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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,*资料来源：,Unit of measure,HighLow,LegendLegendLegend,Text,Text,TextTextText,Title,x,+,x,+,Text,Text,Text,EXHIBIT TITLE,*资料来源：,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,2X2 CUBED,*资料来源：,Unit of measure,2X2 TOWER
2、,*资料来源：,Unit of measure,Place,Price,Product,Package,Positioning promotion,Product offering,5Ps MARKETING,*资料来源：,Unit of measure,Strategy,Skills,Systems,Staff,Shared values,Structure,Style,7S,*资料来源：,Unit of measure,ARROW 3D,*资料来源：,Unit of measure,CUBES1 3D,*资料来源：,Unit of measure,CUBES2 3D,*资料来源：,Unit
3、 of measure,*FootnoteSource:,CUBES3 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,CUTOUT 3D,*资料来源：,Unit of measure,New entrant,Suppliers,Industrycompetitors,Buyers,Substitutes,FORCES AT WORK,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,JOINT,*资料来源：,Unit of measure,Text,Te
4、xt,Text,Text,LEVEL SEPARATE 4,*资料来源：,Unit of measure,Text,Text,Text,LINEAR A 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR B 3D,*资料来源：,Unit of measure,Text,Text,Text,LINEAR C 3D,*资料来源：,Unit of measure,Text,Text,Text,LINEAR D 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR E 3D,*资料来源：,Uni
5、t of measure,Text,Text,Text,LINEAR G 3D,*资料来源：,Unit of measure,Text,Text,LINEAR I 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR J 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR N 3D,*资料来源：,Unit of measure,Text,Text,Text,LINEAR P 3D,*资料来源：,Unit of measure,Text,Text,LINEAR Q 3D,*资料来源：,Uni
6、t of measure,Text,Text,LINEAR Q 3D,*资料来源：,Unit of measure,Plan,Implement,Support,LINKS 3,*资料来源：,Unit of measure,PERSPECTIVE 3D,*资料来源：,Unit of measure,Text,Text,Text,PROPELLER 3D,*资料来源：,Unit of measure,RINGS 3D,*资料来源：,Unit of measure,Text,Text,SCALE,*资料来源：,Unit of measure,Text,Text,SCALES,*资料来源：,Unit
7、 of measure,Text,Text,Text,Text,Text,Text,SIZES IN,*资料来源：,Unit of measure,SPIRAL1 3D,*资料来源：,Unit of measure,Spiral,Brakes,Tube in tube,SPIRAL2 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,SPOTLIGHT,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,STAIRCASE,*资料来源：,Unit of measure,Stars 3D,*资料来源：
8、,Unit of measure,Text,Text,WIRE CUBES,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,ARROWS,*资料来源：,Unit of measure,Text,LEVEL 1,*资料来源：,Unit of measure,Text,Text,LEVEL 2,*资料来源：,Unit of measure,Text,Text,Text,LEVEL 3,*资料来源：,Unit of measure,Text,Text,Text,Text,LEVEL 4,*资料来源：,Unit of measure,
9、Text,Text,Text,Text,Text,LEVEL 5,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,LEVEL 6,*资料来源：,Unit of measure,Text,Text,FLOW 2,*资料来源：,Unit of measure,Text,Text,Text,FLOW 2 TITLE,*资料来源：,Unit of measure,Text,Text,Text,FLOW 3,*资料来源：,Unit of measure,Text,Text,Text,Text,FLOW 3 TITLE,*资料来源：,Unit of
10、 measure,Text,Text,Text,Text,FLOW 4,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,FLOW 4 TITLE,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,FLOW 5,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,FLOW 5 TITLE,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,FLOW 6,*资料来源：,Unit of measure
11、,Text,Text,Text,Text,Text,Text,Text,FLOW 6 TITLE,*资料来源：,Unit of measure,Text,Text,Text,Text,BLADES,*资料来源：,Unit of measure,Text,Text,Text,Text,BOX,*资料来源：,Unit of measure,Text,Text,Text,Text,BOX,*资料来源：,Unit of measure,Text,Text,Text,CYCLE 1,*资料来源：,Unit of measure,Text,Text,CYCLE 2,*资料来源：,Unit of measu
12、re,Text,Text,Text,CYCLE 3,*资料来源：,Unit of measure,Text,Text,Text,Text,CYCLE 4,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,CYCLE 5,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,CYCLE 6,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,CYCLE 7,*资料来源：,Unit of measure,Text,Text,Text,Te
13、xt,Text,Text,Text,Text,CYCLE 8,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,INCOMING,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,RIBBON,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,RING,*资料来源：,Unit of measure,Text,Text,UPON 2,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,T
14、ext,CONTINUOUS,*资料来源：,Unit of measure,Text,Text,Text,Text,CUTOUT,*资料来源：,Unit of measure,Text,Text,Text,LINEAR A,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR B,*资料来源：,Unit of measure,Text,Text,Text,LINEAR C,*资料来源：,Unit of measure,Text,Text,Text,LINEAR D,*资料来源：,Unit of measure,Text,Text,Text,Text
