Upload
general1961
View
218
Download
0
Embed Size (px)
Citation preview
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 1/16
UNDERSTANDING CO-OPETITION
USING THE PARTS STRATEGY
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 2/16
PRESENTATION ENDEAVOR:
Concept of co-opetition
Concept of Value Net
Introduction to Parts strategy
Using Players Strategy
Using Added Value Strategy
Using Rules Strategy
Using Tactics
Using Scope
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 3/16
CO-OPETITION
Business is a game. Played with an win-lose agenda.
Market is a battle ground
But the fact is most businesses succeed only if othersalso succeed.
Business is a real game; if only one player can win afterthe others fail; all those who fail would not like to
participate in future to play.
Therefore, in business its worthwhile to cooperate andcompete simultaneously with an intention to notsnatch others share alone but to expand the overallmarket pie to be shared by all the players.
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 4/16
VALUE NET
Company
Customers
Suppliers
C o m p e t i t o r s / s u p p l e m e n t o r s
C o m p l e m e n t o
r s
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 5/16
PARTS STRATEGY
PARTS Strategy as tool to CHANGE THE GAME!
The BIG PICTURE to be analyzed by any company:
Understanding the customers, suppliers , competitionand complementors: Players
Understanding the value they offer: Added Value
To play the game of business understand its rules:
Rules
Game is played with: Tactics
Every game has a scope: Scope(linking PART)
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 6/16
P→ PLAYERS
3 Options for using the Players Strategy
Become one
Include/invite
one or more
Change the
Players
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 7/16
BECOMING A PLAYER..
Strong Moderate Weak
Enter with a bang Get paid to play Get paid to play
Enter the bidding game Challenge the
monopoly
Don’t hesitate to
challenge the
monopoly
E.g.: Holland sweetener v/s NutraSweet
How to get paid Reasons to substantiate the
payment to play
Ask for bidding contributions Time
Request guarantees Money
Ask for information access Fear of Retaliation
Bid for more than one business Customer & competition pressure
Ask the price to capture the
business
Your move may or may not affect
your competition but will surelyaffect yours.
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 8/16
BRINGING IN PLAYERS
How???
Pay them to play
Educate the market
Become your own customer/supplier/competitor/complementor
Subsidize the entry and invite followers
Form a buying coalition
Patent your technology
Create sources to encourage buying your technology
Who???
Customers
Suppliers
Complementors
competitors
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 9/16
CHANGING PLAYERS
Step one: assess your own added value
High= Play as
you wish
Low= Find ways
to get play
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 10/16
ADDED VALUE
Added value
Monopoly Competition
Relationship:
Create loyalty
Say thank you
Competition:
Trade off
Trade on
•Monopoly money
•Virtuous circle
•Limiting supply
Imitation:
Healthy
unhealthy
Changing added value
Low competitionHigh competition
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 11/16
RULES
Changing rules is complex as it
includes the risk of:
Legal penalty
Exclusion from the market!
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 12/16
RULES CONT..
Mass market
Rules
GovernmentContracts
SuppliersCustomers
•MFC: Cust. Perspective
Supplier perspective•MCC: +ve , -ve
•Take contracts
•Pay contracts
•Rebates
Note: remember application of any strategy is open to all. Thus all players
are open to change the game the way they wish to
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 13/16
TACTICS
-Changing the game by changing the perceptions
Tactics: perception=fog
Preserve the fog Stir up new fogLift up the fog
•Pass credibility test
•Fail credibility test
•Hide information
•negotiate
(disagree to agree)
•Create complexity
•Shape opinions
Eg. : audits,
random checks,bluff, hp printers,
digicam, stock
indices
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 14/16
SCOPE
-Creating link in PART
Scope
Players Added value Rules Tactics
•Play judo
•Play sumo
•Length of contract
•Discounted value
•Threats
•Promises
8/6/2019 Understanding Parts Strategy
http://slidepdf.com/reader/full/understanding-parts-strategy 15/16
CONCLUSION
Business is the game where many winners could
co exist and continue playing.
Always look at the larger picture
Any step taken should be backed by a long term
future
Competition is valuable
Monopolies are easy targets