GBUTtem

Document Date

GBUTtem

Legend Legend

Unit of measure

+ x
+ x

Legend

Title

Text
Text Text Text

Text
Text Text

High Low

Text

Text

Text

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EXHIBIT TITLE

GBUTtem

Unit of measure

GBUTtem

2X2 CUBED
Unit of measure

Text

Text

Text Text Text

Text

Text Text

GBUTtem

2X2 TOWER
Unit of measure

GBUTtem

5Ps MARKETING
Unit of measure

Product offering

Product

Package

Place

Price

Positioning promotion

GBUTtem

7S
Unit of measure
Style

Strategy Shared values

Skills

Staff

Systems

Structure

GBUTtem

ARROW 3D
Unit of measure

GBUTtem

CUBES1 3D
Unit of measure

GBUTtem

CUBES2 3D
Unit of measure

10

GBUTtem

CUBES3 3D
Unit of measure

* Footnote Source:

11

GBUTtem

CUTOUT 3D
Unit of measure

Text

Text

Text

Text

12

GBUTtem

FORCES AT WORK
Unit of measure

New entrant

Suppliers

Industry competitors

Buyers

Substitute s

13

GBUTtem

JOINT
Unit of measure

Text Text Text Text Text

Text
Text Text Text Text

14

GBUTtem

LEVEL SEPARATE 4
Unit of measure

Text

Text

Text

Text

15

GBUTtem

LINEAR A 3D
Unit of measure

Text Text

Text

16

GBUTtem

LINEAR B 3D
Unit of measure

Text

Text Text

Text

17

GBUTtem

LINEAR C 3D
Unit of measure

Text

Text Text

18

GBUTtem

LINEAR D 3D
Unit of measure

Text Text

Text

19

GBUTtem

LINEAR E 3D
Unit of measure

Text

Text

Text

Text

20

GBUTtem

LINEAR G 3D
Unit of measure

Text

Text

Text

21

GBUTtem

LINEAR I 3D
Unit of measure

Text

Text

22

GBUTtem

LINEAR J 3D
Unit of measure

Text Text Text

Text

23

GBUTtem

LINEAR N 3D
Unit of measure

Text

Text

Text

Text

24

GBUTtem

LINEAR P 3D
Unit of measure

Text Text Text

25

GBUTtem

LINEAR Q 3D
Unit of measure

Text

Text

26

GBUTtem

LINEAR Q 3D
Unit of measure

Text

Text

27

GBUTtem

LINKS 3
Unit of measure

Plan

Implemen t

Support

28

GBUTtem

PERSPECTIVE 3D
Unit of measure

29

GBUTtem

PROPELLER 3D
Unit of measure

30

GBUTtem

RINGS 3D
Unit of measure

31

GBUTtem

SCALE
Unit of measure

Text Text

32

GBUTtem

SCALES
Unit of measure

Text

Text

33

GBUTtem

SIZES IN
Unit of measure Text

Text
Text Text Text

Text

34

GBUTtem

SPIRAL1 3D
Unit of measure

35

GBUTtem

SPIRAL2 3D
Unit of measure

Brakes

Spiral

Tube in tube

36

GBUTtem

SPOTLIGHT
Unit of measure

Text

Text

Text

Text

37

GBUTtem

STAIRCASE
Unit of measure

Text Text Text Text Text Text

38

GBUTtem

Stars 3D
Unit of measure

39

GBUTtem

WIRE CUBES
Unit of measure

Text

Text

40

GBUTtem

ARROWS
Unit of measure

Text

Text

Text Text Text Text

Text

41

GBUTtem

LEVEL 1
Unit of measure

Text

42

GBUTtem

LEVEL 2
Unit of measure Text Text

43

GBUTtem

LEVEL 3
Unit of measure Text Text Text

44

GBUTtem

LEVEL 4
Unit of measure Text Text Text Text

45

GBUTtem

LEVEL 5
Unit of measure Text Text Text Text

Text

46

GBUTtem

LEVEL 6
Unit of measure Text Text Text Text Text Text

47

GBUTtem

FLOW 2
Unit of measure Header Text Header Text

48

GBUTtem

FLOW 2 TITLE
Unit of measure

Header
Text Text

Header
Text

49

GBUTtem

FLOW 3
Unit of measure Header Text Header Text Header Text

50

GBUTtem

FLOW 3 TITLE
Unit of measure

Header
Text Text

Header
Text

Header
Text

51

GBUTtem

FLOW 4
Unit of measure Header Text Header Text Header Text Header Text

52

GBUTtem

FLOW 4 TITLE
Unit of measure

Header
Text Text

Header
Text

Header
Text

Header
Text

53

GBUTtem

FLOW 5
Unit of measure Header Text Header Text Header Text Header Text Header Text

54

GBUTtem

FLOW 5 TITLE
Unit of measure Header Text Text Header Text Header Text Header Text Header Text

55

GBUTtem

FLOW 6
Unit of measure Header Text Header Text Header Text Header Text Header Text Header Text

56

GBUTtem

FLOW 6 TITLE
Unit of measure Header Text Text Header Text Header Text Header Text Header Text Header Text

