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Mankins Strategy to Performance

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THE HIGH-PERFORMANCE ORGANIZATION

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HARVARD BUSINESS REVIEW

Companies typically realize only about 60% of their strategies' potential value because of defects and breakdowns in planning and execution. By strictly following seven simple rules, you can get a lot more than that.

TURNING GREAT STRATEGY INTO GREAT PERFORMANCE by Michael C. Mankins and Richard Steele hree years ago, the leadership team at a major man-

ufacturer spent months developing a new strategy for its European business. Over the prior half-decade, six new competitors had entered the market, each deploying the latest in low-cost manufacturing technology and slashing prices to gain market share. The performance of the European unit - once the crown jewel of the company's portfolio-had deteriorated to the point that top management was seriously considering divesting it. To turn around the operation, the unit's leadership team had recommended a hold new "solutions strategy"-one that would leverage the business's installed base to fuel growth in after-market services and equipment financing. The financial forecasts were exciting-the strategy promised to restore the business's industry-leading returns and growth. Impressed, top management quickly approved
JULY-AUGUST 2005

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THE HIGH-PERFORMANCE ORGANIZATION
Chemical, 3M, and Roche, to name a few-develop realistic plans that are solidly grounded in the underlying economics of their markets and then use the plans to drive execution. Their disciplined planning and execution processes make it far less likely that they will face a shortfall in actual performance. And, if they do fail short, their processes enable them to discern the cause quickly and take corrective action. While these companies' practices are broad in scope - ranging from unique forms of planning to integrated processes for deploying and tracking

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