strategy
DESCRIPTION
TRANSCRIPT
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Business plan workshops
• Matching Products and Services with Markets – First one
• Competitive Analysis– Last week
• Business Model– Tonight
• Market and Sales – Monday, November 19, 2001 - 6:00 pm to 8:30pm
• Financial Projections– Monday, November 26, 2001 - 6:00 pm to 8:30pm
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Feasibility plan outline
• Executive Summary • Product or Service • Technology/Core
Knowledge• Target Market• Competition • Industry • Strategy/Business
Model • Marketing and Sales
Functional Strategy
• Production/Operating Functional Strategy
• Intellectual Property Issues
• Regulation Issues • Critical Risk Factors • Timeline• Break-even Analysis
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Strategy can mean many things
• Plan• Process• Position• Pattern• Perspective• Procedure• Play• Ploy
• Strategic Management
• Strategic Positioning
• Strategic Navigation
• Strategic Tactics
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Strategic management
• Is a detailed pattern of decisions that describes in some detail what a company will do– in light of what it might do, – what it can do,– what its leaders want to do, and – what it should do.
– Kenneth Andrews
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Strategic management
Environmental Scanning
Evaluation &Control
StrategyImplementat
ion
StrategyFormulationMission
• Disciplined iterative process…of pursuing a mission, while managing the relationship of the firm to its environment.
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Strategic management starts with the situation
External Factors
Internal Factors
Social,political,
regulatory,& community
considerations
Industryattractiveness,
industry dynamics, &competitiveconditions
Other opportunitiesand threats --
like new technologies
Company’s Strategic SituationCompany’s Strategic Situation
Firm’s strengths,
weaknesses,& competitive
market position
Ambitions,philosophies,
& ethical principles
of key executives
Shared vision, values
and companyculture
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But pushes beyond the situation
• Strategic management is all about chasing a dream
• In a disciplined but opportunistic way• By developing your assets • To take advantage of opportunities the
world (environment, industry, market) gives
• While shaping the world when you can.
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Strategic management is about finding ways to grow...
Environmental Scanning
Evaluation &Control
StrategyImplementa
tion
StrategyFormulationMission
Vision
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Two basic strategic options
• Position Strategy– Unique, valuable, defensible position in a market
or industry– Supported by a tightly integrated value chain /
activity system– Good for relatively stable industries/markets
• Resource/Navigation Strategy– Vision-driven nurturing and leveraging of core
resources– Supported by tight culture and explicit learning– Good for dynamic industries/markets
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External Opportunities
& Threats
Niche
Internal Strengths & Weaknesses
I. Strategic positioning
• A niche is typically the market the firm is uniquely qualified to serve
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Classic positional strategies
• Cost (price) leadership• Differentiation
– Quality, design, support/service, image – Always starts with the product
• Focus– Broad or narrow – Always starts with a specific market
segment
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Examples of positional strategies
• Cost (price) leadership– Crown, Cork & Seal (pennies, plants). Wal-mart
(warehousing, negotiation). Motel 6 (location, services, salespeople). Cintas (plants, logistics).
• Differentiation– Mercedes (quality). Apple (design). Nordstrom
(service). Nike (image). G&K (clean rooms, radiation). Most entrepreneurs (Zitner’s, Prompt.)
• Focus– Wal-mart (broad - rural). Specialty bookshops (narrow -
Giovanni’s room, NSP). Some entrepreneurs (NRI - changing mix & services).
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Elaborations of positional strategies
• Penetrate new markets– Insurance in India. IMS.
• Develop new markets– E-government. (Disruptive technologies.)
• Develop new products– Gillette. Intel.
• Become indispensable – Microsoft. Best subcontactors.
• Fortify– Borders wholesalers, B&N’s leases.
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TOWS analysis
Strengths(S)
InternalFactors
ExternalFactors
Opportunities
(O)
SO Strategies-------------------------
WO Strategies------------------------
Threats(T)
ST Strategies--------------------------
WT Strategies-------------------------
Use strengths toavoid threats
Min. weaknesses to avoid threats
Use strengths to take advantage of opportunities
Offset weaknessesto take advantage of opportunities
Weaknesses (W)
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TOWS analysis exercise
• List 2 opportunities & 2 threats• List 2 strengths & 2 weaknesses• Match ‘em up
– trying to use (or develop) strengths to take advantage of opportunities while offsetting weaknesses and defending against threats
– avoiding strategies that put weaknesses in way of threats
• Use classic strategies -- cost, differentiation, focus -- as prompts for ideas
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Position strategies require fit
• Fit refers to the niche a firm serves and the way its products or services are positioned
• But fit also has to do with every other part of the internal structure of the firm.