57

GBUTtem

BLADES
Unit of measure

Text

Text

Text Text
*

58

GBUTtem

BOX
Unit of measure Text Text

Text

Text

59

GBUTtem

BOX
Unit of measure Text Text

Text

Text

60

GBUTtem

CYCLE 1
Unit of measure Text

Text

Text

61

GBUTtem

CYCLE 2
Unit of measure

Text

Text

62

GBUTtem

CYCLE 3
Unit of measure Text

Text Text

63

GBUTtem

CYCLE 4
Unit of measure

Text Text

Text Text

64

GBUTtem

CYCLE 5
Unit of measure

Text Text

Text Text Text

65

GBUTtem

CYCLE 6
Unit of measure

Text

Text

Text Text

Text Text

66

GBUTtem

CYCLE 7
Unit of measure

Text

Text

Text

Text

Text Text

Text

67

GBUTtem

CYCLE 8
Unit of measure

Text Text

Text

Text

Text Text Text

Text

68

GBUTtem

INCOMING
Unit of measure

Text Text

Text Text

Text Text

69

GBUTtem

RIBBON
Unit of measure

Text

Text

Text
Text Text

70

GBUTtem

RING
Unit of measure

Text

Text

Text Text Text

71

GBUTtem

UPON 2
Unit of measure Text

Text

72

GBUTtem

CONTINUOUS
Unit of measure

Text

Text
Text Text

Text Text Text Text

73

GBUTtem

CUTOUT
Unit of measure

Text

Text

Text

Text

74

GBUTtem

LINEAR A
Unit of measure

Text

Text

Text

75

GBUTtem

LINEAR B
Unit of measure

Text

Text Text

Text

76

GBUTtem

LINEAR C
Unit of measure

Text

Text Text

77

GBUTtem

LINEAR D
Unit of measure

Text Text Text

78

GBUTtem

LINEAR E
Unit of measure

Text

Text

Text

Text

79

GBUTtem

LINEAR F
Unit of measure

Text

Text
Text

80

GBUTtem

LINEAR G
Unit of measure

Text

Text

Text

81

GBUTtem

LINEAR H
Unit of measure Text

Text

Text

Text

82

GBUTtem

LINEAR I
Unit of measure

Text

Text

83

GBUTtem

LINEAR J
Unit of measure

Text

Text
Text

Text

84

GBUTtem

LINEAR K
Unit of measure Text Text Text Text Text Text

85

GBUTtem

LINEAR N
Unit of measure

Text

Text

Text

Text

86

GBUTtem

LINEAR P
Unit of measure

Text Text Text

87

GBUTtem

LINEAR Q
Unit of measure

Text

Text

88

GBUTtem

PROPELLER
Unit of measure

89

GBUTtem

STEP 5
Unit of measure Text Text

Text

Text
*

Text

90

GBUTtem

2 ON 1
Unit of measure

Text

Text

Text

Text

91

GBUTtem

AGAINST
Unit of measure

Text Text Text

Text Text Text

92

GBUTtem

AT WORK
Unit of measure Text

Text

Text

Text

Text
*

93

GBUTtem

COUPLED HORIZ
Unit of measure

Text

Text

94

GBUTtem

COUPLED VERT
Unit of measure

Text

Text

95

GBUTtem

FOCUSED
Unit of measure

Text

Text

Text

Text

96

GBUTtem

FORCES AT WORK
Unit of measure

New entrant

Suppliers

Industry competitors

Buyers

Substitute s

97

GBUTtem

PARALLEL
Unit of measure

Text

Text

Text

98

GBUTtem

SPLIT
Unit of measure

Text

Text

Text

Text

99

GBUTtem

SURROUND
Unit of measure

Text

100

GBUTtem

TWISTED
Unit of measure

Text

Text

101

GBUTtem

UP & AWAY
Unit of measure

Text

Text

102

GBUTtem

UP & DOWN
Unit of measure

Text Text

103

GBUTtem

3Cs TRIANGLE
Unit of measure
Customer

Distributors

Clients

Competitors

Suppliers

104

GBUTtem

3S-4S
Unit of measure
The organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and A coherent set of integrated actions aimed at The people in gaining a sustainable the organization, advantage considered in Structure over competition terms of corporate demographics, not individual personalities Strategy Staff Style The way managers collectively behave with respect to use of time, attention and symbolic actions

Capabilities possessed by the organization as a whole as distinct from Skills the individuals. Some companies Shared values perform extraordinary feats with ordinary people 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 *

Systems

The processes and procedures through which things get done from day-to-day
105

GBUTtem

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

GBUTtem

BUSS PORTFOLIO
Unit of measure
High Competitive position Low Medium

Low

Medium

High

Product/market attractiveness *
107

GBUTtem

CHANGE BOARD
Unit of measure Commitment Conviction Courage Capability Individual activity Enabling devices
Change vision

Chief Executive Leadership groups Down the line External constitution

*

108

GBUTtem

DELTA P
Unit of measure

Accurate measurement
of action and results Clear accountabilities Early wins

Flow of 2-way communications Peoples understanding, belief

and contribution to act on vision and action plans

Visible demonstration of new vision and values by client leadership

Implementation or
Performance Measurement Communications near implementation of required structure and systems

Vision and Leadership Problem Solving Process

Delta

Organizational Infrastructure People Development

Client managers
(particularly middle management) have skill to lead program implementation Change in actual behavior
109

Action plans sufficient to

achieve goals Agreement on objectives by line management Management of highinvolvement process *

GBUTtem

MACS
Unit of measure
Industry attractiveness Competitive position Restructuring/rationalization opportunities

Value-creation potential in business unit High Relative ability to extract value Natural owner Corporate center skills Business unit linkages Taxation/ valuation differences Retain and give top priority Medium Retain and give priority Low Retain and manage for code or liquidate Divest or liquidate

One of the pack

Probably divest

Divest

110

GBUTtem

MANUFACTURING STRATEGY
Unit of measure

Business Strategy

Manufacturing Strategy Configuration

Systems

Research Focus

Organization Make vs. Buy

Labor Policy

Process Design

Product Design

111

GBUTtem

PENTAGON
Unit of measure

2 Restructuring framework

112

GBUTtem

PRICE BENEFIT
Unit of measure
Benefit
Competitive advantage

Competitive disadvantage Price

113

GBUTtem

SMILE CHART
Unit of measure

Appraise performance and prospects 1 Develop strategy

Bottom up action programs 8

2 3

Top down action programs

4
Redesign pivotal jobs 5 Design the skill building process *

6 Assess change readiness

114

GBUTtem

STRAT GAMEBOARD
Unit of measure
3.

