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Director’s Challenge | 18.01.2017
Prof.dr. Stefan Stremersch
How Winners Make Choices (ENG) – Kiezen voor Winst (NL)
Landgoed Huize Bergen, Vught
Large Volume
vs.
High Price
Short Term
vs.
Long Term
Local
vs.
Global
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)
€ 13.500$ 21.100
“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.”
Global or Local?
Cruijff joins Barcelona in 1973 and brings the
‘Total Football’ mentality, helping them win
the first ‘La Liga’ in 14 years
INSPIRE
Leonard Da Vinci
Inspiration comes from case studies,
learning from others who have
solved a problem or dilemma similar
to yours
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
“Learn from the
mistakes of others.
You can’t live long
enough to make
them all yourself”
DIVERGE
Divergence utilizes diversity in
your team to fully embrace the
complexity of a dilemma
Connected Cars Car Sharing Lower Car Ownership High Traffic
“Everyone knew it wasn’t possible...
Until someone came who didn’t
know that!”
CONVERGE
Convergence entails building
support and executing on the
choice made
The Ultimate
Driving MachineTM
Do Not Think your
Way into New Action.
Act your Way into
New Thinking!Jorgen Knudstorp
Lego
n = 204
n = 104
9 out of 10
companies deal with
1 or more of the
three dilemma’s
IDC
Model
22%
Consensus
Model
44%
Conflict
Model
21%
Analysis
Model
13%
43% 28%
40% 46%
Inspire
Profits
No Yes
37% 30%
41% 49%
Diverge
No Yes
57% 23%
26% 51%
Converge
No Yes
Profits
More info:
www.kiezenvoorwinst.nl
www.howwinnersmakechoices.com
Contact:
