7.2 Playing-to-Win
Defines where you'll compete and how you'll win in your chosen arena. Launch on platform.
What is it?
The Play-to-Win framework, developed by Roger Martin and A.G. Lafley, is a practical, action-oriented strategic planning approach designed to help organisations clearly define their strategic choices and how they'll succeed. Originating from their influential book Playing to Win: How Strategy Really Works (2013), it guides leaders to focus strategy around five fundamental, interconnected questions.
Why is it useful?
Applying Play-to-Win helps you to:
Clarify strategic focus: Clearly identify where to compete and how you’ll uniquely win. Drive alignment: Align your organisation's actions, resources, and people behind coherent strategic choices. Increase decisiveness: Move confidently from vague aspirations to concrete, actionable plans. Improve execution: Link your strategic choices clearly to everyday decision-making,enhancing consistency and effectiveness.
How does it work?
The framework revolves around answering five critical strategic questions:
What is our Winning Aspiration?
Focus: Clearly articulate your overarching purpose, vision, or desired outcome.
Example: Become the global market leader in sustainable packaging by 2030.
Where will we Play?
Focus: Clearly define target markets, segments, geographies, channels, and customers.
Example: Focus exclusively on premium eco-friendly consumer markets in North America and Europe.
How will we Win?
Focus: Identify clearly how you will achieve competitive advantage and differentiation in chosen markets.
Example: Offer superior product innovation, exceptional customer experience, and sustainability credentials.
What Capabilities must we have?
Focus: Clearly determine critical skills, competencies, or resources needed to win.
Example: Strong R&D team, agile manufacturing capability, robust sustainability certifications, skilled marketing team.
What Management Systems are required?
Focus: Clearly define systems, processes, measurements, and incentives to support and sustain your strategy.
Example: Establish innovation-driven performance metrics, sustainability audits, customer experience tracking, and aligned incentive structures.
Turning Play-to-Win Strategy into Action
To practically implement the Play-to-Win strategy:
Integrate decisions clearly: Ensure answers to all five questions align and reinforce each other.
Execute with clarity: Use your strategic answers to guide everyday decision-making at every organisational level.
Evaluate and adapt continually: Regularly reassess your strategic choices and adjust dynamically based on competitive shifts and new opportunities.
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