1. GBUTtem 机密 此报告仅供客户内部使用。未经麦肯锡公司的书面许可，其它任何机构 不得擅自传阅、引用或复制。 Document Date

2. GBUTtem 1 * 资料来源： Unit of measure 例子 High Low  – Legend Text –Text Text Title x – ÷ + x – ÷ + Text

3. GBUTtem 2 EXHIBIT TITLE * 资料来源：

4. GBUTtem 3 * 资料来源： Unit of measure

5. GBUTtem 4 Text 2X2 CUBED * 资料来源： Unit of measure

6. GBUTtem 5 2X2 TOWER * 资料来源： Unit of measure

7. GBUTtem 6 PlacePriceProductPackagePositioning promotion Product offering 5Ps MARKETING * 资料来源： Unit of measure

8. GBUTtem 7 StrategySkills SystemsStaff Shared values Structure Style 7S7S * 资料来源： Unit of measure

9. GBUTtem 8 ARROW 3D * 资料来源： Unit of measure

10. GBUTtem 9 CUBES1 3D * 资料来源： Unit of measure

11. GBUTtem 10 CUBES2 3D * 资料来源： Unit of measure

12. GBUTtem 11 *Footnote Source: CUBES3 3D * 资料来源： Unit of measure

13. GBUTtem 12 Text CUTOUT 3D * 资料来源： Unit of measure

14. GBUTtem 13 New entrant Suppliers Industry competitors Buyers Substitute s FORCES AT WORK * 资料来源： Unit of measure

15. GBUTtem 14 Text JOINT * 资料来源： Unit of measure

16. GBUTtem 15 Text LEVEL SEPARATE 4 * 资料来源： Unit of measure

17. GBUTtem 16 Text LINEAR A 3D * 资料来源： Unit of measure

18. GBUTtem 17 Text LINEAR B 3D * 资料来源： Unit of measure

19. GBUTtem 18 Text LINEAR C 3D * 资料来源： Unit of measure

20. GBUTtem 19 Text LINEAR D 3D * 资料来源： Unit of measure

21. GBUTtem 20 Text LINEAR E 3D * 资料来源： Unit of measure

22. GBUTtem 21 Text LINEAR G 3D * 资料来源： Unit of measure

23. GBUTtem 22 Text LINEAR I 3D * 资料来源： Unit of measure

24. GBUTtem 23 Text LINEAR J 3D * 资料来源： Unit of measure

25. GBUTtem 24 Text LINEAR N 3D * 资料来源： Unit of measure

26. GBUTtem 25 Text LINEAR P 3D * 资料来源： Unit of measure

27. GBUTtem 26 Text LINEAR Q 3D * 资料来源： Unit of measure

28. GBUTtem 27 Text LINEAR Q 3D * 资料来源： Unit of measure

29. GBUTtem 28 Plan Implemen t Support LINKS 3 * 资料来源： Unit of measure

30. GBUTtem 29 PERSPECTIVE 3D * 资料来源： Unit of measure

31. GBUTtem 30 Text PROPELLER 3D * 资料来源： Unit of measure

32. GBUTtem 31 RINGS 3D * 资料来源： Unit of measure

33. GBUTtem 32 Text SCALE * 资料来源： Unit of measure

34. GBUTtem 33 Text SCALES * 资料来源： Unit of measure

35. GBUTtem 34 Text SIZES IN * 资料来源： Unit of measure

36. GBUTtem 35 SPIRAL1 3D * 资料来源： Unit of measure

37. GBUTtem 36 Spiral Brakes Tube in tube SPIRAL2 3D * 资料来源： Unit of measure

38. GBUTtem 37 Text SPOTLIGHT * 资料来源： Unit of measure

39. GBUTtem 38 Text STAIRCASE * 资料来源： Unit of measure

40. GBUTtem 39 Stars 3D * 资料来源： Unit of measure

41. GBUTtem 40 Text WIRE CUBES * 资料来源： Unit of measure

42. GBUTtem 41 Text ARROWS * 资料来源： Unit of measure

43. GBUTtem 42 Text LEVEL 1 * 资料来源： Unit of measure

44. GBUTtem 43 Text LEVEL 2 * 资料来源： Unit of measure

45. GBUTtem 44 Text LEVEL 3 * 资料来源： Unit of measure

46. GBUTtem 45 Text LEVEL 4 * 资料来源： Unit of measure

47. GBUTtem 46 Text LEVEL 5 * 资料来源： Unit of measure

48. GBUTtem 47 Text LEVEL 6 * 资料来源： Unit of measure

49. GBUTtem 48 Text Header Text FLOW 2 * 资料来源： Unit of measure

50. GBUTtem 49 Text Header Text FLOW 2 TITLE * 资料来源： Unit of measure

51. GBUTtem 50 Text Header Text Header Text FLOW 3 * 资料来源： Unit of measure

52. GBUTtem 51 Text Header Text Header Text FLOW 3 TITLE * 资料来源： Unit of measure

53. GBUTtem 52 Text Header Text Header Text FLOW 4 * 资料来源： Unit of measure

