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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。,Document,Date,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,HighLow,LegendLegendLegend,Text,Text,TextTextText,Title,x,+,x,+,Text,Text,Text,2,GBUTtem,*Unit of measure例子HighLeg,EXHIBIT TITLE,*资料来源：,3,GBUTtem,EXHIBIT TITLE*3GBUTtem,*资料来源：,Unit
2、of measure,4,GBUTtem,*Unit of measure4GBUTtem,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,2X2 CUBED,*资料来源：,Unit of measure,5,TextTextTextTextTextTextTextTe,2X2 TOWER,*资料来源：,Unit of measure,6,2X2 TOWER*Unit of measure6,Place,Price,Product,Package,Positioning promotion,Product offering,5Ps MARKE
3、TING,*资料来源：,Unit of measure,7,PlacePriceProductPackagePositi,Strategy,Skills,Systems,Staff,Shared values,Structure,Style,7S,*资料来源：,Unit of measure,8,StrategySkillsSystemsStaffShar,ARROW 3D,*资料来源：,Unit of measure,9,GBUTtem,ARROW 3D*Unit of measure9GBU,CUBES1 3D,*资料来源：,Unit of measure,10,GBUTtem,CUBES
4、1 3D*Unit of measure10G,CUBES2 3D,*资料来源：,Unit of measure,11,GBUTtem,CUBES2 3D*Unit of measure11G,*FootnoteSource:,CUBES3 3D,*资料来源：,Unit of measure,12,GBUTtem,*FootnoteCUBES3 3D*Unit of,Text,Text,Text,Text,CUTOUT 3D,*资料来源：,Unit of measure,13,TextTextTextTextCUTOUT 3D*Un,New entrant,Suppliers,Industry
5、competitors,Buyers,Substitutes,FORCES AT WORK,*资料来源：,Unit of measure,14,New entrantSuppliersIndustryc,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,JOINT,*资料来源：,Unit of measure,15,TextTextTextTextTextTextTextTe,Text,Text,Text,Text,LEVEL SEPARATE 4,*资料来源：,Unit of measure,16,TextTextTextTextLEVEL
6、SEPARATE,Text,Text,Text,LINEAR A 3D,*资料来源：,Unit of measure,17,TextTextTextLINEAR A 3D*Unit,Text,Text,Text,Text,LINEAR B 3D,*资料来源：,Unit of measure,18,TextTextTextTextLINEAR B 3D*,Text,Text,Text,LINEAR C 3D,*资料来源：,Unit of measure,19,TextTextTextLINEAR C 3D*Unit,Text,Text,Text,LINEAR D 3D,*资料来源：,Unit o
7、f measure,20,TextTextTextLINEAR D 3D*Unit,Text,Text,Text,Text,LINEAR E 3D,*资料来源：,Unit of measure,21,TextTextTextTextLINEAR E 3D*,Text,Text,Text,LINEAR G 3D,*资料来源：,Unit of measure,22,TextTextTextLINEAR G 3D*Unit,Text,Text,LINEAR I 3D,*资料来源：,Unit of measure,23,TextTextLINEAR I 3D*Unit of,Text,Text,Tex
8、t,Text,LINEAR J 3D,*资料来源：,Unit of measure,24,TextTextTextTextLINEAR J 3D*,Text,Text,Text,Text,LINEAR N 3D,*资料来源：,Unit of measure,25,TextTextTextTextLINEAR N 3D*,Text,Text,Text,LINEAR P 3D,*资料来源：,Unit of measure,26,TextTextTextLINEAR P 3D*Unit,Text,Text,LINEAR Q 3D,*资料来源：,Unit of measure,27,TextTextL
9、INEAR Q 3D*Unit of,Text,Text,LINEAR Q 3D,*资料来源：,Unit of measure,28,TextTextLINEAR Q 3D*Unit of,Plan,Implement,Support,LINKS 3,*资料来源：,Unit of measure,29,PlanImplementSupportLINKS 3*,PERSPECTIVE 3D,*资料来源：,Unit of measure,30,GBUTtem,PERSPECTIVE 3D*Unit of measu,Text,Text,Text,PROPELLER 3D,*资料来源：,Unit o
