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1、Strategy Practitioner Tools,Core Tools October 1999,0, 1998, PricewaterhouseCoopers L.L.P.,DRAFT: FOR DISCUSSION ONLY /Version: 660_w3/ppt/sf,Table of Contents,1 ANALYSIS PLAN 2 BREAKTHROUGH MODEL 3 COMPETITIVE BENCHMARKING 4 COMPETITIVE POSITIONING 5 CORE COMPETENCTY ANALYSIS 6 CUSTOMER SEGMENTATIO
2、N 7 EXPERIENCE CURVE 8 FINANCIAL MODELING 9 FIT VS. ATTRACTIVENESS MODEL 10 FIVE FORCES ANALYSIS 11 GANTT CHART 12 GAP ANALYSIS 13 GROWTH SHARE MATRIX 14 INDUSTRY VALUE CHAIN ANALYSIS 15 ISSUE TREE/ISSUE MAP,16 KEY PERFORMANCE INDICATORS 17 MARKET PROFITABILITY 18 PORTFOLIO ANALYSIS 19 REAL OPTIONS/
3、STRATEGIC OPTION 20 SCALE CURVE 21 SCENARIO ENVISIONING 22 SENSITIVITY ANALYSIS 23 SEVEN S FRAMEWORK 24 STAKEHOLDER ANALYSIS 25 SWOT 26 VALUE BASED MANAGEMENT 27 VALUE CHAIN ANALYSIS 28 VALUE TREE 29 VOICE OF THE CUSTOMER,Analysis Plan Summary,The analysis plan details a problem-solving process and
4、specific analysis which must be developed to assess a hypothesis. The analysis plan must be flexible and that the analyses to be conducted and the deliverables to be produced may change during the course of the project.,Analysis Plan,Approach,Analysis Plan,When To Apply,When it is necessary to lay o
5、ut problem-solving process in depth/detail and identify the analyses which need to be undertaken to validate the selected hypotheses,Define an issue on which a specific action depends and phrase it as a “yes” or no” question Establish a hypothesis: a statement of likely resolution of the issue inclu
6、ding the reasons for answering “yes” or “no” Develop an analysis statement that outlines the “models” that will be explored in order to prove or disprove the hypothesis Identify the likely location or means of obtaining data to accomplish the analysis Develop end products (presentations) to graphica
7、lly represent the output of the analysis,Citations - Client and Industry Experience,Analysis Plan,Compaq/Technology/Vasu Krishnamurthy Galileo/Travel/ Spencer Lin & Vasu Krishnamurthy Post Office Counters Ltd./Transportation Services/KIT database PwC MCS/Consulting/Vasu Krishnamurthy United Airlines
8、/Travel/Vasu Krishnamurthy,Robert M. Grant, “Contemporary Strategy Analysis”, 3rd Edition,Source List,Breakthrough Model Summary,The Breakthrough model focuses attention on most substantial opportunities for creating value for customers and shareholders.,Breakthrough Model,External,Internal,Industry
9、,Company,Trends in the,economic,environment in,which the markets,exist,Best practices,across this and,similar industries,Market/product,strategy and basis,for competition,Capabilities of the companys,people, processes,technology, systems and,structure,1,2,3,4,Market/Product,Repositioning,Industry,Tr
10、ansformation,Enterprise,Alignment,Best Practice,Performance,Approach,Breakthrough Model,When To Apply,Utilize the Breakthrough model to identify and categorize all opportunities to create substantial incremental shareholder value.,When creating a Breakthrough model, the following criteria should be
11、considered: Summarize all opportunities to improve business performance from other analyses Categorize them into four groups: Enterprise alignment Best practice performance Market/product repositioning Industry transformation Determine approximate economic value of each type of strategy,Citations -
12、Client and Industry Experience,Breakthrough Model,Non-PwC: Toyota: the lean production system Frito-Lay: end-to-end supply chain management and the use of advanced technology Intel: high velocity product development A: Internet based channels of distribution on behalf of shareholders.,Paul Elkin, “M
13、astering Business Planning and Strategy: The Power and Application of Strategic Thinking”,Source List,Competitive Benchmarking Summary,Competitive Benchmarking is used to identify and measure the factors that determine why a process has specific cost, quality or timing attributes and incorporate the
14、 best practices into an actionable change plan. It does so in part, by comparing a companys performance in key areas with respect to its competitors performance. Examples of presenting Competitive Benchmarking findings:,Competitive Benchmarking,Approach,Competitive Benchmarking,When To Apply,While n
15、ot a comprehensive comparison, Competitive Benchmarking illustrates the efficiency of specific processes in comparison to a companys competitors. Select companies to benchmark against carefully - remember that companies outside the clients industry may be the best candidates. Ensure that data collec
16、ted are comparable and the the right processes are benchmarked; those which have the biggest impact on customer service/satisfaction/value.,Examine the issues most important to the companys situation to determine whether roles, processes, or strategic issues should by benchmarked Identify key perfor
