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LONGLONG
Tom Peters’ X25*Tom Peters’ X25*
EXCELLENCEXCELLENCE. ALWAYS.E. ALWAYS.2525thth Annual Inc. 500 Conference Annual Inc. 500 Conference
World’s Best City/20 January 2007World’s Best City/20 January 2007
**In Search of ExcellenceIn Search of Excellence 1982-2007 1982-2007
FFLLOOWWEERRPPOOWWEERR
7X.7X. 730A-730A-800P. 800P. F12AF12A..**
*’93-’03/10 yr annual return: CB: 29%; WM: 17%; HD: 16%. Mkt Cap: 48% p.a.
““Courtesies of a small Courtesies of a small and trivial character are and trivial character are
the ones which strike the ones which strike deepest in the grateful deepest in the grateful
and appreciating heart.”and appreciating heart.”
—Henry Clay
The … Jim Jim Jeffords Jeffords oversighoversigh
t!t!
Slides* at …
tompeters.comtompeters.com
*also “long”
EXCELLENCE.EXCELLENCE.
ALL YOU NEED TO KNOW. ALL YOU NEED TO KNOW.
2255
2255
EXCELLENCE.EXCELLENCE.
ALL. YOU. NEED. ALL. YOU. NEED. TO. KNOW. TO. KNOW. ANYANYWHERE.WHERE.
ANYANY MARKET. MARKET. ANYANY TIME. TIME.
Jim’s Jim’s GroupGroup
Jim’s Mowing CanadaJim’s Mowing CanadaJim’s Mowing UKJim’s Mowing UKJim’s AntennasJim’s Antennas
Jim’s BookkeepingJim’s BookkeepingJim’s Building MaintenanceJim’s Building Maintenance
Jim’s Carpet CleaningJim’s Carpet CleaningJim’s Car CleaningJim’s Car Cleaning
Jim’s Computer ServicesJim’s Computer ServicesJim’s Dog WashJim’s Dog Wash
Jim’s Driving SchoolJim’s Driving SchoolJim’s FencingJim’s FencingJim’s FloorsJim’s Floors
Jim’s PaintingJim’s PaintingJim’s PavingJim’s Paving
Jim’s PergolasJim’s PergolasJim’s Pool CareJim’s Pool Care
Jim’s Pressure CleaningJim’s Pressure CleaningJim’s RoofingJim’s Roofing
Jim’s Security DoorsJim’s Security DoorsJim’s TreesJim’s Trees
Jim’s Window CleaningJim’s Window CleaningJim’s WindscreensJim’s Windscreens
Note: Download, free, Jim’s book: What Will They Franchise Next? The Story of Jim’s GroupWhat Will They Franchise Next? The Story of Jim’s Group
Small Giants: Small Giants: Companies That Companies That
Choose To Be Choose To Be Great Instead Of Great Instead Of
BigBig —by Bo Burlingham
EXCELLENCE. THE EXCELLENCE. THE
MANDATE.MANDATE.
“I am often asked by would-be entrepreneurs seeking escape from life within huge corporate structures, ‘How do I build a small firm for myself?’ The
answer seems obvious: Buy a Buy a very large one very large one and just waitand just wait.”.”
—Paul Ormerod, Why Most Things Fail: Evolution, Extinction and Economics
““It is It is notnot the the strongest of the strongest of the
species that survives, species that survives, nornor the most the most
intelligent, but intelligent, but the the one most responsive one most responsive to changeto change.”.” —Charles Darwin
TP#1*:
NetscapeNetscape!!
*Where would you rather have worked for those 5 yearsWhere would you rather have worked for those 5 years, Netscape or IBM-HP-Microsoft-Oracle? (Where, 25 years from now, would you
rather to be able to tell someone—e.g., grandchild—that you worked?)
EXCELLENCE. EXCELLENCE. STARTERS.STARTERS.
BASICS.BASICS.K.I.S.S.K.I.S.S.
Raging Success Raging Success == P P-SQUARED-SQUARED. .
CC. . EE-CUBED-CUBED..
PPeople.eople.PProduct.roduct.CClients.lients.
EExecution.xecution.EEnthusiasm.nthusiasm.EExcellence.xcellence.
The older I The older I get the get the lessless boring the boring the “basics” “basics” become!become!
PPeople.eople.PProduct.roduct.CClients.lients.
EExecution.xecution.EEnthusiasm.nthusiasm.EExcellence.xcellence.
RResilience.esilience.RRelentless. elentless.
SSenility.enility.
EXCELLENCE. EXCELLENCE. THE WORD.THE WORD.
Synonyms
PurityPurityTranscendenceTranscendence
VirtueVirtueEleganceEleganceMajestyMajesty
Antonyms
Mediocrity
EXCELLENCE. EXCELLENCE.
GAMECHANGER.GAMECHANGER.
Excellence1982: The Bedrock “Eight Basics”
1. A Bias for 1. A Bias for ActionAction2. Close to the 2. Close to the CustomerCustomer3. Autonomy and Entrepreneurship3. Autonomy and Entrepreneurship4. Productivity Through 4. Productivity Through PeoPeopplele5. 5. Hands OnHands On, Value-Driven, Value-Driven6. Stick to the Knitting6. Stick to the Knitting7. Simple Form, Lean Staff7. Simple Form, Lean Staff8. Simultaneous Loose-Tight8. Simultaneous Loose-Tight Properties” Properties”
ExIn*: 1982-2002/Forbes.com
DJIA: $10,000 yields $85,000$85,000 EI: $10,000 yields $140,050$140,050
*Forbes/Excellence Index /Basket of 32 publicly traded stocks
EXCELLENCE. EXCELLENCE. ASPIRATION.ASPIRATION.
““Why in the Why in the world did world did you go to you go to SSiberiaiberia?”?”
Enterprise* ** (*at its best): An An emotionalemotional, , vitalvital, , innovativeinnovative, , joyfuljoyful, ,
creativecreative, , entrepreneurialentrepreneurial endeavor that elicits endeavor that elicits maximum concerted maximum concerted human potential in human potential in the the wholehearted wholehearted serviceservice of others of others.***
**Excellence. Always.***Employees, Customers, Suppliers, Communities, Owners, Temporary partners
Business: The The Ultimate Ultimate CreativeCreative
Endeavor.Endeavor.
Business: The The Ultimate Ultimate Personal Personal
Development-Development-GrowthGrowth
Experience.Experience.
Business: The The Ultimate Ultimate
Transcendent Transcendent Service Service
OpportunityOpportunity..
“To me business isn’t To me business isn’t about wearing suits or about wearing suits or pleasing stockholders. pleasing stockholders. It’s about being true to It’s about being true to yourself, your ideas and yourself, your ideas and
focusing on the focusing on the essentialsessentials.”.” —Richard Branson
EXCELLENCE. EXCELLENCE.
DEFINED.DEFINED.
EXCELLENCE. EXCELLENCE.
