Q3’01_Discontinuity 6/21/01 9:47 AM Page 40TOMEKOLBINSKI
Q3’01_Discontinuity 6/21/01 9:47 AM Page 4141CreativedestructionRichard N. Foster and Sarah KaplanHow can corporations make themselves more like the market?An excerpt from the best-selling first Standard and Poor’s indexof 90 major US companies was Tcreated in the 1920s. The companies on that original list stayed therefor an average of 65 years. By 1998, the average anticipated tenure of acompany on the expanded S&P 500 was 10 years. If history is a guide, overthe next quartercentury no more than a third of today’s major corporationswill survive in an economically important conclude Richard Fosterand Sarah Kaplan inthe best-selling CreativeDestruction: Why Companies That AreBuilt to Last Underperform the Market—1and How to Successfully Transform ,a McKinsey director,andKaplan, who worked at the Firm for many years as an expert on innovation,argue that an accelerating pace of change has ended an era of corporatedevelopment that lasted more than seven decades. Fosterand Kaplan, using their research on the performance of more than 1,000 corporations in 15 industries overa 36-year period, show that the corporate equivalent of El Dorado—the golden company that continually outperforms themarkets—has neverexisted. Managing for survival, even among the bestand most revered corporations, doesn’t guarantee long-term performancefor fact, the opposite is true: in the long run, the authors argue, marketsalways win. Management philosophies and control processes based on theassumption of continuity only deaden corporations to the vital and constantneed to embrace the forces of what Joseph Schumpetercalled “creative1New York: Currency/Doubleday, 2001.
Q3’01_Discontinuity 6/21/01 9:47 AM Page 4242THE McKINSEY QUARTERLY 2001 NUMBER 3destruction” and to change at the pace and scale of capital markets. In thefollowing excerpt, the authors explore the need to abandon assumptions of continuity and to tackle the cultural barriers that make it hard to changecorporate cultures even in the face of clear market threats.—The editorsWhen corporate culturekillsHow can corporations make themselves more like themarket? The general prescription is to increase the rate ofcreative destruction to the level of the market itself, withoutlosing control of present operations. As sensible as this recommendation is,it has proved difficult to of managers from scores of US and European companies have told us that while they are satisfied with their operating prowess, they aredissatisfied with their ability to implement change. “How do the excellentinnovators do it?” they ask, presuming that excellent innovators exist.“What drives an innovation breakthrough?” Others question how oneexpands a company beyond its core business. And most fundamental of all: “How do we find new ideas?”The difficulties behind these questions arise from the inherent conflictbetween the need for corporations to control existing operations and theneed to create the kind of environment that will permit new ideas to flour-ish—and old ones to die a timely death. This may require trading out tradi-tional assets, challenging existing channels of distribution, or makingdilutive acquisitions. But whatever the challenges, we believe that mostcorporations will find it impossible to match or outperform the market with-out abandoning the assumption of continuity. Author James Reston Jr., in his2book The Last Apocalypse: Europe at the Year 1000 .,noted Europe’sfear that the first millennium would end in a fiery conclusion:When the millennium arrived the apocalypse did take place; a world didend, and a new world arose from the ruins. But the last apocalypse was a process rather than a cataclysm. It had the suddenness of 40 York: Doubleday, 1998.