54. GBUTtem 53 Text Header Text Header Text FLOW 4 TITLE * 资料来源： Unit of measure

55. GBUTtem 54 Text Header Text Header Text FLOW 5 * 资料来源： Unit of measure

56. GBUTtem 55 Text Header Text Header Text FLOW 5 TITLE * 资料来源： Unit of measure

57. GBUTtem 56 Text Header Text Header Text FLOW 6 * 资料来源： Unit of measure

58. GBUTtem 57 Text Header Text Header Text FLOW 6 TITLE * 资料来源： Unit of measure

59. GBUTtem 58 Text BLADES * 资料来源： Unit of measure

60. GBUTtem 59 Text BOX * 资料来源： Unit of measure

61. GBUTtem 60 Text BOX * 资料来源： Unit of measure

62. GBUTtem 61 Text CYCLE 1 * 资料来源： Unit of measure

63. GBUTtem 62 Text CYCLE 2 * 资料来源： Unit of measure

64. GBUTtem 63 Text CYCLE 3 * 资料来源： Unit of measure

65. GBUTtem 64 Text CYCLE 4 * 资料来源： Unit of measure

66. GBUTtem 65 Text CYCLE 5 * 资料来源： Unit of measure

67. GBUTtem 66 Text CYCLE 6 * 资料来源： Unit of measure

68. GBUTtem 67 Text CYCLE 7 * 资料来源： Unit of measure

69. GBUTtem 68 Text CYCLE 8 * 资料来源： Unit of measure

70. GBUTtem 69 Text INCOMING * 资料来源： Unit of measure

71. GBUTtem 70 Text RIBBON * 资料来源： Unit of measure

72. GBUTtem 71 Text RING * 资料来源： Unit of measure

73. GBUTtem 72 Text UPON 2 * 资料来源： Unit of measure

74. GBUTtem 73 Text CONTINUOUS * 资料来源： Unit of measure

75. GBUTtem 74 Text CUTOUT * 资料来源： Unit of measure

76. GBUTtem 75 Text LINEAR A * 资料来源： Unit of measure

77. GBUTtem 76 Text LINEAR B * 资料来源： Unit of measure

78. GBUTtem 77 Text LINEAR C * 资料来源： Unit of measure

79. GBUTtem 78 Text LINEAR D * 资料来源： Unit of measure

80. GBUTtem 79 Text LINEAR E * 资料来源： Unit of measure

81. GBUTtem 80 Text LINEAR F * 资料来源： Unit of measure

82. GBUTtem 81 Text LINEAR G * 资料来源： Unit of measure

83. GBUTtem 82 Text LINEAR H * 资料来源： Unit of measure

84. GBUTtem 83 Text LINEAR I * 资料来源： Unit of measure

85. GBUTtem 84 Text LINEAR J * 资料来源： Unit of measure

86. GBUTtem 85 Text LINEAR K * 资料来源： Unit of measure

87. GBUTtem 86 Text LINEAR N * 资料来源： Unit of measure

88. GBUTtem 87 Text LINEAR P * 资料来源： Unit of measure

89. GBUTtem 88 Text LINEAR Q * 资料来源： Unit of measure

90. GBUTtem 89 Text PROPELLER * 资料来源： Unit of measure

91. GBUTtem 90 Text STEP 5 * 资料来源： Unit of measure

92. GBUTtem 91 Text 2 ON 1 * 资料来源： Unit of measure

93. GBUTtem 92 Text AGAINST * 资料来源： Unit of measure

94. GBUTtem 93 Text AT WORK * 资料来源： Unit of measure

95. GBUTtem 94 Text COUPLED HORIZ * 资料来源： Unit of measure

96. GBUTtem 95 Text COUPLED VERT * 资料来源： Unit of measure

97. GBUTtem 96 Text FOCUSED * 资料来源： Unit of measure

98. GBUTtem 97 New entrant Suppliers Industry competitors Buyers Substitute s FORCES AT WORK * 资料来源： Unit of measure

99. GBUTtem 98 Text PARALLEL * 资料来源： Unit of measure

100. GBUTtem 99 Text SPLIT * 资料来源： Unit of measure

101. GBUTtem 100 Text SURROUND * 资料来源： Unit of measure

102. GBUTtem 101 Text TWISTED * 资料来源： Unit of measure

103. GBUTtem 102 Text UP & AWAY * 资料来源： Unit of measure

104. GBUTtem 103 Text UP & DOWN * 资料来源： Unit of measure

105. GBUTtem 104 Customer Clients Distributors Competitors Suppliers 3Cs TRIANGLE * 资料来源： Unit of measure