10、f measure,31,TextTextTextPROPELLER 3D*Uni,RINGS 3D,*资料来源：,Unit of measure,32,GBUTtem,RINGS 3D*Unit of measure32GB,Text,Text,SCALE,*资料来源：,Unit of measure,33,TextTextSCALE*Unit of measur,Text,Text,SCALES,*资料来源：,Unit of measure,34,TextTextSCALES*Unit of measu,Text,Text,Text,Text,Text,Text,SIZES IN,*资料来
11、源：,Unit of measure,35,TextTextTextTextTextTextSIZES,SPIRAL1 3D,*资料来源：,Unit of measure,36,SPIRAL1 3D*Unit of measure36,Spiral,Brakes,Tube in tube,SPIRAL2 3D,*资料来源：,Unit of measure,37,GBUTtem,SpiralBrakesTube in tubeSPIRAL,Text,Text,Text,Text,SPOTLIGHT,*资料来源：,Unit of measure,38,TextTextTextTextSPOTLIG
12、HT*Un,Text,Text,Text,Text,Text,Text,STAIRCASE,*资料来源：,Unit of measure,39,GBUTtem,TextTextTextTextTextTextSTAIRC,Stars 3D,*资料来源：,Unit of measure,40,GBUTtem,Stars 3D*Unit of measure40GB,Text,Text,WIRE CUBES,*资料来源：,Unit of measure,41,TextTextWIRE CUBES*Unit of m,Text,Text,Text,Text,Text,Text,Text,ARROWS
13、,*资料来源：,Unit of measure,42,TextTextTextTextTextTextTextAR,Text,LEVEL 1,*资料来源：,Unit of measure,43,TextLEVEL 1*Unit of measure4,Text,Text,LEVEL 2,*资料来源：,Unit of measure,44,TextTextLEVEL 2*Unit of meas,Text,Text,Text,LEVEL 3,*资料来源：,Unit of measure,45,TextTextTextLEVEL 3*Unit of,Text,Text,Text,Text,LEVE
14、L 4,*资料来源：,Unit of measure,46,TextTextTextTextLEVEL 4*Unit,Text,Text,Text,Text,Text,LEVEL 5,*资料来源：,Unit of measure,47,TextTextTextTextTextLEVEL 5*,Text,Text,Text,Text,Text,Text,LEVEL 6,*资料来源：,Unit of measure,48,TextTextTextTextTextTextLEVEL,Text,Text,FLOW 2,*资料来源：,Unit of measure,49,TextHeaderHeader
15、TextFLOW 2*U,Text,Text,Text,FLOW 2 TITLE,*资料来源：,Unit of measure,50,TextTextHeaderHeaderTextFLOW 2,Text,Text,Text,FLOW 3,*资料来源：,Unit of measure,51,TextHeaderHeaderTextHeaderText,Text,Text,Text,Text,FLOW 3 TITLE,*资料来源：,Unit of measure,52,TextTextHeaderHeaderTextHeader,Text,Text,Text,Text,FLOW 4,*资料来源：
16、,Unit of measure,53,TextHeaderHeaderTextHeaderHead,Text,Text,Text,Text,Text,FLOW 4 TITLE,*资料来源：,Unit of measure,54,TextTextHeaderHeaderTextHeader,Text,Text,Text,Text,Text,FLOW 5,*资料来源：,Unit of measure,55,TextHeaderHeaderTextHeaderHead,Text,Text,Text,Text,Text,Text,FLOW 5 TITLE,*资料来源：,Unit of measure
17、,56,TextTextHeaderHeaderTextHeader,Text,Text,Text,Text,Text,Text,FLOW 6,*资料来源：,Unit of measure,57,TextTextHeaderHeaderHeaderHead,Text,Text,Text,Text,Text,Text,Text,FLOW 6 TITLE,*资料来源：,Unit of measure,58,TextTextTextHeaderHeaderHeader,Text,Text,Text,Text,BLADES,*资料来源：,Unit of measure,59,TextTextTextT
18、extBLADES*Unit,Text,Text,Text,Text,BOX,*资料来源：,Unit of measure,60,TextTextTextTextBOX*Unit of,Text,Text,Text,Text,BOX,*资料来源：,Unit of measure,61,TextTextTextTextBOX*Unit of,Text,Text,Text,CYCLE 1,*资料来源：,Unit of measure,62,TextTextTextCYCLE 1*Unit of,Text,Text,CYCLE 2,*资料来源：,Unit of measure,63,TextText
19、CYCLE 2*Unit of meas,Text,Text,Text,CYCLE 3,*资料来源：,Unit of measure,64,TextTextTextCYCLE 3*Unit of,Text,Text,Text,Text,CYCLE 4,*资料来源：,Unit of measure,65,TextTextTextTextCYCLE 4*Unit,Text,Text,Text,Text,Text,CYCLE 5,*资料来源：,Unit of measure,66,TextTextTextTextTextCYCLE 5*,Text,Text,Text,Text,Text,Text,C