Q3’01_Discontinuity 6/21/01 9:47 AM Page 43CREATIVE DESTRUCTION43The current apocalypse—the transition from a state of continuity to a state of discontinuity—has the same kind of suddenness. Never again willAmerican business be as it once rules have changed forever. Somecompanies have made the companies have attemptedUnder Jack Welch, General Electricthe journey; fewer still have made has negotiated the apocalypse andit to the other sidesuccessfullyhas seen its performance benefit as aresult. Johnson & Johnson is movingacross the divide quickly. Enron has made strong progress by transformingitself from a natural-gas pipeline company into a trading company. Corninghas been successful in shedding its dependence on consumer durables andbecoming a leader in high-tech optical fiber. In France, L’Oréal seems to beon the right track, having found a new way to organize itself and transferbeauty concepts from one economy to another. But these are the have attempted the journey. Fewer still have made it to the other lock-inFor half a century, until Johnson & Johnson introduced Tylenol, BayerAspirin drove the growth of Sterling Drug. Out of fear of cannibalizing its Bayer Aspirin leadership, Sterling Drug refused to introduce its leadingEuropean nonaspirin pain reliever (Panadol) to the United States. Instead, it tried to expand its Bayer line overseas but failed. This failure ultimately led to its acquisition by Eastman Kodak. Sterling Drug had become immobi-lized, unable to change its half-century-old behavior out of fear. Its strongculture—its rules of thumb for decision making, its control processes, the information it used for decision making—blocked its progress and ultimately sealed its fate. It had locked itself into an ineffective approach to the marketplace despite clear signs that it needed to act in a new way.“Cultural lock-in”—the inability to change the corporate culture even in the face of clear market threats—explains why corporations find it difficultto respond to the messages of the marketplace. Cultural lock-in results fromthe gradual stiffening of the invisible architecture of the corporation and the ossification of its decision-making abilities, control systems, and mentalmodels. It dampens a company’s ability to innovate or to shed operationswith a less exciting future. Moreover, it signals the corporation’s inexorabledecline into inferior performance. Often, as in the case of Sterling Drug,cultural lock-in manifests itself in three general fears—the fear of cannibali-zation of an important product line, the fear of channel conflict with impor-tant customers, and the fear of earnings dilution that might result from astrategic acquisition. As reasonable as all these fears seem to be to established
Q3’01_Discontinuity 6/21/01 9:47 AM Page 4444THE McKINSEY QUARTERLY 2001 NUMBER 3companies, they are not fears that are felt in the market. And sothe market moves where the corporation dares lock-in is the last in a series of “emotional” phases in acorporation’s life, a series that mirrors, remarkably, that of humanbeings. In the early years of a corporation, just after its founding,the dominant emotion is passion—the sheer energy to makethings happen. When passion rules, information and analysis areignored in the name of vision: “We know the right answer; we donot need analysis.”As the corporation ages, the bureaucracy begins to settle in. Passions cool and are replaced by “rational decisionmaking,” often simply the codification of what has workedin the past. Data are gathered, analysis is performed, alterna-tives are postulated, and scenarios are developed. Attempts aremade to avoid the game of information sculpting. Only when rational deci-sion making is in vogue does all the relevant information flow to the rightdecision maker, at the right time, and in the right form to be easily analyzedand interpreted. Rational decision making is triumphant, at least for a stage is often pictured as the normal state of the corporation, althoughin our experience, particularly as the pace of change increases, rarely doesthis ideal state accurately describe how the company actually , rational decision making reveals that the future potential of thebusiness is limited. Often, at this point, threatened by the prospect of a bleakfuture, the corporation falls back on defensive routines to protect the organi-zation from its fate, just as defensive emotions emerge in our lives when wesense impending trauma. Management now sees the future filled more withtrouble than with promise. Decisions are made to protect existing busi-nesses. The fear of discarding the old for the new (product cannibalization),the fear of channel conflict, and the fear of earnings dilution through acqui-sition paralyze acts of creative destruction and often effectively shield thecorporation from the perception of future trouble—as well as the need toact—for a long time. Cultural lock-in is established, thwarting the emer-gence of a leader or team that might save the causes of cultural lock-inWhy does cultural lock-in occur? The heart of the problem is the formationof hidden sets of rules, or mental models, that once formed are extremelydifficult to change. Mental models are the core concepts of the corporation,the beliefs and assumptions, the cause-and-effect relationships, the guide-