15、,LINEAR E,*资料来源：,Unit of measure,Text,Text,Text,LINEAR F,*资料来源：,Unit of measure,Text,Text,Text,LINEAR G,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR H,*资料来源：,Unit of measure,Text,Text,LINEAR I,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR J,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Te
16、xt,LINEAR K,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR N,*资料来源：,Unit of measure,Text,Text,Text,LINEAR P,*资料来源：,Unit of measure,Text,Text,LINEAR Q,*资料来源：,Unit of measure,Text,Text,Text,PROPELLER,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,STEP 5,*资料来源：,Unit of measure,Text,Text,Text,Text,2
17、 ON 1,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,AGAINST,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,AT WORK,*资料来源：,Unit of measure,Text,Text,COUPLED HORIZ,*资料来源：,Unit of measure,Text,Text,COUPLED VERT,*资料来源：,Unit of measure,Text,Text,Text,Text,FOCUSED,*资料来源：,Unit of measure,New entran
18、t,Suppliers,Industry competitors,Buyers,Substitutes,FORCES AT WORK,*资料来源：,Unit of measure,Text,Text,Text,PARALLEL,*资料来源：,Unit of measure,Text,Text,Text,Text,SPLIT,*资料来源：,Unit of measure,Text,SURROUND,*资料来源：,Unit of measure,Text,Text,TWISTED,*资料来源：,Unit of measure,Text,Text,UP&AWAY,*资料来源：,Unit of mea
19、sure,Text,Text,UP&DOWN,*资料来源：,Unit of measure,Customer,Clients,Distributors,Competitors,Suppliers,3Cs TRIANGLE,*资料来源：,Unit of measure,Skills,Sharedvalues,Strategy,Staff,Structure,Systems,Style,A coherent set ofactions aimed at gaining a sustainable advantageover competition,The organization chart an
20、daccompanying 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,T
21、he processes and proceduresthrough which things get donefrom day-to-day,Those 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 individ
22、uals.Some companiesperform extraordinaryfeats with ordinary people,3S-4S,*资料来源：,Unit of measure,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 o
23、rganization 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 proce
24、dures 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 people,Staff,Systems,Style,Share
25、dValues,Structure,Skills,Strategy,2S-5S,*资料来源：,Unit of measure,Competitive position,Low,Medium,High,Product/market attractiveness,Low,Medium,High,BUSS PORTFOLIO,*资料来源：,Unit of measure,Change vision,Chief Executive,Leadership groups,Down the line,External constitution,CHANGE BOARD,*资料来源：,Unit of meas
26、ure,Delta P,Vision andLeadership,OrganizationalInfrastructure,PerformanceMeasurement,PeopleDevelopment,Communications,Problem SolvingProcess,Client managers(particularly middle management)haveskill to lead programimplementationChange in actual behavior,Action plans sufficient to achieve goalsAgreeme
27、nt 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 measurementof action and resultsClear ac
28、countabilitiesEarly wins,Visible demonstrationof new vision andvalues by clientleadership,DELTA P,*资料来源：,Unit of measure,Natural owner,Relative ability to extract value,Low,Medium,Value-creation potential in business unit,High,Corporatecenter skillsBusiness unit linkagesTaxation/valuationdifferences
29、,Industry attractivenessCompetitive positionRestructuring/rationalization opportunities,“One of the pack”,Retain andgive toppriority,Retain andgive priority,Retain andmanage forcode orliquidate,Probablydivest,Divest,Divest orliquidate,MACS,*资料来源：,Unit of measure,Business Strategy,Manufacturing Strat
30、egy,Configuration,Systems,ResearchFocus,LaborPolicy,ProductDesign,Makevs.Buy,Organization,ProcessDesign,MANUFACTURING STRATEGY,*资料来源：,Unit of measure,Restructuring framework,1,5,4,3,2,PENTAGON,*资料来源：,Unit of measure,Benefit,Price,Competitivedisadvantage,Competitiveadvantage,PRICE BENEFIT,*资料来源：,Unit
31、 of measure,Appraise 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 measure,3.,Create andpursue a uniqueadvantage,2.,Resegment the marke
32、t to create a niche,4.,Exploit uniqueadvantageindustrywide,1.,Do more andbetter of thesame,When tocompete,STRAT GAMEBOARD,*资料来源：,Unit of measure,Stage 1,Stage 2,Stage 3,Stage 4,Value system,Strategic manage-ment,Externally orientated planning,Forecast based planning,Budget planning,Meet budget and s