20、YCLE 6,*资料来源：,Unit of measure,67,TextTextTextTextTextTextCYCLE,Text,Text,Text,Text,Text,Text,Text,CYCLE 7,*资料来源：,Unit of measure,68,TextTextTextTextTextTextTextCY,Text,Text,Text,Text,Text,Text,Text,Text,CYCLE 8,*资料来源：,Unit of measure,69,TextTextTextTextTextTextTextTe,Text,Text,Text,Text,Text,Text,IN
21、COMING,*资料来源：,Unit of measure,70,TextTextTextTextTextTextINCOMI,Text,Text,Text,Text,Text,RIBBON,*资料来源：,Unit of measure,71,TextTextTextTextTextRIBBON*U,Text,Text,Text,Text,Text,RING,*资料来源：,Unit of measure,72,TextTextTextTextTextRING*Uni,Text,Text,UPON 2,*资料来源：,Unit of measure,73,TextTextUPON 2*Unit o
22、f measu,Text,Text,Text,Text,Text,Text,Text,Text,CONTINUOUS,*资料来源：,Unit of measure,74,TextTextTextTextTextTextTextTe,Text,Text,Text,Text,CUTOUT,*资料来源：,Unit of measure,75,TextTextTextTextCUTOUT*Unit,Text,Text,Text,LINEAR A,*资料来源：,Unit of measure,76,TextTextTextLINEAR A*Unit of,Text,Text,Text,Text,LINE
23、AR B,*资料来源：,Unit of measure,77,TextTextTextTextLINEAR B*Uni,Text,Text,Text,LINEAR C,*资料来源：,Unit of measure,78,TextTextTextLINEAR C*Unit of,Text,Text,Text,LINEAR D,*资料来源：,Unit of measure,79,TextTextTextLINEAR D*Unit of,Text,Text,Text,Text,LINEAR E,*资料来源：,Unit of measure,80,TextTextTextTextLINEAR E*Un
24、i,Text,Text,Text,LINEAR F,*资料来源：,Unit of measure,81,TextTextTextLINEAR F*Unit of,Text,Text,Text,LINEAR G,*资料来源：,Unit of measure,82,TextTextTextLINEAR G*Unit of,Text,Text,Text,Text,LINEAR H,*资料来源：,Unit of measure,83,TextTextTextTextLINEAR H*Uni,Text,Text,LINEAR I,*资料来源：,Unit of measure,84,TextTextLIN
25、EAR I*Unit of mea,Text,Text,Text,Text,LINEAR J,*资料来源：,Unit of measure,85,TextTextTextTextLINEAR J*Uni,Text,Text,Text,Text,Text,Text,LINEAR K,*资料来源：,Unit of measure,86,TextTextTextTextTextTextLINEAR,Text,Text,Text,Text,LINEAR N,*资料来源：,Unit of measure,87,TextTextTextTextLINEAR N*Uni,Text,Text,Text,LIN
26、EAR P,*资料来源：,Unit of measure,88,TextTextTextLINEAR P*Unit of,Text,Text,LINEAR Q,*资料来源：,Unit of measure,89,TextTextLINEAR Q*Unit of mea,Text,Text,Text,PROPELLER,*资料来源：,Unit of measure,90,TextTextTextPROPELLER*Unit o,Text,Text,Text,Text,Text,STEP 5,*资料来源：,Unit of measure,91,TextTextTextTextTextSTEP 5*
27、U,Text,Text,Text,Text,2 ON 1,*资料来源：,Unit of measure,92,TextTextTextText2 ON 1*Unit,Text,Text,Text,Text,Text,Text,AGAINST,*资料来源：,Unit of measure,93,TextTextTextTextTextTextAGAINS,Text,Text,Text,Text,Text,AT WORK,*资料来源：,Unit of measure,94,TextTextTextTextTextAT WORK*,Text,Text,COUPLED HORIZ,*资料来源：,Uni
28、t of measure,95,TextTextCOUPLED HORIZ*Unit o,Text,Text,COUPLED VERT,*资料来源：,Unit of measure,96,TextTextCOUPLED VERT*Unit of,Text,Text,Text,Text,FOCUSED,*资料来源：,Unit of measure,97,TextTextTextTextFOCUSED*Unit,New entrant,Suppliers,Industry competitors,Buyers,Substitutes,FORCES AT WORK,*资料来源：,Unit of me