• A well positioned firm crafts itself to serve a niche better than anyone else
• Starting a new firm offers the exciting, seductive, often advantageous opportunity to craft a perfect fit between specific opportunities and internal capabilities.
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Value chain
• A strong value chain is a cross-linked net of activities that affects the cost or performance of the whole.
• Supporting a strategy by optimizing both individual functions and the links between them to support a strategy yields a powerful, durable, hard-to-duplicate advantage.
MarginTechnology
InboundLogistics
Operations Outbound
Logistics
Marketing/Sales
After SalesService
Infrastructure
Procurement
Human Resources
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Value chain for NSP
Small but
steadyDesk-top, enterprise, email
Editorial
Trade pbGalleys - review &
hc
Library rateUPS
Direct mailDistributor
Prepay vs
ReturnsGreen
tax
Land trust, warehouse, 501(c)3, friendly capital
Prompt press, newsprint
Cooperative: multiple skills, networks, low-cost, apprenticeship
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Activity system
• Is a less linear way of thinking about the kind of internal fit that supports a strategy.
• Map crucially interrelated features and functions that define a firm’s unique skills and strategy.
• Supports competitive advantage with reinforcing patterns or systems.
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Ikea’s Activity System
LimitedCustomer
Service
ModularDesigns Low Mfg
Cost
Self-service
Selection
Self-transport
Limitedsales staff
Customer loyalty
Self -assembly
Suburban Location
Most items in
stock
Design focused on
low cost
Explanatory labeling
Easy transport
Flat packing
kits
Wide variety
Long-term suppliers
Year-round
stocking
On-site inventory
Impulse buying
High-traffic store
layout
Easy to make
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Experience curve
• For positional strategies, experience is the ultimate source of advantage.
• Experience fuels the tacit knowledge that drives productivity improvements, innovations, elaborations of strategy, etc
• Successful firms are especially good at creating the social and institutional structures that support the shared development of such tacit knowledge
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Value chain or activity chart exercise
• Draw the value chain for your firm• Note reinforcing (and jarring) pieces • Try to create more reinforcements
OR• Jot down functions and features• Look for patterns and connections• Try to crystallize patterns
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II. Strategic navigation
• In a hypercompetitive world, all advantages are very temporary
• Competition escalates rapidly along certain dimensions– Cost/Qualty, Timing/Know-how, Barriers to
entry, Deep pockets
• Leading to sudden shifts in the rules– as competition jumps to new arenas, along
new ladders
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Strategic navigation depends on timing
CompetitiveEdge
Launch
Exploitation Counterattack
Strategic Window
Time
• Rapid change erodes positions…leading totemporaryopportunities
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Strategic navigation requires vision
• Vision pulls firms forward• Strategic intent is vision manifest as focused
ambition:– Lengthens organizational horizon– Promotes focus on ends– Encourages creative means– Promotes consistency between evolving short-term
goals and more stable long-term ones– Promotes focused resource allocation– Tends to motivate
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Strategic navigation builds on core assets
• Flexible strategies require core assets – plus a commitment to developing them
• Assets are sources of future value– Tangible, intangible– Owned or not (but available)– Often with a useful life– Often people: customers, employees,
organizational knowledge– Especially core competencies: special knowledge
and skills embedded in employees and systems
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Four arena analysis
• Trace escalating competition along ladders– Trying to predict shifts to new areas
• Cost/Quality – Cintas: Ever better plants and routes
• Timing/Know-how– Aramark: Bought into corporate uniforms
• Barriers to entry– New plants, sophisticated logistics, global reach
• Deep pockets– Slugging it out -- and sometimes buying out small fry
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Navigational strategies
• Find loose bricks– Stake out undefended territory, fly low, cherry
pick…looking for a beachhead, not a niche (Honda)
• Change the terms of engagement – Sidestep barriers to entry (Canon)
• Collaborate– License, outsource, joint venture to gain
information and knowledge and advantage as go (lamp shades to ceiling fans)
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Navigational strategy exercise
• What is the rate of change in your industry or market?
• What is driving change?• In what arenas is competition
focused? Cost/Quality, Timing/Know-how, Barriers to Entry, Deep Pockets?