Q3’01_Discontinuity 6/21/01 9:47 AM Page 45CREATIVE DESTRUCTION45lines for interpreting language and signals, the stories repeated within thecorporate walls. Charlie Munger, a longtime friend of and co-investor withWarren Buffett and vice chairman of Berkshire Hathaway, calls mentalmodels the “theoretical frameworks that help investors better understandthe world.”Mental models are invisible in the corporation. They are neither explicit nor examined, but they are pervasive. When well crafted, mental modelsallow management to anticipate thefuture and solve problems. But onceconstructed, mental models becomeWhen a company’s mental modelsself-reinforcing, self-sustaining, andbecome out of syncwith reality,self-limiting. And when mentalmanagement makes forecastingmodels are out of sync with reality,errors as well as poor decisionsthey cause management to makeforecasting errors and poor deci-sions. The assumption of continuity, in fact, is precisely the kind of discon-nect with reality that leads corporations into flawed forecasting and models manifest themselves in corporate-control systems. Thesesystems are designed to ensure the predictable achievement of goals, whethercost control, the control of capital expenditures, or the control of the deploy-ment of key personnel. Effective control means that an informed managercan be reasonably confident that unpleasant surprises will not , control systems can also create “defensive routines” in orga-nizations, including the failure to challenge the status quo, the failure toencourage a diversity of opinions, the failure to disagree with superiors(thereby displeasing them), communicating in ambiguous and inconsistentways, and making these failures, even when known, “undiscussable.”Change becomes -control systems also undermine the ability of the organization toinnovate at the pace and scale of the market. Under the assumption of conti-nuity, for example, the arguments for building a new business can be turnedback, since its probable success cannot be proved in advance. Under thesecircumstances, it is more likely that ideas based on the incremental growthof current capabilities and mental models will be -control systems limit creativity through their dependence onconvergent thinking. Convergent thinking focuses on clear problems andprovides well-known solutions quickly. It thrives on focus. Order, simplicity,
Q3’01_Discontinuity 6/21/01 9:47 AM Page 4646THE McKINSEY QUARTERLY 2001 NUMBER 3routine, clear responsibilities, unambiguous measurement systems, andpredictability are the bedrock of convergent thinking. Convergent thinkingis tailor-made for the assumption of continuity. Convergent thinking can beeffective at handling small, incremental changes and differences, but trans-formational changes completely flummox the , on the other hand, thrives on a different kind of thinking,divergent thinking. Divergent thinking focuses on broadening—diverging—the context of decision making. It is initially more concerned with questionsthan with getting to the answer in the fastest possible way. Divergent think-ing places enormous value ongetting the questions right and thenrelinquishes control to conventionalConventional corporate-controlconvergent-thinking , built on the assumptionof continuity, stifle the skillsofDivergent thinking thrives as muchdivergent thinking or kill it outrighton the broad search as on thefocused search. It focuses as muchon careful observation of the facts as on interpretation of the facts. It focusesas much on the skills of reflection (which requires time away from the prob-lem) as on the skills of swift decision making (which seeks to avoid delay).We refer to these three skills—conversation, observation, and reflection—asthe COR skills of divergent thinking. Unfortunately, conventional corporate-control systems, built on the assumption of continuity, stifle the COR skillsof divergent thinking or kill it mental models are out of sync with reality, corporations lose theirearly-warning system. Leaders with genuine vision are suppressed. AsRonald Heifetz, codirector of the Center for Public Leadership at theKennedy School of Government at Harvard, observed: “People who leadfrequently bear scars from their efforts to bring about adaptive they are silenced. On occasion, they are killed.”Abbott Laboratories, for example, flush with the success of its strategy tobuild strong positions in the medical diagnostic- and test-equipment busi-ness, was anxious to avoid the shocks to the pharmaceutical industry posedby the emergence of Medicare and Medicaid, which generated serious pric-ing pressures. Yet the company found itself with an incumbent chief execu-tive officer who squelched three potential successors seeking to Without Easy Answers, Cambridge, Massachusetts: Belknap Press, 1994.
