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CONFIDENTIAL FrequentlyUsedTemplate 1 Text Text Text Text Text Text Text Text Text Text 2X2CUBED Unitofmeasure FootnoteSource Source 2 2X2TOWER Unitofmeasure FootnoteSource Source 3 5PSMARKETING Place Price Product Package Positioningpromotion Productoffering Unitofmeasure FootnoteSource Source 4 Strategy Skills Systems Staff Sharedvalues Structure Style 7S Unitofmeasure FootnoteSource Source 5 ARROW3D Unitofmeasure FootnoteSource Source 6 CUBES13D Unitofmeasure FootnoteSource Source 7 CUBES23D Unitofmeasure FootnoteSource Source 8 CUBES33D Unitofmeasure FootnoteSource Source 9 Text Text Text Text CUTOUT3D Unitofmeasure FootnoteSource Source 10 Newentrant Suppliers Industrycompetitors Buyers Substitutes FORCESATWORK Unitofmeasure FootnoteSource Source 11 Text Text Text Text Text Text Text Text Text Text JOINT Unitofmeasure FootnoteSource Source 12 Text Text Text Text LEVELSEPARATE4 Unitofmeasure FootnoteSource Source 13 Text Text Text LINEARA3D Unitofmeasure FootnoteSource Source 14 Text Text Text Text LINEARB3D Unitofmeasure FootnoteSource Source 15 Text Text Text LINEARC3D Unitofmeasure FootnoteSource Source 16 Text Text Text LINEARD3D Unitofmeasure FootnoteSource Source 17 Text Text Text Text LINEARE3D Unitofmeasure FootnoteSource Source 18 Text Text Text LINEARG3D Unitofmeasure FootnoteSource Source 19 Text Text LINEARI3D Unitofmeasure FootnoteSource Source 20 Text Text Text Text LINEARJ3D Unitofmeasure FootnoteSource Source 21 Text LINEARN3D Text Text Text Unitofmeasure FootnoteSource Source 22 Text Text Text LINEARP3D Unitofmeasure FootnoteSource Source 23 LINEARQ3D Text Text Unitofmeasure FootnoteSource Source 24 Text Text LINEARQ3D Unitofmeasure FootnoteSource Source 25 Plan Implement Support LINKS3 Unitofmeasure FootnoteSource Source 26 PERSPECTIVE3D Unitofmeasure FootnoteSource Source 27 Text Text Text PROPELLER3D Unitofmeasure FootnoteSource Source 28 RINGS3D Unitofmeasure FootnoteSource Source 29 Text SCALE Text Unitofmeasure FootnoteSource Source 30 Text Text SCALES Unitofmeasure FootnoteSource Source 31 Text Text Text Text Text Text SIZESIN Unitofmeasure FootnoteSource Source 32 SPIRAL13D Unitofmeasure FootnoteSource Source 33 Spiral Brakes Tubeintube SPIRAL23D Unitofmeasure FootnoteSource Source 34 Text Text Text Text SPOTLIGHT Unitofmeasure FootnoteSource Source 35 Text Text Text Text Text Text STAIRCASE Unitofmeasure FootnoteSource Source 36 STARS3D Unitofmeasure FootnoteSource Source 37 Text Text WIRECUBES Unitofmeasure FootnoteSource Source 38 Text Text Text Text Text Text Text ARROWS Unitofmeasure FootnoteSource Source 39 LEVEL1 Text Unitofmeasure FootnoteSource Source 40 LEVEL2 Text Text Unitofmeasure FootnoteSource Source LEVEL3 Text Text Text Unitofmeasure FootnoteSource Source 42 LEVEL4 Text Text Text Text Unitofmeasure FootnoteSource Source 43 LEVEL5 Text Text Text Text Text Unitofmeasure FootnoteSource Source 44 LEVEL6 Text Text Text Text Text Text Unitofmeasure FootnoteSource Source 45 FLOW2 Text Text Unitofmeasure FootnoteSource Source 46 Text FLOW2TITLE Text Text Unitofmeasure FootnoteSource Source 47 FLOW3 Text Text Text Unitofmeasure FootnoteSource Source 48 Text FLOW3TITLE Text Text Text Unitofmeasure FootnoteSource Source 49 FLOW4 Text Text Text Text Unitofmeasure FootnoteSource Source 50 Text FLOW4TITLE Text Text Text Text Unitofmeasure FootnoteSource Source 51 FLOW5 Text Text Text Text Text Unitofmeasure FootnoteSource Source 52 Text FLOW5TITLE Text Text Text Text Text Unitofmeasure FootnoteSource Source 53 FLOW6 