TextTextTextTextLEVELSEPARATE40PlanImplementSupportLINKS31TextTextTextTextTextTextTextTextTextText2X2CUBED22X2TOWER3TextTextTextTextTextTextSIZESIN4TextTextTextTextTextTextTextTextTextTextJOINT5TextTextTextTextSPOTLIGHT6TextTextTextTextTextTextSTAIRCASE70000P1EYYMMDD.CHARGEXXXPRStrategySkillsSystemsStaffSharedvaluesStructureStyle7S8NewentrantSuppliersIndustry

competitorsBuyersSubstitutesFORCESATWORK95PsMARKETINGPlacePriceProductPackagePositioningpromotionProductoffering10TextTextWIRECUBES11TextTextTextTextCUTOUT3D12TextTextTextLINEARA3D13TextTextTextTextLINEARB3D14TextTextTextLINEARC3D15TextTextTextLINEARD3D16TextTextTextTextLINEARE3D17TextTextTextLINEARG3D18TextTextLINEARI3D19TextTextTextTextLINEARJ3D20TextLINEARN3DTextTextText21TextTextTextLINEARP3D22LINEARQ3DTextText23TextTextLINEARQ3D24TextTextTextPROPELLER3D25SPIRAL13D26SpiralBrakesTubeintubeSPIRAL23D270000P1EYYMMDD.CHARGEXXXPRSTARS3D280000P1EYYMMDD.CHARGEXXXPRRINGS3D290000P1EYYMMDD.CHARGEXXXPRPERSPECTIVE3D300000P1EYYMMDD.CHARGEXXXPRARROW3D310000P1EYYMMDD.CHARGEXXXPRCUBES13D320000P1EYYMMDD.CHARGEXXXPRCUBES23D330000P1EYYMMDD.CHARGEXXXPR * FootnoteSource: CUBES33D340000P1EYYMMDD.CHARGEXXXPRTextTextSCALE35TextTextSCALES36ARROWSTextTextTextTextTextTextText37LEVEL1Text38LEVEL2TextText39LEVEL3TextTextText40LEVEL4TextTextTextText41LEVEL5TextTextTextTextText42LEVEL6TextTextTextTextTextText43FLOW2TextHeaderHeaderText44TextFLOW2TITLETextHeaderHeaderText45FLOW3TextHeaderHeaderTextHeaderText46TextFLOW3TITLETextHeaderHeaderTextHeaderText47FLOW4TextHeaderHeaderTextHeaderHeaderTextText48TextFLOW4TITLETextHeaderHeaderTextHeaderHeaderTextText49FLOW5TextHeaderHeaderTextHeaderHeaderHeaderTextTextText50TextFLOW5TITLETextHeaderHeaderTextHeaderHeaderHeaderTextTextText51FLOW6TextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderText52TextFLOW6TITLETextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderText53BLADESTextTextTextText54BOXTextTextTextText55BOXTextTextTextText56CYCLE1TextTextText57CYCLE2TextText58UPON2TextText59CYCLE3TextTextText60CYCLE4TextTextTextText61CYCLE5TextTextTextTextText62CYCLE6TextTextTextTextTextText63CYCLE7TextTextTextTextTextTextText64CYCLE8TextTextTextTextTextTextTextText65TextINCOMINGTextTextTextTextText66RIBBONTextTextTextTextText67RINGTextTextTextTextText68CONTINUOUSTextTextTextTextTextTextTextText69CUTOUTTextTextTextText70LINEARATextTextText71LINEARBTextTextTextText72LINEARCTextTextText73LINEARDTextTextText74LINEARETextTextTextText75LINEARFTextTextText76LINEARGTextTextText77LINEARHTextTextTextText78LINEARITextText79LINEARJTextTextTextText80LINEARKTextTextTextTextTextText81LINEARNTextTextTextText82LINEARPTextTextText83LINEARQTextText84PROPELLERTextTextText85STEP5TextTextTextTextText86TextTextTextText2ON187TextTextTextTextTextTextAGAINST88TextTextTextTextTextATWORK89NewentrantSuppliersIndustrycompetitorsBuyersSubstitutesFORCESATWORK90TextTextCOUPLEDHORIZ91TextTextCOUPLEDVERT92TextTextTextTextFOCUSED93TextTextTextPARALLEL94TextTextTextTextSPLIT95TextSURROUND96TextTextTWISTED97TextTextUP&AWAY98TextTextUP&DOWN99Thewaymanagerscollectivelybehavewithrespecttouseoftime,attention,andsymbolicactionsThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesTheorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersTheprocessesandproceduresthroughwhichthingsgetdonefromdaytodayAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetitionCapabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals.SomecompaniesperformextraordinaryfeatswithordinarypeopleStaffSystemsStyleSharedValuesStructureSkillsStrategy2S-5S100CustomerClientsDistributorsCompetitorsSuppliers3CsTRIANGLE101SkillsSharedvaluesStrategyStaffStructureSystemsStyleAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetitionTheorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesThewaymanagerscollectivelybehavewithrespecttouseoftime,attentionandsymbolicactionsTheprocessesandproceduresthroughwhichthingsgetdonefromday-to-dayThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersCapabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals.Somecompaniesperformextraordinaryfeatswithordinarypeople3S-4S102StyleStructureStaffStrategySystemsSkillsSharedvaluesThewaymanagerscollectivelybehavewithrespecttouseoftime,attentionandsymbolicactionsCapabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals.SomecompaniesperformextraordinaryfeatswithordinarypeopleThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersTheprocessesandandproceduresthroughwhichthingsgetdonefromday-to-dayTheorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetition7S103CompetitivepositionLowMediumHighProduct/marketattractivenessLowMediumHighBUSSPORTFOLIO104ChangevisionChiefExecutiveLeadershipgroupsDownthelineExternalconstitutionCommitmentConvictionCourageCapabilityIndividualactivityEnablingdevicesCHANGEBOARD105

