Register as a student Register as an individual. Overview Included Materials Related. Details Pub Date: Feb 5, Discipline: Strategy. Subjects: Strategy. Source: Harvard Business Press Books. Length: page s. X We use cookies to understand how you use our site and to improve your experience, including personalizing content.
If you see a Google Drive link instead of source url, means that the file witch you will get after approval is just a summary of original book or the file has been already removed. Toggle navigation. Playing to Win: How Strategy Really. Winning CEO A. The book shows leaders in any type of organization how to guide everyday actions with larger strategic goals built around the clear, essential elements that determine business success— where to play and how to win.
Typical approaches analyze every potential solution at once, which costs more money and can cause more confusion as tests and strategies overlap. Many companies end up doing a lot of unnecessary analysis. The final step is to choose a strategy. Whatever potential solution tests best is the one you should choose. Unlock the full book summary of Playing to Win by signing up for Shortform.
In Playing to Win, authors A. Each question tumbles down towards the next, while also helping to refine the answers to the previous questions. In large companies, many individual choices and larger cascades function at once and in conversation with one another. For example, one specific brand strategy may connect with a larger sector strategy, which connects with a company-wide strategy. Each cascade locks together to form a larger group of cascades that determine the overall success of the company.
One way to hone your own strategy is to find the competitor that presents the greatest challenge to you—the company that you think is the best. How are they serving people better than I am? What could I do that would overtake them? They felt pressure from their competitors, so they reorganized their strategy in order to defeat them. The partnership was deep and enduring. This led them to find a diverse group of companies to partner They invest a lot of money in figuring out what their customers want.
In doing so, they can figure out what sort of customers are worth their time and money to pursue. Their secondary concern is distribution—they need to find retail locations and distribution services in which they can capably compete. Also, consider whom you are competing against. Some competitors have a stranglehold over certain markets and are really good at what they do, so success against them would be much more difficult than in an underdeveloped niche with fewer good competitors.
Just remember that the goal is not just to compete but to win. Every choice to do something is also a choice not to do something else.
When the apple seller decides to target grocery stores, she also decides not to target orchard-goers directly. This is the best summary of Playing to Win I've ever read. I learned all the main points in just 20 minutes. Sometimes, a firm will use both cost leadership and differentiation strategies at the same time—driving down the cost of manufacturing and keeping their prices low while driving up comparative quality.
This is difficult to pull off unless your company already has advantages in the market. Google is a good example—it was able to grab such a hold on the search market that it could add new services and expand, keeping people engaged and happy with their product, while also scaling to the extent that they could drive prices down.
However most companies eventually have to choose one strategy when they have any sort of reasonable competitor. Companies aiming to be cost leaders try to win in a very different way from companies that are aiming to be differentiators. They came up with five:. Once you know your own capabilities, build plans to achieve a competitive advantage using the strengths that you do have.
For instance, managers are often taught in meetings that they have to present plans and then defend them, not openly strategize with their team. However, if you emphasize this new, interactive meeting style over a period of months, your team will adjust and come to enjoy it.
If your company is selling to retailers, think about what they find attractive. They also want high margins and people coming back to their stores. If customers are only willing to buy your product at a very low price, the former strategy is likely better. In contrast, if they think of your product as a luxury good and are willing to pay more for it, the latter might be more successful.
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