29、asure,98,New entrantSuppliersIndustry B,Text,Text,Text,PARALLEL,*资料来源：,Unit of measure,99,TextTextTextPARALLEL*Unit of,Text,Text,Text,Text,SPLIT,*资料来源：,Unit of measure,100,TextTextTextTextSPLIT*Unit o,Text,SURROUND,*资料来源：,Unit of measure,101,TextSURROUND*Unit of measure,Text,Text,TWISTED,*资料来源：,Unit
30、 of measure,102,TextTextTWISTED*Unit of meas,Text,Text,UP & AWAY,*资料来源：,Unit of measure,103,TextTextUP & AWAY*Unit of me,Text,Text,UP & DOWN,*资料来源：,Unit of measure,104,TextTextUP & DOWN*Unit of me,Customer,Clients,Distributors,Competitors,Suppliers,3Cs TRIANGLE,*资料来源：,Unit of measure,105,CustomerCli
31、entsDistributorsCom,Skills,Sharedvalues,Strategy,Staff,Structure,Systems,Style,A 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
32、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-day,Those ideas of what is rightand desirabl
33、e (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 people,3S-4S,*资料来源：,Unit of measure,106,SkillsShare
34、dStrategyStaffStruc,The way managerscollectively behave with respect to useof time, attention,and symbolic actions,The people in the organization, consideredin terms of corporate demographics, not individual personalities,The organization chart and accompanying baggage that show who reports to whom
35、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 act
36、ions aimedat gaining asustainableadvantage over competition,Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals. Some companies perform extraordinaryfeats withordinary people,Staff,Systems,Style,SharedValues,Structure,Skills,Strategy,2S-5S,*资料来源：,Unit of measure,107,The
37、 way managersThe people in,Competitive position,Low,Medium,High,Product/market attractiveness,Low,Medium,High,BUSS PORTFOLIO,*资料来源：,Unit of measure,108,Competitive positionLowMediumH,Change vision,Chief Executive,Leadership groups,Down the line,External constitution,CHANGE BOARD,*资料来源：,Unit of measu
38、re,109,Change visionChief ExecutiveLe,Delta P,Vision andLeadership,OrganizationalInfrastructure,PerformanceMeasurement,PeopleDevelopment,Communications,Problem SolvingProcess,Client managers (particularly middle management) haveskill to lead programimplementationChange in actual behavior,Action plan
39、s sufficient to achieve goalsAgreement on objectives by line managementManagement of high-involvement process,Implementation ornear implementationof required structureand systems,Flow of 2-way communicationsPeoples understanding, belief and contribution to act on vision and action plans,Accurate mea
40、surementof action and resultsClear accountabilitiesEarly wins,Visible demonstrationof new vision andvalues by clientleadership,DELTA P,*资料来源：,Unit of measure,110,Delta P Vision andOrganizatio,Natural owner,Relative ability to extract value,Low,Medium,Value-creation potential in business unit,High,Co
