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*资料来源：Unit of measure例子HighLowLegendLegendLegendTextTextTextTextTextTitlex+x+TextTextTextTextText2GBUTtem* Unit of measure例子HighLegEXHIBIT TITLE*资料来源：3GBUTtemEXHIBIT TITLE* 3GBUTtem*资料来源：Unit of measure4GBUTtem* Unit of measure4GBUTtemTextTextTextTextTextTextTextTextTextText2X2 CUBED*资料来源：Unit of measure5TextTextTextTextTextTextTextTe2X2 TOWER*资料来源：Unit of measure62X2 TOWER* Unit of measure65Ps MARKETING*资料来源：Unit of measure7PlacePriceProductPackagePositiStrategySkillsSystemsStaffShared valuesStructureStyle7S*资料来源：Unit of measure8StrategySkillsSystemsStaffSharARROW 3D*资料来源：Unit of measure9GBUTtemARROW 3D* Unit of measure9GBUCUBES1 3D*资料来源：Unit of measure10GBUTtemCUBES1 3D* Unit of measure10GCUBES2 3D*资料来源：Unit of measure11GBUTtemCUBES2 3D* Unit of measure11G* FootnoteSource:CUBES3 3D*资料来源：Unit of measure12GBUTtem* FootnoteCUBES3 3D* Unit ofTextTextTextTextCUTOUT 3D*资料来源：Unit of 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UnTextTextTextTextTextTextSTAIRCASE*资料来源：Unit of measure39GBUTtemTextTextTextTextTextTextSTAIRCStars 3D*资料来源：Unit of measure40GBUTtemStars 3D* Unit of measure40GBTextTextWIRE CUBES*资料来源：Unit of measure41TextTextWIRE CUBES* Unit of mTextTextTextTextTextTextTextARROWS*资料来源：Unit of measure42TextTextTextTextTextTextTextARTextLEVEL 1*资料来源：Unit of measure43TextLEVEL 1* Unit of measure4TextTextLEVEL 2*资料来源：Unit of measure44TextTextLEVEL 2* Unit of measTextTextTextLEVEL 3*资料来源：Unit of measure45TextTextTextLEVEL 3* Unit of TextTextTextTextLEVEL 4*资料来源：Unit of measure46TextTextTextTextLEVEL 4* UnitTextTextTextTextTextLEVEL 5*资料来源：Unit of measure47TextTextTextTextTextLEVEL 5*TextTextTextTextTextTextLEVEL 6*资料来源：Unit of measure48TextTextTextTextTextTextLEVEL TextHeaderHeaderTextFLOW 2*资料来源：Unit of measure49TextHeaderHeaderTextFLOW 2* UTextTextHeaderHeaderTextFLOW 2 TITLE*资料来源：Unit of measure50TextTextHeaderHeaderTextFLOW 2TextHeaderHeaderTextHeaderTextFLOW 3*资料来源：Unit of 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measure61TextTextTextTextBOX* Unit of TextTextTextCYCLE 1*资料来源：Unit of measure62TextTextTextCYCLE 1* Unit of TextTextCYCLE 2*资料来源：Unit of measure63TextTextCYCLE 2* Unit of measTextTextTextCYCLE 3*资料来源：Unit of measure64TextTextTextCYCLE 3* Unit of TextTextTextTextCYCLE 4*资料来源：Unit of measure65TextTextTextTextCYCLE 4* UnitTextTextTextTextTextCYCLE 5*资料来源：Unit of measure66TextTextTextTextTextCYCLE 5*TextTextTextTextTextTextCYCLE 6*资料来源：Unit of measure67TextTextTextTextTextTextCYCLE TextTextTextTextTextTextTextCYCLE 7*资料来源：Unit of measure68TextTextTextTextTextTextTextCYTextTextTextTextTextTextTextTextCYCLE 8*资料来源：Unit of measure69TextTextTextTextTextTextTextTeTextTextTextTextTextTextINCOMING*资料来源：Unit of measure70TextTextTextTextTextTextINCOMITextTextTextTextTextRIBBON*资料来源：Unit of measure71TextTextTextTextTextRIBBON* UTextTextTextTextTextRING*资料来源：Unit of measure72TextTextTextTextTextRING* UniTextTextUPON 2*资料来源：Unit of measure73TextTextUPON 2* Unit of measuTextTextTextTextTextTextTextTextCONTINUOUS*资料来源：Unit of measure74TextTextTextTextTextTextTextTeTextTextTextTextCUTOUT*资料来源：Unit of measure75TextTextTextTextCUTOUT* Unit TextTextTextLINEAR A*资料来源：Unit of measure76TextTextTextLINEAR A* Unit