Professional Documents
Culture Documents
Strategic Planning
Strategic Planning
AND IMPLEMENTATION
• Strategic management involves the set of decisions and actions used to formulate
and implement strategies that will provide a competitively superior fit between
the organization and its environment so as to achieve organizational goals.
• Managers at companies like MacDonald's and Starbucks are all involved in
strategic management. They are finding ways to respond to competitors, cope
with difficult environmental changes, meet changing customer needs, and
effectively use available resources.
• Research has shown that strategic thinking and planning positively affects a firm’s
performance and financial success. Strategic planning has taken on new
importance in today’s world of globalization, deregulation, advancing technology,
and changing demographics and lifestyles.
• Managers are responsible for positioning their organizations for success in a
world that is constantly changing.
• Today’s top companies thrive by changing the rules of an industry to their
advantage or by creating entirely new industries.
Thinking strategically
• Strategic management is considered one specific type of planning. Strategic planning in for
profit business organizations typically pertains to competitive actions in the marketplace.
• In nonprofit organizations, strategic planning pertains to events in the external environment.
• The final responsibility for strategy rests with top managers and the chief executive. For an
organization to succeed, the CEO must be actively involved in making the tough choices and
trade-offs that define and support strategy.
• However, senior executives at huge companies want middle- and low-level managers to
think strategically.
• Some companies also are finding ways to get front-line workers involved in strategic thinking
and planning.
• Strategic thinking means to take the long-term view and to see the big picture, including the
organization and the competitive environment, and to consider how they fit together.
Understanding the strategy concept, the levels of strategy, and strategy formulation versus
implementation is an important start toward strategic thinking.
Grand Strategy
• Grand strategy is the general plan of major action by which a firm intends to
achieve its long-term goals.
• The Grand Strategies are the corporate level strategies designed to identify
the firm’s choice with respect to the direction it follows to accomplish its set
objectives. Simply, it involves the decision of choosing the long term plans
from the set of available alternatives.
• Grand strategies fall into three general categories: growth, stability, and
retrenchment. A separate grand strategy can also be defined for global
operations.
Growth Strategy
• Growth can be promoted internally by investing in expansion or externally by
acquiring additional business divisions.
• Internal growth can include development of new or changed products, such as
UBER, or expansion of current products into new markets, such as Avon’s selling of
products in mall kiosks.
• External growth typically involves diversification, which means the acquisition of
businesses that are related to current product lines or that take the corporation
into new areas, such as Procter & Gamble’s purchase of Iams Company, which
makes pet foods, and Gillette Company, which makes the Mach 3 and Fusion
razors.
• The number of companies choosing to grow through merger and acquisition in
recent years has been rising, as organizations strive to acquire the size and
resources to compete on a global scale, to invest in new technology, and to control
distribution channels and guarantee access to markets.
Stability Strategy
•Stability, sometimes called a pause strategy, means that the organization wants to remain the
same size or grow slowly and in a controlled fashion.
•The corporation wants to stay in its current business, such as Allied Tire Stores, whose motto is,
“We just sell tires.” After organizations have undergone a turbulent period of rapid growth,
executives often focus on a stability strategy to integrate strategic business units and ensure
that the organization is working efficiently.
•Stability Strategy is a corporate strategy where a company concentrates on maintaining its
current market position. A company that adopts such an approach focuses on its existing
product and market. A few examples of this strategy are offering the same products to the
same clients, not introducing new products, maintaining market share, and more.
•Usually, a company that is satisfied with its current market share or position uses such a
strategy. Also, a company following this strategy does not need any additional resources and
work using the existing expertise of the workforce. But, this strategy is useful only if there is a
simple and stable environment.
•For example, a consumer electronics company focuses on providing better after-sales services
to the current customers and not on acquiring new customers.
WHY ANY COMPANY ADOPTS STABILITY STRATEGY?
•In case a country in which the company operates is facing recession or slowdown, and the company
wants to save cash rather than spend it for expansion purposes.
•If a company has significant debt or loans, then also it may pursue such a strategy than going for
expansion. Following such an approach would ensure that a company has the cash to pay the interest
and principal amount as well.