17、mance variables and determine which companies to use for comparison (both within companys industry and outside the industry) For process benchmarking, determine the metrics to be measured; these can be key performance indicators (KPIs), or other measurements Establish data collection methodology (in
18、dustry sources, on-line databases, on-site visits, phone interviews, survey questionnaires, competitors, etc.) Measure client company performance Measure performance of competitors and best practice leaders Illustrate the spectrum of performances on an appropriate graph Determine gaps and reasoning
19、Develop action plans/recommendation to address gaps Implement actions and monitor progress,Citations - Client and Industry Experience,Competitive Benchmarking,Ball Corporation/Packaging /Vasu Krishnamurthy & Mike Weiss Motorola/Technology/Vasu Krishnamurthy PwC MCS/Consulting/Vasu Krishnamurthy Unit
20、ed Airlines/Travel/Vasu Krishnamurthy,Paul Elkin, “Mastering Business Planning and Strategy: The Power and Application of Strategic Thinking” Liam Fahey, Robert M. Randall, “The Portable MBA in Strategy” Robert M. Grant, “Contemporary Strategy Analysis”, 3rd Edition Michael Gould, Andrew Campbell, M
21、arcus Alexander, “Corporate-Level Strategy: Creating Value in the Multibusiness Company”,Source List,Competitive Positioning Summary,Competitive Positioning analysis shows how a company is positioned in its industry relative to its competitors,Positioning Map Example: Entertainment,High,Low,Low,High
22、,Channel Strength,Content Strength Intellectual property strength Product strength,Competitive Positioning,Approach,Competitive Positioning,When To Apply,To show clients that you understand their market and position. Can also be used to develop strategic recommendations.,Citations - Client and Indus
23、try Experience,Competitive Positioning,Barclays Global Investors (BGI)/Banking/KIT database Blue Cross/Insurance/Mike Weiss Boots/Retail/KIT database Galileo/Travel/ Spencer Lin & Vasu Krishnamurthy Giddings & Lewis/Machine Tool/Vasu Krishnamurthy Osh Kosh B Gosh?SP/Retail/Mike Weiss PwC MCS/Consult
24、ing/Vasu Krishnamurthy Save & Prosper/Banking/KIT database,Paul Elkin, “Mastering Business Planning and Strategy: The Power and Application of Strategic Thinking” Robert M. Grant, “Contemporary Strategy Analysis” Henry Mintzberg, James Brian Quinn, Sumantra Ghoshal, “The Strategy Process” Henry Mint
25、zberg, James Brian Quinn, “The Strategy Process: Concepts, Contexts, Cases”,Source List,Core Competency Analysis Summary,Core Competency Analysis provides a practical and systematic process to identify a companys core competencies and assess key competitive advantages. Examples of Core Competency Mo
26、dels:,Core Competency Analysis,Approach,Core Competency Analysis,When To Apply,Employ Core Competency analysis to evaluate a companys capabilities in each function of the value chain with a hierarchical model which identifies capabilities and the degree to which they provide competitive advantage an
27、d can be leveraged. Please note that there is a risk of defining too narrowly the market in which the client competes, thus focusing on the wrong competency requirements or a subset of the competencies required to effectively compete. It is key that those projects and programs that aim at developing
28、 core competencies should not be open to re-prioritization at a later stage.,Adhere to the following guidelines when analyzing core competencies and developing a Competencies Model - Framework: Interview company senior management and business line management as well as competitor management Define c
29、ompanys business system and activities performed within each function - Based on the total range of capabilities identified, ask the questions: Which ones do we have to be “good at”? Which ones do we have to be “market/world leading at”? Determine whether each activity is a primary capability, a cri
30、tical enabling capability, a critical strategic capability, or a core competence, based on the degree to which the activity provides competitive advantage and can be leveraged Note that while all the identified capabilities will be critical to achieve the vision and strategy, the questions will help
31、 distinguish core from non-core by invoking management attention and reflection in a systematic and structured manner,Citations - Client and Industry Experience,Core Competency Analysis,Galileo/Travel/ Spencer Lin & Vasu Krishnamurthy Giddings & Lewis/Machine Tool/Vasu Krishnamurthy MetLife/Insuranc
32、e/KIT database PwC MCS/Consulting/Vasu Krishnamurthy Save & Prosper/Banking/KIT database,David A. Aaker, “Developing Business Strategies”, 5th Edition Robert M. Grant, “Contemporary Strategy Analysis”, 3rd Edition Michael Gould, Andrew Campbell, Marcus Alexander, “Corporate-Level Strategy: Creating
33、Value in the Multibusiness Company” Henry Mintzberg, Bruce Ahlstrand, Joseph Lampel, “Strategy Safari: A Guided Tour Through the Wilds of Strategic Management” Henry Mintzberg, James Brian Quinn, Sumantra Ghoshal, “The Strategy Process” Henry Mintzberg, James Brian Quinn, “The Strategy Process: Conc
