Making Great Strategy: Arguing for Organizational Advantage

342 Pages·2021·2.797 MB·English

by  Glenn R. Carroll, Jesper B. Sørensen

M A K I N G G R E A T ST RA TEG Y
Arguing for
Organizational
Advantage
Jesper B. Sørensen
Glenn R. Carroll
MAKING GREAT STRATEGY

M A K I N G G R E AT S T R AT E G Y
Arguing for
Organizational
Advantage
Jesper B. Sørensen
Glenn R. Carroll
Columbia University Press
Publishers Since 1893
New York Chichester, West Sussex
cup.columbia.edu
Copyright © 2021 Jesper B. Sørensen and Glenn R. Carroll
All rights reserved
Library of Congress Cataloging-in-Publication Data
Names: Sørensen, Jesper B., 1967– author. | Carroll, Glenn, author.
Title: Making great strategy : arguing for organizational advantage /
Jesper B. Sørensen and Glenn R. Carroll.
Description: 1 edition. | New York City : Columbia University Press, 2021. |
Includes bibliographical references and index.
Identifiers: LCCN 2020023410 (print) | LCCN 2020023411 (ebook) |
ISBN 9780231199483 (hardback) | ISBN 9780231553155 (ebook)
Subjects: LCSH: Strategic planning. | Leadership. | Success in business.
Classification: LCC HD30.28 .S6277 2021 (print) | LCC HD30.28 (ebook) |
DDC 658.4/012—dc23
LC record available at https://lccn.loc.gov/2020023410
LC ebook record available at https://lccn.loc.gov/2020023411
Columbia University Press books are printed
on permanent and durable acid-free paper.
Printed in the United States of America
Cover design: Lisa Hamm
Cover image: Adobe Stock
To
Patricia Chang and Nikolaj, Benjamin, and Chloe Chang Sørensen
Lihua Wang and Lishan Nan Carroll
❧

CONTENTS
Preface xi
PART I
INTRODUCTION
1 ARGUING FOR ORGANIZATIONAL ADVANTAGE 3
Strategy Challenges Executives Face: Three Examples 3
Logical Argument Underpins Strategic Success 7
Strategy Arguments in Action: The Executive Examples Reconsidered 12
Leading by Arguing Logically 19
Activities for Arguing Logically 21
Our Approach 26
How to Read This Book 28
Key Takeaways 29
PART II
THREE ACTIVITIES FOR MAKING
GREAT STRATEGY
2 MAPPING STRATEGY 33
The Benefits of Mapping Strategy 33
The Practice of Mapping Strategy 42
CONTENTS
Closing Thoughts 60
Key Takeaways 61
3 LOGIC FOR STRATEGY 63
The Benefits of Formalizing Arguments 63
The Practice of Formalizing Arguments 72
Closing Thoughts 90
Key Takeaways 92
4 ARGUING IN ORGANIZATIONS 94
The Benefits of Constructive Arguments 94
The Practice of Arguing Constructively 105
Closing Thoughts 118
Key Takeaways 120
PART III
APPLYING STRATEGY ARGUMENTS
5 ARGUING ABOUT AN UNCERTAIN FUTURE 125
The Benefits of Arguing About an Uncertain Future 125
The Practice of Arguing About an Uncertain Future 132
Closing Thoughts 142
Key Takeaways 145
6 FORMULATING STRATEGY 147
The Benefits of Logic in Strategy Formulation 147
The Practice of Logic in Strategy Formulation 158
Closing Thoughts 173
Key Takeaways 176
VIII
CONTENTS
7 COMMUNICATING STRATEGY 178
The Benefits of Effectively Communicating Strategy 178
The Practice of Effectively Communicating Strategy 187
Closing Thoughts 199
Key Takeaways 200
PART IV
ARGUING DEEPER
8 ELABORATING THE STRATEGY 203
The Benefits of Elaborating the Strategy Argument 203
The Practice of Elaborating the Strategy Argument 205
Closing Thoughts 220
Key Takeaways 223
9 PERCEIVED QUALITY STRATEGIES 224
The Benefits of Strategy Arguments for Perceived Quality Strategies 224
The Practice of Strategy Arguments for Perceived Quality Strategies 228
Closing Thoughts 247
Key Takeaways 250
PART V
CONCLUSION
10 THE PILLAR OF STRATEGY 253
Vision and Discovery 253
Reasoned Analysis 255
Logical Argument as the Pillar of Great Strategic Leadership 263
Key Takeaways 266
IX