1、Thepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesTheprocessesandproceduresthroughwhichthingsgetdonefromdaytodayStaffThewaymanagerscollectivelybehavewithrespecttouseoftime,attention,andsymbolicactionsStyleSystemsStrategy
2、SkillsAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetitionCapabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals.SomecompaniesperformextraordinaryfeatswithordinarypeopleSharedStructureValuesTheorganizationchartandaccompanyingbag
3、gagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersTheorganizationchartandaccompanyingbaggagethatshowwhor
4、eportstowhomandhowtasksarebothdividedupandintegratedAcoherentsetofactionsaimedatgainingasustainableadvantageovercompetitionStructureThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesCapabilitiespossessedbytheorganizat
5、ionasawholeasdistinctfromtheindividuals.SomecompaniesStrategySkillsStaffStyleThewaymanagerscollectivelybehavewithrespecttouseoftime,attentionandsymbolicactionsSharedvaluesperformextraordinaryfeatswithordinarypeopleThoseideasofwhatisrightanddesirable(incorporatea
6、nd/orindividualbehavior)whicharetypicaloftheorganizationandcommontomostofitsmembersTheprocessesandproceduresthroughwhichthingsgetdonefromday-to-daySystemsThewaymanagerscollectivelybehavewithrespecttouseoftime,attentionandsymbolicactionsCapabilitiespossessedby
7、theorganizationasawholeasdistinctfromtheindividuals.SomecompaniesperformextraordinaryfeatswithordinarypeopleAcoherentsetofactionsaimedatgainingasustainableadvantageStyleovercompetitionStrallsThoseideasofwhatisrightanddesirable(incorporateand/orindividualbehavi
8、or)whicharetypicaloftheorganizationandcommontomostofitsmembersThepeopleintheorganization,consideredintermsofcorporatedemographics,notindividualpersonalitiesStemsStructureTheprocessesandproceduresthroughwhichthingsgetdonefromday-to-dayTheorganizationchartandacc
9、ompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegratedtegySkiSharvaluaffedesSystCustomerDistributorsClientsCompetitorsSuppliersLowMediumHighProduct/marketattractivenessCompetitivepositionLowMediumHighCommitmentCapabilityChangevisionIndividualactivityEna
10、blingdevicesConvictionCourageChiefexecutiveLeadershipgroupsDownthelineExternalconstituents3.Sustainingchange2.BringingaboutchangeInstitutional-izingachangemindset1.Preparingforchange...andreinforcingchange...amplifyingchangeandbuildingskills...Launchingchange.....andv
11、isionDevelopingfeltneed...ProfitsProductlineeconomicsDollarsContributionFixedcostsNumberofproductsCostPriceSpreadCapacityDemandFlowof2-waycommunicationsPeoplesunderstanding,beliefandcontributiontoactonvisionandactionplansAccuratemeasurementofactionandresultsClearaccountab
12、ilitiesEarlywinsPerfortionsmeasureVisibledemonstrationofnewvisionandvaluesbyclientleadershipVisionandLeadershipOrganizationalInfrastructureProeentsolvImplementationornearimplementationofrequiredstructureandsystemsproActionplanssufficienttoachievegoalsAgreementonobjectivesby
13、linemanagementManagementofhigh-involvementprocessClientmanagers(particularlymiddlemanagement)haveskilltoleadprogramimplementationChangeinactualbehaviormancementCommunicaDeltaPblemPeoplingdevelopmcessYear1234TerminalorcontinuingvalueDiscountatWACCBusinessentityvalueCostsExi
14、stingconfigurationReduce1NewconfigurationReconfigure23RebalanceLogisticsServiceLevel100%Value-creationpotentialinbusinessunitHighMediumLowCorporatecentreskillsBusinessunitlinkagesTaxation/valuationdifferencesRelativeabilitytoextractvalue揙neofthepackNaturalownerRetainandgive
15、toppriorityRetainandgivepriorityRetainandmanageforcodeorliquidateProbablydivestDivestDivestorliquidateIndustryattractivenessCompetitivepositionRestructuring/rationalizationopportunitiesLowHighEntryriskOpportunitycostHighLowLeapfrogAcquisitionExitCashprogramHybridstepJointven
16、tureStepbystepOutsidenichestepQuantum100%rightleapparallelprogramsValuesNecessarysupportBusinessprioritiesPeoplepracticesProductandprocessdesignandsupplierpolicesManufacturingandassemblyprocessProductINDUSTRYPRODUCERSChangesinStructureChangesinConductChangesin
17、PerformanceExternalshocksGovernmentderegulationoftheindustryLicensingof16new(mainlyforeign)banksFreeing-upofmostinterestratesVirtuallyunrestrictedentryintoforeignexchangedealingSubstantiallyreducedconcentrationReducedmarginsIncreasedpricerivalry,especiallyincommercial
18、segmentandforeignexchangeIncreasedfocusonmarketsegments(e.g.consumer,ruralandcommercial)throughReducedcostsInfluxofnew“players”withdiversemethods,valuesandbackgrounds,etc.ImprovedserviceFormationofstrategicgroupsofbanks“Full-line/high-tech/maximize-share”bankers“Nic
19、he”bankersProductsOutletsStafftrainingAvailabilityofnew,low-costnetworkingtechnologyIncumbentbanksstuckwithhigh-cost“bricksandmortar”networks;entrantsabletouseelectronic/plasticnetworksmoreintensivelyATMsLow-cost,high-speeddatacommunicationslinks“Smart”plasticcardsPCSPer
20、formanceCumulativedevelopmenteffortAppraiseperformanceandprospectsBottomupactionprograms18Developstrategy23Topdownactionprograms7Defineandappraiseskills64RedesignpivotaljobsAssesschangereadiness5DesigntheskillbuildingprocessServicerequirementsApplicationeconomicsSDFs3.Create
21、andpursueauniqueadvantage2.4.ExploituniqueadvantageindustrywideResegmentthemarkettocreateanicheWhentocompete1.DomoreandbetterofthesameStage4Stage3Stage2Stage1ForecastbasedplanningExternallyorientatedplanningStrategicmanage-mentBudgetplanningMeetbudgetandschedulePre
22、dictthefutureThinkstrategicallyCreatethefutureValuesystemSellingmarginContributionSalesEffectivenessContributionAvailablesellingtimeSellingrateSalesAvailablesellingtimeProductivityContributionTotalsellingcostsUtilizationAvailablesellingtimeTotalsalestimeSupportleverageTotalsalestimeSupportcostsEfficiencyAvailablesellingtimeTotalsellingcostsSupportintensitySupportcostsTotalsellingcostsImprovecore