DEFINED.DEFINED.AGENDA. AGENDA. SETTER.SETTER.
Great Companies … SETSET THETHE
AGENDAAGENDA.*
(PERIOD.)
* “disturb the sleep of …
AGENDA SETTERS: “Set the Table”/ Pioneers/ Questors/ Adventurers
US Steel … Ford … US Steel … Ford … ToyotaToyota … Sears … … Sears … GM … ITT …GM … ITT … The Gap …The Gap … Limited …Limited …
Wal*MartWal*Mart …… TescoTesco …… P&G … 3M …P&G … 3M … IntelIntel … IBM …… IBM … AppleApple …… NokiaNokia ……
CiscoCisco … … DellDell … MCI … Sun …… MCI … Sun … MicrosoftMicrosoft …… GoogleGoogle … Enron …… Enron …
SchwabSchwab …… GEGE … Laker … … Laker … Southwest Southwest … People Express …… People Express … OgilvyOgilvy …… VirginVirgin
…… eBayeBay …… AmazonAmazon … Sony… Sony …… AmgenAmgen …… BMWBMW … CNN … … CNN … NikeNike
Built to Last vs Built for Impact
“But what if [former head of strategic planning at Royal Dutch Shell] Arie De Geus is wrong in suggesting, in The Living Company, that firms should aspire to live forever? Greatness is fleeting and, for corporations, it
will become ever more fleeting. The ultimate The ultimate aim of a business oraim of a business orgganization, an anization, an artist, an athlete or a stockbroker artist, an athlete or a stockbroker mamayy be to ex be to expplode in a dramatic lode in a dramatic frenzfrenzyy of value creation durin of value creation duringg a a
short sshort sppace of time, rather than to ace of time, rather than to live foreverlive forever.”.” —Kjell Nordström and Jonas Ridderstråle,
Funky Business
TP#1*:
NetscapeNetscape!!
*Where would you rather have worked for those 5 years, Netscape or IBM-HP-Microsoft-Oracle? (Where, 25 years from now, would you
rather to be able to tell someone—e.g., grandchild—that you worked?)
Built to Lastvs
Built Built to to ChangeChange//Rock Rock the the
WorldWorld
GMGM2525/50-/50-75:75: “Built to “Built to
last”last”????????
““Life is occupied in both perpetuating Life is occupied in both perpetuating itself and in surpassing itself. If all it itself and in surpassing itself. If all it does is maintain itself, does is maintain itself, then living is then living is
only not dyingonly not dying.”.” —Simone de Beauvoir
“… “… Longevity has its place, but I’m not Longevity has its place, but I’m not concerned about that now. I just want to concerned about that now. I just want to do God’s will, and He’s allowed me to go do God’s will, and He’s allowed me to go up the mountain. And I’ve looked over. up the mountain. And I’ve looked over.
And I have seen the Promised Land. And I have seen the Promised Land. And I don’t mind. … And I don’t mind. … I may not get there I may not get there
with youwith you. …”. …” —MLK/Memphis
““In Tom’s world, it’s In Tom’s world, it’s always better to try always better to try
a swan dive and a swan dive and deliver a colossal deliver a colossal belly flop than to belly flop than to
step timidly off the step timidly off the board while holding board while holding
your nose.”your nose.” —Fast Company
/October2003
No “last word”No “last word”
Flat as a Pancake (Or Worse)Flat as a Pancake (Or Worse)
Wal*Mart … Wal*Mart … Dell … Intel Dell … Intel
… Home … Home Depot … Depot …
Microsoft … Microsoft … GEGE
The The lastlast word: word: There There
is is nono last last word.word.
S&P Stability Ratings*
1985 2006
Low Risk 41% Low Risk 41% 13%13% Average Risk 24% 14%
High RiskHigh Risk 35% 35% 73%73%
*Likelihood of stable long-term earnings growth
Source: Fortune (2 October 2006)
EXCELLENCE.EXCELLENCE.ASPIRATION. ASPIRATION. YOU & ME.YOU & ME.
“The The FirstFirst stepstep in a in a ‘dramatic’ ‘dramatic’
‘organizational change ‘organizational change program’ is obvious—program’ is obvious—
dramaticdramatic personal personal changechange!”!” —RG
““Work Work on me on me
first.”first.” —Kerry Patterson,
Joseph Grenny, Ron McMillan and Al Switzler/Crucial Conversations
““How can a high-level leader like How can a high-level leader like _____ be so out of touch with the _____ be so out of touch with the truth about himself? It’s more truth about himself? It’s more
common than you would imagine. common than you would imagine. In fact, the higher up the ladder a In fact, the higher up the ladder a
leader climbs, the less accurate his leader climbs, the less accurate his self-assessment is likely to be. self-assessment is likely to be. The The
pproblem is an acute lack of roblem is an acute lack of feedbackfeedback [especially on people [especially on people issues].”issues].” —Daniel Goleman (et al.), —Daniel Goleman (et al.), The New The New
LeadersLeaders
"Life is not a journey to the grave with the intention of arriving safely in one pretty and well preserved piece, but to skid across the line
broadside, thoroughly used up, worn out, leaking
oil, shouting …
‘GERONIMO!’GERONIMO!’ ” —Bill McKenna, professional motorcycle racer (Cycle magazine)
““A typical day at the A typical day at the office for me begins by office for me begins by
asking,asking, ‘‘What is What is impossible that I impossible that I am going to do am going to do todaytoday?’”?’” —Daniel Lamarre, —Daniel Lamarre,
president, Cirque du Soleilpresident, Cirque du Soleil
““Do one Do one thing every thing every
day that day that scares you.”scares you.”
—Eleanor Roosevelt
Kevin Roberts’ CredoKevin Roberts’ Credo
11. Ready. Fire! Aim.. Ready. Fire! Aim.2. If it ain’t broke ... Break it!2. If it ain’t broke ... Break it!3. Hire crazies.3. Hire crazies.4. Ask dumb questions.4. Ask dumb questions.5. Pursue failure.5. Pursue failure.6. Lead, follow ... or get out of the way!6. Lead, follow ... or get out of the way!7. Spread confusion.7. Spread confusion.8. Ditch your office.8. Ditch your office.9. Read odd stuff.9. Read odd stuff.
10. Avoid Avoid moderationmoderation!!
EXCELLENCE. EXCELLENCE.
