The Coheren
ce PremiumNick Holt
Mike Greco
Formal Definition: Aligns its differentiating internal capabilities with the right external market position.
In Layman’s Terms:Focus on what you do best and make every decision across every business
Coherent Business
InternalCapabilities
ExternalMarketPosition
What are Capabilities?
ProcessesInterconnected
People
KnowledgeTools
Executing BETTER
# of Capabilities
3-6
Power of Coherence “Right to Win”
Capabilities System Product & Service Fit
Way To Play
The Coherence Test
Logistics Operation/Buyer Power Company Success??
NO
Aggressive Vendor Management
Expert Point-of-Sale Analytics
Superior Logistics
Rigorous Working-Capital Management
• Science-based Innovation• Rx-OTC Switching
Claims-based Marketing
Ability to Influence Regulatory MGT and GVT Policies
Channel MGTPortfolio MGTSUCCESS!
#Winning
Losing
Takeaways
1. Divest Assets ≠ Distinctive Capabilities
2. Steamlining Nonessential Functions
3. Product Line Service Line
4. Leadership Coherence
Aligned Strategy
Capabilities System = Product/Service Portfolio
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