33、chedule,Predict the future,Think strategically,Create the future,STRAT MANAGE,*资料来源：,Unit of measure,Selling margin ContributionSales,Selling rateSalesAvailable selling time,EffectivenessContribution Available selling time,Productivity ContributionTotal selling costs,EfficiencyAvailable selling time
34、Total 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,Maximizeshareholdervalue,Growthroughculturalinitiative,Redeployassets,Improve corebusinessper
35、formance,Grow throughacquisitionand/or merger,Adopt soundfinancingapproach,VALUE CREATION,*资料来源：,Unit of measure,Real,Perceived,Clients relative ability to extract value,Corporate center skills,Linkages between business units,Financial ownership fit,Industry restructure,Internal controller,Shared re
36、sources,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 measure,Header,Text,GANTT10,*资料来源：,Unit of measure,Header,Text,#,#,#,#,#,#,#,#,#,#,#,#,
37、#,#,#,#,GANTT15,*资料来源：,Unit of measure,Text,Text,Text,Text,LEFT TO RIGHT,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Process objectives,Text,Sub-objectives,STUDY OBJECTIVE,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,TOP DOWN,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text
38、,Text,Text,Text,2X2,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,2X2 CUBED,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,2X2 EXTENDED,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,2X2 TOWER,*资料来源：,Unit of measure,Text,Text,Text,
39、Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,3X3,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,3X3 EXTENDED,*资料来源：,Unit of measure,Text,Text,DIFFRACTION,*资料来源：,Unit of measure,Text,Text,Text,FLOW DO
40、WN,*资料来源：,Unit of measure,Text,Text,PASS THROUGH,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,AREA,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,BAR,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,Label 1,Label 2,Label 3,Label 4,Label 5,TitleUnit of measure,TitleUni
41、t of measure,BAR 2,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,BAR BUTTED,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,000,000,000,000,000,Series,Series,Series,BAR STACKED,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,000,000,000,000,000,100%=,Se
42、ries,Series,Series,BAR STACKED 100%,*资料来源：,Unit of measure,TitleUnit of measure,TitleUnit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,Label 6,BUBBLE,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,COLUMN,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,Label 1,Lab
43、el 2,Label 3,Label 4,Label 5,TitleUnit of measure,TitleUnit of measure,COLUMN 2,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,COLUMN BUTTED,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,Series,Series,Series,Series,000,000,000,000,000,COLUMN STACKED,*资料来源：,Unit of me
44、asure,Label 1,Label 2,Label 3,Label 4,Label 5,Series,Series,Series,Series,100%=,000,000,000,000,000,COLUMN STACKED 100%,*资料来源：,Unit of measure,TitleUnit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,TitleUnit of measure,100%=,000,Series,Series,Series,Series,Label 1,COMBO PIE SEGMENT COLUMN,*资料来
45、源：,Unit of measure,TitleUnit of measure,TitleUnit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,COST CURVE,*资料来源：,Unit of measure,ARROWS,*资料来源：,Unit of measure,This report is solely for the use of client personnel.No part of it may be circulated,quoted,or reproduced for distribution outside the
46、 client organization without prior written approval from McKinsey&Company.,DISCLAIMERS CLIENT,*资料来源：,Unit of measure,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,
47、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 measure,This repo
48、rt 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 it is not a complete record of the discussion.,DISCLAIMERS PRESENTATION,*资料来源：,Unit of measure,LEGENDS,*资料来源：,Unit of measure,McKINSEY LOGO,*资料来源：,Unit of measure,MISC,*资料来源：,Unit of measure,MOONS,*资料来源：,Unit of measure,ILLUSTRATIVE,ESTIMATE,STICKER,*资料来源：,Unit of measure,STICKER OTHER,*资料来源：,Unit of measure,WORLD MAP,*资料来源：,Unit of measure,
