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tofmeasure42X2TOWER*资料来源：Unitofmeasure55PsMARKETING*资料来源：Unitofmeasure6StrategySkillsSystemsStaffShar

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rTextFLOW6*资料来源：Unitofmeasure56TextTextTextHeaderHeaderHeaderHeaderHeaderTextTextTextHeaderTextFLOW6

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extTextTextTextTextRIBBON*资料来源：Unitofmeasure70TextTextTextTextTextRING*资料来源：Unitofmeasure71TextTextUPON2*资料来源：Unitofmeasure72TextTe

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4SkillsSharedvaluesStrategyStaffStructureSystemsStyleAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetitionTheorganizationchartandac

companyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThepeopleintheorganization,consideredintermsofcorporat

edemographics,notindividualpersonalitiesThewaymanagerscollectivelybehavewithrespecttouseoftime,attentionandsymbolicactionsThepr

ocessesandproceduresthroughwhichthingsgetdonefromday-to-dayThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavior)whicharetypic

aloftheorganizationandcommontomostofitsmembersCapabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals.Somec

ompaniesperformextraordinaryfeatswithordinarypeople3S-4S*资料来源：Unitofmeasure105Thewaymanagerscollectivelybehavewithrespecttouseoftime,attention,and

symbolicactionsThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesTheorganizationch

artandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThoseideasofwhatisrightanddesirable(incorporateand/or

individualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersTheprocessesandproceduresthroughwhichthingsgetdonefromdaytoda

yAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetitionCapabilitiespossessedbytheorganizationasawho

leasdistinctfromtheindividuals.SomecompaniesperformextraordinaryfeatswithordinarypeopleStaffSystemsStyleSharedValuesSt

ructureSkillsStrategy2S-5S*资料来源：Unitofmeasure106CompetitivepositionLowMediumHighProduct/marketattractivenessLowMediumHighBUS

SPORTFOLIO*资料来源：Unitofmeasure107ChangevisionChiefExecutiveLeadershipgroupsDownthelineExternalconstitutionCommitmentConvictionCoura

geCapabilityIndividualactivityEnablingdevicesCHANGEBOARD*资料来源：Unitofmeasure108DeltaPVisionandLeadershipOrganizat

ionalInfrastructurePerformanceMeasurementPeopleDevelopmentCommunicationsProblemSolvingProcess•Clientmanagers(particularlymiddlema

nagement)haveskilltoleadprogramimplementation•Changeinactualbehavior•Actionplanssufficienttoachievegoals•Agr

eementonobjectivesbylinemanagement•Managementofhigh-involvementprocess•Implementationornearimplementationofrequiredstructu

reandsystems•Flowof2-waycommunications•People’sunderstanding,beliefandcontributiontoactonvisionandactionplans•Accurat

emeasurementofactionandresults•Clearaccountabilities•EarlywinsVisibledemonstrationofnewvisionandvaluesbyclientleadershipDELTAP*资料来源：Unitofme

asure109NaturalownerRelativeabilitytoextractvalueLowMediumValue-creationpotentialinbusinessunitHigh•Corporatec

enterskills•Businessunitlinkages•Taxation/valuationdifferences•Industryattractiveness•Competitiveposition•Restructuring/rationali

zationopportunities“Oneofthepack”RetainandgivetoppriorityRetainandgivepriorityRetainandmanageforcodeorliquidateProbablyd

ivestDivestDivestorliquidateMACS*资料来源：Unitofmeasure110BusinessStrategyManufacturingStrategyConfigurationSystemsResearch

FocusLaborPolicyProductDesignMakevs.BuyOrganizationProcessDesignMANUFACTURINGSTRATEGY*资料来源：Unitofmeasu

re111Restructuringframework15432PENTAGON*资料来源：Unitofmeasure112BenefitPriceCompetitivedisadvantageCompetitiveadvantagePRICE

BENEFIT*资料来源：Unitofmeasure113AppraiseperformanceandprospectsDevelopstrategyRedesignpivotaljobsDesigntheskillbuildingprocessAssesschangerea

dinessTopdownactionprogramsBottomupactionprograms12456783SMILECHART*资料来源：Unitofmeasure1143.Createandpursueauniqueadva

ntage2.Resegmentthemarkettocreateaniche4.Exploituniqueadvantageindustrywide1.DomoreandbetterofthesameWhentocompeteSTRATGAMEBOARD