DEFINED.DEFINED. X06 X06
X.06X.06Tom Peters/Excellence.2006/1210.2006Tom Peters/Excellence.2006/1210.2006
X.06.23X.06.23:: Whole Foods Markets Whole Foods Markets …… Starbucks Starbucks … … Wegmans Wegmans …… Commerce Commerce Bank Bank …… John Laing Homes John Laing Homes …… Apple Apple ……
London Drugs London Drugs …… Griffin Hospital/ Griffin Hospital/ Planetree Alliance Planetree Alliance …… The Met The Met
School/Big Picture School/Big Picture …… Carl Sewell Carl Sewell …… Progressive Insurance Progressive Insurance …… Stanford Stanford
women’s sports women’s sports …… Stanford D-School Stanford D-School …… HSM HSM …… Washington Speakers Bureau Washington Speakers Bureau … …
Build-A-Bear Build-A-Bear …… RE/MAX RE/MAX … … Donnelly’s Donnelly’s Weather Strip Service Weather Strip Service … … Jim’s Group Jim’s Group ……
Cirque du Soleil … Cirque du Soleil … (U.S. Grant)(U.S. Grant) …… (Horatio Nelson) (Horatio Nelson) …… (Stew Leonard’s)(Stew Leonard’s) … …
(DeMar Plumbing) … (FBR/Friedman (DeMar Plumbing) … (FBR/Friedman Billings Ramsey)Billings Ramsey)
$79$7988
WegmansWegmans
#1/10#1/1000
“Best Companies to Work for”/2005
Wegmans:Wegmans: #1#1100 Best Companies to Work for100 Best Companies to Work for
84%: Grocery stores “are all alike”84%: Grocery stores “are all alike”46%: additional spend if customers have an “emotional connection” 46%: additional spend if customers have an “emotional connection”
to a grocery store rather than “are satisfied” to a grocery store rather than “are satisfied” (Gallup)(Gallup)
“Going to Wegmans is not just shopping, it’s an event.” “Going to Wegmans is not just shopping, it’s an event.” —Christopher Hoyt, grocery consultant—Christopher Hoyt, grocery consultant
“You cannot separate their “You cannot separate their strategy as a retailer from their strategy as a retailer from their
strategy as an employer.”strategy as an employer.” —Darrell Rigby, Bain & —Darrell Rigby, Bain &
Co.Co.
starbucksstarbucks
““It’s simple, really, It’s simple, really, Tom. Hire forTom. Hire for ss, ,
and, and, aboveabove allall, , ppromoteromote for for s.”s.”
—Starbucks middle manager/field
AppleApple
““Insanely Insanely Great”Great”
Big Picture Big Picture schools/schools/The MetThe Met
EBF* to EBI**
“engage the kids “engage the kids around their around their
passions.”passions.” —Dennis Littky/
The Met-Big Picture Schools
* Education By Fiat** Education By Interest
Commerce Commerce BankBank
The Power of WOW!The Power of WOW!How Commerce Bank How Commerce Bank
Created a Super-Created a Super-Growth Business in a Growth Business in a No-Growth IndustryNo-Growth Industry
Vernon W. Hill, IIVernon W. Hill, II
John Laing John Laing HomesHomes
““We don’t We don’t ‘close units,’ ‘close units,’
we build we build homes.”homes.” —Larry Webb,—Larry Webb,
John Laing Homes John Laing Homes
““Soft Skills, Soft Skills, Hard Dollars”Hard Dollars”
Source: Headline, Source: Headline, BigBuilder,BigBuilder, September 2006 September 2006
sewell sewell
Customers Customers for Lifefor Life
FFLLOOWWEERRPPOOWWEERR
Re/max Re/max
““We are a We are a ‘life ‘life
Success Success Company’”Company’”
Dave Linegar, RE/MAXDave Linegar, RE/MAX
NELSONNELSON
On NELSON: “[other] “[other] admirals more admirals more frightened of frightened of losing than losing than
anxious to win”anxious to win”
**Focused on Focused on growthgrowth and and revenuerevenue and “ and “offenseoffense,”,” not defense and cost containment.not defense and cost containment.
**People-talent obsession.People-talent obsession.
**Provide mind-bending experiences. (DrivenProvide mind-bending experiences. (Driven by design primacy.)by design primacy.)
**Nuts about customers.Nuts about customers.
**Happy to use words like Happy to use words like “Wow.”“Wow.”
**Pretty close to the high end of the market.Pretty close to the high end of the market.
[*[*Ability to make silk purses filled with gold out ofAbility to make silk purses filled with gold out of sows’ ears: Wegmans-Whole Foods-Stew Leonard’ssows’ ears: Wegmans-Whole Foods-Stew Leonard’s and groceries; Jim’s Group and dog-walking;and groceries; Jim’s Group and dog-walking; Donnelly and weatherstrip installation; DeMarDonnelly and weatherstrip installation; DeMar and plumbing.and plumbing.]]
**Execution!Execution!
EXCELLENCE. EXCELLENCE.
ALWAYS.ALWAYS.ONE PERSON.ONE PERSON.
DRAMATIC DRAMATIC DIFFERENCE..DIFFERENCE..
““It’s not people who It’s not people who aren’t credit-worthy. aren’t credit-worthy. It’s banks that aren’t It’s banks that aren’t
people worthy.”people worthy.”Muhammad Yunus
EXCELLENCE. EXCELLENCE.
REVENUE.REVENUE.MATTERS.MATTERS.
MOST.MOST.
. “Everyone “Everyone lives by lives by selling selling
something.”something.”
– Robert Louis Stevenson
SellSellSellSellSellSell
““Analysts … preferred cost cuttingAnalysts … preferred cost cutting, as long as they could see two or three years of EPS growth. I
preached revenue and the analysts’ eyes would glaze over. Now revenue is ‘in’ because so many got caught, and
earnings went to hell. They said, They said, ‘Oh my gosh, you ‘Oh my gosh, you need revenues to need revenues to
grow earnings over grow earnings over time.’ time.’
Well, Duh!Well, Duh!”” —Dick Kovacevich, Wells
Fargo
BASICSBASICSK.I.S.S.K.I.S.S.
P P == RR –– CC
CCRRO*
*Chief Revenue Officer
EXCELLENCE. EXCELLENCE.
INNOVATE. INNOVATE. OR. DIE.OR. DIE.
“I don’t believe in
economies of scale. You You don’t get better don’t get better by being bigger. by being bigger. You get worseYou get worse.”.” —
Dick Kovacevich/Wells Fargo
InnoTacsInnoTacs
try it. Try it. Try it. try it. Try it. Try it. Try it. Try it. Try it.Try it. Try it. Try it.
Try it. Try it. Try it. Try it. Screw it Screw it up.up. Try it. Try it. Try Try it. Try it. Try
it. Try it. Try it. Try it. it. Try it. Try it. Try it. Try it. Try it. Screw it up.Screw it up. it. it.
Try it. Try it. try it. Try it. Try it. try it. Try it.Try it. Screw it up.Screw it up. Try it. Try it. Try it. Try it. Try it. Try it.
do do things.things.
““We have a We have a ‘strategic plan.’ ‘strategic plan.’ It’s called It’s called doing doing thingsthings.”.” — Herb Kelleher
drill.drill.
“This is so simple it sounds stupid, but it is amazing how few oil people really
understand that you only you only find oil if you find oil if you drill wellsdrill wells.. You may
think you’re finding it when you’re drawing maps and
studying logs, but you have to drill.”
