7 S Model

The 7S model can be used in a wide variety of situations where an alignment
perspective is useful, for example to help you:
• Improve the performance of a company;
• Examine the likely effects of future changes within a company;
• Align departments and processes during a merger or acquisition; or
• Determine how best to implement a proposed strategy.
Let's look at each of the elements specifically•
Strategy: the plan devised to maintain and build competitive advantage over the
competition.
• Structure: the way the organization is structured and who reports to

whom.
• Systems: the daily activities and procedures that staff members engage in
to get the job done.
Shared Values: called "superordinate goals" when the model was first developed,
these are the core values of the company that are evidenced in the corporate
culture and the general work ethic.
• Style: the style of leadership adopted.
• Staff: the employees and their general capabilities.
• Skills: the actual skills and competencies of the employees working for the
company.
Placing Shared Values in the middle of the model emphasizes that these values
are central to the development of all the other critical elements. The company's
structure, strategy, systems, style, staff and skills all stem from why the
organization was originally created, and what it stands for. The original vision of
the company was formed from the values of the creators. As the values change,
so do all the other elements.
The model is based on the theory that, for an organization to perform well, these
seven elements need to be aligned and mutually reinforcing. So, the model can
be used to help identify what needs to be realigned to improve performance, or
to maintain alignment (and performance) during other types of change.
7S Checklist Questions
Here are some of the questions that you'll need to explore to help you
understand your situation in terms of the 7S framework. Use them to analyze
your current (Point A) situation first, and then repeat the exercise for your
proposed situation (Point B).
Strategy:
• What is our strategy?
• How to we intend to achieve our objectives?
How do we deal with competitive pressure?
• How are changes in customer demands dealt with?
• How is strategy adjusted for environmental issues?
Structure:
• How is the company/team divided?
• What is the hierarchy?
• How do the various departments coordinate activities?
• How do the team members organize and align themselves?
• Is decision making and controlling centralized or decentralized? Is this as it

should be, given what we're doing?
• Where are the lines of communication? Explicit and implicit?
Systems:
• What are the main systems that run the organization? Consider financial
and HR systems as well as communications and document storage.
• Where are the controls and how are they monitored and evaluated?
• What internal rules and processes does the team use to keep on track?
Shared Values:
• What are the core values?
• What is the corporate/team culture?
• How strong are the values?
• What are the fundamental values that the company/team was built on?
Style:
• How participative is the management/leadership style?
• How effective is that leadership?
• Do employees/team members tend to be competitive or cooperative?
• Are there real teams functioning within the organization or are they just
nominal groups?
Staff:
• What positions or specializations are represented within the team?
• What positions need to be filled?
• Are there gaps in required competencies?
Skills:
• What are the strongest skills represented within the company/team?
• Are there any skills gaps?
• What is the company/team known for doing well?
• Do the current employees/team members have the ability to do the job?
• How are skills monitored and assessed?
Market Penetration
Market penetration occurs when a company penetrates a market with its current
products. It is important to note that the market
penetrations strategy begins with the existing customers of the organization.

This strategy is used by companies in order to increase sales without drifting
from the original product-market strategy (Ansoff, 1957).
Companies often penetrate markets in one of these three ways: by gaining

competitors customers, improving the product quality or level of service,
attracting non-users of the products or convincing current customers to use
more of the company’s product, with the use of marketing communication tools
like advertising etc. (Ansoff, 1989, Lynch, 2003).
This strategy is important for businesses because retaining existing customers is

cheaper than attracting new ones, which is why companies like BMW and Toyota
(Lynch, 2003) and banks like HSBC engage in relationship marketing activities to
retain their high lifetime value customers; same applies to Diamond bank in
Nigeria which won the award for Bank of the Year in Thisday Awards 2009
(Thisday Style magazine). Diamond bank is one of the market challengers in
Nigeria’s banking industry and has consistently increased its market share by
penetrating the market with targeted special promotions, very low interest rates
on loans, and maintaining a highly receptive and comfortable atmosphere in its
banking halls.
Product Development
Product development occurs when a company develops new products catering to