DeltaP

VisionandLeadershipOrganizationalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblemSolvingProcessClientmanagers(particularlymiddlemanagement)have

skilltoleadprogram

implementationChangeinactualbehaviorActionplanssufficienttoachievegoalsAgreementonobjectivesbylinemanagementManagementofhigh-

involvementprocessImplementationor

nearimplementation

ofrequiredstructure

andsystemsFlowof2-waycommunicationsPeople’sunderstanding,beliefandcontributiontoactonvisionandactionplansAccuratemeasurement

ofactionandresultsClearaccountabilitiesEarlywinsVisibledemonstration

ofnewvisionand

valuesbyclient

leadershipDELTAP106NaturalownerRelativeabilitytoextractvalueLowMediumValue-creationpotentialinbusinessunitHighCorporate

centerskills

Business

unitlinkages

Taxation/

valuation

differencesIndustryattractivenessCompetitivepositionRestructuring/rationalizationopportunities“Oneofthepack”RetainandgivetoppriorityRetainandgivepriorityRetainandmanageforcodeorliquidateProbably

divestDivestDivestorliquidateMACS107BusinessStrategyManufacturingStrategyConfigurationSystemsResearchFocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURINGSTRATEGY108Restructuringframework15432PENTAGON109BenefitPriceCompetitive

disadvantageCompetitive

advantagePRICEBENEFIT110AppraiseperformanceandprospectsDevelopstrategyRedesignpivotaljobsDesigntheskillbuildingprocessAssesschangereadinessTopdownactionprogramsBottomupactionprograms12456783SMILECHART111RealPerceivedClient’srelativeabilitytoextractvalueCorporatecenterskillsLinkagesbetweenbusinessunitsFinancialownershipfitIndustryrestructureInternalcontrollerSharedresourcesTransferofcapabilityVerticalintegrationDifferencesintaxpositionExistenceofnon-casesobjectivesInefficienciesinfinancialmarketsDifferenceinvaluationtechniqueVALUESOURCES1123.Createandpursueauniqueadvantage2.Resegmentthemarkettocreateaniche4.Exploituniqueadvantageindustrywide

1.DomoreandbetterofthesameWhentocompeteSTRATGAMEBOARD113Stage1Stage2Stage3Stage4Valuesystem

Strategicmanage-mentExternallyorientatedplanningForecastbasedplanningBudgetplanningMeetbudgetandschedulePredictthefutureThinkstrategicallyCreatethefutureSTRATMANAGE114SellingmarginContributionSalesSellingrateSalesAvailablesellingtimeEffectivenessContributionAvailablesellingtimeProductivity

ContributionTotalsellingcostsEfficiencyAvailablesellingtimeTotalsellingcostsUtilizationAvailablesellingtimeTotalsalestime

