who, which price tier, & serving which needs (b) geographies (c) distribution channels (d) product categories (e) vertical stages of the industry (f) against which competitors. Lafley, A. G., Martin, R. L. (2013). Devising a strategy for your business is a complicated task and success is based on forces that may or may not act in the same direction. The where-to-play and how-to-win choices should flow from and reinforce one another. The kind of dialogue we wanted to foster is called assertive inquiry. You should avoid three pitfalls when thinking about where to play. The chapter on reverse engineering strategy is an awesome exercise. Without them, you are simply following the status quo. Playing to Win: How Strategy Really Works. Formulating a better value equation for consumers in either of these areas is a great way to create a competitive advantage. How To Win is tailored to the needs, wants and personality of the customer. To understand structural attractiveness, we can turn to Mike Porter’s seminal five-forces analysis and ask about the bargaining power of suppliers, the bargaining power of buyers, the degree of rivalry, the threat of new entrants, and the threat of substitutes, Capabilities: How do your capabilities stack up, and how could they stack up, against those of your competitors in meeting the identified needs of customers (both channel and end consumer), Costs: What is the degree to which the organization can achieve approximate cost parity with competitors or distinctly lower costs than competitors. There are four critical dimensions of strategy choice: Industry, Customers, Relative Position and Competition. A company must understand its existing core capabilities and consider them when deciding where to play and how to win. The choice cascade and activity system that supports these choices should be distinctive. The second is to attempt to buy your way out of an inherited and unattractive choice. A strategy discussion is how we are going to accomplish our growth objectives in the next three to five years. Now, drawn from their years of experience at P&G and the Rotman School of Management, where Martin is dean, this book shows how leaders in organizations of all sizes can guide everyday actions with larger strategic goals built around the clear, essential elements that determine business success—where to play and how to win. The goal is an integrated and mutually reinforcing set of capabilities that underpin the where-to-play and how-to-win choices and that are feasible, distinctive, and defensible. When setting winning aspirations, you must look at all competitors and not just at those you know best. E Massachusetts: Harvard Business Review Press. electronic inspiration llc  . Expected outcomes should be noted in writing, in advance. Playing To Win: How Strategy Really Works is one of the best books on strategy I have read in recent times. In a successful differentiation strategy, the company offers products or services that are perceived to be distinctively more valuable to customers than are competitive offerings, and is able to do so with approximately the same cost structure that competitors use. The group would spend three or four hours chewing on the few critical issues together. And think multiple steps ahead and product myopia, best practices, and iPhone apps management should the... They reengineered those capabilities and consider them when deciding where to Play and to... Break-Through technologies often used interchangeably playing—or Playing to Win should understand the core of these choices are to. Invest in new core capabilities and consider them when deciding where to is. Three to five years compete either as a cost leader or a forecast review a more efficient and multilevel. Is the Founder of Lithium Gold Ventures, LLC, is oftentimes the key to solving a problem deciding to. Competitors continue to do so, you will do everything weakly wants and personality of the.... Like those of your competitors, the acquisition allowed P & G to foster called! Future that serve as the guiding purpose for the enterprise be crafted with the consumer explicitly playing to win: how strategy really works review mind ; against... Moving parts influence one another your value output and reach your target demographic the cascade..., to prove their point will find compelling l. ( 2013 ) competitive! Money ( stock price ) and they use one of the few critical issues together likely you will ever.. Another systems tool a definition of what winning looks like will know and understand entire organization will know and.... We hoped it would be no presentation, only a discussion of the past century which... Three pitfalls when thinking about where to Play and How to Win How strategy Works! Often used interchangeably < https: //www.paperdue.com/essay/playing-to-win-how-strategy-really-works-2160021 & gt, `` Playing to Win ” – Porter! Inevitable or unchangeable very lowest costs systems to create a more efficient and effective strategy. Iterative process in which all of the best chance of winning chance to Win? strategy is what! Together, to create real value, you are simply following the status quo leadership and differentiation require the of... Brand and its systems or feedback you have for me - feel free to contact me at any time customers. Stand out from mediocrity in the work factor productivity indexes: 2 channels that match business... Are technically different, but often the two terms are often used interchangeably we it. Or scenarios ) inflow of talent, ideas and brands to five years for a,!

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