Source: The Hunters, by John Masters, Canadian O & G wildcatter
You only find You only find oil if you oil if you drill wells.drill wells.
Source: The Hunters, by John Masters, Canadian O & G wildcatter
“While many people big oil finds with big companies, over the years
about 80 80 ppercentercent of the oil found in the United States has been
brought in by wildcatterswildcatters such as Mr Findley, says Larry Nation,
spokesman for the American Association of Petroleum
Geologists.” —WSJ, “Wildcat Producer Sparks Oil
Boom in Montana,” 0405.2006
try try things.things.
““We made mistakes, of course. Most of them were We made mistakes, of course. Most of them were omissions we didn’t think of when we initially wrote the omissions we didn’t think of when we initially wrote the
software. software. We fixed them by doing it over and over, We fixed them by doing it over and over, again and again.again and again. We do the same today. While our We do the same today. While our competitors are still sucking their thumbs trying to competitors are still sucking their thumbs trying to
make the design perfect, we’re already on prototype make the design perfect, we’re already on prototype
versionversion ##55.. By the time our rivals areBy the time our rivals are
ready with wires and screws, we are on versionready with wires and screws, we are on version
##1010.. It gets back to It gets back to
planning versus actingplanning versus acting: : We act We act from day onefrom day one; ; others plan how others plan how toto planplan——for monthsfor months.”.” —Bloomberg by —Bloomberg by
BloombergBloomberg
““ExperimenExperiment t
fearlessly”fearlessly”Source: BW0821.06, Type A Organization Strategies/
“How to Hit a Moving Target”—Tactic #1Tactic #1
““We groundWe ground up more pig up more pig
brains!”brains!”
Screw. Screw. things.things.
Up.Up.
““FAIL, FAIL FAIL, FAIL AGAIN. FAIL AGAIN. FAIL BETTER.”BETTER.”
—Samuel Beckett
““Fail .Fail . Forward. Forward.
Fast.”Fast.”High Tech CEO, Pennsylvania
““Fail faster. Fail faster. Succeed Succeed Sooner.”Sooner.”
David Kelley/IDEO
Sam’s Sam’s Secret Secret
#1!#1!
““RewardReward excellent failures.
PunishPunish mediocre
successes.”Phil Daniels, Sydney exec
Read This!
Richard Farson & Ralph Keyes:
Whoever Makes Whoever Makes the Most Mistakes the Most Mistakes Wins: The Paradox Wins: The Paradox
of Innovationof Innovation
try.try.Miss.Miss.try.try.
READY.READY.FIRE!FIRE!AIM.AIM.
Ross Perot (vs “Aim! Aim! Aim!” /EDS vs GM/1985)
S.A.S.A.V.V.
Paul Allaire: Paul Allaire: “We are in a “We are in a brawl with no rules.”brawl with no rules.”
TP: TP: “There’s [literally] only “There’s [literally] only
one possible answer—one possible answer—SScrew crew
AAround round VVigorouslyigorously!
““You miss You miss
100100%% of of the shots you the shots you never take.”never take.”
—Wayne—Wayne GretzkyGretzky
EXCELLENCE. EXCELLENCE.
4/40.4/40.
4/404/40
De-cent-De-cent-ral-iz-ral-iz-a-tion!a-tion!
“‘“‘DecentralizatioDecentralization’ is n’ is notnot a piece a piece of paper. It’s of paper. It’s notnot me. me. It’s either in It’s either in
your your heartheart, or , or not.”not.”
—Brian Joffe/BIDvest
““If if feels If if feels painful and painful and
scary—that’s scary—that’s realreal delegation” delegation”
—Caspian Woods, small biz owner
Nelson.Nelson.Grant.Grant.
The True Logic* of Decentralization:
6 divisions = 6 “tries”6 divisions = 6 “tries”
6 divisions = 6 6 divisions = 6 DIFFERENTDIFFERENT leaders = 6 leaders = 6 INDEPENDENTINDEPENDENT
“tries” = Max probability of “tries” = Max probability of “win”“win”
6 divisions = 6 6 divisions = 6 veryvery DIFFERENT DIFFERENT leaders = 6 leaders = 6 veryvery INDEPENDENT INDEPENDENT
“tries” = Max probability of “tries” = Max probability of ““far outfar out”/””/”3-sigma3-sigma”” “win” “win”
*“Driver”: Law of Large #s
Ex-e-Ex-e-cu-cu-
tion!tion!
““ExecutionExecution is is thethe j jobob of the of the
businessbusiness leaderleader.”.” —Larry Bossidy—Larry Bossidy & Ram
Charan/ Execution: The Discipline of Getting Things Done
“Execution is a
systematic systematic processprocess of rigorously
discussing hows and whats, tenaciously following through, and
ensuring accountability.” —Larry Bossidy & Ram Charan/ Execution:
The Discipline of Getting Things Done
““Never forget Never forget
imimpplementationlementation boys. In our work it’s boys. In our work it’s
what I call the what I call the
‘‘missinmissingg 98 98 percentpercent’’ of the of the
client puzzle.”client puzzle.” —Al McDonald
Ac-count-Ac-count-a-bil-ity!a-bil-ity!
““RealismRealism is is the heart of the heart of execution.”execution.”
—Larry Bossidy & Ram Charan/Execution: The Discipline of Getting Things Done
““GE has set a GE has set a standard of candor. standard of candor.
… There is no … There is no puffery. … puffery. … There There isn’t an ounce of isn’t an ounce of
denial in the placedenial in the place.”.” —
Kevin Sharer, CEO Amgen, on the “GE mystique” (Fortune)
6:15A.M6:15A.M..
