CORE CONCEPT

A company’s strategy is its action

plan for outperforming its competitors
and achieving superior profitability

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 WHAT DO WE MEAN BY STRATEGY?
◆ What is our present situation?
● Business environment and industry conditions
● Firm’s financial and competitive capabilities
◆ Where do we want to go from here?
● Creating a vision for the firm’s future direction
◆ How are we going to get there?
● Crafting an action plan for heading the firm in the
intended direction, staking out a market position,
attracting customers, achieving the targeted financial
and market performance, and getting the firm
where it wants to go is its strategy.

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 WHAT IS STRATEGY ABOUT?
◆ Strategy is all about How:
● How to attract and please customers.
● How to compete against rivals.
● How to position the firm in the marketplace.
● How best to respond to changing economic
and market conditions.
● How to capitalize on attractive opportunities
to grow the business.
● How to achieve the firm’s performance targets.

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STRATEGIC MANAGEMENT PRINCIPLE

♦ Strategy is about competing differently from

rivals—doing what competitors don’t do or,
even better, doing what they can’t do!

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 WHY BOTHER WITH STRATEGY?
◆ A firm needs a strategy to specify what
actions are going to be taken:
● To improve its financial performance.
● To strengthen its competitive position.
● To gain a sustainable competitive advantage
over its market rivals.
◆ A creative, distinctive strategy:
● Helps produce above-average profits.
● Increases competitive pressures on rivals.

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 STRATEGY AND COMPETITORS
◆ Strategy is about competing differently
from rivals—
● Doing what they don’t do or doing it better!
● Doing what they can’t do!
● Doing things in ways that attract customers
and set a firm apart from its rivals.
● Doing things in a manner calculated to
produce a competitive edge over rivals.

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FIGURE 1.1 Identifying a Company’s Strategy–What to Look For

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 ILLUSTRATION CAPSULE 1.1
McDonald’s Strategy in
the Quick-Service Restaurant Industry

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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 STRATEGY AND THE QUEST FOR
COMPETITIVE ADVANTAGE

◆ Competitive Advantage
● Require meeting customer needs either more
effectively (with products or services that customers
value more highly) or more efficiently (by providing
products or services at lower cost).
◆ Sustainable Competitive Advantage
● Requires giving buyers lasting reasons to prefer a
firm’s products or services over those of its
competitors.

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STRATEGIC APPROACH CHOICES

Building Competitive Advantage

Low-cost Differentiation on Focus on Best-cost

provider features market niche provider

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 STRATEGIC APPROACHES
◆ Building a competitive advantage by:
● Striving to become the industry’s low-cost provider
(efficiency).
● Outcompeting rivals on differentiating features
(effectiveness).
● Offering the lowest (best) prices for differentiated
goods (best-cost provider).
● Focusing on better serving a niche market’s needs
(efficiency and\or effectiveness).

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CORE CONCEPT
♦ A firm achieves a competitive advantage
when it provides buyers with superior value
compared to rival sellers or offers the same
value at a lower cost to the firm.
♦ The firm achieves a sustainable competitive
advantage if its advantage persists despite the
best efforts of competitors to match or surpass
its advantage.

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 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.

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 WHY A COMPANY’S 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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STRATEGIC MANAGEMENT PRINCIPLE

♦ Changing circumstances and ongoing

management efforts to improve the strategy
cause a company’s strategy to evolve over
time—a condition that makes the task of
crafting strategy a work in progress, not a
one-time event.
♦ A company’s strategy is shaped partly by
management analysis and choice and partly
by the necessity of adapting and learning by
doing.

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 THE EVOLVING NATURE
OF A FIRM’S 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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CORE CONCEPT
♦ A company’s deliberate strategy consists of
proactive strategy elements that are both
planned and realized as planned; its emergent
strategy consists of reactive strategy elements
that emerge as changing conditions warrant.

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THE RELATIONSHIP BETWEEN
A FIRM’S STRATEGY AND
ITS BUSINESS MODEL

Realized Business
Strategy $$$? Model

Competitive Value
Initiatives Proposition

Business
Profit Formula
Approaches

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 A COMPANY’S STRATEGY
AND ITS BUSINESS MODEL
◆ How the business will make money :
● By providing customers with value.
❖ The firm’s customer value proposition
● By generating revenues sufficient to cover
costs and produce attractive profits.
❖ The firm’s profit formula

It takes a proven business model—one that

yields appealing profitability—to demonstrate
viability of a firm’s strategy.

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CORE CONCEPT
♦ A company’s business model sets forth the
logic for how its strategy will create value for
customers, while at the same time generate
revenues sufficient to cover costs and realize
a profit.

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 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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 BUSINESS MODEL ELEMENTS (CONT’D)
◆ The Profit Formula
● Creating a cost structure that allows for
acceptable profits, given that pricing is tied
to the customer value proposition.
❖ V—the value provided to customers
❖ P—the price charged to customers
❖ C—the firm’s costs
● The lower the costs (C) for a given customer
value proposition (V–P), 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 Winning The Performance

Advantage Test Test
Strategy

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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 firm’s 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 firm’s 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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STRATEGIC MANAGEMENT PRINCIPLE

♦ How well a company performs is directly

attributable to the caliber of its strategy and the
proficiency with which the strategy is executed.

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