Index
ISBN: 978-1-78743-796-8, eISBN: 978-1-78743-795-1
Publication date: 1 May 2018
This content is currently only available as a PDF
Citation
Fairbanks, S. and Buchko, A. (2018), "Index", Performance-Based Strategy, Emerald Publishing Limited, Leeds, pp. 289-297. https://doi.org/10.1108/978-1-78743-795-120181026
Publisher
:Emerald Publishing Limited
Copyright © 2018 Steve Fairbanks and Aaron Buchko
INDEX
Actions
, 8–9
Allegiant Air
, 159
American Airlines
, 160
Analysts
, 66
Apple
, 76, 223
Application knowledge
, 30
Art of War, The (Sun Tzu)
, 121
Attention to prioritized list of processes
, 213
Attractiveness metric
, 65
B2B (business to business)
, 39–40
B2C (business to consumer)
, 38
Big Data
, 72
Bills of material (BOM)
, 146, 201
Board of Directors
, 1
Boston Consulting Group (BCG)
, 104, 110
Product Portfolio Matrix
, 103
Bottom-Up Market Sizing Tool
, 23–34
case study
, 34
chart construction
, 31–33
key strategic questions
, 33
overview of
, 26
requirements for
, 27
sources of information
, 27–30
Brand Perception Tool
, 221–232
case study
, 230–232
completion time for
, 224–225
gathering information
, 226–227
information analysis
, 228–229
key strategic questions
, 229–230
method of construction
, 228–229
overview of
, 224
requirements for
, 226
British Airways
, 160
Brother
, 125
Caesar, Julius
, 122
Case study
Bottom-Up Market Sizing Tool
, 34
Brand Perception Tool
, 230–232
Communication Matrix Tool
, 281–282
Critical to Customer Mindset Tool
, 215–219
Customer Value Analysis Tool
, 138–141
Market Map Tool
, 69–70
Market Segmentation Tool
, 45–47
Milestone Project Management Tool
, 251–255
90-Day Bucket Tool
, 273–276
Opportunity Sourcing Matrix
, 239–240
Process Improvement Guidance Tool
, 195–196
Product/Service Portfolio Matrix Tool
, 166–170
Product Volume Margin Chart Tool
, 97–99
Quality Function Deployment Tool
, 185–187
Segment Niching Tool
, 58–59
Strategic Environmental Scan Tool
, 86–90
Strategic Market Portfolio Matrix Tool
, 117–119
Strategic Outsourcing Matrix Tool
, 205–208
10-Quarter Tool
, 285–286
Willingness to Pay Ranking Tool
, 152–155
Caterpillar
, 223
Cause and Effect Diagram
, 216
Charter phase/market definition
, 246
Check sheet
, 216
CINDBWA
, 210
Cluster analyses
, 135
Coca-Cola
, 223
Communication Matrix Tool
, 277–282
case study
, 281–282
completion time for
, 278
method of construction
, 280
overview of
, 278
requirements for
, 280
sources of information
, 280
strategy implications
, 281
Competitive advantage
, 9
Competitive environment
, 9–10
Competitive position analysis
, 161
Compound Annual Growth Rate (CAGR)
, 2
Concept development
, 246–247
Conjoint Analysis
, 176
Cost(s)
, 201
competitiveness
, 175
elements
, 201
metric
, 145–147, 149, 153
per transaction
, 198
see also Price
Cost of Goods Sold (COGS)
, 145–149, 152
Cost reduction
, 190–191
external
, 191
internal
, 191
Critical to Customer (CTC) Mindset Tool
, 209–219
case study
, 215–219
method of construction
, 214
overview of
, 209
requirements for
, 211
source of information
, 211–214
strategy implications
, 214–215
Cross-functional agreement
, 200, 201
Cross-Functional Alignment
, 264, 268–269
Cross-Pay Grade Alignment
, 264, 268–269
Customer Value Analysis (CVA) Tool
, 121–141
arraying the data
, 133–137
case study
, 138–141
completion time for
, 130
gathering information
, 132–133
key strategic questions
, 137–138
overview of
, 126–130
requirements for
, 130–131
Data triangulation
, 41
Daytona Beach
, 141
Decision Matrices
, 176, 177
Deming, W. Edwards
, 191
Distinctive competence
, 9, 198
80/20 rule
, 130
Engineering costs
, 145
Environments of organizations
, 75–77
Execution
, 18
External experts
data triangulation
, 41
Segment Niching Tool
, 56
technical competency rating
, 201
for validating assumptions
, 30
Failure mode effects analysis (FEMA)
, 247
Federal Express
, 125
Fishbone Diagram
, 193, 216
Forced ranking approach
, 176, 179–180
Ford, Henry
, 191
Form 10-K
, 66
Form 10-Q
, 66
Formal communication
, 278–279
Four P’s model
, 16–17, 36, 158, 159, 191, 209
case study
, 18–21
General Electric (GE)
, 103–104
Google
, 34
Great Recession
, 2
Gross margin (GM)
, 20, 21, 63, 94–96, 111, 117
calculation
, 144, 145, 148–149
Group meetings
, 201
High value–high cost offering
, 159
Home office costs
, 145
House of quality
, 173
“How they buy?”