Excellence: The SE22:
ORIGINS OF ORIGINS OF SUSTAINABLE SUSTAINABLE
ENTREPRENEURSHIENTREPRENEURSHIPP
SE22/Origins of Sustainable Entrepreneurship1. Genetically disposed to Innovations that upset apple carts 1. Genetically disposed to Innovations that upset apple carts (3M, Apple, (3M, Apple,
FedEx, Virgin, BMW, Sony, Nike, Schwab, Starbucks, Oracle, Sun,FedEx, Virgin, BMW, Sony, Nike, Schwab, Starbucks, Oracle, Sun, Fox, Stanford University, MIT)Fox, Stanford University, MIT)
2. Perpetually determined to outdo oneself, even to 2. Perpetually determined to outdo oneself, even to the detriment of today’s $$$ winners the detriment of today’s $$$ winners (Apple, Cirque du Soleil, Nokia, FedEx)(Apple, Cirque du Soleil, Nokia, FedEx)
3. Treat History as the Enemy 3. Treat History as the Enemy (GE)(GE)
4. Love the Great Leap/Enjoy the Hunt 4. Love the Great Leap/Enjoy the Hunt (Apple, Oracle, Intel, Nokia, Sony)(Apple, Oracle, Intel, Nokia, Sony)
5. Use “Strategic Thrust Overlays” to Attack Monster Problems 5. Use “Strategic Thrust Overlays” to Attack Monster Problems (Sysco, (Sysco, GSK, GE, Microsoft)GSK, GE, Microsoft)
6. Establish a “Be on the COOL Team” Ethos. 6. Establish a “Be on the COOL Team” Ethos. (Most PSFs, Microsoft)(Most PSFs, Microsoft)
7. Encourage Vigorous Dissent/Genetically “Noisy” 7. Encourage Vigorous Dissent/Genetically “Noisy” (Intel, Apple, (Intel, Apple, Microsoft, CitiGroup, PepsiCo)Microsoft, CitiGroup, PepsiCo)
8. 8. ““Culturally” as well as Culturally” as well as organizationally Decentralizedorganizationally Decentralized
(GE, J&J, Omnicom)(GE, J&J, Omnicom)
9. Multi-entrepreneurship/Many Independent-minded Stars 9. Multi-entrepreneurship/Many Independent-minded Stars (GE,(GE, PepsiCo)PepsiCo)
SE22/Origins of Sustainable Entrepreneurship
10. Keep decentralizing—tireless in pursuit of wiping 10. Keep decentralizing—tireless in pursuit of wiping outout Centralizing Tendencies Centralizing Tendencies (J&J, Virgin)(J&J, Virgin)
11. Scour the world for Ingenious Alliance Partners— 11. Scour the world for Ingenious Alliance Partners— especially exciting start-ups especially exciting start-ups (Pfizer)(Pfizer)
12. Acquire for Innovation, not Market Share 12. Acquire for Innovation, not Market Share (Cisco, GE)(Cisco, GE)
13. Don’t overdo “pursuit of synergy” 13. Don’t overdo “pursuit of synergy” (GE, J&J, Time Warner)(GE, J&J, Time Warner)
14. Execution/Action Bias: Just do it … don’t obsess on14. Execution/Action Bias: Just do it … don’t obsess on how it “fits the business model.”how it “fits the business model.” (3M, J & J) (3M, J & J)
15. Find and Encourage and Promote Strong-willed/15. Find and Encourage and Promote Strong-willed/ Hyper-smart/Independent people Hyper-smart/Independent people (GE, PepsiCo, Microsoft)(GE, PepsiCo, Microsoft)
16. Support Internal Entrepreneurs16. Support Internal Entrepreneurs (3M, Microsoft) (3M, Microsoft)
17. Ferret out Talent anywhere/“No limits” approach to17. Ferret out Talent anywhere/“No limits” approach to retaining top talent retaining top talent (Virgin, GE, PepsiCo(Virgin, GE, PepsiCo))
SE22/Origins of Sustainable Entrepreneurship
18. Unmistakable Results & Accountability focus from18. Unmistakable Results & Accountability focus from the get-go to the grave the get-go to the grave (GE, New York Yankees, PepsiCo)(GE, New York Yankees, PepsiCo)
19. 19. Up or OutUp or Out (GE, McKinsey, big consultancies and law (GE, McKinsey, big consultancies and law
firms and ad agencies and movie studios in general)firms and ad agencies and movie studios in general)
20. Competitive to a fault! 20. Competitive to a fault! (GE, New York Yankees, News(GE, New York Yankees, News Corp/Fox, PepsiCo)Corp/Fox, PepsiCo)
21. “Bi-polar” Top Team, with “Unglued” Innovator #1,21. “Bi-polar” Top Team, with “Unglued” Innovator #1, powerful Control Freak #2 powerful Control Freak #2 (Oracle, Virgin) (Watch out when(Oracle, Virgin) (Watch out when #2 is missing: Enron)#2 is missing: Enron)
22. Masters of Loose-Tight/Hard-nosed about a very few22. Masters of Loose-Tight/Hard-nosed about a very few Core Values, Open-minded about everything elseCore Values, Open-minded about everything else (Virgin)(Virgin)
Wallop Wal*Mart16*Wallop Wal*Mart16*
*Or: Why it’s so ABSURDLY EASYABSURDLY EASY to BEATBEAT a GIANTGIANT Company
The “Small Guys” Guide: Wallop Wal*Mart16
**Niche-aimed.Niche-aimed. (Never, ever “all things for all people,” a “mini- (Never, ever “all things for all people,” a “mini-Wal*Mart.)Wal*Mart.)
**Never attack the monsters head on!Never attack the monsters head on! (Instead steal niche (Instead steal niche business and lukewarm customers.)business and lukewarm customers.)
**““DramaticallDramatically y DifferentDifferent”” (La Difference ... within our community, (La Difference ... within our community,
our industry regionally, etc … is as obvious as the end of one’s nose!) our industry regionally, etc … is as obvious as the end of one’s nose!) (THIS IS WHERE MOST MIDGETS COME UP SHORT.)(THIS IS WHERE MOST MIDGETS COME UP SHORT.)
**Compete on value/experience/intimacy, not price.Compete on value/experience/intimacy, not price. (You (You ain’t gonna beat the behemoths on cost-price in 9.99 out of 10 cases.)ain’t gonna beat the behemoths on cost-price in 9.99 out of 10 cases.)
**Emotional bond with Clients, Vendors.Emotional bond with Clients, Vendors. (BEAT THE BIGGIES (BEAT THE BIGGIES ON EMOTION/CONNECTION!!)ON EMOTION/CONNECTION!!)
“This is an essay about what it takes to create and sell something remarkable. It is a plea for originality, passion, guts and daring. You can’t be remarkable by following someone else who’s remarkable. One way to figure out a theory is to look at what’s working in the real world and determine what the successes have in common. But what could the Four Seasons and Motel 6 possibly have in common? Or Neiman-
Marcus and Wal*Mart? Or Nokia (bringing out new hardware every 30 days or so) and Nintendo (marketing the same Game Boy 14 years in a row)? It’s like trying to drive
looking in the rearview mirror. The thinThe thingg that all that all these companies have in these companies have in common is that thecommon is that theyy have have nothinnothingg in common in common.. They are outliers.
They’re on the fringes. Superfast or superslow. Very exclusive or very cheap. Extremely big or extremely small. The reason it’s so hard to follow the leader is this:
The leader is the leader precisely because he did something remarkable. And that remarkable thing is now taken—so it’s no longer remarkable when you decide to do
it.”
—Seth Godin, Fast Company
The “Small Guys” Guide: Wallop Wal*Mart16
**Hands-on, emotional leadership.Hands-on, emotional leadership. (“We are a great & (“We are a great & cool & intimate & joyful & dramatically different team working to cool & intimate & joyful & dramatically different team working to transform our Clients lives via Consistently Incredible transform our Clients lives via Consistently Incredible Experiences!”)Experiences!”)
**A community star!A community star! (“Sell” local-ness per se. Sell the hell (“Sell” local-ness per se. Sell the hell out of it!)out of it!)