Text Text Text Text Text Text Unitofmeasure FootnoteSource Source 54 Text FLOW6TITLE Text Text Text Text Text Text Unitofmeasure FootnoteSource Source 55 BLADES Text Text Text Text Unitofmeasure FootnoteSource Source 56 BOX Text Text Text Text Unitofmeasure FootnoteSource Source 57 BOX Text Text Text Text Unitofmeasure FootnoteSource Source 58 CYCLE1 Text Text Text Unitofmeasure FootnoteSource Source 59 CYCLE2 Text Text Unitofmeasure FootnoteSource Source 60 CYCLE3 Text Text Text Unitofmeasure FootnoteSource Source 61 CYCLE4 Text Text Text Text Unitofmeasure FootnoteSource Source 62 CYCLE5 Text Text Text Text Text Unitofmeasure FootnoteSource Source 63 CYCLE6 Text Text Text Text Text Text Unitofmeasure FootnoteSource Source 64 CYCLE7 Text Text Text Text Text Text Text Unitofmeasure FootnoteSource Source 65 CYCLE8 Text Text Text Text Text Text Text Text Unitofmeasure FootnoteSource Source 66 Text INCOMING Text Text Text Text Text Unitofmeasure FootnoteSource Source 67 RIBBON Text Text Text Text Text Unitofmeasure FootnoteSource Source 68 RING Text Text Text Text Text Unitofmeasure FootnoteSource Source 69 UPON2 Text Text Unitofmeasure FootnoteSource Source 70 CONTINUOUS Text Text Text Text Text Text Text Text Unitofmeasure FootnoteSource Source 71 CUTOUT Text Text Text Text Unitofmeasure FootnoteSource Source 72 LINEARA Text Text Text Unitofmeasure FootnoteSource Source 73 LINEARB Text Text Text Text Unitofmeasure FootnoteSource Source 74 LINEARC Text Text Text Unitofmeasure FootnoteSource Source 75 LINEARD Text Text Text Unitofmeasure FootnoteSource Source 76 LINEARE Text Text Text Text Unitofmeasure FootnoteSource Source 77 LINEARF Text Text Text Unitofmeasure FootnoteSource Source 78 LINEARG Text Text Text Unitofmeasure FootnoteSource Source 79 LINEARH Text Text Text Text Unitofmeasure FootnoteSource Source 80 LINEARI Text Text Unitofmeasure FootnoteSource Source 81 LINEARJ Text Text Text Text Unitofmeasure FootnoteSource Source 82 LINEARK Text Text Text Text Text Text Unitofmeasure FootnoteSource Source 83 LINEARN Text Text Text Text Unitofmeasure FootnoteSource Source 84 LINEARP Text Text Text Unitofmeasure FootnoteSource Source 85 LINEARQ Text Text Unitofmeasure FootnoteSource Source 86 PROPELLER Text Text Text Unitofmeasure FootnoteSource Source 87 STEP5 Text Text Text Text Text Unitofmeasure FootnoteSource Source 88 Text Text Text Text 2ON1 Unitofmeasure FootnoteSource Source 89 Text Text Text Text Text Text AGAINST Unitofmeasure FootnoteSource Source 90 Text Text Text Text Text ATWORK Unitofmeasure FootnoteSource Source 91 Text Text COUPLEDHORIZ Unitofmeasure FootnoteSource Source 92 Text Text COUPLEDVERT Unitofmeasure FootnoteSource Source 93 Text Text Text Text FOCUSED Unitofmeasure FootnoteSource Source 94 Newentrant Suppliers Industrycompetitors Buyers Substitutes FORCESATWORK Unitofmeasure FootnoteSource Source 95 Text Text Text PARALLEL Unitofmeasure FootnoteSource Source 96 Text Text Text Text SPLIT Unitofmeasure FootnoteSource Source 97 Text SURROUND Unitofmeasure FootnoteSource Source 98 Text Text TWISTED Unitofmeasure FootnoteSource Source 99 Text Text UP AWAY Unitofmeasure FootnoteSource Source 100 Text Text UP DOWN Unitofmeasure FootnoteSource Source 101 Thewaymanagerscollectivelybehavewithrespecttouseoftime attention andsymbolicactions Thepeopleintheorganization consideredintermsofcorporatedemographics notindividualpersonalities Theorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegrated Thoseideasofwhatisrightanddesirable incorporateand orindividualbehavior