34、epts, Contexts, Cases,Source List,What are the objectives of the segmentation? Better ROI, redistribute spending, change sales efforts?,What data is needed to meet the objectives? How much of that data can be obtained internally? externally? What data is essential to the segmentation? What data can
35、be a focus for further improvement in the future?,Define the variables of the model with accessible data? Develop an analytical tool that utilizes the variables to determine a customer ranking or grouping (ie most ideal partner to most inefficient partner). Refocus internal efforts based on segmenta
36、tion outcome.,Establish a way to capture the key data needed to segment customer base. Utilize the data on an ongoing basis to improve performance and continually reward the better performing customers.,Customer Segmentation Methodology,High level work flow for a customer segmentation,Customer Segme
37、ntation Methodology Summary,Customer Segmentation Summary,Customer segmentation is a division of a market into distinct groups of buyers who might require separate products and/or marketing mixes.,THE CONVERTER MARKET CAN BE SEGMENTED USING TWO VARIABLES: ECONOMIC RISK AND FABRIC INNOVATION,Economic
38、 Risk Inventory position Credit status Product mix Customer base,Fabric Innovation Percent novelties Order size Number of collections,High,Low,High,Low,Customer Segmentation,Approach,When To Apply,Applicable when it is useful to better identify marketing opportunities, to develop the right offering
39、for each target market, or to be able to reach the target market in the most efficient manner possible.,Customer Segmentation,Citations - Client and Industry Experience,Customer Segmentation,Galileo/Travel/ Spencer Lin & Vasu Krishnamurthy General Mills/CIP/Johan Sauer Giddings & Lewis/Machine Tool/
40、Vasu Krishnamurthy The Littlewoods Organization/Retail/KIT database PwC MCS/Consulting/Vasu Krishnamurthy,Paul Elkin, “Mastering Business Planning and Strategy: The Power and Application of Strategic Thinking” Robert M. Grant, “Contemporary Strategy Analysis” Henry Mintzberg, James Brian Quinn, Suma
41、ntra Ghoshal, “The Strategy Process”,Source List,The Experience Curve forecasts future trends in cost/labor and determines the relative cost position of various competitors. The tool quantifies cost savings, theoretically achieved through experience gained in conducting a process.,Experience Curve S
42、ummary,The Experience Curve,EXPERIENCE CURVE FOR WIDGETS - PROJECTIONS,Approach,Experience Curve,Creating the Experience Curve requires yearly accumulated production volume for the entire indicative and individual competitors, and the unit cost for the entire industry and competitors (use price data
43、 if cost data is not available.) Data can be secured from government agencies, trade associations, and from internal company data. Step 1 Plot accumulated volume for different years against unit cost on a log/log scale (unit cost should be deflated by using a general index such as the GNP deflator,
44、or specific indices for the various pars of cost such as materials and labor.) Step 2 Add a standard regression line to the graph.,CAVEATS: Cost figures must be defined in the same manner by all sources of data. If company cost-accounting data is used, it may need to be adjusted for overhead allocat
45、ions and other costs not considered to be part of the activity, process, or product under study. If price data is used pricing behavior of participants needs to be considered Innovation within any functional area (e.g., product, process, distribution) can render the current experience curve useless
46、as a strategy tool. Therefore, it is important to understand the environmental and customer trends in order not to rely too heavily on this analysis The experience curve is only an analytical concept, and there is no guarantee that costs will actually decrease according to it. The company must activ
47、ely manage costs down,When to Apply,The Growth Share Matrix may be overly simplistic, market share does not always correlate with profitability and not all businesses have the same asset intensity. Conclusions are sensitive to business and market definitions; where lines are drawn. Practitioners mus
48、t be creative, careful and consistent with market data.,Citations - Client and Industry Experience,Experience Curve,Source List,David A. Aaker, “Developing Business Strategies”, 5th Edition The Boston Consulting Group, “Perspectives on Strategy” Robert M. Grant, “Contemporary Strategy Analysis”, 3rd
49、 Edition Henry Mintzberg, Bruce Ahlstrand, Joseph Lampel, “Strategy Safari: A Guided Tour Through the Wilds of Strategic Management,Financial Modeling Summary,Financial Modeling,The financial model will allow us to test management assumptions and understand how different actions may affect performance on some key competitive dimensions.,Approach,When To Apply,Financial Modeling is effective in analyzing how a companys performance, in core areas of business,