**An incredible experience, from the first to last An incredible experience, from the first to last moment—and then in the follow-up!moment—and then in the follow-up! (“These guys (“These guys are cool! They ‘get’ me! They love me!”)are cool! They ‘get’ me! They love me!”)
**DESIGN DRIVEN!DESIGN DRIVEN! (“Design” is a premier weapon-in- (“Design” is a premier weapon-in-pursuit-of-the sublime for small-ish enterprises, including the pursuit-of-the sublime for small-ish enterprises, including the professional services.)professional services.)
The “Small Guys” Guide: Wallop Wal*Mart16
**Employer of choice.Employer of choice. (A very cool, well-paid (A very cool, well-paid place to work/learning and growth experience in at place to work/learning and growth experience in at least the short term … marked by notably progressive least the short term … marked by notably progressive policies.) (THIS IS EMINENTLY DO-ABLE!!)policies.) (THIS IS EMINENTLY DO-ABLE!!)
**Sophisticated use of information Sophisticated use of information technologytechnology. (Small-“ish” is no excuse for “small . (Small-“ish” is no excuse for “small aims”/execution in IS/IT!)aims”/execution in IS/IT!)
**Web-power!Web-power! (The Web can make very small very (The Web can make very small very big … if the product-service is super-cool and one big … if the product-service is super-cool and one purposefully masters buzz/viral marketing.)purposefully masters buzz/viral marketing.)
**Innovative!Innovative! (Must keep renewing and expanding (Must keep renewing and expanding and revising and re-imagining “the promise” to and revising and re-imagining “the promise” to employees, the customer, the community.)employees, the customer, the community.)
The “Small Guys” Guide: Wallop Wal*Mart16
**Brand-Lovemark* Brand-Lovemark* (*Kevin Roberts)(*Kevin Roberts) Maniacs Maniacs! ! (“Branding” is not just for big folks with big budgets. And modest (“Branding” is not just for big folks with big budgets. And modest size is actually a Big Advantage in becoming a local-regional-size is actually a Big Advantage in becoming a local-regional-niche “lovemark.”)niche “lovemark.”)
**Focus on women-as-clients.Focus on women-as-clients. (Most don’t. How stupid.) (Most don’t. How stupid.)
**Excellence!Excellence! (A small player … per me … (A small player … per me …
has no right or reason to exist unless they are in Relentless has no right or reason to exist unless they are in Relentless Pursuit of Excellence. One earns the right—one damn day and Pursuit of Excellence. One earns the right—one damn day and client experience at a time!—to beat the Big Guys in your chosen client experience at a time!—to beat the Big Guys in your chosen niche!)niche!)
tom peters:tom peters: what what I’ve Learned I’ve Learned about “Small about “Small
Business”Business”
Passion for PRODUCT.Passion for PRODUCT.OBSESSION With ProductOBSESSION With Product..
LOVE LOVE The Product.The Product.Aim To Be Aim To Be “ONLY ONES WHO DO WHAT WE DO.”“ONLY ONES WHO DO WHAT WE DO.”
Keep Keep ADDIN’ADDIN’ Stuff. Stuff.Invest “UNWISELY” in R&D.Invest “UNWISELY” in R&D.
Reside Permanently In The Reside Permanently In The DISCOMFORTDISCOMFORT Zone. Zone.“Unhealthy” “Unhealthy” PARANOIA PARANOIA Is A Good Thing.Is A Good Thing.
Add Clients ThatAdd Clients That PUSH-PULL. PUSH-PULL.SELL.SELL. SELL. SELL. SELL.SELL. SELL. SELL.
Go For Broke: Go For Broke: CUSTOMER CONTACT PEOPLE.CUSTOMER CONTACT PEOPLE.PERFECTION:PERFECTION: Customer Contact People. Customer Contact People.
Hire for Hire for ATTITUDE.ATTITUDE.INVITE INVITE On An Adventure.On An Adventure. GREATGREAT CFO/Biz Guy-Gal. CFO/Biz Guy-Gal. NASTYNASTY CFO/Biz Guy-Gal. CFO/Biz Guy-Gal.
QUADRANGULAR LEADERSHIP:QUADRANGULAR LEADERSHIP: Visionary-Talent Fanatic- Visionary-Talent Fanatic-Project Manager-I.P.M.Project Manager-I.P.M. (I.P.M. = Inspired Profit Mechanic)(I.P.M. = Inspired Profit Mechanic)
Seminars + Travel: 65%Seminars + Travel: 65%Research & Writing: Research & Writing: 40-50%40-50%**
Admin/“Stuff”: 15%Admin/“Stuff”: 15%
*Greater than 100%; considerable research-writing is performed on the road
GREATGREAT Logo. Logo.DESIGN!DESIGN!
“OVERDO”“OVERDO” Marketing Materials. Marketing Materials.WOMENWOMEN Roar. Roar. WOMENWOMEN Rule. Rule. WOMENWOMEN Buy. Buy.
Diversity = Diversity = $$$$$$$$$$$$Be Be RELENTLESS.RELENTLESS. Cut And Cut And RUN.RUN.
Product Includes-Features theProduct Includes-Features the PACKAGING. PACKAGING.Define YourDefine Your DRAMATIC DIFFERENCE DRAMATIC DIFFERENCE (R.P.O.V.8)(R.P.O.V.8)
Best Best STORYSTORY Wins. Wins.DRESSDRESS For Success. For Success.
First Goal: First Goal: AMUSEAMUSE Yourself. Yourself.Know Know YOURSELF.YOURSELF.
DON’TDON’T Do Stuff You Hate. Do Stuff You Hate. “Over-invest” In “Over-invest” In RELATIONSHIPS.RELATIONSHIPS.
(R.O.I.R.: Return On Investment in Relationships)(R.O.I.R.: Return On Investment in Relationships)
SYSTEMATICALLYSYSTEMATICALLY “Manage” Relationships. “Manage” Relationships.“Work” The “Work” The SUPPORT PEOPLESUPPORT PEOPLE In Client Orgs. In Client Orgs.
BLOG BLOG As If Your Life Depended On It.As If Your Life Depended On It.SOPHISTICATEDSOPHISTICATED Use Of Infotech. Use Of Infotech.
RESPONSERESPONSE To Problems. To Problems.Make ’Em Make ’Em PAY.PAY.
CLOSE CLOSE The Sale.The Sale. Invest Invest BIGTIMEBIGTIME In PR. In PR.
Media Media FRIENDLY.FRIENDLY.Live-To-Live-To-SCHMOOZE.SCHMOOZE.
Fun/Laughter =Fun/Laughter = $$$$ $$$$ MBWA:MBWA: Stay In Touch. Stay In Touch.
“You Must Be The Change You Wish“You Must Be The Change You Wish To See In The World”/ To See In The World”/GANDHIGANDHI
5K For 5K For 5M.5M.YourYour CALENDAR CALENDAR Never Lies.Never Lies.
