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Playing to Win: How Strategy Really Works (Hardcover)
A Wall Street Journal and Washington Post Bestseller
A playbook for creating your company's winning strategy.
Strategy is not complex. But it is hard. It's hard because it forces people and organizations to make specific choices about their future--something that doesn't happen in most companies.Now two of today's best-known business thinkers get to the heart of strategy--explaining what it's for, how to think about it, why you need it, and how to get it done. And they use one of the most successful corporate turnarounds of the past century, which they achieved together, to prove their point. A.G. Lafley, former CEO of Procter & Gamble, in close partnership with strategic adviser Roger Martin, doubled P&G's sales, quadrupled its profits, and increased its market value by more than $100 billion in just ten years. Now, drawn from their years of experience at P&G and the Rotman School of Management, where Martin is dean, this book shows how leaders in organizations of all sizes can guide everyday actions with larger strategic goals built around the clear, essential elements that determine business success--where to play and how to win. The result is a playbook for winning. Lafley and Martin have created a set of five essential strategic choices that, when addressed in an integrated way, will move you ahead of your competitors. They are: - What is our winning aspiration?
- Where will we play?
- How will we win?
- What capabilities must we have in place to win?
- What management systems are required to support our choices? The stories of how P&G repeatedly won by applying this method to iconic brands such as Olay, Bounty, Gillette, Swiffer, and Febreze clearly illustrate how deciding on a strategic approach--and then making the right choices to support it--makes the difference between just playing the game and actually winning.
About the Author
A.G. Lafley has been named the new Chief Executive Officer, President, and Chairman of Procter & Gamble, where he previously served as CEO from 2000-2009. Under Lafley's leadership, P&G's sales doubled, its profits quadrupled, its market value increased by more than $100 billion, and its portfolio of billion-dollar brands--like Tide, Pampers, Olay, and Gillette--grew from 10 to 24 as a result of his focus on winning strategic choices, consumer-driven innovation, and reliable, sustainable growth. Roger Martin is Dean of the University of Toronto's Rotman School of Management and an adviser to CEOs on strategy, design, innovation, and integrative thinking. In 2011, Roger was named by Thinkers50 as the sixth top management thinker in the world. This is his eighth book; he also contributes regularly to Harvard Business Review, the Financial Times, and the Washington Post, among others. He holds an MBA from Harvard Business School and an AB in economics from Harvard College.
Advance praise for Playing to Win
Daniel H. Pink, author, Drive and A Whole New Mind
Reading Playing to Win is like having prime seats at the Super Bowl of strategy. Youll learn the strategies consumer goods powerhouse Procter & Gamble uses to get its innovative products into millions of homesplus tested methods for winning your own marketplace contests. If youre a marketer or a leader, you need to read this book.
Sir Terry Leahy, former CEO, Tesco
This is the best book on strategy I have ever read. Lafley and Martin get to the heart of whats important: how to make choices in order to control events rather than allowing events to control your choices. Everyone wants to win; this book sets down with calm authority the steps you must take to turn aspiration into reality.
Clayton M. Christensen, Kim B. Clark Professor of Business Administration, Harvard Business School; author, The Innovators Dilemma
Lafley and Martin teach us how to develop and then how to deploy strategy. Their recommendations apply at every levelcorporation, business units, products, and teams. This is a great book.
Chip Heath, coauthor, Decisive: How to Make Better Choices in Life and Work
Most authors conduct research before they write a book. Lafley and Martin went out and did something. They used their simple, subtle frameworkWhere will we play? How will we win?to double the value of one of the worlds greatest businesses. And now theyre showing you how to do the same. Read this book. . . before your competitors find it.
Jrgen Vig Knudstorp, CEO, Lego Group
Playing to Win is a rare combination of depth of thinking and ease of use. It clearly explains what business strategy is and isnt, and how to develop it. Lafley and Martin distill their hard-won experiences and offer insights, practical hands-on tools, and tips that will inspire and allow you to think strategically in new ways about your own business.
Jack Welch, former Chairman and CEO, General Electric
A great CEO and a renowned educator join forces to create a must-read for anyone thinking about strategy.
Scott Cook, cofounder and Chairman of the Executive Committee, Intuit
Here is business strategy through the eyes of the man who led Procter & Gambles stunning turnaround and success in the 2000s and the strategist who advised and worked with him. Lush with insights that show the what and the how of two master strategists.
James P. Hackett, President and CEO, Steelcase Inc.
Lafley and Martin have invested their respective careers in understanding the complexity of strategy. What has emerged in this seminal work is a simple and rich framework that can help business leaders think through strategic choices. It is an eminently helpful guide to choice making, which is the most essential part of leadership.
Jim McNerney, President, CEO, and Chairman, Boeing
Playing to Win is an insightful do-it-yourself guide that demystifies what it takes to craft, implement, and continuously improve effective business strategies. Using relevant, real-world examples, Lafley and Martin offer proven techniques for competing and winning in todays challenging global business environment.
Thomas Tull, founder and CEO, Legendary Pictures
I love this book; it is thought provoking and acts as a catalyst to ask questionsabout ourselves and our business life course. In a day and age when information and instant communication are relentless components of business and our lifestyle, A. G. Lafley and Roger Martin suggest we take an important pause to actually question our strategic road maps and the associated plans we need in order to succeed in this marketplace.