•The industry in which the firm functions have hit maturity, and there is no more scope for growth.
•Another scenario is when the cost of expansion is less than the gains from it.
•If the management is happy with the current market position and the level of profit achieved.
•Risk-averse management may also favor such a strategy.
•A company can also choose this strategy post-merger. In such a case, this strategy allows a smooth
transition of the new entity before the company starts making significant changes.
•This strategy could help a company take rest following a fast growth in the past few years. Such a
tactic allows the company to consolidate the results and resources and plan its next moves.
•Family-owned businesses may decide to slow down in adverse market conditions. They do this to
avoid any loss of financial control.
Retrenchment Strategy
•Retrenchment means that the organization goes through a period of forced decline by
either shrinking current business units or selling off or liquidating entire businesses.
•The organization may have experienced a precipitous drop in demand for its products or
services, prompting managers to order across-the-board cuts in personnel and
expenditures. For example, Kodak laid off 12,000 workers when the bottom dropped out of
the film photography business. As troubles deepened at General Motors, managers
terminated thousands of employees, closed plants to kill off excess capacity, and put the
corporation’s finance subsidiary up for sale.
• Managers often use a period of retrenchment to stabilize a company and attempt to restore
profitability and competitiveness. Liquidation means selling off a business unit for the cash
value of the assets, thus terminating its existence. An example is the liquidation of Minnie
Pearl Fried Chicken.
•Divestiture involves the selling off of businesses that no longer seem central to the
corporation. JCPenney sold its Eckerd chain of drugstores to focus on the corporation’s core
business of department stores and Internet and catalog sales.
Divestment Strategy
•The Divestment Strategy is another form of retrenchment that includes the downsizing of the scope of the
business. The firm is said to have followed the divestment strategy, when it sells or liquidates a portion of
a business or one or more of its strategic business units or a major division, with the objective to revive its
financial position. The divestment is the opposite of investment; wherein the firm sells the portion of the
business to realize cash and pay off its debt. Also, the firms follow the divestment strategy to shut down
its less profitable division and allocate its resources to a more profitable one.
The divestment is conducted when a company faces:
• Continuous negative cash flows from a particular division
•Unable to meet the competition
•Huge divisional losses
•Difficulty in integrating the business within the company
•Better alternatives of investment
•Lack of integration between the divisions
•Lack of technological upgradations due to non-affordability
•Market share is too small
•Legal pressures
Global Strategy
• In addition to the three preceding alternatives—growth, stability, and
retrenchment— companies may pursue a separate grand strategy as
the focus of global business.
• In today’s global corporations, senior executives try to formulate
coherent strategies to provide synergy among worldwide operations
for the purpose of fulfilling common goals.
• A systematic strategic planning process for deciding on the
appropriate strategic alternative should be used.
• The grand strategy of growth is a major motivation for both small and
large businesses going international. Each country or region represents
a new market with the promise of increased sales and profits.
Global Strategies
Globalization
• When an organization chooses a strategy of globalization, it means that its product design and
advertising strategies are standardized throughout the world.
• This approach is based on the assumption that a single global market exists for many consumer
and industrial products. The theory is that people everywhere want to buy the same products and
live the same way. People everywhere want to drink Coca-Cola and eat McDonald’s hamburgers.
• A globalization strategy can help an organization reap efficiencies by standardizing product design
and manufacturing, using common suppliers, introducing products around the world faster,
coordinating prices, and eliminating overlapping facilities.
• For example, Gillette Company has large production facilities that use common suppliers and
processes to manufacture products whose technical specifications are standardized around the
world.
• Globalization enables marketing departments alone to save millions of dollars. One consumer
products company reports that, for every country where the same commercial runs, the company
saves $1 million to $2 million in production costs alone.
• More millions have been saved by standardizing the look and packaging of brands.
Multi-domestic Strategy
• When an organization chooses a multi-domestic strategy, it means that competition in each
country is handled independently of industry competition in other countries.
