【正文】 Companies who succeed are focused and are the best at what they do 0 20 40 60 80 100% Multi core None Regional focus One business Channel focus Percent of panies Customer focus 8 GXC Keys to success A well developed, differentiated strategy A rigorous, fact based planning process to connect strategy with tactics A well aligned, effective anization to execute 9 GXC 75% of . anizations believe they need to upgrade their strategic planning process NoYes 02040608010 0%“ Our strategic planning process is effective” NoYes 02040608010 0%“ Our strategic planning process is fully developed” 10 GXC Best demonstrated strategic planning process Mission ? Define the mission ? Rarely Portfolio Strategy ? Decide what businesses and markets to pete in ? Determine success metrics by business ? Every 5 years Business Unit Strategy ? Develop differentiated offering ? Identify changing dynamics External Internal ? Identify key gaps ? Every 23 years Tactical Planning ? Set targets and timelines ? Design key initiatives ? Develop implementation plans ? Realign anization ? Annually Execution and Tracking ? Track performance against plans ? Modify plans as necessary ? Ongoing 11 GXC Business unit strategy must be informed by the facts around the “3Cs” Fact based diagnostic and value proposition Customers Competitors Costs ? What does our target customer value? ? What can petitors offer and how can we beat this offering? ? How can we provide our value proposition at minimum costs? ? Market size ? Market growth ? Customer segments ? Channel segments ? Price experience ? Cost experience ? Product profitability ? Channel profitability ? Value chain economics ? Systems cost ? Cost position ? Competitive position ? Profitability ? Strategy ? Commitment 12 GXC Strategic planning is often done without reference to facts 3. 7%6. 0%12. 0%024681012%Perc entActual average market growth Forecast average pany growth Forecast average pany earnings growth 13 GXC