ofTextTextTextTextLINEAR B*资料来源：Unit of measure77TextTextTextTextLINEAR B* UniTextTextTextLINEAR C*资料来源：Unit of measure78TextTextTextLINEAR C* Unit ofTextTextTextLINEAR D*资料来源：Unit of measure79TextTextTextLINEAR D* Unit ofTextTextTextTextLINEAR E*资料来源：Unit of measure80TextTextTextTextLINEAR E* UniTextTextTextLINEAR F*资料来源：Unit of measure81TextTextTextLINEAR F* Unit ofTextTextTextLINEAR G*资料来源：Unit of measure82TextTextTextLINEAR G* Unit ofTextTextTextTextLINEAR H*资料来源：Unit of measure83TextTextTextTextLINEAR H* UniTextTextLINEAR I*资料来源：Unit of measure84TextTextLINEAR I* Unit of meaTextTextTextTextLINEAR J*资料来源：Unit of measure85TextTextTextTextLINEAR J* UniTextTextTextTextTextTextLINEAR K*资料来源：Unit of measure86TextTextTextTextTextTextLINEARTextTextTextTextLINEAR N*资料来源：Unit of measure87TextTextTextTextLINEAR N* UniTextTextTextLINEAR P*资料来源：Unit of measure88TextTextTextLINEAR P* Unit ofTextTextLINEAR Q*资料来源：Unit of measure89TextTextLINEAR Q* Unit of meaTextTextTextPROPELLER*资料来源：Unit of measure90TextTextTextPROPELLER* Unit oTextTextTextTextTextSTEP 5*资料来源：Unit of measure91TextTextTextTextTextSTEP 5* UTextTextTextText2 ON 1*资料来源：Unit of measure92TextTextTextText2 ON 1* Unit TextTextTextTextTextTextAGAINST*资料来源：Unit of measure93TextTextTextTextTextTextAGAINSTextTextTextTextTextAT WORK*资料来源：Unit of measure94TextTextTextTextTextAT WORK*TextTextCOUPLED HORIZ*资料来源：Unit of measure95TextTextCOUPLED HORIZ* Unit oTextTextCOUPLED VERT*资料来源：Unit of measure96TextTextCOUPLED VERT* Unit ofTextTextTextTextFOCUSED*资料来源：Unit of measure97TextTextTextTextFOCUSED* UnitNew entrantSuppliersIndustry competitorsBuyersSubstitutesFORCES AT WORK*资料来源：Unit of measure98New entrantSuppliersIndustry BTextTextTextPARALLEL*资料来源：Unit of measure99TextTextTextPARALLEL* Unit ofTextTextTextTextSPLIT*资料来源：Unit of measure100TextTextTextTextSPLIT* Unit oTextSURROUND*资料来源：Unit of measure101TextSURROUND* Unit of measureTextTextTWISTED*资料来源：Unit of measure102TextTextTWISTED* Unit of measTextTextUP & AWAY*资料来源：Unit of measure103TextTextUP & AWAY* Unit of meTextTextUP & DOWN*资料来源：Unit of measure104TextTextUP & DOWN* Unit of meCustomerClientsDistributorsCompetitorsSuppliers3Cs TRIANGLE*资料来源：Unit of measure105CustomerClientsDistributorsComSkillsSharedvaluesStrategyStaffStructureSystemsStyleA 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 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 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 extraordinaryfeats with ordinary people3S-4S*资料来源：Unit of measure106SkillsSharedStrategyStaffStrucThe 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 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 actions aimedat gaining asustainableadvantage over competition Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals. Some companies perform extraordinaryfeats withordinary peopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5S*资料来源：Unit of measure107The way managersThe people in Competitive positionLowMediumHighProduct/market attractivenessLowMediumHighBUSS PORTFOLIO*资料来源：Unit of measure108Competitive positionLowMediumHChange visionChief ExecutiveLeadership groupsDown the lineExternal constitutionCommitmentConvictionCourageCapabilityIndividual activityEnabling devicesCHANGE