Q3’01_Discontinuity 6/21/01 9:47 AM Page 47CREATIVE DESTRUCTION47Once cultural lock-in guides a company’s decisions, in the absence of somegreat external shock, the corporation’s fate is the markets enable changeMarkets, on the other hand, lacking culture, leadership, and emotion, do not experience the bursts of desperation, depression, denial, and hope thatcorporations face. The market has no lingering memories or remorse. It has no mental models. The market does not fear cannibalization, customerchannel conflict, or dilution. It simply waits for the forces at play to workout—for new companies to be created and for acquisitions to clear the field. The markets silently allow weaker companies to be put up for sale and leaveit to the new owners to shape them up or shut them down. Actions are takenquickly on early signs of weakness. Only when governments are brought in,as with a bailout, does the market mimic a probable corporate of the time, the market simply removes the weak players and, inremoving them, improves overall production-oriented control systems, markets create more surpriseand innovation than do corporations. They operate on the assumption ofdiscontinuity and accommodate continuity. Corporations, on the otherhand, assume continuity and attempt to accommodate discontinuity. Thedifference is the corporation for discontinuityThe right of any corporation to exist is not perpetual but has to becontinuously —Robert SimonsThe market has pointed the way to a solution. In response to the tensionthat builds between the potential for improved performance and the actualperformance of large businesses in an era of increasingly fast economicchange, there are certain kinds of firms—particularly private equity firms—that have demonstrated the ability to change at the pace and scale of themarket, and they have earned sustained superior returns for doing so. Thetwo kinds of private equity firms—principal investing firms and venturecapitalists—are quite different from each other, but each looks somewhat4Levers of Control: How Managers Use Innovative Control Systems to Drive Strategic Renewal, Boston: Harvard Business School Press, 1995.
Q3’01_Discontinuity 6/21/01 9:47 AM Page 4848THE McKINSEY QUARTERLY 2001 NUMBER 3like the holding companies of the late 19th century. It is possible to imaginethat private equity firms will form the seeds of the industrial giants of the21st newly important firms have been able to outperform the markets forthe last two to three decades, longer than any other kind of company weknow of. The difference betweenthese partnerships and the conven-tional corporation is their approachA private equity company thinks to organizational design. Theseof itself as a revolving portfoliofinancial partnerships have discov-of businesses passing throughered how to operate at high levels ofvarious stages of developmentefficiency and scale while engagingin creative destruction at the pace of the market, exactly as Joseph Schumpeter envisioned. Created around thefundamental assumption of discontinuity, they have then determined howbest to incorporate or fold in the requirements of firms never buy any company to hold forever. Rather, they focus onintermediate (three- to five-year) value creation. Corporations, in contrast,concentrate on the very short term (less than 18 months) for operations andthe very long term (greater than eight years) for equity firms make as much money by expanding the future potentialof their properties as they do by increasing the properties’ operating a private equity firm invests in a company or buys all of the equity, thefirm buys it with a “take-out” strategy in mind: management knows what itmust do in the next three to five years to build the property so that it haslong-term value for the next , private equity companies think of their business as a revolving port-folio of companies in various stages of development. They realize that theywill sell some of their properties each year and buy others. They keep thepipeline full of new properties at the front end and supplied with buyers atthe back end, cultivating both simultaneously (a skill at which they excel).These firms differ from conventional corporations not only in their diver-gent thinking but also in the depth and speed of their research , private equity firms allow each of the companies they buy toretain its own control systems. This allows the private equity firm toconcentrate on creation and destruction to a far greater extent than dotraditional corporations and even to a greater extent than a private equityfirm’s own wholly or partially owned subsidiaries do.
