Framework library
Playing to Win choice cascade
How to use it
Translate a winning aspiration into choices about where to play and how to win. Identify required capabilities and the systems that will reinforce them.
Worked example
Choose repair-sensitive customers and reliable turnaround as the appliance brand’s differentiator, then specify technician coverage and service measures.
Common pitfall
The cascade should force exclusions. A list of every market and capability does not guide investment.
- Frame the questionWhat is the decision, who owns it and what is the strongest explanation for the current problem?
- What to deliverWrite one diagnosis, two feasible choices and a piece of evidence that would change the choice.