106. GBUTtem 105 Skills Shared values Strategy Staff Structure Systems Style A coherent set of actions aimed at gaining a sustainable advantage over competition The organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and integrated The people in the organization, considered in terms of corporate demographics, not individual personalities The way managers collectively behave with respect to use of time, attention and symbolic actions The processes and procedures through which things get done from day-to-day Those ideas of what is right and desirable (in corporate and/or individual behavior) which are typical of the organization and common to most of its members Capabilities possessed by the organization as a whole as distinct from the individuals. Some companies perform extraordinary feats with ordinary people 3S-4S * 资料来源： Unit of measure

107. GBUTtem 106 The way managers collectively behave with respect to use of time, attention, and symbolic actions The people in the organization, considered in terms of corporate demographics, not individual personalities The organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and integrated Those ideas of what is right and desirable (in corporate and/or individual behavior) which are typical of the organization and common to most of its members The processes and procedures through which things get done from day to day A coherent set of actions aimed at gaining a sustainable advantage over competition Capabilities possessed by the organization as a whole as distinct from the individuals. Some companies perform extraordinary feats with ordinary people Staff SystemsStyle Shared Values Structure Skills Strategy 2S-5S * 资料来源： Unit of measure

108. GBUTtem 107 Competitive position Low Medium High Product/market attractiveness LowMediumHigh BUSS PORTFOLIO * 资料来源： Unit of measure

109. GBUTtem 108 Change vision Chief Executive Leadership groups Down the line External constitution Commitment ConvictionCourage Capability Individual activity Enabling devices CHANGE BOARD * 资料来源： Unit of measure

110. GBUTtem 109 Delta P Vision and Leadership Organizational Infrastructure Performance Measurement People Development Communications Problem Solving Process Client managers (particularly middle management) have skill to lead program implementation Change in actual behavior Action plans sufficient to achieve goals Agreement on objectives by line management Management of high- involvement process Implementation or near implementation of required structure and systems Flow of 2-way communications People’s understanding, belief and contribution to act on vision and action plans Accurate measurement of action and results Clear accountabilities Early wins Visible demonstration of new vision and values by client leadership DELTA P * 资料来源： Unit of measure

111. GBUTtem 110 Natural owner Relative ability to extract value LowMedium Value-creation potential in business unit High Corporate center skills Business unit linkages Taxation/ valuation differences Industry attractiveness Competitive position Restructuring/rationalization opportunities “One of the pack” Retain and give top priority Retain and give priority Retain and manage for code or liquidate Probably divest DivestDivest or liquidate MACS * 资料来源： Unit of measure