• How might you take advantage of flux in your field?
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• A business model describes what a firm will do, and how, to build and capture wealth for stakeholders
• Effective business models operationalize good strategies -- turning position, fit, etc (or vision and resources) into wealth
• Start-ups offer the opportunity to craft a perfect fit between specific opportunities and internal capabilities.
III. Business models
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• Build Wealth– Through an alchemical transformation of inputs into
something that customers value enough to pay for at more than cost
– Or through developing enough potential to be bought: valuable positions, know-how, customers…
• Capture Wealth– Private or public sale– Profit: Revenues plus cost control – Plus: The good life, a rich family life,
entrepreneurial success, social impact
Business models build & capture wealth for stakeholders
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1.Describe the landscape:– Porter + OT. – Environment, industry, and relevant trends.
2. Paint in competitors:– Competitor table. Perceptual maps.– What do you need to play? How do competitors
compete? What opportunities exist?
3. Identify strengths & weaknesses– Vision, skills, core technologies
4. Choose a position/strategy
Business models start with strategy
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4. Identify stakeholders you must serve– Owners, family, workers, community
5. Identify the wealth you will capture– Capital, good life, family life, fame
entrepreneurial effectiveness, social value
6. Sketch a structure that will operationalize the strategy – Value chain or activity system
Business models enclose wealth
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6. Work out the implications– Functional strategies– Timelines: Ie., the path to profitability,
sale or other realization of value– Financial projections & capital needs
Business models define structure
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Build a business model exercise
• Strategy • Stakeholders• Wealth• Model• Structural implications• Revise model
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IV. Functional implications of the business model
• Marketing and sales • People, management,
governance• Operations • Finances
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Marketing and SalesFinance
• Next week: Marketing & Sales • Two weeks: Things Financial• Now: Miscellaneous thoughts
on people, management, governance and operations
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People
• Employees, managers, stakeholders • More important even than cash
– Effectiveness, pleasantness
• Most difficult resource to find, to keep and to manage
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Business systems
OwnershipPressures
ManagerialPressures
Family/StakeholderPressures
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Business systems dynamics
• Each system has its own logic, its own bottom line– Ownership: Wealth creation & maintenance– Family & Stakeholders: Relationships– Management: Efficiency & replicability
• Each has its own time horizon– Ownership: Ten years or one working life– Family & Stakeholders: Reproduction of
generations– Management: Quarterly or annual results
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Governance defines the circles and the relationships
• Who decides what– Owners, key employees, key customers, family
members, professional advisors
• The decision makers for each circle– Owners (board of directors)– Managers (management team)– Family/stakeholders (council)
• The scope of their decisions• Their responsibility to each other• Conflict resolution
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Governance example
• Company with strong family ties & 3 sons• Owner’s retirement needs drive succession
– Two sons buy business (not land) from father– CEO-in-training - 50.+%; Sales manager 50-%– Board advisors
• Family needs led to side business:– Graphic artist, co-owned by CEO-in-training and
serving main business
• Management needs turn alliance into new web-based business
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Governance structures
• Direction– Vision, values, culture– Formal visioning– Cultural maintenance
• Agreements– Contracts, bylaws
• Support– Facilitators, advisors, models
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Sharing the vision
• Vision provides both energy and stability.
• Core Ideology anchors the team• Dynamic Envisioned Future draws
the team forward– Long-term, audacious goals– Concrete, vivid description of the
future
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Value driver analysis
Probability of Success
Impact
[Time Frame]
L
H
H
InterventionB
InterventionZ
InterventionA
InterventionX
InterventionCIntervention
Y
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Value driver analysis
• Work with teams (management, boards, stakeholders) to– List possible projects or initiatives– Rank each by magnitude of impact– Rank each by probability of success
• Place them on the matrix• Concentrate on high value/high
probability options
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Value of the analysis
• Focus – No low hanging fruit, no wild gambles
• Process– Generates commitment– Builds trust
• Brings data and analysis – To what is for most entrepreneurs,
intuitive• Models a useful tool
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Legal structures
• Corporations are liability and task entities– With governance implications
• Sole proprietorships – S corporation
• Partnerships • C Corporations
– LLC
• Stakeholder Corporations– ESOPs, cooperatives, joint ventures, community
corporations
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Support structures
• Boards of advisors– Next size up, pay
• Professional team– Accountant, lawyer, coach, tie-breaker,
insurance?