• Thus, a multinational company is present in many countries, but it encourages marketing,
advertising, and product design to be modified and adapted to the specific needs of each
country. Many companies reject the idea of a single global market. They have found that
the French do not drink orange juice for breakfast, that laundry detergent is used to wash
dishes in parts of Mexico, and that people in the Middle East prefer toothpaste that tastes
spicy. Service companies also have to carefully consider their global strategy.
• The 7-Eleven convenience store chain uses a multi-domestic strategy because the product
mix, advertising approach, and payment methods need to be tailored to the preferences,
values, and government regulations in different parts of the world. For example, credit
card use is rare in Japan and Germany. In Japan, customers like to use convenience stores
to pay utility and other bills. 7-Eleven Japan also set up a way for people to pick up and
pay for purchases made over the Internet at their local 7-Elevens.
Transnational Strategy
• A transnational strategy seeks to achieve both global integration and national responsiveness. A true
transnational strategy is difficult to achieve, because one goal requires close global coordination while the other
goal requires local flexibility. However, many industries are finding that, although increased competition means
they must achieve global efficiency, growing pressure to meet local needs demands national responsiveness.
• One company that effectively uses a transnational strategy is Caterpillar, Inc., a heavy equipment manufacturer.
Caterpillar achieves global efficiencies by designing its products to use many identical components and
centralizing manufacturing of components in a few large-scale facilities. However, assembly plants located in
each of Caterpillar’s major markets add certain product features tailored to meet local needs.
• Although most multinational companies want to achieve some degree of global integration to hold costs down,
even global products may require some customization to meet government regulations in various countries or
some tailoring to fit consumer preferences.
• In addition, some products are better suited for standardization than others. Most large multinational
corporations with diverse products and services will attempt to use a partial multi-domestic strategy for some
product or service lines and global strategies for others. Coordinating global integration with a responsiveness
to the heterogeneity of international markets is a difficult balancing act for managers, but it is increasingly
important in today’s global business world.
Purpose of Strategy
Build Synergy
• When organizational parts interact to produce a joint effect that is greater than the sum of the
parts acting alone, synergy occurs. The organization may attain a special advantage with respect
to cost, market power, technology, or management skill.
• When properly managed, synergy can create additional value with existing resources, providing a
big boost to the bottom line.
• Synergy was one motivation for the FedEx acquisition of Kinko’s Inc. Kinko’s document delivery
and office services complement FedEx’s package delivery and give FedEx a greater presence
among small and midsized businesses, a market it has long coveted.
• By providing full-service counters in Kinko’s stores, FedEx also has the potential to double its
locations over the next few years, particularly overseas, where Kinko’s has centers in eight
countries.
• Synergy can also be obtained by good relations with suppliers or by strong alliances among
companies. Yahoo!, for example, uses partnerships, such as a recent deal with Verizon
Communications, to help boost its number of paying subscribers to nearly 12 million.
Purpose of Strategy
Deliver Value
• Delivering value to the customer is at the heart of strategy. Value can be defined as
the combination of benefits received and costs paid. Managers help their companies
create value by devising strategies that exploit core competencies and attain synergy.
• To compete with the rising clout of satellite television, for example, cable companies
such as Adelphia and Charter Communications are trying to provide better value
with cable value packages that offer a combination of basic cable, digital premium
channels, video on demand, and high-speed Internet for a reduced cost.
• The Swedish retailer IKEA has become a global cult brand by offering beautiful,
functional products at modest cost, thus delivering superior value to customers.
Consider how Save-A-Lot has grown into one of the most successful grocery chains in
the United States with a strategy based on exploiting core competencies, building
synergy, and providing value to customers.
Levels of Strategy
• The question “How do we compete?” is the focus of business level strategy. Business-
level strategy pertains to each business unit or product line. It focuses on how the
business unit competes within its industry for customers.
• Many companies have opened e-commerce units as a part of business-level strategy.
For example, NutriSystem Inc. was bankrupt a decade ago, but managers reinvented
the company as an Internet distributor, shipping customers a month’s worth of shelf-
stable diet food.
• People can track their progress online and get virtual counseling when they need a
boost. The Internet strategy and a new approach to advertising pushed sales from just
$27 million in 2002 to about $150 million in 2005.