the same market. Note that product development refers to significant new
product developments and not minor changes in an existing product of the firm.
The reasons that justify the use of this strategy include one or more of the
following: to utilise of excess production capacity, counter competitive entry,
maintain the company’s reputation as a product innovator, exploit new
technology, and to protect overall market share (Lynch, 2003). Often one such
strategy moves the company into markets and towards customers that are
currently not being catered for.
For example, McDonalds is always within the fast-food industry, but frequently
markets new burgers. Another good example of the product development
strategy is the constant innovation within the home computer market where
products can become obsolete within a matter of years.
Frequently, when a firm creates new products, it can gain new customers for
these products. Hence, new product development can be a crucial business
development strategy for firms to stay competitive.
Market Development
When a company follows the market development strategy, it moves beyond

its immediate customer base towards attracting new customers for its existing
products. This strategy often involves the sale of existing products in new
international markets. This may entail exploration of new segments of a market,
new uses for the company’s products and services, or new geographical areas in
order to entice new customers (Lynch, 2003).
For example, Arm & Hammer was able to attract new customers when existing
consumers identified new uses of their baking soda (Christensen et al, 2005).
Lucozade was first marketed for sick children and then re-branded to target
athletes. Also, an organisation found that the gel they produced for removing
residual oil from heavy machinery could also be used to clean domestic ovens
and baking tins. This revelation enabled them to target a new market of
professional cooks and baking enthusiast. These are good examples of
developing a new market for an existing product.
Diversification
Diversification strategy is distinct in the sense that when a company

diversifies, it essentially moves out of its current products and markets into new
areas. It is important to note that diversification may be into related and
unrelated areas.
Related diversification may be in the form of backward, forward, and horizontal

integration. Backward integration takes place when the company extends its
activities towards its inputs such as suppliers of raw materials etc. in the same
business. Forward integration differs from backward integration, in that the
company extends its activities towards its outputs such as distribution etc. in the
same business. Horizontal integration takes place when a company moves into
businesses that are related to its existing activities (Lynch, 2003; Macmillan et
al, 2000).
It is important to note that even unrelated diversification often has some synergy
with the original business of the company. The risk of one such manoeuvre is
that detailed knowledge of the key success factors may be limited to the
company (Lynch, 2003). While diversified businesses seem to grow faster in
cases where diversification is unrelated, it is crucial to note that the track record
of diversification remains poor as in many cases diversifications have been
divested (Porter, 1987). Scholars have argued that related diversification is
generally more profitable (Macmillan et al, 2000; Pearson, 1999). Therefore,
diversification is a high-risk strategy as it involves taking a step into a territory
where the parameters are unknown to the company. The risks of diversification
can be minimised by moving into related markets (Ansoff, 1989).

7 S Model

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The 7S model can be used in a wide variety of situations where an alignment

perspective is useful, for example to help you:

• Improve the performance of a company;

• Examine the likely effects of future changes within a company;

• Align departments and processes during a merger or acquisition; or

• Determine how best to implement a proposed strategy.

Let's look at each of the elements specifically•

• Structure: the way the organization is structured and who reports to

• Style: the style of leadership adopted.

• Staff: the employees and their general capabilities.

• How to we intend to achieve our objectives?

How do we deal with competitive pressure?

• How are changes in customer demands dealt with?

• How is strategy adjusted for environmental issues?

• How is the company/team divided?

• What is the hierarchy?

• How do the various departments coordinate activities?

• How do the team members organize and align themselves?

• Is decision making and controlling centralized or decentralized? Is this as it

• Where are the lines of communication? Explicit and implicit?

• What are the core values?

• What is the corporate/team culture?

• How strong are the values?

• How participative is the management/leadership style?

• How effective is that leadership?

• Do employees/team members tend to be competitive or cooperative?

• What positions or specializations are represented within the team?

• What positions need to be filled?

• Are there gaps in required competencies?

• What are the strongest skills represented within the company/team?

• Are there any skills gaps?

• What is the company/team known for doing well?

• Do the current employees/team members have the ability to do the job?

• How are skills monitored and assessed?

penetrations strategy begins with the existing customers of the organization.

Companies often penetrate markets in one of these three ways: by gaining

This strategy is important for businesses because retaining existing customers is

Product development occurs when a company develops new products catering to

When a company follows the market development strategy, it moves beyond

Diversification strategy is distinct in the sense that when a company

Related diversification may be in the form of backward, forward, and horizontal

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