, 51
Incentivize completion of objectives
, 269–270
Industry experts
, 29
Industry leaders
, 66
Industry or trade associations
, 28–29
Informal communication
, 279–280
Innovation
, 133
Integration
, 7
Internal costs
, 176
Internal experts
data triangulation
, 41
Segment Niching Tool
, 56
technical competency rating
, 201
Ishikawa, Kaoru
, 191
Ishikawa Diagram
, 216
Jobs, Steve
, 125, 232
Key Strategic Issues (KSIs)
, 83
Kodak
, 72–73, 122–123
Kutcher, Ashton
, 125
Lafley, A. G.
, 210
Lean Approach/Lean Manufacturing Approach
, 190–195, 214, 216–217
Lifestyle approach
, 39–40
Low value–low cost offering
, 159
Macro-economic metrics
, 28
Maltz, Maxwell
, 284
Margin enhancement
, 180
Market
, 16
case study
, 34
competitiveness
, 158
forecasts
, 29
map
, 20
method of construction
, 161–163
portfolio matrix
, 20
segmentation
, 19, 37–38, 138–139
segment attractiveness
, 160–161
sizing
, 19, 23–34
Market Map Tool
, 61–70
case study
, 69–70
completion time for
, 62
method of construction
, 67
overview of
, 62
requirements for
, 64–65
sources of information
, 65–67
strategy implications
, 68–69
Market Segmentation Tool
, 35–47
case study
, 45–47
construction of
, 43–44
overview of
, 36
requirements for
, 37
sources of information
, 37–42
strategy implications for
, 44–45
McDonald’s
, 129
McKinsey Company
, 103
Mekko Graphics
, 56
Milestone Project Management Tool
, 241–255
case study
, 251–255
completion time for
, 242
method of construction
, 248–249
overview of
, 242
requirements for
, 243
sources of information
, 244–248
strategy implications
, 249–251
Milestones
, 243
selection of
, 244
Military background of strategy
, 121–122
Moments of Truth
, 210, 211
Motorola
, 191
Multiple regression
, 135
NAICS (North American Industry Classification System) code
, 38
Napoleon
, 122
Niche focus
, 159
90-Day Bucket Tool
, 263–276
case study
, 273–276
completion time for
, 264
examples of
, 267
method of construction
, 271–272
overview of
, 263–264
requirements for
, 270–271
sources of information
, 271
strategy implications
, 272–273
Olsen, Ken
, 125
Opportunity Sourcing Matrix
, 233–240
case study
, 239–240
completion time for
, 234
key strategic questions
, 237–239
method of construction
, 237
overview of
, 233–234
requirements for
, 236
sources of information
, 236
Outsourcing candidates
, 198
Paired Comparison Evaluations
, 176
Palo Alto Research Center (PARC)
, 125
Pareto Chart
, 194, 216
Performance competitiveness
, 175
Placement (channel)
, 17
Poor Man
Quality Function Deployment Tool
, 171–187, 251, 254–255
Position
, 9, 159
Price/cost position
, 17, 158, 159
Price
distinguished from value
, 127
metric
, 145–147, 153
per unit/service
, 30
see also Cost(s)
Process improvement approach
, 213–214
Process Improvement Guidance Tool
, 189–196
case study
, 195–196
completion time for
, 190
overview of
, 189–190
Product
, 16–17, 20
Product/Service Portfolio Matrix (PPM) Tool
, 157–170
case study
, 166–170
completion time for
, 158
key strategic questions
, 163–166
method of construction
, 161–163
overview of
, 158
requirements for
, 160
sources of information
, 160–161
Product design
, 133, 246–247
Products/services
breakdown of
, 161
cost competitiveness
, 175
deficiencies
, 158
performance competitiveness
, 175
Product Volume Margin (PVM) Chart Tool
, 91–99
case study
, 97–99
completion time for
, 92
construction of
, 95–96
overview of
, 91–92
requirements for
, 93–94
sources of information
, 94–95
strategic questions
, 96–97
Promotion
, 17
Psycho-Cybernetics (Maxwell Maltz)
, 284
Psychographics
, 38
Public Company segment
, 66
Purchase Criteria
, 128, 129, 132–138
Purchased market studies
, 29
Purchase Process
, 128–129, 132–138
PVM Tool
, 20
Quality Function Deployment (QFD) Tool
, 171–187, 251, 254–255
case study
, 185–187
completion time for
, 172
key strategic questions
, 183–185
method of construction
, 179–183
overview of
, 171–172
requirements for
, 174–175
sources of information
, 175–179
QWIP machine technology
, 124
Ranked priority number (RPN)
, 247
Rank order of features/requirements/metrics
, 177–179
Resource commitments
, 8
Resources
, 17–18
Ryanair
, 159
Sales, General, and Administrative (SG&A) expenses
, 94, 99, 145–149, 153, 176
Segmentation
, 19, 37–38, 138–139
Segment Niching Tool
, 49–59
case study
, 58–59
completion time for
, 50
method of construction
, 56–57