whicharetypicaloftheorganizationandcommontomostofitsmembers Theprocessesandproceduresthroughwhichthingsgetdonefromdaytoday Acoherentsetofactionsaimedatgainingasustainableadvantageovercompetition Capabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals Somecompaniesperformextraordinaryfeatswithordinarypeople Staff Systems Style SharedValues Structure Skills Strategy 2S 5S Unitofmeasure FootnoteSource Source 102 Customer Clients Distributors Competitors Suppliers 3CSTRIANGLE Unitofmeasure FootnoteSource Source 103 Skills Sharedvalues Strategy Staff Structure Systems Style Acoherentsetofactionsaimedatgainingasustainableadvantageovercompetition Theorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegrated Thepeopleintheorganization consideredintermsofcorporatedemographics notindividualpersonalities Thewaymanagerscollectivelybehavewithrespecttouseoftime attentionandsymbolicactions Theprocessesandproceduresthroughwhichthingsgetdonefromday to day Thoseideasofwhatisrightanddesirable incorporateand orindividualbehavior whicharetypicaloftheorganizationandcommontomostofitsmembers Capabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals Somecompaniesperformextraordinaryfeatswithordinarypeople 3S 4S Unitofmeasure FootnoteSource Source 104 Style Structure Staff Strategy Systems Skills Sharedvalues Thewaymanagerscollectivelybehavewithrespecttouseoftime attentionandsymbolicactions Capabilitiespossessedbytheorganizationasawholeasdistinctfromtheindividuals Somecompaniesperformextraordinaryfeatswithordinarypeople Thoseideasofwhatisrightanddesirable incorporateand orindividualbehavior whicharetypicaloftheorganizationandcommontomostofitsmembers Theprocessesandandproceduresthroughwhichthingsgetdonefromday to day Theorganizationchartandaccompanyingbaggagethatshowwhoreportstowhomandhowtasksarebothdividedupandintegrated Thepeopleintheorganization consideredintermsofcorporatedemographics notindividualpersonalities Acoherentsetofactionsaimedatgainingasustainableadvantageovercompetition 7S Unitofmeasure FootnoteSource Source 105 Competitiveposition Low Medium High Product marketattractiveness Low Medium High BUSSPORTFOLIO Unitofmeasure FootnoteSource Source 106 Changevision ChiefExecutive Leadershipgroups Downtheline Externalconstitution CHANGEBOARD Unitofmeasure FootnoteSource Source 107 DeltaP VisionandLeadership OrganizationalInfrastructure PerformanceMeasurement PeopleDevelopment Communications ProblemSolvingProcess Clientmanagers particularlymiddlemanagement haveskilltoleadprogramimplementationChangeinactualbehavior ActionplanssufficienttoachievegoalsAgreementonobjectivesbylinemanagementManagementofhigh involvementprocess Implementationornearimplementationofrequiredstructureandsystems Flowof2 waycommunicationsPeople sunderstanding beliefandcontributiontoactonvisionandactionplans AccuratemeasurementofactionandresultsClearaccountabilitiesEarlywins Visibledemonstrationofnewvisionandvaluesbyclientleadership DELTAP Unitofmeasure FootnoteSource Source 108 Naturalowner Relativeabilitytoextractvalue Low Medium Value creationpotentialinbusinessunit High CorporatecenterskillsBusinessunitlinkagesTaxation valuationdifferences IndustryattractivenessCompetitivepositionRestructuring rationalizationopportunities Oneofthepack Retainandgivetoppriority Retainandgivepriority Retainandmanageforcodeorliquidate Probablydivest Divest Divestorliquidate MACS Unitofmeasure FootnoteSource Source 109 BusinessStrategy ManufacturingStrategy Configuration Systems ResearchFocus LaborPolicy ProductDesign Makevs Buy Organization ProcessDesign MANUFACTURINGSTRATEGY