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Governance section
• Key stakeholders and how and why they count
• Legal structure• Key agreements that distribute
power and responsibility
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Management responsibilities
• Vision– Blends personal & organizational visions– Fosters common culture
• Strategy– Environmental scanning – Strategy – Measurable objectives
• Resources – Tools, systems, education
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Management responsibilities
• Systems– Efficient, effective processes– Fit between systems
• Relationships • Staff development
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Responsibility charting
• Provides a language and forum for discussing decision making -- at governance, management or staff level.
• Creates greater clarity about how decisions are to be made and who will be accountable for those decisions.
• Allows for a discussion of the difficult issues of power and authority.
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DECISION:
Roles Involved
CEO Oper. Sales Fin.
Approve
Responsible
Consult
Informed
Typ
es o
f P
arti
cip
atio
n
Responsibility chart
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Responsibility chart details
• Approve– Sign off on decisions– Veto power– Final responsibility to commit resources– Shares accountability
• Responsible– Takes the initiative, develops alternatives,
recommends, implements. – Accountable for results
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Responsibility chart details
• Consult– Input but no veto power
• Inform– Notify
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Management team section
• Names & Experience– Resumes
• Missing members– Recruiting plan
• Advisors & roles– Recruiting plan
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Operations
• What you do• How you do it• Cost implications
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Operations Examples
• Arbill– computerized information, pay
incentives, training, culture, evidence
• Anderson– architected solution simplifies training
and control and resource management
– ties in with knowledge management
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Operations section
• Key processes & strategy• Efficiency / cost control• Recruiting, training, evaluating
strategy• Fit with overall strategy• Continuous improvement
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Operations exercise
• Sketch out basic operational steps• Note cost assumptions• Create research list to confirm
assumptions, fill in gaps, collect numbers
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Bibliography
• Verna Allee, “Reconfiguring the Value Network,” The Journal of Business Strategy, 21 (4), PP 36-39.
• R Boulton, B Libert, S Samek, “A Business Model for the New Economy,” The Journal of Business Strategy, 21 (4), July-August 2000, pp 29-35.
• James Collins & Jerry Porras, Built to Last (HarperBusiness, 1994).• Richard D’Aveni, Hypercompetition (Free Press: 1994).• Kathleen Eisenhardt & Donald Sull, “Strategy as Simple Rules,” Harvard Business
Review, January 2001.• Mark Feldman & Michael Spratt, PWC, Five Frogs on a Log: A CEO’s Guide to
Accelerating the Transition in Mergers, Acquisitions and Gut Wrenching Change, (HarperBusiness 1999).
• Pankaj Ghemawat, Strategy and the Business Landscape (Prentice Hall, 2001).• G. Hamel & C. K. Prahalad, “Strategic Intent,” Harvard Business Review, May-June
1989.• Robert Hamilton lecture notes, 1998.• Robert Hamilton, E. Eskin, M. Michael, "Assessing Competitors: The Gap between
Strategic Intent and Core Capability", International Journal of Strategic Management-Long Range Planning, Vol. 31, No. 3, pp. 406-417, 1998
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Bibliography, cont.
• TL Hill lecture notes, 1999, 2001.• J. D. Hunger & T.L. Wheelan, Essentials of Strategic Management (Prentice Hall,
2001).• Ivan Lansberg, Succeeding Generations (Harvard Business School Press, 2000).• B. Mahadevan, “Business Models for Internet-based E-Commerce,” California
Management Review, 42 (4), Summer 2000, pp 55-69.• Henry Mintzberg & James Brian Quinn, Readings in the Strategy Process, 3rd
Edition (Prentice Hall, 1998).• Alex Moss, Praxis Consulting presentation on worker ownership, 1999 • Sharon Oster, Modern Competitive Analysis, 2nd Edition (Oxford University Press,
1994).• Michael Porter, Competitive Advantage (Free Press, 1985).• Michael Porter, “What is Strategy?”, Harvard Business Review, November-
December 1996.• Jim Portwood lecture notes, 1998. • C.K, Prahalad & G. Hamel, “The Core Competence of Corporations,” Harvard
Business Review, May-June, 1990.• Pamela Tudor, Notes on responsibility charting, 1999
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Evaluation
• What was the most useful part of today’s workshop?
• Least useful?• What should I definitely keep the
same?• What should I change -- and how?