SupportintensitySupportcostsTotalsellingcostsSupportleverageTotalsalestimeSupportcostsTREEPRODUCTIVITY115MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprovecorebusinessperformanceGrowthroughacquisitionand/ormergerAdoptsoundfinancingapproachVALUECREATION116GANTT10<##><##><##><##><##><##><##><##><##><##><##>HeaderText117GANTT15HeaderText################################118TextTextTextTextLEFTTORIGHT119TextTextTextTextTextProcessobjectivesTextSub-objectivesSTUDYOBJECTIVE120TextTextTextTextTextTextTextTOPDOWN121TextTextSCALE122TextTextSCALES123TextTextTextTextTextTextTextTextTextText2X2CUBED124TextTextTextTextTextTextTextTextTextTextTextText2X2EXTENDED125TextTextTextTextTextText2X2TOWER126TextTextTextTextTextTextTextTextTextText2X2127TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3EXTENDED128TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3129TextTextPASSTHROUGH130TextTextDIFFRACTION131TextTextTextFLOWDOWN132TextTextTextText4BOX3D133TextBOUNCE134TextTextCUBEWITHCIRCLES135TextTextSEASAW136PlanImplementSupportLINKS3137TextTextWAYTHRU138TextTextTextTextTextTextTextTextTextDECISIONS139TextTextTextLOOPS140TextTextTextROLLERS141TextTextTextLEVEL03142TextTextTextTextLEVEL04143TextTextTextTextTextTextTextTextTextLEVEL09144TextTextTextTextTextTextTextTextTextTextLEVEL10145TextTextLEVELINVERTED02146TextTextTextLEVELINVERTED03147TextTextTextTextLEVELINVERTED04148TextTextTextTextTextTextTextTextTextLEVELINVERTED09149TextTextTextTextTextTextTextTextTextTextLEVELINVERTED10150TextText2AROUND151TextTextTextTextText4IN1SQUARE152TextTextTextText4IN1TRI153TextTextTextTextTextTextSIZESIN154TextTextCROSSSECTION155TextTextTextTextTextTextTextHONEYCOMB156TextTextTextTextTextTextTextTextTextTextJOINT157TextTextTextPYRAMID158TextTextTextTextSPOTLIGHT159TextTextVENN2160TextTextTextVENN3161STICKERILLUSTRATIVECONFIDENTIALESTIMATEEXAMPLEFORDISCUSSIONONLYFORDISCUSSIONPRELIMINARYDRAFT1620000P1EYYMMDD.CHARGEXXXPRSTICKEROTHERCONFIDENTIALDISCUSSIONDRAFTDISGUISEDCLIENTEXAMPLEPRELIMINARYDRAFTPRELIMINARYESTIMATEDISCUSSIONDRAFTDISGUISEDDRAFTFORDISCUSSIONSAMPLEBACKUPHYPOTHESISSTRAWMANTOBECOMPLETEDPROPOSEDREVISEDROUGHESTIMATECONCEPTUAL1630000P1EYYMMDD.CHARGEXXXPRLEGENDSLegendLegendLegend1640000P1EYYMMDD.CHARGEXXXPRMcKINSEYLOGO1650000P1EYYMMDD.CHARGEXXXPRMOONSVeryattractiveAverageVeryunattractiveVeryattractiveAverageVeryunattractive1660000P1EYYMMDD.CHARGEXXXPRARROWS1670000P1EYYMMDD.CHARGEXXXPRMISCü?–1680000P1EYYMMDD.CHARGEXXXPRDISCLAIMERSCLIENTThisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.1690000P1EYYMMDD.CHARGEXXXPRDISCLAIMERSINTERNALThisreportcontainsinformationthatisconfidentialandproprietarytoMcKinsey&CompanyandissolelyfortheuseofMcKinsey&Companypersonnel.Nopartofitmaybeused,circulated,quoted,orreproducedfordistributionoutsideMcKinsey&Company.Ifyouarenottheintendedrecipientofthisreport,youareherebynotifiedthattheuse,circulation,quoting,orreproducingofthisreportisstrictlyprohibitedandmaybeunlawful.1700000P1EYYMMDD.CHARGEXXXPRDISCLAIMERSPRESENTATIONThisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKinsey&Companyduringanoralpresentation;itisnotacompleterecordofthediscussion.1710000P1EYYMMDD.CHARGEXXXPRWORLDMAP1720000P1EYYM