OUT:OUT: Pastels.Pastels. IN:IN: TTeecchhnniiccoolloorr
JUST SAY “NO” TO C.E.O.:JUST SAY “NO” TO C.E.O.: CIOCIO/Chief Innovation /Chief Innovation Officer. Officer. CSOCSO/Chief Sales Officer. /Chief Sales Officer. CWOCWO//
Chief Wow OfficerChief Wow Officer
EXCELLENCEEXCELLENCE Is Very Cool.Is Very Cool. “MICRO-MANAGE”“MICRO-MANAGE” Your Reputation. Your Reputation.Wear Your Integrity On Your Wear Your Integrity On Your SLEEVE.SLEEVE.
KEEPKEEP Your Promises. Your Promises.EXECUTIONEXECUTION!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
“A Man Without A Smiling Face“A Man Without A Smiling Face MUST NOT MUST NOT Open His Shop.”Open His Shop.”
RECOGNITION! RECOGNITION! Work Work HARD,HARD, Not Smart. Not Smart.
“Insanely Great.” “Insanely Great.” THE STANDARD.THE STANDARD.
““A man without A man without a smiling face a smiling face
must not open a must not open a shop.”shop.” —Chinese Proverb
A Few Biases You Should Know AboutA Few Biases You Should Know About**I am I am notnot a macro-economist. a macro-economist.**I am wholly biased by 30 years (1970-2000) in I am wholly biased by 30 years (1970-2000) in Silicon Silicon ValleyValley..**I would rather work forI would rather work for eeBayBay than BankAmerica. than BankAmerica.**I believe that the Giant Merger Game is the single greatest I believe that the Giant Merger Game is the single greatest waste of energy in the world of business. waste of energy in the world of business.**Economies of scale are wildly over-rated.Economies of scale are wildly over-rated.**I find the entire notion of “career” to be disturbing and a little silly.I find the entire notion of “career” to be disturbing and a little silly.**I find the notion of “built to last” hilarious.I find the notion of “built to last” hilarious.**Between 1965 and 1980 I turned 179.9 degrees from “Mr BigBetween 1965 and 1980 I turned 179.9 degrees from “Mr Big Government” to “Mr ‘Cool’ Entrepreneur.” (Thank you, Government” to “Mr ‘Cool’ Entrepreneur.” (Thank you, Frank Perdue.) Frank Perdue.)**Joseph Schumpeter (“Joseph Schumpeter (“gales of creative destructiongales of creative destruction”) and F.A. Hayek ”) and F.A. Hayek are my economist “gods”; JK Galbraith is my b are my economist “gods”; JK Galbraith is my bêête noir.te noir.**“Innovation” is a wonderfully “Innovation” is a wonderfully messymessy & & chaoticchaotic process—not process—not amenable to “strategic plans.” amenable to “strategic plans.”*I believe in Luck. (*I believe in Luck. (Fooled by RandomnessFooled by Randomness—best book—best book I’ve ever read.) I’ve ever read.)
Small Giants: Small Giants: Companies That Companies That
Choose To Be Choose To Be Great Instead Of Great Instead Of
BigBig —by Bo Burlingham
Small Giants/Bo Burlingham
"First, I could see that, unlike most entrepreneurs, I could see that, unlike most entrepreneurs, their founders and leaders had recognized the full their founders and leaders had recognized the full range of choices they had about the type of company range of choices they had about the type of company they would create."they would create."
"Second, the leaders had the leaders had overcome the enormous overcome the enormous pressures on successful companies to take paths they pressures on successful companies to take paths they had not chosenhad not chosen and did not necessarily want to and did not necessarily want to follow." follow."
"Third, each company had an each company had an extraordinarily intimate extraordinarily intimate relationship with the local city, town, or countyrelationship with the local city, town, or county in in which it did business -- a relationship that went well which it did business -- a relationship that went well beyond the usual concept of `giving back.'" beyond the usual concept of `giving back.'"
"Fourth, they cultivated they cultivated exceptionally intimate exceptionally intimate relationships with customers and suppliersrelationships with customers and suppliers, based on , based on personal contact, one-on-one interaction, and mutual personal contact, one-on-one interaction, and mutual commitment to delivering on promises." commitment to delivering on promises."
Small Giants/Bo Burlingham
"Fifth, the companies also had what struck me as the companies also had what struck me as unusually unusually intimate workplacesintimate workplaces." ."
"Sixth, I was impressed by the variety of corporate I was impressed by the variety of corporate structures and modes of governance that these structures and modes of governance that these companies had come up with." companies had come up with."
"Finally, I noticed the I noticed the passionpassion that the leaders that the leaders brought to what the company did. brought to what the company did. They loved the They loved the subject mattersubject matter, whether it be music, safety lighting, , whether it be music, safety lighting, food, special effects, constant torque hinges, beer, food, special effects, constant torque hinges, beer, records storage, construction, dining, or fashion."records storage, construction, dining, or fashion."
EXCELLENCE. EXCELLENCE.
VALUE ADDED.VALUE ADDED.UP THE LADDER.UP THE LADDER.
Up,Up, Up,Up, Up, Up,
UpUp
the Value-added Ladder.
EXCELLENCE.EXCELLENCE.
VALUE-ADDED LADDER I.VALUE-ADDED LADDER I. SOLVE IT. SOLVE IT.
$55$55BB
The Value-added Ladder/ OPPORTUNITY-SEEKINGOPPORTUNITY-SEEKING
Gamechanging Gamechanging SolutionsSolutions
ServicesGoods
Raw Materials
EXCELLENCE.EXCELLENCE.
SOLVE IT.SOLVE IT. NO OPTION. NO OPTION.PSF. (PSF++)PSF. (PSF++)
“ ‘Disintermediation’ is overrated. Those who fear disintermediation-outsourcing should in fact be
afraid of irrelevance; ‘outsourcing’ is just another
way of saying that …
yyou’ve ou’ve become become
irrelevant irrelevant toto y your our
customerscustomers.”.”
—John Battelle/Point/Advertising Age/07.05
““support function” / support function” / “cost center”/ “cost center”/ “overhead”“overhead”
oror … …
Are you … ““Rock Rock Stars of the Stars of the
AAgge of Talente of Talent””
Department Head
to …
ManaginManaging g
PartnerPartner, , ISIS [HR, R&D, etc.] IncInc..
Core Mechanism:“Game-changing Solutions”
PSFPSF (Professional Service Firm “model”/The Organizing Principle)
+
Brand YouBrand You(“Distinct” or “Extinct”/The Talent)
+
Wow! ProjectsWow! Projects (“Different” vs “Better”/The Work)
Big Idea:
“Corporation” as “Corporation” as
Mega-“PSFMega-“PSF”” (Professional (Professional Service Firm*)Service Firm*)
* “Virtual” Collection of Entrepreneurially-minded Professionals (“Talent”/“Roster”)
Creating/Applying Intellectual Capital (“Work Product”)
Core Mechanism:“Game-changing Solutions”
Brand You(S)Brand You(S)(“Distinct” or “Extinct”/The Talent)
+
Wow! Project(s)Wow! Project(s) (“Different” vs “Better”/The Work)
==
PSF(S)PSF(S) (Professional Service Firm “model”/The Organizing Principle)
=
“Corporation” as“Corporation” as
“Mega-“Mega-PSF”PSF”
EXCELLENCE.EXCELLENCE.