41、rporatecenter skillsBusiness unit linkagesTaxation/valuationdifferences,Industry attractivenessCompetitive positionRestructuring/rationalization opportunities,“One of the pack”,Retain andgive toppriority,Retain andgive priority,Retain andmanage forcode orliquidate,Probablydivest,Divest,Divest orliqu
42、idate,MACS,*资料来源：,Unit of measure,111,Natural owner Relative ability,Business Strategy,Manufacturing Strategy,Configuration,Systems,ResearchFocus,LaborPolicy,ProductDesign,Makevs.Buy,Organization,ProcessDesign,MANUFACTURING STRATEGY,*资料来源：,Unit of measure,112,Business StrategyManufacturing,Restructu
43、ring framework,1,5,4,3,2,PENTAGON,*资料来源：,Unit of measure,113,Restructuring framework 1 5 4,Benefit,Price,Competitivedisadvantage,Competitiveadvantage,PRICE BENEFIT,*资料来源：,Unit of measure,114,Benefit Price Competitivedisa,Appraise performanceand prospects,Developstrategy,Redesignpivotal jobs,Design t
44、he 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 measure,115,Appraise performanceDevelopRed,3.,Create andpursue a uniqueadvantage,2.,Resegment the market to create a niche,4.,Exploit uniqueadvantageindustrywi
45、de,1.,Do more andbetter of thesame,When tocompete,STRAT GAMEBOARD,*资料来源：,Unit of measure,116,3.Create and2.Resegment the ma,Stage 1,Stage 2,Stage 3,Stage 4,Value system,Strategic manage-ment,Externally orientated planning,Forecast based planning,Budget planning,Meet budget and schedule,Predict the f
46、uture,Think strategically,Create the future,STRAT MANAGE,*资料来源：,Unit of measure,117,Stage 1 Stage 2 Stage 3 Stage,Selling margin ContributionSales,Selling rateSalesAvailable selling time,EffectivenessContribution Available selling time,Productivity ContributionTotal selling costs,EfficiencyAvailable
47、 selling timeTotal selling costs,UtilizationAvailable selling timeTotal sales time,Support intensitySupport costsTotal selling costs,Support leverageTotal sales timeSupport costs,TREE PRODUCTIVITY,*资料来源：,Unit of measure,118,Selling margin Selling rateEff,Maximizeshareholdervalue,Growthroughculturali
48、nitiative,Redeployassets,Improve corebusinessperformance,Grow throughacquisitionand/or merger,Adopt soundfinancingapproach,VALUE CREATION,*资料来源：,Unit of measure,119,MaximizeGrowRedeployImprove co,Real,Perceived,Clients relative ability to extract value,Corporate center skills,Linkages between busine
49、ss units,Financial ownership fit,Industry restructure,Internal controller,Shared resources,Transfer of capability,Vertical integration,Differences in tax position,Existence of non-cases objectives,Inefficiencies in financial markets,Difference in valuation technique,VALUE SOURCES,*资料来源：,Unit of meas
50、ure,120,Real Perceived Clients relati,Header,Text,GANTT10,*资料来源：,Unit of measure,121,#,Header,Text,#,#,#,#,#,#,#,#,#,#,#,#,#,#,#,#,GANTT15,*资料来源：,Unit of measure,122,HeaderText#,Text,Text,Text,Text,LEFT TO RIGHT,*资料来源：,Unit of measure,123,TextTextTextTextLEFT TO RIGHT,Text,Text,Text,Text,Text,Proces