• Strategic decisions at the business level concern amount of advertising, direction and
extent of research and development, product changes, new-product development,
equipment and facilities, and expansion or contraction of product and service lines.
Functional-Level Strategy
• The question “How do we support the business-level competitive strategy?” is the concern
of functional-level strategy. It pertains to the major functional departments within the
business unit.
• Functional strategies involve all of the major functions, including finance, research and
development, marketing, and manufacturing.
• The functional level strategy for NutriSystem’s marketing department, for example, is to
feature real-life customers in direct-response print and television ads that steer dieters to the
company’s Web site.
• Another example of functional-level strategy is Procter & Gamble’s research and
development department, which is taking a new approach to stay competitive in the slow-
growing consumer products industry. Instead of developing new products in the lab and then
testing them with consumers, researchers are spending hours with customers, watching
them do laundry, clean the floor, or apply makeup, looking for nuisances that a new product
might solve. Then they go into the lab with a goal of addressing the concerns of real-life
customers
The Strategic Management Process
Strategy Formulation Versus Implementation
• Strategy formulation includes the planning and decision making that lead to the
establishment of the firm’s goals and the development of a specific strategic
plan.
• Strategy formulation may include assessing the external environment and
internal problems and integrating the results into goals and strategy. This process
is in contrast to strategy implementation, which is the use of managerial and
organizational tools to direct resources toward accomplishing strategic results.
• Strategy implementation is the administration and execution of the strategic
plan. Managers may use persuasion, new equipment, changes in organization
structure, or a revised reward system to ensure that employees and resources
are used to make formulated strategy a reality.
Situation Analysis
• Formulating strategy often begins with an assessment of the internal and external factors that will affect
the organization’s competitive situation.
• Situation analysis typically includes a search for SWOT—strengths, weaknesses, opportunities, and threats
—that affect organizational performance.
• Situation analysis is important to all companies but is crucial to those considering globalization because of
the diverse environments in which they will operate.
• External information about opportunities and threats may be obtained from a variety of sources, including
customers, government reports, professional journals, suppliers, bankers, friends in other organizations,
consultants, or association meetings. Many firms hire special scanning organizations to provide them with
newspaper clippings, Internet research, and analyses of relevant domestic and global trends.
• Executives acquire information about internal strengths and weaknesses from a variety of reports, including
budgets, financial ratios, profit and loss statements, and surveys of employee attitudes and satisfaction.
• Managers spend 80 percent of their time giving and receiving information. Through frequent face-to-face
discussions and meetings with people at all levels of the hierarchy, executives build an understanding of the
company’s internal strengths and weaknesses.
Internal Strengths and Weaknesses
3. Focus.
With a focus strategy, the organization concentrates on a specific regional market or buyer group. The
company will use either a differentiation or cost leadership approach, but only for a narrow target
market.
• Save-A-Lot, uses a focused cost leadership strategy, putting stores in low-income areas in USA.
Another example is low-cost leader Southwest Airlines, which was founded in 1971 to serve only
three cities—Dallas, Houston, and San Antonio—and didn’t fly outside of Texas for the first eight
years of its history.
Partnership Strategies
• An alternative approach to strategy emphasizes collaboration. In some situations, companies can
achieve competitive advantage by cooperating with other firms rather than competing. Partnership
strategies are becoming increasingly popular as firms in all industries join with other organizations to
promote innovation, expand markets, and pursue joint goals. Partnering was once a strategy adopted
primarily by small firms that needed greater marketing muscle or international access.
• Today, however, it has become a way of life for most companies, large and small. The question is no
longer whether to collaborate, but rather where, how much, and with whom to collaborate.
Competition and cooperation often exist at the same time. Procter & Gamble and Clorox are fierce
rivals in cleaning products and water purification, but both companies profited by collaborating on a
new plastic wrap. P&G researchers invented a wrap that seals tightly only where it is pressed, but
P&G didn’t have a plastic wrap category.
