Playing to Win: How Strategy Really Works


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Program Highlights
  • Game-changing choices that trounce the competition.
  • Why your goal must be winning, not just playing well.
  • Choosing the right metrics to support your strategy.
Most companies aren’t winning today—not because of the economy, rapid change, or rising complexity. It’s because they confuse strategy with vision and don't make the critical decisions it takes to win. Using the example of P&G’s dramatic turnaround of its Olay skincare line, A.G. Lafley and adviser Roger Martin prescribe a disciplined approach to five strategic choices.

First, define your winning aspiration—that is, choose “what” you want to be the best at (in P&G’s case, to be a leading skincare brand). Then, determine “where” you’ll play (P&G’s mass-market channel to a younger buyer). This opens up your possibilities for being distinctive and helps you choose “how” to win (P&G’s unique products). Then tap or develop the capabilities to deliver what your competitors cannot. Lastly, identify the management systems you’ll need to maintain your winning position.

During A.G. Lafley’s tenure as Chairman and CEO, P&G’s market value grew by over $100 billion, making it one of the most valuable companies in the world. Roger Martin is recognized as a leading thinker in the business community and advises the CEOs of several major global corporations. The two are the authors of
Playing to Win: How Strategy Really Works.

Playing to Win: How Strategy Really Works

A.G. Lafley,Roger L. Martin

Former Chairman and CEO, Procter & Gamble,Dean, Rotman School of Management, University of Toronto


46 Minutes