2.

Create and pursue a unique advantage

Resegment the market to create a 1. niche Do more and better of the same

4. Exploit unique advantage industrywide

When to compete

115

GBUTtem

STRAT MANAGE
Unit of measure
Stage 4

Stage 3

Stage 2
Stage 1

Budget planning Meet budget and schedule

Forecast based planning

Externall y orientate Predict the d Think planning future strategicall

y
Value system

Strategic management
Create the future

116

GBUTtem

TREE PRODUCTIVITY
Unit of measure
Effectiveness Contribution Available selling time Selling margin Contribution Sales Selling rate Sales Available selling time Utilization Available selling time Total sales time

Productivity Contribution Total selling costs

Efficiency Available selling time Total selling costs

Support leverage Total sales time Support costs Support intensity Support costs

Total selling costs

117

GBUTtem

VALUE CREATION
Unit of measure
Improve core business performance Redeploy assets

Maximize shareholder value

Adopt sound financing approach

Grow through cultural initiative

Grow through acquisition and/or merger

118

GBUTtem

VALUE SOURCES
Unit of measure Corporate center skills Industry restructure Internal controller Shared resources Transfer of capability Vertical integration Differences in tax position
Real

Clients relative ability to extract value

Linkages between business units

Financial ownership fit

Perceived

Existence of non-cases objectives Inefficiencies in financial markets Difference in valuation technique

119

GBUTtem

GANTT10
Unit of measure
<##>

Header Text

<##> <##> <##> <##> <##> <##> <##> <##> <##> <##>

120

GBUTtem

GANTT15
Unit of measure Header Text ## ## ## ## ## ## ## ## ## ## ## ## ## ## ## ##

121

GBUTtem

LEFT TO RIGHT
Unit of measure

Text

Text

Text

Text

122

GBUTtem

STUDY OBJECTIVE
Unit of measure

Text Sub-objectives Text Text Text Text

Process objectives Text

123

GBUTtem

TOP DOWN
Unit of measure

Text

Text

Text

Text

Text

Text

Text

124

GBUTtem

2X2
Unit of measure Text Text

Text

Text Text Text

Text

Text Text
*

Text

125

GBUTtem

2X2 CUBED
Unit of measure

Text
Text

Text

Text Text

Text

Text
*

Text

126

GBUTtem

2X2 EXTENDED
Unit of measure

Text Text

Text

Text

Text

Text Text

Text

Text

Text

Text

Text

127

GBUTtem

2X2 TOWER
Unit of measure

128

GBUTtem

3X3
Unit of measure Text Text Text Text

Text Text Text

Text

Text

Text Text

Text

Text

Text

Text Text

Text

129

GBUTtem

3X3 EXTENDED
Unit of measure

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text Text

Text

130

GBUTtem

DIFFRACTION
Unit of measure

Text

Text

131

GBUTtem

FLOW DOWN
Unit of measure

Text

Text

Text

132

GBUTtem

PASS THROUGH
Unit of measure

Text

Text

133

GBUTtem

AREA
Unit of measure
350 300 250 200 150 100 50

Label 1

Label 2

Label 3
0 1996 1997 1998 1999 2000 2001

134

GBUTtem

BAR
Unit of measure

Label 1
Label 2
40

50

Label 3
Label 4 Label 5
10 20

30

135

GBUTtem

BAR 2
Unit of measure Title Unit of measure Label 1 Label 2 Label 3 Label 4 Label 5
10 20 30 40 50