Unitofmeasure FootnoteSource Source 110 Restructuringframework 1 5 4 3 2 PENTAGON Unitofmeasure FootnoteSource Source 111 Benefit Price Competitivedisadvantage Competitiveadvantage PRICEBENEFIT Unitofmeasure FootnoteSource Source 112 Appraiseperformanceandprospects Developstrategy Redesignpivotaljobs Designtheskillbuildingprocess Assesschangereadiness Topdownactionprograms Bottomupactionprograms 1 2 4 5 6 7 8 3 SMILECHART Unitofmeasure FootnoteSource Source 113 3 Createandpursueauniqueadvantage 2 Resegmentthemarkettocreateaniche 4 Exploituniqueadvantageindustrywide 1 Domoreandbetterofthesame Whentocompete STRATGAMEBOARD Unitofmeasure FootnoteSource Source 114 Stage1 Stage2 Stage3 Stage4 Valuesystem Strategicmanage ment Externallyorientatedplanning Forecastbasedplanning Budgetplanning Meetbudgetandschedule Predictthefuture Thinkstrategically Createthefuture STRATMANAGE Unitofmeasure FootnoteSource Source 115 SellingmarginContributionSales SellingrateSalesAvailablesellingtime EffectivenessContributionAvailablesellingtime ProductivityContributionTotalsellingcosts EfficiencyAvailablesellingtimeTotalsellingcosts UtilizationAvailablesellingtimeTotalsalestime SupportintensitySupportcostsTotalsellingcosts SupportleverageTotalsalestimeSupportcosts TREEPRODUCTIVITY Unitofmeasure FootnoteSource Source 116 Maximizeshareholdervalue Growthroughculturalinitiative Redeployassets Improvecorebusinessperformance Growthroughacquisitionand ormerger Adoptsoundfinancingapproach VALUECREATION Unitofmeasure FootnoteSource Source 117 Real Perceived Client srelativeabilitytoextractvalue Corporatecenterskills Linkagesbetweenbusinessunits Financialownershipfit Industryrestructure Internalcontroller Sharedresources Transferofcapability Verticalintegration Differencesintaxposition Existenceofnon casesobjectives Inefficienciesinfinancialmarkets Differenceinvaluationtechnique VALUESOURCES Unitofmeasure FootnoteSource Source 118 GANTT10 Header Text Unitofmeasure FootnoteSource Source 119 GANTT15 Header Text Unitofmeasure FootnoteSource Source 120 Text Text VENN2 Unitofmeasure FootnoteSource Source 121 Text Text Text VENN3 Unitofmeasure FootnoteSource Source CONFIDENTIAL FrequentlyUsedTemplate DataDriven Template June2002 Thisreportissolelyfortheuseofclientpersonnel Nopartofitmaybecirculated quoted orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinseyitisnotacompleterecordofthediscussion 123 Label1 Label2 Label3 AREA Unitofmeasure FootnoteSource Source 124 Label1 Label2 Label3 Label4 Label5 BAR Unitofmeasure FootnoteSource Source 125 Label1 Label2 Label3 Label4 Label5 Label1 Label2 Label3 Label4 Label5 TitleUnitofmeasure TitleUnitofmeasure BAR2 Unitofmeasure FootnoteSource Source 126 Label1 Label2 Label3 Label4 Label5 BARBUTTED Unitofmeasure FootnoteSource Source 127 Label1 Label2 Label3 Label4 Label5 000 000 000 000 000 Series Series BARSTACKED Series Unitofmeasure FootnoteSource Source 128 Label1 Label2 Label3 Label4 Label5 000 000 000 000 000 100 Series Series BARSTACKED100 Series Unitofmeasure FootnoteSource Source 129 TitleUnitofmeasure TitleUnitofmeasure Label1 Label2 Label3 Label4 Label5 Label6 BUBBLE Unitofmeasure FootnoteSource Source 130 Label1 Label2 Label3 Label4 Label5 COLUMN Unitofmeasure FootnoteSource Source 131 Label1 Label2 Label3 Label4 Label5 Label1 Label2 Label3 Label4 Label5 TitleUnitofmeasure TitleUnitofmeasure COLUMN2 Unitofmeasure FootnoteSource Source 132 Label1 Label2 Label3 Label4 Label5 COLUMNBUTTED Unitofmeasure FootnoteSource Source 133 Label1 Label2 Label3 Label4 Label5 Series Series Series