Playing to Win: How Strategy Really Works

Consumer and Market Knowledge (CMK),

joint value creation strategies,

Wherever there is an intermediary channel between the firm and the end consumer, that intermediate customer and what it values must be understood.

The real goal should be to create an internal discipline of strategic thinking that enables a more thoughtful approach to the current game, regardless of industry, and connects to possible different futures and opportunities.

Failing to Choose

particular, you should avoid three pitfalls when thinking about where to play.

As a rule of thumb, though, start with people (consumers and customers) rather than money (stock price).

just a convenient choice for families on the go). Each company doesn’t just want to serve customers; it wants to win with them.

Rather, strategy is an iterative process in which all of the moving parts influence one another and must be taken into account together.

Deep consumer understanding.