Title Unit of measure Label 1 Label 2 Label 3 Label 4 Label 5

10 20 30 40 50

136

GBUTtem

BAR BUTTED
Unit of measure Label 1
30 40 50 20 30 45 10 40 50 55

Label 2 Label 3

Label 4 Label 5
*
5 15

25 30

25

137

GBUTtem

BAR STACKED
Unit of measure Series Label 1
50

Series
23

Series
43

000

Label 2 Label 3
Label 4 Label 5

40

25

23

000
23

30

45

000
23

20

65

000
23

10

96

000

138

GBUTtem

BAR STACKED 100%

Unit of measure Series Label 1 Label 2 Label 3
20 45

Series
90

Series
50

100% = 000 000 000 000

80

40

30

70

30

Label 4
Label 5

40

60

20

50

50

10 000

139

GBUTtem

BUBBLETitle
Unit of measure Unit of measure
700 600 500 400

Label 5

Label 6 Label 3 Label 4

300 200 100 0 0 50 100 150 200 250

Label 1

Label 2

Title Unit of measure

140

GBUTtem

COLUMN
Unit of measure
60 50 40 30 20

Label 1
*

Label 2

Label 3

Label 4

Label 5

141

GBUTtem

COLUMN 2
Unit of measure Title Unit of measure
76 67 67

Title Unit of measure

76

45

45

30 20 20

30

Label Label Label Label Label 1 2 3 4 5

*

Label Label Label Label Label 1 2 3 4 5

142

GBUTtem

COLUMN BUTTED
Unit of measure
80 70 60 50 40 30 20 30 40 40 50 50 60 60 70

Label 1

Label 2

Label 3

Label 4

Label 5

143

GBUTtem

COLUMN STACKED
Unit of measure 000 000 000 000 000 Series Series Series Series
20 20 20 20 20 20 30 40 50 60 20 20 20 40 30 20 20 25 50 30

Label 1
*

Label 2

Label 3

Label 4

Label 5

144

GBUTtem

COLUMN STACKED 100%

Unit of measure

100%= 000
Series Series
20

000
15 15

000
10 10

000
10 20

000
10 10 20

20 40 35 20

Series

30 60

50

Series

30

35

40

Label 1
*

Label 2

Label 3

Label 4

Label 5
145

GBUTtem

COMBO PIE SEGMENT COLUMN

Unit of measure Title Unit of measure Title Unit of measure 100% 000 =
30
10 45 Label 1

Label 5
10

Label 4

Series

30

Series

Label 3 15
20
20

Series
Series

Label 2

20

Label 1
*
146

GBUTtem

COST CURVE
300

Title Unit of measure Unit of measure Label 5

250

Label 4
200

150

100

50

Label 1
0 0

Label 2
50

Label 3
100 150 200

Title Unit of measure

147

GBUTtem

ARROWS
Unit of measure

148

GBUTtem

DISCLAIMERS CLIENT
Unit of measure

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.

149

GBUTtem

DISCLAIMERS INTERNAL
Unit of measure

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.

150

GBUTtem

DISCLAIMERS PRESENTATION
Unit of measure

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.

151

LEGENDS
Unit of measure

Legend Legend Legend

GBUTtem

152

GBUTtem

McKINSEY LOGO
Unit of measure

153

GBUTtem

MISC
Unit of measure

*
154

GBUTtem

MOONS
Unit of measure

Very attractive Average Very unattractive

Very attractive Average Very unattractive

155

GBUTtem

STICKER
Unit of measure

ILLUSTRATIVE CONFIDENTIAL PRELIMINARY DRAFT ESTIMATE

EXAMPLE FOR DISCUSSION ONLY

FOR DISCUSSION

156

GBUTtem

STICKER OTHER
Unit of measure

DISCUSSION DRAFT

PRELIMINARY DRAFT PRELIMINARY ESTIMATE CONFIDENTIAL DISCUSSION DRAFT DISGUISED CLIENT EXAMPLE ROUGH ESTIMATE

TO BE COMPLETED BACKUP

DISGUISED
DRAFT FOR DISCUSSION SAMPLE CONCEPTUAL PROPOSED

HYPOTHESIS STRAW MAN REVISED

157

GBUTtem

WORLD MAP
Unit of measure

158