Strategy involves making choices about where to play and how to win to maximize long-term value. Where to play specifies the target market in terms of who the customers are, how and when they buy, and what they buy. How to win specifies delivering a distinctive value proposition through capabilities that give a competitive advantage. Ultimately, a business strategy is defined by answering three questions: who is the target customer, what value is provided to that customer, and what capabilities are needed to deliver that value.

1. STRATEGY
An Executive’s Definition
Pranay SanghaviAdapted from s+b

2. What is a Business Strategy?
Adapted from Ken Favaro with Kasturi Rangan and Evan Hirsh
2

3. So, what is it?
Strategy is different from Vision, Mission,
Goals, Priorities and Plans
It is the result of the choices executives
make on
1. Where to play
2. How to win
to maximise long-term value
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In life, just remember
these two points

4. 1. Where to
Play
A. Your Target
Market
B. Needs to be served
Lets get to each of
them one by one

5. Where to Play
specifies
Where the target customers are
How they buy
Who they are
When they buy
What they buy
For whom they buy

6. 2. How to Win
A. Value proposition
B. Capabilities
the second guy..

7. How to Win
specifies
Value proposition that will
distinguish your business in the eyes
of the target customers
Capabilities that will give it an
essential advantage in delivering
that value proposition

8. In the end…
To define the fundamentals of your
business strategy, you need only answer
3 questions:
1. Who is the target customer?
2. What is the value prop to that customer?
3. What are the essential capabilities
needed to deliver the value prop?

9. @pranaysanghavi