A.G. Lafley

Playing to Win: How Strategy Really Works

A.G. Lafley, Roger L. Martin, Joel Kurtzman

Former P&G CEO A.G. Lafley and strategist Roger Martin outline a five-choice framework designed to shift the company from product myopia to a consumer-focused model, emphasizing hard portfolio choices to maximize innovation. By divesting low-growth categories and redirecting capital toward strategic acquisitions and external partnerships like Connect & Develop, the organization achieved organic growth rates significantly higher than the industry average while rejecting short-term activist pressures. This approach prioritizes clear logical frameworks over pure data analytics to align organizational capabilities with specific winning aspirations across global markets.