*资料来源：Unitofmeasure115Stage1Stage2Stage3Stage4ValuesystemStrategicmanage-mentExternallyorientatedplanningFore

castbasedplanningBudgetplanningMeetbudgetandschedulePredictthefutureThinkstrategicallyCreatethefutureSTRATMA

NAGE*资料来源：Unitofmeasure116SellingmarginContributionSalesSellingrateSalesAvailablesellingtimeEffectivenessContributi

onAvailablesellingtimeProductivityContributionTotalsellingcostsEfficiencyAvailablesellingtimeTotalsellingcostsUtilizationAvai

lablesellingtimeTotalsalestimeSupportintensitySupportcostsTotalsellingcostsSupportleverageTotalsalestimeSupportcostsTR

EEPRODUCTIVITY*资料来源：Unitofmeasure117MaximizeshareholdervalueGrowthroughculturalinitiativeRedeployassetsImprovecorebusinessperformanceGro

wthroughacquisitionand/ormergerAdoptsoundfinancingapproachVALUECREATION*资料来源：Unitofmeasure118RealPerceivedC

lient’srelativeabilitytoextractvalueCorporatecenterskillsLinkagesbetweenbusinessunitsFinancialownershipfitIndustryrestructure

InternalcontrollerSharedresourcesTransferofcapabilityVerticalintegrationDifferencesintaxpositionExistenceofnon-casesobjective

sInefficienciesinfinancialmarketsDifferenceinvaluationtechniqueVALUESOURCES*资料来源：Unitofmeasure119<##><##><##><##><##><##><##><##><##><#

#><##>HeaderTextGANTT10*资料来源：Unitofmeasure120HeaderText################################GANTT15*资料来源：Unitofmeasure121TextTe

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nitofmeasure129TextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextTextText3X3EXTENDED

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tofmeasure141GBUTtem20304567762030456776Label1Label2Label3Label4Label5Label1Label2Label3Label4Label5Ti

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bel4Label5COSTCURVE*资料来源：Unitofmeasure147GBUTtemARROWS*资料来源：Unitofmeasure148GBUTtemThisreportissolel

yfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorg

anizationwithoutpriorwrittenapprovalfromMcKinsey&Company.DISCLAIMERSCLIENT*资料来源：Unitofmeasure149GBUTtemThisreportcontainsinformationt

hatisconfidentialandproprietarytoMcKinsey&CompanyandissolelyfortheuseofMcKinsey&Companypersonnel.Nopartofitmaybe

used,circulated,quoted,orreproducedfordistributionoutsideMcKinsey&Company.Ifyouarenottheintendedrecipientofthisreport,youar

eherebynotifiedthattheuse,circulation,quoting,orreproducingofthisreportisstrictlyprohibitedandmaybeunlawful.DISCLAIMERSINTERNAL*资料

来源：Unitofmeasure150GBUTtemThisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistrib

utionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKinsey&Companyduringanoralpresentatio

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egendLEGENDS*资料来源：Unitofmeasure152GBUTtemMcKINSEYLOGO*资料来源：Unitofmeasure153GBUTtem✓–MISC*资料来源：Unitofmeasure154GBUTtem

VeryattractiveAverageVeryunattractiveVeryattractiveAverageVeryunattractiveMOONS*资料来源：Unitofmeasure155GBUTtemILLUSTRATIVECONFIDENTIALESTIMATE

EXAMPLEFORDISCUSSIONONLYFORDISCUSSIONPRELIMINARYDRAFTSTICKER*资料来源：Unitofmeasure156GBUTtemCONFIDENTIALDISCUSSIONDRAFT

DISGUISEDCLIENTEXAMPLEPRELIMINARYDRAFTPRELIMINARYESTIMATEDISCUSSIONDRAFTDISGUISEDDRAFTFORDISCUSSIONSAMPLEBACKUPHYPOTHESISSTR

AWMANTOBECOMPLETEDPROPOSEDREVISEDROUGHESTIMATECONCEPTUALSTICKEROTHER*资料来源：Unitofmeasure157GBUTtemWORLDMAP*资料来源：Unitofmeasure158GBUTtem