Playing to Win: How Strategy Really Works

Master the Art of Winning Strategy with This Game-Changing Business Playbook

About the Book

Playing to Win isn’t just another business theory book—it’s a practical, battle-tested guide to strategy that actually works. Written by former Procter & Gamble CEO A.G. Lafley and renowned strategist Roger L. Martin, this book distills decades of corporate success into a clear, actionable framework. You’ll learn how to make the five essential strategic choices that define winning organizations: what is your winning aspiration, where will you play, how will you win, what capabilities must be in place, and what management systems are required. This is strategy stripped of jargon and filled with real-world wisdom that you can apply immediately.

From the Back Cover

“Strategy is about making specific choices to win in the marketplace—it’s not about best practices or being all things to all customers. This book shows you how the best companies make those choices and turn them into lasting competitive advantage.”

About the Author

A.G. Lafley served as CEO of Procter & Gamble from 2000 to 2010 and again from 2013 to 2015, where he transformed the company into one of the world’s most admired brands. Roger L. Martin is a former Dean of the Rotman School of Management at the University of Toronto and one of the world’s leading thinkers on strategy and innovation. Together, they bring unmatched experience in both executing and teaching strategy at the highest levels. Their collaboration combines boardroom insight with academic rigor, making complex strategic concepts accessible to anyone committed to winning.

Who Is This Book For?

This book is essential reading for CEOs, business leaders, entrepreneurs, consultants, and MBA students who want to move beyond buzzwords and actually build winning strategies. If you’re tired of generic business advice and need a clear framework that works in the real world, this is your roadmap. Whether you’re launching a new venture, repositioning an established brand, or competing in a crowded market, Playing to Win gives you the tools to make smarter strategic choices. It’s particularly valuable for leaders who need to align their teams around a focused, executable strategy that delivers measurable results.

What You’ll Learn from This Book

Inside Playing to Win, you’ll discover how to craft a winning strategy using the five-choice framework that guided P&G’s remarkable turnaround. You’ll learn to define your winning aspiration, choose the right markets to compete in, and determine how you’ll win against competitors. The book teaches you how to build the capabilities and systems needed to support your strategy, with real examples from companies like Olay, Pampers, and Bounty. You’ll walk away with a repeatable process for strategic thinking that turns ambition into achievement and helps you avoid the most common strategy pitfalls that trap even experienced leaders.

Frequently Asked Questions

What is the main framework in Playing to Win?
The book centers on five strategic choices: Where to Play (which markets/customers to target), How to Win (your competitive advantage), Winning Aspiration (your ultimate goal), Core Capabilities (what you must be great at), and Management Systems (how you’ll support execution). This framework helps leaders make clear, integrated choices that drive sustainable success.

Is Playing to Win only for large corporations?
No—while it uses P&G as a case study, the strategy framework applies to businesses of any size. Startups, small businesses, and nonprofits can all use these principles to make smarter strategic choices and compete more effectively in their markets.

How is this different from other business strategy books?
Unlike theoretical texts, this book offers a practical framework tested across dozens of brands and billions in revenue. Lafley and Martin focus on actionable decision-making rather than abstract concepts, making it immediately useful for leaders who need to create and execute winning strategies now.

Do I need an MBA to understand this book?
Not at all. The authors explain complex strategy concepts in clear, jargon-free language with real-world examples. Whether you’re a seasoned executive or first-time entrepreneur, you’ll find the content accessible and immediately applicable to your business challenges.

What makes A.G. Lafley’s approach to strategy unique?
Lafley emphasizes making explicit choices about where NOT to compete, focusing resources on winnable battles rather than spreading too thin. His approach combines analytical rigor with practical wisdom gained from turning around one of the world’s largest consumer goods companies—strategy that’s been proven in the marketplace, not just the classroom.

Ready to build a winning strategy? Add Playing to Win to your cart and start making the choices that separate successful companies from everyone else.