BOARD*资料来源：Unit of measure109Change visionChief ExecutiveLe Delta Delta P P Vision andLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblem 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 structureand 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 measure110 Delta P Vision andOrganizatioNatural 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 toppriorityRetain andgive priorityRetain andmanage forcode orliquidate Probablydivest DivestDivest orliquidate MACS*资料来源：Unit of measure111Natural owner Relative abilityBusiness StrategyManufacturing StrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURING STRATEGY*资料来源：Unit of measure112Business StrategyManufacturingRestructuring framework 1 5 4 3 2 PENTAGON*资料来源：Unit of measure113Restructuring framework 1 5 4 Benefit Price Competitivedisadvantage Competitiveadvantage PRICE BENEFIT*资料来源：Unit of measure114Benefit Price CompetitivedisaAppraise 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 CHART*资料来源：Unit of measure115Appraise performanceDevelopRed3.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 measure1163.Create and2.Resegment the maStage 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 measure117Stage 1 Stage 2 Stage 3 Stage Selling margin ContributionSalesSelling rateSalesAvailable 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 costsTREE PRODUCTIVITY*资料来源：Unit of measure118Selling margin Selling rateEffMaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprove corebusinessperformanceGrow throughacquisitionand/or mergerAdopt soundfinancingapproachVALUE CREATION*资料来源：Unit of measure119MaximizeGrowRedeployImprove coReal 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 objectivesInefficiencies in financial marketsDifference in valuation techniqueVALUE SOURCES*资料来源：Unit of measure120Real Perceived Clients relatiHeaderTextGANTT10*资料来源：Unit of measure121#HeaderText#GANTT15*资料来源：Unit of measure122HeaderText#TextTextTextTextLEFT TO RIGHT*资料来源：Unit of measure123TextTextTextTextLEFT TO RIGHTTextTextTextTextTextProcess objectivesTextSub-objectivesSTUDY OBJECTIVE*资料来源：Unit of measure124TextTextTextTextTextProcess obTextTextTextTextTextTextTextTOP DOWN*资料来源：Unit of measure125TextTextTextTextTextTextTextTOTextTextTextTextTextTextTextTextTextText2X2*资料来源：Unit of measure126TextTextTextTextTextTextTextTeTextTextTextTextTextTextTextTextTextText2X2 CUBED*资料来源：Unit of measure127TextTextTextTextTextTextTextTeTextTextTextTextTextTextTextTextTextTextTextText2X2 EXTENDED*资料来源：Unit of measure128TextTextTextTextTextTextTextTeTextTextTextTextTextText2X2 TOWER*资料来源：Unit of measure129TextTextTextTextTextText2X2 TOTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3*资料来源：Unit of measure130TextTextTextTextTextTextTextTeTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3 EXTENDED*资料来源：Unit of measure131TextTextTextTextTextTextTextTeTextTextDIFFRACTION*资料来源：Unit of measure132TextTextDIFFRACTION* Unit of TextTextTextFLOW DOWN*资料来源：Unit of measure133TextTextTextFLOW DOWN* Unit oTextTextPASS THROUGH*资料来源：Unit of measure134TextTextPASS THROUGH* Unit ofLabel 1Label 2Label 3AREA*资料来源：Unit of measure135GBUTtemLabel 1Label 2Label 3AREA* UnLabel 1Label 2Label 3Label 4Label 5BAR*资料来源：Unit of measure136GBUTtemLabel 1Label 