Playing to Win

Playing to Win, co-authored by former Procter & Gamble CEO A.G. Lafley and Rotman School dean Roger Martin, argues that strategy is not a plan or a vision statement but an integrated set of choices that positions a firm to win. The book grew out of Lafley’s turnaround of P&G and presents strategy as answering five linked questions: 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 “strategy cascade,” the book’s central framework, and the authors insist the answers must reinforce one another rather than sit in isolation. Lafley and Martin illustrate the cascade with P&G decisions, including the company’s choices in emerging markets and its emphasis on design-led innovation. They also describe a “strategy choice” approach to portfolio decisions, using the example of deciding which businesses, brands, and geographies to prioritize and which to exit. The book contrasts this with what the authors call “strategy by wishful thinking,” where leaders state ambitions without making the hard trade-offs about where to compete and how to win. The chapters walk through each cascade question, discuss the role of capabilities and management systems in making strategy stick, and address how short-term pressures can undermine strategic choice. Lafley and Martin also introduce the idea of the “choice cascade” as a tool for testing whether an organization’s stated strategy is coherent. Throughout, the emphasis is on specificity: a winning strategy names a particular arena, a particular way to win there, and the organizational support required to sustain it. The book is widely used in business schools and corporate strategy discussions for its disciplined, question-driven method.