit High Corporatecenter skillsBusiness unit linkagesTaxation/valuationdifference

32、s Industry attractivenessCompetitive positionRestructuring/rationalization opportunities“One of the pack”Retain andgive toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACS0000P1EYYMMDD.CHARGEXXXPR108Business StrategyManufacturing Strate

33、gyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURING STRATEGY0000P1EYYMMDD.CHARGEXXXPR109Restructuring framework 1 5 4 3 2 PENTAGON0000P1EYYMMDD.CHARGEXXXPR110Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFIT0000P1EYYMMDD.

34、CHARGEXXXPR111Appraise performanceand prospects Developstrategy Redesignpivotal jobs Design the skillbuilding process Assess changereadiness Top downaction programs Bottom up action programs 1 2 4 5 6 7 8 3 SMILE CHART0000P1EYYMMDD.CHARGEXXXPR112Real Perceived Clients relative ability to extract val

35、ueCorporate 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 techn

36、iqueVALUE SOURCES0000P1EYYMMDD.CHARGEXXXPR1133.Create andpursue a uniqueadvantage 2.Resegment the market to create a niche4.Exploit uniqueadvantageindustrywide 1.Do more andbetter of thesameWhen tocompete STRAT GAMEBOARD0000P1EYYMMDD.CHARGEXXXPR114Stage 1 Stage 2 Stage 3 Stage 4 Value system Strateg

37、ic manage-mentExternally orientated planningForecast based planningBudget planningMeet budget and schedulePredict the futureThink strategicallyCreate the futureSTRAT MANAGE0000P1EYYMMDD.CHARGEXXXPR115Selling margin ContributionSalesSelling rateSalesAvailable selling time EffectivenessContribution Av

38、ailable selling time Productivity ContributionTotal selling costsEfficiencyAvailable selling timeTotal selling costsUtilizationAvailable selling timeTotal sales time Support intensitySupport costsTotal selling costsSupport leverageTotal sales timeSupport costsTREE PRODUCTIVITY0000P1EYYMMDD.CHARGEXXX

39、PR116MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATION0000P1EYYMMDD.CHARGEXXXPR117GANTT10HeaderText0000P1EYYMMDD.CHARGEXXXPR118GANTT15HeaderText#0000P1EYYMMDD.CHARGEXXXPR119

40、TextTextTextTextLEFT TO RIGHT0000P1EYYMMDD.CHARGEXXXPR120TextTextTextTextTextProcess objectivesTextSub-objectivesSTUDY OBJECTIVE0000P1EYYMMDD.CHARGEXXXPR121TextTextTextTextTextTextTextTOP DOWN0000P1EYYMMDD.CHARGEXXXPR122TextTextSCALE0000P1EYYMMDD.CHARGEXXXPR123TextTextSCALES0000P1EYYMMDD.CHARGEXXXPR

41、124TextTextTextTextTextTextTextTextTextText2X2 CUBED0000P1EYYMMDD.CHARGEXXXPR125TextTextTextTextTextTextTextTextTextTextTextText2X2 EXTENDED0000P1EYYMMDD.CHARGEXXXPR126TextTextTextTextTextText2X2 TOWER0000P1EYYMMDD.CHARGEXXXPR127TextTextTextTextTextTextTextTextTextText2X20000P1EYYMMDD.CHARGEXXXPR128

42、TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3 EXTENDED0000P1EYYMMDD.CHARGEXXXPR129TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X30000P1EYYMMDD.CHARGEXXXPR130TextTextPASS THROUGH0000P1EYYMMDD.CHARGEXXXPR131TextTextDIFFRACTION0000P1EYYMMDD.