Series 000 000 000 000 000 COLUMNSTACKED Unitofmeasure FootnoteSource Source 134 Label1 Label2 Label3 Label4 Label5 Series Series Series Series 100 000 000 000 000 000 COLUMNSTACKED100 Unitofmeasure FootnoteSource Source 135 TitleUnitofmeasure Label1 Label2 Label3 Label4 Label5 TitleUnitofmeasure 100 000 Series Series Series Series Label1 COMBOPIESEGMENTCOLUMN Unitofmeasure FootnoteSource Source 136 TitleUnitofmeasure TitleUnitofmeasure Label1 Label2 Label3 Label4 Label5 COSTCURVE Unitofmeasure FootnoteSource Source 137 TitleUnitofmeasure TitleUnitofmeasure DUALCOLUMNLINE Unitofmeasure FootnoteSource Source 138 TitleUnitofmeasure TitleUnitofmeasure DUALLINE Unitofmeasure FootnoteSource Source 139 Label1 Label2 Label3 Label4 LINE Unitofmeasure FootnoteSource Source 140 Label1 Label2 Label3 Label4 Label5 PIE Unitofmeasure FootnoteSource Source 141 TitleUnitofmeasure Label1 Label2 Label3 Label4 Label5 TitleUnitofmeasure Label1 Label2 Label3 Label4 Label5 PIE2 Unitofmeasure FootnoteSource Source 142 RANGEHIGHLOW Unitofmeasure FootnoteSource Source 143 SCATTERX Y Unitofmeasure FootnoteSource Source 144 WATERFALLBAR Label1 Label2 Label3 Label4 Label5 Unitofmeasure FootnoteSource Source 145 WATERFALLCOLUMN Label1 Label2 Label3 Label4 Label5 Unitofmeasure FootnoteSource Source CONFIDENTIAL FrequentlyUsedTemplate NamedObjects Template June2002 Thisreportissolelyfortheuseofclientpersonnel Nopartofitmaybecirculated quoted orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinseyitisnotacompleterecordofthediscussion 147 ARROWS Unitofmeasure FootnoteSource Source 148 DISCLAIMERSCLIENT Thisreportissolelyfortheuseofclientpersonnel Nopartofitmaybecirculated quoted orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey Company Unitofmeasure FootnoteSource Source 149 DISCLAIMERSINTERNAL ThisreportcontainsinformationthatisconfidentialandproprietarytoMcKinsey CompanyandissolelyfortheuseofMcKinsey Companypersonnel Nopartofitmaybeused circulated quoted orreproducedfordistributionoutsideMcKinsey Company Ifyouarenottheintendedrecipientofthisreport youareherebynotifiedthattheuse circulation quoting orreproducingofthisreportisstrictlyprohibitedandmaybeunlawful Unitofmeasure FootnoteSource Source 150 DISCLAIMERSPRESENTATION Thisreportissolelyfortheuseofclientpersonnel Nopartofitmaybecirculated quoted orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinseyitisnotacompleterecordofthediscussion Unitofmeasure FootnoteSource Source 151 LEGENDS Unitofmeasure FootnoteSource Source 152 MCKINSEYLOGO Unitofmeasure FootnoteSource Source 153 MISC Unitofmeasure FootnoteSource Source 154 MOONS Unitofmeasure FootnoteSource Source 155 STICKER Unitofmeasure FootnoteSource Source 156 STICKEROTHER Unitofmeasure FootnoteSource Source 157 WORLDMAP Unitofmeasure FootnoteSource Source CONFIDENTIAL FrequentlyUsedTemplate Text Template June2002 Thisreportissolelyfortheuseofclientpersonnel Nopartofitmaybecirculated quoted orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinseyitisnotacompleterecordofthediscussion 159 PPTTABLE2 Heading Heading Text Text Unitofmeasure FootnoteSource Source 160 PPTTABLE3 Heading Heading Heading Text Text Text Unitofmeasure FootnoteSource Source 161 PPTTABLE4 Heading Heading Heading Heading Text Text Text Text Unitofmeasure FootnoteSource Source 162 PPTTABLE5 Heading Heading Heading Heading Heading Text Text Text Text Text Unitofmeasure FootnoteSource Source 163 PPTTABLE6 Heading Heading Heading Heading Heading Heading Text Text Text Text Text Text Unit

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