• Managers negotiated a joint venture with Clorox to market the wrap under the well-established Glad
brand name, and Glad Press & Seal became one of the company’s most popular products. The two
competitors continued the collaboration with the introduction of Glad ForceFlex trash bags, which
make use of a stretchable plastic invented in P&G’s.
Partnership Strategies
• The Internet is both driving and supporting the move toward partnership
thinking. The ability to rapidly and smoothly conduct transactions, communicate
information, exchange ideas, and collaborate on complex projects via the
Internet.
Functional Level Strategies
• Functional-level strategies are the action plans adopted by major departments to
support the execution of business-level strategy. Major organizational function include
marketing, production, finance, human resources, and research and development.
• Senior managers in these departments adopt strategies that are coordinated with the
business-level strategy to achieve the organization’s strategic goals.
• For example, consider a company that has adopted a differentiation strategy and is
introducing new products that are expected to experience rapid growth.
• The human resources department should adopt a strategy appropriate for growth, which
would mean recruiting additional personnel and training middle managers for movement
into new positions.
• The marketing department should undertake test marketing, aggressive advertising
campaigns, and consumer product trials. The finance department should adopt plans to
borrow money, handle large cash investments, and authorize construction of new
production facilities.
Functional Level Strategies
• A company with mature products or a low-cost strategy will have
different functional strategies. The human resources department
should develop strategies for retaining and developing a stable work
force, including transfers, advancements, and incentives for efficiency
and safety.
• Marketing should stress brand loyalty and the development of
established, reliable distribution channels. Production should
maintain long production runs, routinization, and cost reduction.
Finance should focus on net cash flows and positive cash balances.
Strategy implementation and control
• The final step in the strategic management process is implementation—how
strategy is put into action.
• Some people argue that strategy implementation is the most difficult and
important part of strategic management. No matter how brilliant the
formulated strategy, the organization will not benefit if it is not skillfully
implemented.
• Today’s competitive environment requires growing recognition of the need
for more dynamic approaches to implementing strategies.
• Strategy is not a static, analytical process; it requires vision, intuition, and
employee participation. Effective strategy implementation requires that all
aspects of the organization be in congruence with the strategy and that every
individual’s efforts be coordinated toward accomplishing strategic goals.
Tools for Putting Strategy into Action
Leadership
• The primary key to successful strategy implementation is leadership.
Leadership is the ability to influence people to adopt the new
behaviors needed for strategy implementation.
• An important part of implementing strategy is building consensus.
• People throughout the organization must believe in the new strategy
and have a strong commitment to achieving the vision and goals.
Leadership means using persuasion, motivating employees, and
shaping culture and values to support the new strategy.
Structural Design
• Structural design typically begins with the organization chart. It
pertains to managers’ responsibilities, their degree of authority, and
the consolidation of facilities, departments, and divisions. Structure
also pertains to such matters as centralization versus decentralization,
the design of job tasks, and the organization’s production technology.
Information and Control Systems
• Information and control systems include reward systems, pay
incentives, budgets for allocating resources, information technology
systems, and the organization’s rules, policies, and procedures.
• Changes in these systems represent major tools for putting strategy
into action. For example, managers can reassign resources from
research and development to marketing if a new strategy requires
increased advertising but no product innovations. Managers and
employees must also be rewarded for adhering to the new strategy
and making it a success.
Human Resources
• The organization’s human resources are its employees. The human resource function recruits,
selects, trains, transfers, promotes, and lays off employees to achieve strategic goals.
• Training employees can help them understand the purpose and importance of a new strategy
or help them develop the necessary skills and behaviors.
• New strategies involve change, which naturally generates some resistance. Sometimes
employees may have to be let go and replaced. One newspaper shifted its strategy from an
evening to a morning paper to compete with a large newspaper from a nearby city.
• The new strategy required a change from working days to working from 1 P.M. to about
midnight or so, fostering resentment and resistance among department heads.
• In order to implement it, 80 percent of the department heads had to be let go because they
refused to cooperate.
• New people were recruited and placed in those positions, and the morning newspaper strategy
was a resounding success.
• At IBM, employees in administration and computer repair are being let go by the thousands,
replaced by people skilled in business operations as well as technology.