43、CHARGEXXXPR132TextTextTextFLOW DOWN0000P1EYYMMDD.CHARGEXXXPR133TextTextTextText4 BOX 3D0000P1EYYMMDD.CHARGEXXXPR134TextBOUNCE0000P1EYYMMDD.CHARGEXXXPR135TextTextCUBE WITH CIRCLES0000P1EYYMMDD.CHARGEXXXPR136TextTextSEASAW0000P1EYYMMDD.CHARGEXXXPR137PlanImplementSupportLINKS 30000P1EYYMMDD.CHARGEXXXPR

44、138TextTextWAY THRU0000P1EYYMMDD.CHARGEXXXPR139TextTextTextTextTextTextTextTextTextDECISIONS0000P1EYYMMDD.CHARGEXXXPR140TextTextTextLOOPS0000P1EYYMMDD.CHARGEXXXPR141ROLLERS0000P1EYYMMDD.CHARGEXXXPR142TextTextTextLEVEL 030000P1EYYMMDD.CHARGEXXXPR143TextTextTextTextLEVEL 040000P1EYYMMDD.CHARGEXXXPR144

45、TextTextTextTextTextTextTextTextTextLEVEL 090000P1EYYMMDD.CHARGEXXXPR145TextTextTextTextTextTextTextTextTextTextLEVEL 100000P1EYYMMDD.CHARGEXXXPR146TextTextLEVEL INVERTED 020000P1EYYMMDD.CHARGEXXXPR147TextTextTextLEVEL INVERTED 030000P1EYYMMDD.CHARGEXXXPR148TextTextTextTextLEVEL INVERTED 040000P1EYY

46、MMDD.CHARGEXXXPR149TextTextTextTextTextTextTextTextTextLEVEL INVERTED 090000P1EYYMMDD.CHARGEXXXPR150TextTextTextTextTextTextTextTextTextTextLEVEL INVERTED 100000P1EYYMMDD.CHARGEXXXPR151TextText2 AROUND0000P1EYYMMDD.CHARGEXXXPR152TextTextTextTextText4 IN 1 SQUARE0000P1EYYMMDD.CHARGEXXXPR153TextTextTe

47、xtText4 IN 1 TRI0000P1EYYMMDD.CHARGEXXXPR154TextTextTextTextTextTextSIZES IN0000P1EYYMMDD.CHARGEXXXPR155TextTextCROSS SECTION0000P1EYYMMDD.CHARGEXXXPR156TextTextTextTextTextTextTextHONEYCOMB0000P1EYYMMDD.CHARGEXXXPR157TextTextTextTextTextTextTextTextTextTextJOINT0000P1EYYMMDD.CHARGEXXXPR158TextTextT

48、extPYRAMID0000P1EYYMMDD.CHARGEXXXPR159TextTextTextTextSPOTLIGHT0000P1EYYMMDD.CHARGEXXXPR160TextTextVENN 20000P1EYYMMDD.CHARGEXXXPR161TextTextTextVENN 30000P1EYYMMDD.CHARGEXXXPR162STICKERILLUSTRATIVECONFIDENTIALESTIMATEEXAMPLEFOR DISCUSSION ONLYFOR DISCUSSIONPRELIMINARYDRAFT0000P1EYYMMDD.CHARGEXXXPR1

49、63STICKER OTHERCONFIDENTIALDISCUSSION DRAFTDISGUISED CLIENT EXAMPLEPRELIMINARY DRAFTPRELIMINARY ESTIMATEDISCUSSION DRAFTDISGUISEDDRAFT FOR DISCUSSIONSAMPLEBACKUPHYPOTHESISSTRAW MANTO BE COMPLETEDPROPOSEDREVISEDROUGH ESTIMATECONCEPTUAL0000P1EYYMMDD.CHARGEXXXPR164LEGENDSLegendLegendLegend0000P1EYYMMDD

50、.CHARGEXXXPR165McKINSEY LOGO0000P1EYYMMDD.CHARGEXXXPR166MOONSVery attractiveAverageVery unattractiveVery attractiveAverageVery unattractive0000P1EYYMMDD.CHARGEXXXPR167ARROWS0000P1EYYMMDD.CHARGEXXXPR168MISC0000P1EYYMMDD.CHARGEXXXPR169DISCLAIMERS CLIENTThis report is solely for the use of client perso

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53、ictly prohibited and may be unlawful.0000P1EYYMMDD.CHARGEXXXPR171DISCLAIMERS PRESENTATIONThis 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 during an oral presentation;it is not a complete record of the discussion.0000P1EYYMMDD.CHARGEXXXPR172WORLD MAP