Contents
Introduction
When I first came across Roger Martin’s Playing to Win, I had a lightbulb moment.
Strategy, as Martin describes, is about making specific, deliberate choices to position your business for success.
In a world where businesses often flounder due to indecision or vague strategies, Martin offers a lifeline: a structured approach that not only identifies where to play but also how to win.
This isn’t just theory; it’s a guide that has transformed companies like Procter & Gamble and Lego into industry leaders.
In this Review, I’ll walk you through the key principles of Martin’s framework and how you can apply them step by step to your business (as I have done in my business).
Understanding the Framework
At the heart of “Playing to Win” are five essential questions that every organization must answer:
- What is our winning aspiration?
- Where will we play?
- How will we win?
- What capabilities must be in place?
- What management systems are required?
These questions form the backbone of the Playing to Win framework and provide a roadmap for strategic decision-making.
1. Define Your Winning Aspiration
What It Means:
A winning aspiration is your ultimate goal—the “why” of your business. It’s not just about making money but about defining the value you aim to create.
Real Life Case Study:
Procter & Gamble’s aspiration under CEO A.G. Lafley was not just about increasing sales but about becoming the most trusted brand in consumer goods. This broad vision guided all subsequent decisions.
Every decision they made, from offering vast product selections to perfecting delivery logistics, aligned with this aspiration.
Actionable Step:
Write down your business’s core purpose. Ask, “What does winning look like for us?”
Example:
If you’re running a SaaS company, your winning aspiration might be: “To empower small businesses to automate their workflows effortlessly.”
2. Choose Where to Play
What It Means:
This is about identifying your target markets, customer segments, and product categories.
Real Life Case Study:
Lego shifted its focus from general toys to niche markets such as themed sets (e.g., Star Wars, Harry Potter). By narrowing its focus, Lego could allocate resources more effectively and cater to passionate fan bases.
Actionable Step:
Map out potential market opportunities.
Ask yourself:
- Which customer segments align with our aspiration?
- What geographical regions make sense for us?
- What channels should we focus on?
Use a Venn diagram to find the sweet spot between your business’s strengths, market opportunities, and customer needs.
3. Decide How to Win
What It Means:
Once you know where to play, you need to decide how you’ll stand out and create a competitive advantage.
Real-Life Case:
Think of Tesla’s strategy. They chose “how to win” by focusing on high-performance electric vehicles with cutting-edge technology, while also creating an aspirational brand.
Actionable Step:
Identify your unique value proposition (UVP).
What can you do better than anyone else?
Analyze your competitive advantages and decide how you can create unique value in your chosen market.
Example:
For a boutique coffee shop, “how to win” could be offering the freshest locally sourced beans combined with personalized service.
4. Build Core Capabilities
What It Means:
Core capabilities are the skills, technologies, or processes that enable your “how to win” strategy.
Real Life Case Study:
When Figma entered the design software market, it recognized the need for strong collaboration tools as a capability that would differentiate it from competitors like Adobe. Investing in this capability allowed Figma to capture significant market share.
Actionable Step:
List the capabilities you’ll need to succeed. Prioritize developing these areas.
Example:
If your “how to win” relies on superior customer service, invest in training your staff and implementing advanced CRM systems.
5. Establish Supporting Systems
What It Means:
Your supporting systems include organizational structures, processes, and culture that reinforce your strategy.
Real Life Case Study:
Southwest Airlines’ low-cost model works because every system, from their no-assigned-seating policy to their aircraft maintenance routines, supports efficiency and cost reduction.
Actionable Step:
Conduct a systems audit:
- Are your operations aligned with your strategy?
- Do your incentives and metrics encourage the right behaviors?
Quick Tip:
Create a “strategy checklist” to ensure all business systems align with your aspirations and capabilities.
Real-Life Application Case Study: Domino’s Pizza
Domino’s once struggled to compete with its rivals. Applying a Playing to Win strategy, they:
- Defined a winning aspiration: “Deliver hot, fresh pizzas to customers within 30 minutes.”
- Chose where to play: Focused on delivery and online ordering.
- Decided how to win: Streamlined operations for speed and invested in digital tools.
- Built core capabilities: Developed a robust supply chain and real-time tracking system.
- Established supporting systems: Emphasized a customer-first culture with guarantees and easy refunds.
The result?
A complete turnaround, with Domino’s becoming a global leader in pizza delivery.
Final Pro Tip: Schedule a monthly strategy review. Revisit each element of the Playing to Win framework to ensure your business remains on track and agile enough to adapt to new challenges and opportunities.
Conclusion
Roger Martin’s Playing to Win is not just a theoretical framework; it’s a game-changer for businesses willing to make bold, clear choices.
By defining your winning aspiration, choosing where to play, and deciding how to win—supported by the right capabilities and systems—you’ll position your business for sustainable success.
My challenge to you?
Take these actionable steps, implement them, and watch your strategy come to life.
Let me know how you fare in the comments below.