112. GBUTtem 111 Business Strategy Manufacturing Strategy Configuration Systems Research Focus Labor Policy Product Design Make vs. Buy Organization Process Design MANUFACTURING STRATEGY * 资料来源： Unit of measure

113. GBUTtem 112 Restructuring framework 1 5 43 2 PENTAGON * 资料来源： Unit of measure

114. GBUTtem 113 Benefit Price Competitive disadvantage Competitive advantage PRICE BENEFIT * 资料来源： Unit of measure

115. GBUTtem 114 Appraise performance and prospects Develop strategy Redesign pivotal jobs Design the skill building process Assess change readiness Top down action programs Bottom up action programs 1 2 4 5 6 7 8 3 SMILE CHART * 资料来源： Unit of measure

116. GBUTtem 115 3. Create and pursue a unique advantage 2. Resegment the market to create a niche 4. Exploit unique advantage industrywide 1. Do more and better of the same When to compete STRAT GAMEBOARD * 资料来源： Unit of measure

117. GBUTtem 116 Stage 1 Stage 2 Stage 3 Stage 4 Value system Strategic manage- ment Externall y orientate d planning Forecast based planning Budget planning Meet budget and schedule Predict the future Think strategicall y Create the future STRAT MANAGE * 资料来源： Unit of measure

118. GBUTtem 117 Selling margin Contribution Sales Selling rate Sales Available selling time Effectiveness Contribution Available selling time Productivity Contribution Total selling costs Efficiency Available selling time Total selling costs Utilization Available selling time Total sales time Support intensity Support costs Total selling costs Support leverage Total sales time Support costs TREE PRODUCTIVITY * 资料来源： Unit of measure

119. GBUTtem 118 Maximize shareholder value Grow through cultural initiative Redeploy assets Improve core business performance Grow through acquisition and/or merger Adopt sound financing approach VALUE CREATION * 资料来源： Unit of measure

120. GBUTtem 119 Real Perceived Client’s relative ability to extract value Corporate center skills Linkages between business units Financial ownership fit Industry restructure Internal controller Shared resources Transfer of capability Vertical integration Differences in tax position Existence of non-cases objectives Inefficiencies in financial markets Difference in valuation technique VALUE SOURCES * 资料来源： Unit of measure

121. GBUTtem 120 Header Text GANTT10 * 资料来源： Unit of measure

122. GBUTtem 121 Header Text ## GANTT15 * 资料来源： Unit of measure

123. GBUTtem 122 Text LEFT TO RIGHT * 资料来源： Unit of measure

124. GBUTtem 123 Text Process objectives Text Sub-objectives STUDY OBJECTIVE * 资料来源： Unit of measure

125. GBUTtem 124 Text TOP DOWN * 资料来源： Unit of measure

126. GBUTtem 125 Text 2X2 * 资料来源： Unit of measure

127. GBUTtem 126 Text 2X2 CUBED * 资料来源： Unit of measure

128. GBUTtem 127 Text 2X2 EXTENDED * 资料来源： Unit of measure

129. GBUTtem 128 Text 2X2 TOWER * 资料来源： Unit of measure

130. GBUTtem 129 Text 3X3 * 资料来源： Unit of measure

131. GBUTtem 130 Text 3X3 EXTENDED * 资料来源： Unit of measure

132. GBUTtem 131 Text DIFFRACTION * 资料来源： Unit of measure

133. GBUTtem 132 Text FLOW DOWN * 资料来源： Unit of measure

134. GBUTtem 133 Text PASS THROUGH * 资料来源： Unit of measure

135. GBUTtem 134 Label 1 Label 2 Label 3 AREA * 资料来源： Unit of measure

136. GBUTtem 135 Label 1 Label 2 Label 3 Label 4 Label 5 BAR * 资料来源： Unit of measure

137. GBUTtem 136 Label 1 Label 2 Label 3 Label 4 Label 5 Label 1 Label 2 Label 3 Label 4 Label 5 Title Unit of measure Title Unit of measure BAR 2 * 资料来源： Unit of measure