overview of
, 50
requirements for
, 53
sources of information
, 55–56
strategy implications for
, 57–58
Service business health
, 20
Service satisfaction, response on
, 211–213
Seven Basic Tools of Quality
, 190–194, 214, 216
Sharp
, 125
SIC (Standard Industrial Classification) code
, 38
Six-Sigma Approach
, 132–133, 190–195, 214
Smith, Fred
, 125
Sorting methodology
, 176–177
Southwest Airlines
, 123
Stage Gates
, 243
selection of
, 244
structure of
, 245
Starbucks
, 129
Strategic alliances
, 198
Strategic environment
, 19
Strategic Environmental Scan (SCS) Tool
, 71–90
case study
, 86–90
completion time for
, 80
forecasting the effects
, 84
gathering information
, 81–82
key strategic questions
, 85
overview of
, 78–80
requirements for
, 80
sorting the information
, 82–84
Strategic leadership
, 2
Strategic Market Portfolio Matrix (SMPM) Tool
, 101–119
case study
, 117–119
completion time for
, 106
key strategic questions
, 116–117
method of construction
, 110–116
overview of
, 104–106
requirements for
, 106
sources of information
, 106–110
Strategic Outsourcing Matrix Tool
, 197–208
case study
, 205–208
completion time for
, 198–199
key strategic questions
, 203–205
method of construction
, 202
overview of
, 198
requirements for
, 200
sources of information
, 201–202
Strategic questions
Bottom-Up Market Sizing Tool
, 33
Brand Perception Tool
, 229–230
Customer Value Analysis Tool
, 137–138
Opportunity Sourcing Matrix
, 237–239
Product/Service Portfolio Matrix Tool
, 163–166
Product Volume Margin Chart Tool
, 96–97
Quality Function Deployment Tool
, 183–185
Strategic Environmental Scan Tool
, 85
Strategic Market Portfolio Matrix Tool
, 116–117
Strategic Outsourcing Matrix Tool
, 203–205
Visual Waterfall Chart Tool
, 261–262
Strategic vulnerability
, 198
Strategy
actions
, 8–9
competitive environment
, 9–10
defined
, 5–11
integration
, 7
position
, 9
practical tools
, 11–14
set of resource commitments
, 8
superior performance
, 10–11
Strategy implications
Communication Matrix Tool
, 281
Critical to Customer Mindset Tool
, 214–215
Market Map Tool
, 68–69
Market Segmentation Tool
, 44–45
Milestone Project Management Tool
, 249–251
90-Day Bucket Tool
, 272–273
Segment Niching Tool
, 57–58
Willingness to Pay Ranking Tool
, 150–151
Sturgis
, 141
Sun Tzu
, 121
Superior performance
, 10–11
Suppliers
, 30
Supply chain personnel costs
, 145
Technical competency rating
, 201
10-Quarter Tool
, 283–286
case study
, 285–286
completion time for
, 284
overview of
, 283–284
3M
QWIP machine technology
, 124
Total market allocation, across defined segments
, 40–41
U.S. Postal Service
, 124
Value
distinguished from price
, 127
price or value per unit/service
, 30
see also Customer Value Analysis (CVA) Tool
Value added costs
, 145
Value Stream Map
, 201
Visual Waterfall Chart Tool
, 257–262
completion time for
, 258
key strategic questions
, 261–262
method of construction
, 260–261
overview of
, 257–258
requirements for
, 259
sources of information
, 259
Von Clausewitz, Karl
, 122
Wal-Mart
, 127, 281
Walt Disney World
, 123–124, 223
WHY question
, 132–133
“Why they buy?”
, 51
Willingness to Pay (WTP) Ranking Tool
, 143–155
case study
, 152–155
completion time for
, 144
method of construction
, 147–150
overview of
, 143–144
requirements for
, 146
sources of information
, 146–147
strategy implications
, 150–151
Wozniak, Steve
, 125
Xerox
, 125
Yellow Pages
, 34
- Prelims
- Introduction
- 1 What Is Strategy?
- 2 The Market and Four P Tool
- 3 The Bottom-Up Market Sizing Tool
- 4 The Market Segmentation Tool
- 5 The Segment Niching Tool
- 6 The Market Map Tool
- 7 The Strategic Environmental Scan Tool
- 8 The Product Volume Margin (PVM) Chart Tool
- 9 The Strategic Market Portfolio Matrix Tool
- 10 The Customer Value Analysis Tool
- 11 The Willingness to Pay (WTP) Ranking Tool
- 12 The Product/Service Portfolio Matrix Tool
- 13 The Poor Man’s Quality Function Deployment (QFD) Tool
- 14 The Process Improvement Guidance Tool
- 15 The Strategic Outsourcing Matrix Tool
- 16 The Critical to Customer Mindset Tool: Where Are We Causing You Pain?
- 17 The Brand Perception Tool
- 18 The Opportunity Sourcing Matrix
- 19 Milestone Project Management Tool
- 20 The Visual Waterfall Chart Tool
- 21 The 90-Day Bucket Tool
- 22 The Communication Matrix Tool
- 23 The 10-Quarter Tool
- About the Authors
- Index