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How Winners Make Choices (Kiezen voor Winst) Book Presentation at Flevum Directors Challenge

Presentation given by Stefan Stremersch on his best selling book 'How Winners Make Choices' (translated from the Dutch book 'Kiezen voor Winst' published in September 2016). The presentation will be give at Flevum's Director's Challenge event on the 18th of January 2017. The book discusses key strategic dilemmas companies face, namely (i) large volume vs high price, (ii) short term vs. long term, and (iii) local versus global. It then explains how to solve such dilemmas through a cycle of inspiration, divergence and converge. Finally, it provides evidence from research that most companies face such dilemmas and that the model proposed is effective in solving them.

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How Winners Make Choices (Kiezen voor Winst) Book Presentation at Flevum Directors Challenge

  1. 1. Director’s Challenge | 18.01.2017 Prof.dr. Stefan Stremersch How Winners Make Choices (ENG) – Kiezen voor Winst (NL) Landgoed Huize Bergen, Vught
  2. 2. Large Volume vs. High Price Short Term vs. Long Term Local vs. Global
  3. 3. Ferrari needs to increase production from 7.000 to 10.000 cars to grow the financial results of the whole FIAT group (FIAT CEO Marchionne) “I respect Porsche, but Ferrari is more exclusive... We will never sell more than 7.000 cars/year.” (Ferrari CEO Montezemolo)
  4. 4. € 13.500$ 21.100
  5. 5. Captain Planet
  6. 6. “If everything you do needs to work on a three-year time horizon, you’re competing against a lot of people. But if you’re willing to invest on a seven-year time horizon, you’re now competing against a fraction of those people, because very few companies are willing to do that.”
  7. 7. Global or Local?
  8. 8. Cruijff joins Barcelona in 1973 and brings the ‘Total Football’ mentality, helping them win the first ‘La Liga’ in 14 years
  9. 9. INSPIRE Leonard Da Vinci
  10. 10. Inspiration comes from case studies, learning from others who have solved a problem or dilemma similar to yours
  11. 11. My Problem Source of Inspiration: Problem My Solution Source of Inspiration: Solution Step 1 Step 3 Step 2 Step 4 Document Source of Inspiration Search for Analogous Problem Define Analogous Solution Verify Inspiration in 4 Steps
  12. 12. “Learn from the mistakes of others. You can’t live long enough to make them all yourself”
  13. 13. DIVERGE
  14. 14. Divergence utilizes diversity in your team to fully embrace the complexity of a dilemma
  15. 15. Connected Cars Car Sharing Lower Car Ownership High Traffic
  16. 16. “Everyone knew it wasn’t possible... Until someone came who didn’t know that!”
  17. 17. CONVERGE
  18. 18. Convergence entails building support and executing on the choice made
  19. 19. The Ultimate Driving MachineTM
  20. 20. Do Not Think your Way into New Action. Act your Way into New Thinking! Jorgen Knudstorp Lego
  21. 21. n = 204 n = 104 9 out of 10 companies deal with 1 or more of the three dilemma’s
  22. 22. IDC Model 22% Consensus Model 44% Conflict Model 21% Analysis Model 13%
  23. 23. 43% 28% 40% 46% Inspire Profits No Yes 37% 30% 41% 49% Diverge No Yes 57% 23% 26% 51% Converge No Yes Profits
  24. 24. More info: Contact: