CHAPTER 1

WHAT IS STRATEGY AND

WHY IS IT IMPORTANT?

1. Understand why every company needs a sound strategy to

compete successfully, manage the conduct of its business, and
strengthen its prospects for long-term success.
2. Develop an awareness of the four most dependable strategic
approaches for setting a company apart from rivals and
winning a sustainable competitive advantage.
3. Understand that a companys strategy tends to evolve over
time because of changing circumstances and ongoing
management efforts to improve the companys strategy.
4. Learn why it is important for a company to have a viable
business model that outlines the companys customer value
proposition and its profit formula.
5. Learn the three tests of a winning strategy.

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WHAT DO WE MEAN BY STRATEGY ?

What is our present situation?

Business environment and industry conditions

Firms financial and competitive capabilities

Where do we want to go from here?

Creating a vision for the firms future direction

How are we going to get there?

Crafting an action plan that will get us there

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13

WHAT IS STRATEGY ABOUT?

Strategy is all about How:

How to outcompete rivals.

How to respond to economic and market

conditions and growth opportunities.

How to manage functional pieces of the

business.

How to improve the firms financial and

market performance.

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WHY DO STRATEGY ?
A firm does strategy:

To improve its financial performance.

To strengthen its competitive position.

To gain a sustainable competitive.

advantage over its market rivals.

A creative, distinctive strategy:

Can yield above-average profits.

Makes competition difficult for rivals.

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STRATEGY AND COMPETITORS

Strategy is about competing differently
from rivals

Doing what they dont do or doing it better!

Doing what they cant do!

Doing that which sets the firm apart and

attracts customers.

Doing what we should or should not do to

produce a competitive edge.

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16

1.1

Identifying a Companys StrategyWhat to Look For

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Key initiatives of the Plan-to-Win strategy:

Improved restaurant operations
Affordable pricing
Wide menu variety and beverage choices
Convenience and expansion of dining opportunities
Ongoing restaurant reinvestment and international
expansion

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18

Follow-up

Which of McDonalds Plan-to-Win strategy

initiatives are associated with meeting
customer needs more effectively?
Which initiatives are focused on more
efficiently delivering products and services?
Which initiatives will likely result in the most
enduring competitive advantage?

Which of the initiatives will competitors likely

attempt to overcome first?

Copyright 2011 by The McGraw-Hill Companies, Inc. All rights reserved.

19

The Quest for Competitive Advantage

Competitive Advantage

Meeting customer needs more effectively,

with products or services that customers
value more highly, or more efficiently, at
lower cost.

Sustainable Competitive Advantage

Giving buyers lasting reasons to prefer a

firms products or services over those of its
competitors.

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110

STRATEGIC APPROACH CHOICES

Building Competitive Advantage

Low-cost
provider

Differentiation
on features

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Focus on
market niche

Best-cost
provider

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STRATEGIC APPROACHES
Building a competitive advantage by:
1. Striving to become the industrys low-cost
provider (efficiency).

2. Outcompeting rivals on differentiating

features (effectiveness).
3. Focusing on better serving a niche markets
needs (efficiency and\or effectiveness).
4. Offering the lowest (best) prices for
differentiated goods (best-cost provider).
Copyright 2011 by The McGraw-Hill Companies, Inc. All rights reserved.

112

Strategic Positioning

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113

Strategic Positioning

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114

GAINING SUSTAINABLE COMPETITIVE

ADVANTAGE
How to create a sustainable competitive
advantage:

Develop valuable expertise and competitive

capabilities over the long-term that rivals
cannot readily copy, match or best.

Put the constant quest for sustainable

competitive advantage at center stage in
crafting your strategy.

Copyright 2011 by The McGraw-Hill Companies, Inc. All rights reserved.

115

Competitive Advantage

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Competitive Advantage

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The Value Chain as a Framework for

Competitive Advantage

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118

Decomposed the value chain : Be

better than competitor

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119

Value Chain Analysis

Value added revenue total cost = margin

Value added process add value through cooperation with

supplier, customer, and distributor

Value chain system The relationship between the value

chain activities of the organization and its suppliers,

distributors and consumers
The value network
Channel
Value chain

Organization
Value Chain

Customer
Value chain

Downstream value

Upstream value

Supplier
Value chain

COMPETITIVE ADVANTAGE
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Value Chain

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Why a Firms Strategy Evolves over Time

Managers modify strategy in response to:

Changing market conditions

Advancing technology
Fresh moves of competitors
Shifting buyer needs
Emerging market opportunities
New ideas for improving the strategy

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122

The Evolving Nature of a Firms Strategy

Realized (current) strategy is a blend of:

Proactive (deliberate) strategy elements that

include both continued and new initiatives.

Reactive (emergent) strategy elements that

are required due to unanticipated competitive
developments and fresh market conditions.

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123

1.2

A Companys Strategy Is a Blend of Proactive Initiatives

and Reactive Adjustments

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THE RELATIONSHIP BETWEEN A

FIRMS STRATEGY AND ITS
BUSINESS MODEL

Realized
Strategy

$$$?

Business
Model

Competitive
Initiatives

Value
Proposition

Business
Approaches

Profit Formula

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125

A Companys Business Model

How the business will make money :

By providing customers with value.

The firms customer value proposition
By generating revenues sufficient to cover
costs and produce attractive profits.
The firms profit formula

It takes a proven business modelone that

yields appealing profitabilityto demonstrate
viability of a firms strategy.
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126

Business Model Elements

The Customer Value Proposition

Satisfying buyer wants and needs at a price

customers will consider a good value.

The greater the value provided (V) and

the lower the price (P), the more
attractive the value proposition is to
customers.

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127

Business Model Elements (contd)

The Profit Formula

Creating a cost structure that allows for

acceptable profits, given that pricing is
tied to the customer value proposition.
Vthe value provided to customers
Pthe price charged to customers
Cthe firms costs
The lower the costs (C) for a given customer
value proposition (VP), the greater the ability
of the business model to be a moneymaker.

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IS OUR STRATEGY A WINNER?

The Strategic
Fit Test

The Competitive
Advantage Test

Winning
Strategy

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The Performance
Test

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WHAT MAKES A STRATEGY

A WINNER?
A winning strategy must pass three tests:

The Fit Test

Does it exhibit dynamic fit with the external and
internal aspects of the firms overall situation?
The Competitive Advantage Test
Can it help the firm achieve a significant and
sustainable competitive advantage?
The Performance Test
Can it produce good performance as measured
by the firms profitability, financial and
competitive strengths, and market standing?
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WHY CRAFTING AND EXECUTING

STRATEGY ARE IMPORTANT TASKS
Strategy provides:

A prescription for doing business.

A road map to competitive advantage.
A game plan for pleasing customers.
A formula for attaining long-term standout
marketplace performance.

Good Strategy + Good Strategy Execution =

Good Management
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THINKING STRATEGICALLY
Googles web browser-based Chrome operating
system and its online applications suite are now
challenging Microsofts long-term dominance of
those marketplace sectors.

What should be Microsofts first response to this

competitive challenge?

How will Microsofts response to this competitors

actions affect its business model?

Which competitors strategy will likely be the eventual

winner in the marketplace?

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THE ROAD AHEAD

Strategy is about asking the right questions:

What must managers do, and do well, to make a

firm a winner in the marketplace?

Strategy requires getting the right answers:

Good strategic thinking and good management of

the strategy-making, strategy-executing process.

First-rate capabilities and skills in crafting and

executing strategy are essential to managing
successfully.

Welcome and best wishes for your success!

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