Q3’01_Discontinuity 6/21/01 9:47 AM Page 49CREATIVE DESTRUCTION49The road aheadLong-term corporate performance has not matched theperformance of the markets, because corporations do notadapt as fast as the markets do. This is due to the waycorporations evolve, not because of the way they accomplishtheir day-to-day work. For historical reasons, as we havediscussed above, corporations have been designed to oper-ate—to produce goods and services—rather than to order to evolve at the pace of the markets, they have toget better at creation and destruction—the two key elementsof evolution that are the corporation to evolve quickly ratherthan to operate well requires more than simple adjust-ments; the fundamental concepts of operational excel-lence are inappropriate for a corporation seeking toevolve at the pace and scale of the markets. Onecannot just “add on” creation and destruction; onehas to design them in. And only if the corporation isredesigned to evolve at the pace and scale of the markets will long-termperformance improve. Markets perform better than corporations becausemarkets allow new companies to enter more freely, and they force the elimi-nation of those companies without competitive prospects more ruthlesslythan corporations do. Moreover, markets do these things faster and on alarger scale than do believe that corporations must be redesigned, from top to bottom, onthe assumption of discontinuity. Management must stimulate the rate ofcreative destruction through the generation or acquisition of new firms andthe elimination of marginal performers—without losing control of opera-tions. If operations are healthy, the rate of creative destruction within thecorporation will determine the continued long-term competitiveness andperformance of the company. Today’s financial partnerships give us confi-dence that this realignment can actually work. They also suggest a way to do create new businesses at a faster rate, corporations also need to ponderthe details of divergent thinking. Divergent thinking is a prelude to crea-tivity. Many divergent thinkers possess apparently opposing traits: they may be passionate and objective or proud and humble; they may be both extro-verted and introverted; in negotiations they may be flexible and unyielding,attentive and wandering. They possess what Mihaly Csikszentmihalyi,
Q3’01_Discontinuity 6/21/01 9:47 AM Page 5050THE McKINSEY QUARTERLY 2001 NUMBER 3one of today’s leading thinkers on creativity and the author of Creativity:5Flow and the Psychology of Discovery and Invention,has called “a sunnypessimism.” F. Scott Fitzgerald described it this way:The test of a first-rate intelligence is the ability to hold two opposed ideasin the mind at the same time, and still retain the ability to function. Oneshould, for example, be able to see that things are hopeless and yet be6determined to make them for divergent thinking—that is, managing to ensure that theproper questions are addressed early enough to allow them to be handled in an astute way—requires establishing a “rich context” of information as a stimulus to posing the right ques-tions. It requires control through theselection and motivation of employ-Corporate-control systems mustees rather than through control ofbe built that can manage both topeople’s actions; ample resources,control operations and to increaseincluding time, to achieve results;the rate of creative destruction knowing what to measure and when to measure it; and genuinerespect for others’ capabilities and potential. It also requires the willingnessto remove people from responsibility when it becomes clear they cannotperform up to standard. In the end, both divergent and convergent thinkingmust successfully , to improve long-term performance, the overall planning and controlprocesses of the corporation need to be rethought. The conventional strategic-planning process has failed most corporations. As practiced, itstifles the very dialogue it is meant to stimulate. New ways of conducting a dialogue and conversation among the leaders of the corporation and theirinheritors are , corporate-control systems must be built that can manage both tocontrol operations and to increase the rate of creative destruction. Controlwhat you must, not what you can; control when you must, not when youcan. If a control procedure is not essential, eliminate it. Measure less;shorten the time, and the number of intermediaries, between measurementand action, and increase the speed with which you receive point is to let the market control wherever possible. Be suspicious ofcontrol mechanisms if they stifle more than they control. Let those who 5New York: HarperCollins, Crack-Up.
Q3’01_Discontinuity 6/21/01 9:47 AM Page 51CREATIVE DESTRUCTION51run a business determine the best mix of controls for their business (theyknow the system best), and shift the burden of integration to the corporatelevel rather than designing uniform systems that have to be implemented,throughout a corporation, independent of the business. When such changesare implemented, the focus of the corporation will shift from minimizingrisk, and thereby inadvertently stifling creativity, to facilitating creativity—and that is what is needed to strengthen long-term Fosteris a director in McKinsey’s New York office, and Sarah Kaplanis an alumnus of theNew York office and is currently doing doctoral research at the Sloan School of Management atMassachusetts Institute of Technology. This article is excerpted from chapter 1 of Richard Foster andSarah Kaplan, Creative Destruction: Why Companies That Are Built to Last Underperformthe Market—and How to Successfully Transform Them, New York: Currency/Doubleday, 2001. Copyright © 2001McKinsey & Company. All rights reserved.