2Label 3Label 4LaLabel 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureBAR 2*资料来源：Unit of measure137GBUTtemLabel 1Label 2Label 3Label 4LaLabel 1Label 2Label 3Label 4Label 5BAR BUTTED*资料来源：Unit of measure138GBUTtemLabel 1Label 2Label 3Label 4LaLabel 1Label 2Label 3Label 4Label 5000000000000000SeriesSeriesSeriesBAR STACKED*资料来源：Unit of measure139GBUTtemLabel 1Label 2Label 3Label 4LaLabel 1Label 2Label 3Label 4Label 5000000000000000100%=SeriesSeriesSeriesBAR STACKED 100%*资料来源：Unit of measure140GBUTtemLabel 1Label 2Label 3Label 4LaTitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5Label 6BUBBLE*资料来源：Unit of measure141GBUTtemTitleTitleLabel 1Label 2Label Label 1Label 2Label 3Label 4Label 5COLUMN*资料来源：Unit of measure142GBUTtemLabel 1Label 2Label 3Label 4LaLabel 1Label 2Label 3Label 4Label 5Label 1Label 2Label 3Label 4Label 5TitleUnit of measureTitleUnit of measureCOLUMN 2*资料来源：Unit of measure143GBUTtemLabel 1Label 2Label 3Label 4LaLabel 1Label 2Label 3Label 4Label 5COLUMN BUTTED*资料来源：Unit of measure144GBUTtemLabel 1Label 2Label 3Label 4LaLabel 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries000000000000000COLUMN STACKED*资料来源：Unit of measure145GBUTtemLabel 1Label 2Label 3Label 4LaLabel 1Label 2Label 3Label 4Label 5SeriesSeriesSeriesSeries100%= 000000000000000COLUMN STACKED 100%*资料来源：Unit of measure146GBUTtemLabel 1Label 2Label 3Label 4LaTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5TitleUnit of measure100% =000SeriesSeriesSeriesSeriesLabel 1COMBO PIE SEGMENT COLUMN*资料来源：Unit of measure147GBUTtemTitleLabel 1Label 2Label 3LabeTitleUnit of measureTitleUnit of measureLabel 1Label 2Label 3Label 4Label 5COST CURVE*资料来源：Unit of measure148GBUTtemTitleTitleLabel 1Label 2Label ARROWS*资料来源：Unit of measure149GBUTtemARROWS * Unit of measure149GBUThis 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.DISCLAIMERS CLIENT*资料来源：Unit of measure150GBUTtemThis report is solely for the This report contains information that is confidential and proprietary 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, quoting, or reproducing of this report is strictly prohibited and may be unlawful.DISCLAIMERS INTERNAL*资料来源：Unit of measure151GBUTtemThis report contains informatiThis 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.DISCLAIMERS PRESENTATION*资料来源：Unit of measure152GBUTtemThis report is solely for the LegendLegendLegendLEGENDS*资料来源：Unit of measure153GBUTtemLegendLEGENDS* Unit of measurMcKINSEY LOGO*资料来源：Unit of measure154GBUTtemMcKINSEY LOGO* Unit of measurMISC*资料来源：Unit of measure155GBUTtemMISC* Unit of measure155GBVery attractiveAverageVery unattractiveVery attractiveAverageVery unattractiveMOONS*资料来源：Unit of measure156GBUTtemVery attractiveVery attractiveILLUSTRATIVECONFIDENTIALESTIMATEEXAMPLEFOR DISCUSSION ONLYFOR DISCUSSIONPRELIMINARYDRAFTSTICKER*资料来源：Unit of measure157GBUTtemILLUSTRATIVECONFIDENTIALESTIMACONFIDENTIALDISCUSSION DRAFTDISGUISED CLIENT EXAMPLEPRELIMINARY DRAFTPRELIMINARY ESTIMATEDISCUSSION DRAFTDISGUISEDDRAFT FOR DISCUSSIONSAMPLEBACKUPHYPOTHESISSTRAW MANTO BE COMPLETEDPROPOSEDREVISEDROUGH ESTIMATECONCEPTUALSTICKER OTHER*资料来源：Unit of measure158GBUTtemCONFIDENTIALDISGUISED CLIENT EWORLD MAP*资料来源：Unit of measure159GBUTtemWORLD MAP* Unit of measure159