THE MCKINSEYS 7S FRAMEWORK

Introduction
Seven internal aspects of an organization that need to be aligned if it is to be successful. Improve the performance of a company. Determine how best to implement a proposed strategy.

The Model

The Model

Hard Elements
Strategy

Soft Elements
Shared Values Style Staff Skills

Structure
Systems

Hard Elements
Strategy: the plan devised to maintain and build competitive advantage over the competition. Structure: the way the organization is structured and who reports to whom. Systems: the daily activities and procedures that staff members engage in to get the job done.

Soft Elements
Shared Values: core values of the company that are evidenced in the corporate culture and the general work ethic. Style: the style of leadership adopted. Staff: the employees and their general capabilities. Skills: the actual skills and competencies of the employees working for the company.

Strategy
What is our strategy? How do we intend to achieve our objectives? How do we deal with competitive pressure? How is strategy adjusted for environmental issues?

DABUR INDIA LTD -BUSINESS DIVISIONS

CCD HAIR OILS CATEGORY

CCD SHAMPOO CATEGORY

CCD ORAL CARE CATEGORY

CONSUMER HEALTH DIVISION

FOODS BUSINESS DIVISION

Growth Strategy

Structure
What is the hierarchy? How do the various departments coordinate activities?

Organizational structure in a Sales Organization

Systems
Where are the controls and how are they monitored and evaluated? What internal rules and processes does the team use to keep on track?

Misconducts on the job (to be dealt with seriously)

Sleeping on the job Using another person's identity card or permitting another person to use your identity card to enter company premises Bribery Theft of company property and/or a fellow employee's property Willful damage to property in the employer's charge Consumption of liquor or alcoholic beverage or habit forming drugs on company premises Absence from work without permission or without reasonable cause

Shared Values
What are the core & fundamental values ? What is the corporate/team culture?

Shared Values @
OWNERSHIP This is our company. We accept personal responsibility, and accountability to meet business needs. PASSION FOR WINNING We are determined to be the best at doing what matters most.

CONSUMER NEEDS We have superior understanding of consumer needs and develop products to fulfill them better.
TEAM WORK We work together on the principle of mutual trust & transparency in a boundary-less organization. INTEGRITY We are honest with consumers, with business partners and with each other.

Style:
How participative is the management/leadership style? How effective is that leadership?

Leadership Styles

Staff
What positions or specializations are represented within the team? What positions need to be filled? Are there gaps in required competencies?

Skills
Do the current employees/team members have the ability to do the job? Are there any skills gaps? How are skills monitored and assessed?

Young Managers Development Programme (YMDP)

OBJECTIVES 1. To groom managers of tomorrow. 2. To instill a sense of camaraderie and develop a vibrant and progressive culture

SALES & MARKETING TRAINEES

Preparation of sales plan Fundamental understanding of sales structure and systems Leadership skills Team development Communication Motivation Implementing brand plan Understand working of Ad agency

ENGINEER TRAINEES
Knowledge of production process Understanding logistics and its complexities Wastage identification in distribution system Inter-departmental coordination Written and verbal communication skills Negotiation skills

CONCEPT OF MARKETING WARFARE STRATEGIES

Marketing Warfare
Simply think of competitors as the enemy . Attack or keep innovating depending on your position in the strategic square. Never hesitate to destroy competition or else U will be a part of history.

Marketing Warfare
Defensive Warfare Is what market leaders wage Offensive Warfare Is strategy for No.2 or No.3 in a category

Flanking Warfare

Guerilla Warfare

Smaller or new players that are trying to get a foothold in a category by avoiding the main battle.

Is often the land of smaller companies

Objectives
Number 1 firm: market domination Number 2 & 3 firm: increased market share Number 4 to 6 firm: profitable survival Rest: survival

Principles of DEFENSIVE Warfare

Defensive Principle No. 1 Only the market leader should consider playing defense

Defensive Principle No. 2 The best defensive strategy is the courage to attack yourself Strengthen your position by introducing new products & services that obsolete your existing ones

Principles of DEFENSIVE Warfare

Defensive Principle No. 3 Strong competitive moves should always be blocked. Its better to take business away from yourself than have someone else do it for you.

Principles of OFFENSIVE Warfare

Offensive Principle No. 1 The main consideration is the strength of the leaders position Offensive Principle No. 2 Find a weakness in the leaders strength and attack at that point

Principles of FLANKING Warfare

Flanking Principle No. 1 A good flanking move must be made into an uncontested area Flanking Principle No. 2 Tactical surprise ought to be an important element of the plan

Principles of GUERRILLA Warfare

Appropriate for the other 96 organizations in an 100 organization market Guerrilla Principle No. 1 Find a segment of the market small enough to defend It could be small in volume or small geographically or in some other aspect difficult for a larger company to attack

Principles of GUERRILLA Warfare

Guerrilla Principle No. 2 No matter how successful you become, never act like the leader

Guerrilla Principle No. 3 Be prepared to bug out at a moments notice

THANK YOU