138. GBUTtem 137 Label 1 Label 2 Label 3 Label 4 Label 5 BAR BUTTED * 资料来源： Unit of measure

139. GBUTtem 138 Label 1 Label 2 Label 3 Label 4 Label 5 000 Series BAR STACKED * 资料来源： Unit of measure

140. GBUTtem 139 Label 1 Label 2 Label 3 Label 4 Label 5 000 100% = Series BAR STACKED 100% * 资料来源： Unit of measure

141. GBUTtem 140 Title Unit of measure Title Unit of measure Label 1 Label 2 Label 3 Label 4 Label 5 Label 6 BUBBLE * 资料来源： Unit of measure

142. GBUTtem 141 Label 1 Label 2 Label 3 Label 4 Label 5 COLUMN * 资料来源： Unit of measure

143. GBUTtem 142 Label 1 Label 2 Label 3 Label 4 Label 5 Label 1 Label 2 Label 3 Label 4 Label 5 Title Unit of measure Title Unit of measure COLUMN 2 * 资料来源： Unit of measure

144. GBUTtem 143 Label 1Label 2Label 3Label 4Label 5 COLUMN BUTTED * 资料来源： Unit of measure

145. GBUTtem 144 Label 1 Label 2 Label 3 Label 4 Label 5 Series 000 COLUMN STACKED * 资料来源： Unit of measure

146. GBUTtem 145 Label 1 Label 2 Label 3 Label 4 Label 5 Series 100%=000 COLUMN STACKED 100% * 资料来源： Unit of measure

147. GBUTtem 146 Title Unit of measure Label 1 Label 2 Label 3 Label 4 Label 5 Title Unit of measure 100% = 000 Series Label 1 COMBO PIE SEGMENT COLUMN * 资料来源： Unit of measure

148. GBUTtem 147 Title Unit of measure Title Unit of measure Label 1Label 2Label 3 Label 4 Label 5 COST CURVE * 资料来源： Unit of measure

149. GBUTtem 148 ARROWS * 资料来源： Unit of measure

150. GBUTtem 149 This report is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior written approval from McKinsey & Company. DISCLAIMERS CLIENT * 资料来源： Unit of measure

151. GBUTtem 150 This report contains information that is confidential and proprietary to McKinsey & Company and is solely for the use of McKinsey & Company personnel. No part of it may be used, circulated, quoted, or reproduced for distribution outside McKinsey & Company. If you are not the intended recipient of this report, you are hereby notified that the use, circulation, quoting, or reproducing of this report is strictly prohibited and may be unlawful. DISCLAIMERS INTERNAL * 资料来源： Unit of measure

152. GBUTtem 151 This report is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior written approval from McKinsey & Company. This material was used by McKinsey & Company during an oral presentation; it is not a complete record of the discussion. DISCLAIMERS PRESENTATION * 资料来源： Unit of measure

153. GBUTtem 152 Legend LEGENDS * 资料来源： Unit of measure

154. GBUTtem 153 McKINSEY LOGO * 资料来源： Unit of measure

155. GBUTtem 154  – MISC * 资料来源： Unit of measure

156. GBUTtem 155 Very attractive Average Very unattractive Very attractive Average Very unattractive MOONS * 资料来源： Unit of measure

157. GBUTtem 156 ILLUSTRATIVE CONFIDENTIAL ESTIMATE EXAMPLEFOR DISCUSSION ONLY FOR DISCUSSION PRELIMINARY DRAFT STICKER * 资料来源： Unit of measure

158. GBUTtem 157 CONFIDENTIAL DISCUSSION DRAFT DISGUISED CLIENT EXAMPLE PRELIMINARY DRAFT PRELIMINARY ESTIMATE DISCUSSION DRAFTDISGUISED DRAFT FOR DISCUSSION SAMPLE BACKUP HYPOTHESIS STRAW MAN TO BE COMPLETED PROPOSED REVISED ROUGH ESTIMATE CONCEPTUAL STICKER OTHER * 资料来源： Unit of measure

159. GBUTtem 158 WORLD MAP * 资料来源： Unit of measure