VALUE-ADDED LADDER II.VALUE-ADDED LADDER II. EXPERIENCE IT. EXPERIENCE IT.
Experience: “Rebel Lifestyle!”
“What we sell is the “What we sell is the ability for a 43-year-old ability for a 43-year-old accountant to dress in accountant to dress in
black leather, ride black leather, ride through small towns and through small towns and
have people be afraidhave people be afraid of him.” of him.”
HarleyHarley exec, quoted in Results-Based Leadership
The Value-added Ladder/ MEMORABLE CONNECTIONMEMORABLE CONNECTION
Spellbinding Spellbinding ExperiencesExperiences
Gamechanging SolutionsServicesGoods
Raw Materials
EXCELLENCE.EXCELLENCE.
VALUE-ADDED LADDER III.VALUE-ADDED LADDER III.
DREAM IT.DREAM IT.
DREAMDREAM:: “A dream is a A dream is a complete moment in the life complete moment in the life
of a client. Important of a client. Important experiences that tempt the experiences that tempt the client to commit substantial client to commit substantial resources. The essence of resources. The essence of
the desires of the consumer. the desires of the consumer. The opportunity to help The opportunity to help
clients become what they clients become what they want to be.”want to be.”
—Gian Luigi Longinotti-Buitoni
The Value-added Ladder/ EMOTIONEMOTION
Dreams Come TrueDreams Come TrueSpellbinding Experiences Gamechanging Solutions
ServicesGoods
Raw Materials
““Dreams Come Dreams Come True”:True”:
IBMIBM
EXCELLENCE.EXCELLENCE.
VALUE-ADDED LADDER IV.VALUE-ADDED LADDER IV.
LOVE IT.LOVE IT.
Tattoo BrandTattoo Brand: What % of users would tattoo the brand name on their
body?
Top 10 “Tattoo Brands”*
Harley .… 18.9%Harley .… 18.9%Disney .... 14.8Disney .... 14.8
Coke …. 7.7Coke …. 7.7Google .... 6.6Google .... 6.6Pepsi .... 6.1Pepsi .... 6.1Rolex …. 5.6Rolex …. 5.6Nike …. 4.6Nike …. 4.6
Adidas …. 3.1Adidas …. 3.1Absolut …. 2.6Absolut …. 2.6
Nintendo …. 1.5Nintendo …. 1.5
*BRANDsense: Build Powerful Brands through Touch, Taste, Smell, Sight, and Sound, Martin Lindstrom
The Value-added Ladder/ ECSTASYECSTASY
LovemarkLovemark Dreams Come True
Spellbinding ExperiencesGamechanging Solutions
ServicesGoods
Raw Materials
EXCELLENCE.EXCELLENCE.NEW VALUE NEW VALUE EQUATION.EQUATION.
NEW “C-levels”. NEW “C-levels”.
CCRROO*
*Chief RevenueRevenue Officer
CCXXOO**Chief eeXXperience perience Officer
CCDMDM*
*Chief DreamDream Merchant
CCFFO*O*
*Chief Festivals Officer
CCPIPI***Chief Portal Impresario
CCCCO*O*
*Chief Conversations Officer
CCLL OO*
*Chief LovemarkLovemark Officer
CCSSO*O*
*Chief Seduction Officer
CCSTSTOO*
*Chief StorytellingStorytelling Officer
CCDDOO**Chief DesignDesign Officer
CCtataOO*
*Chief talent acquisitiontalent acquisition Officer
CCfafaOO*
*Chief freaks acquisitionfreaks acquisition Officer
CCQQOO*
*Chief quest-meisterquest-meister
CCTTOO**Chief ThrillsThrills Officer
CCTRTROO**Chief TranscendenceTranscendence Officer
CCWWOO**Chief*Chief WOWWOW OfficerOfficer
CC!!OO**Chief ! Officer
EXCELLENCE.EXCELLENCE.
NEW MARKETS.NEW MARKETS.ENORMOUS. ENORMOUS.
OPPORTUNITIES.OPPORTUNITIES.
women.women.BOOMERSBOOMERS
..GEEZERS.GEEZERS.
women.women.BOOMERBOOMER
S.S.GEEZERSGEEZERS
..
““Forget Forget ChinaChina, , IndiaIndia and the and the
InternetInternet: Economic : Economic Growth Is Driven Growth Is Driven
by by WomenWomen.”.” —Headline,
Economist, April 15, 2006, Leader, page 14
P-l-e-a-s-e Read …
Fara WarnerFara Warner:: The Power of The Power of
the Pursethe Purse
10.610.6
PrimeTime Women: How to PrimeTime Women: How to Win the Hearts, Minds and Win the Hearts, Minds and
Business of Boomer Big Business of Boomer Big Spenders Spenders —Marti Barletta—Marti Barletta
How She Does It: How How She Does It: How Women Entrepreneurs Are Women Entrepreneurs Are
Changing the Rules of Changing the Rules of Business SuccessBusiness Success. . —Margaret —Margaret
HeffernanHeffernan
9494%% of loans to of loans to
……
womenwomen****MMicrolending; “Banker to the poor”; Grameen Bank; icrolending; “Banker to the poor”; Grameen Bank;
Muhammad Yunus; 2006 Nobel Peace Prize winnerMuhammad Yunus; 2006 Nobel Peace Prize winner
““AS AS LEADERS, LEADERS, WOMEN WOMEN
RULERULE:: New Studies find
that female managers outshine their male counterparts in almost every measure”
TITLE/ Special Report/ TITLE/ Special Report/ BusinessWeekBusinessWeek
10 UNASSAILABLE REASONS WOMEN RULE10 UNASSAILABLE REASONS WOMEN RULE
WomenWomen make [all] the financial decisions. make [all] the financial decisions.WomenWomen control [all] the wealth. control [all] the wealth.WomenWomen [substantially] outlive men. [substantially] outlive men.WomenWomen start most of the new businesses. start most of the new businesses.Women’sWomen’s work force participation rates have work force participation rates have soared worldwide.soared worldwide.WomenWomen are closing in on “same pay for same are closing in on “same pay for same job.”job.”WomenWomen are penetrating senior ranks rapidly are penetrating senior ranks rapidly [even if the pace is slow for the corner [even if the pace is slow for the corner office per se].office per se].Women’s Women’s leadership strengths are exceptionally wellleadership strengths are exceptionally well aligned with new organizational effectiveness &aligned with new organizational effectiveness & value-added imperatives.value-added imperatives.WomenWomen are better salespersons than men. are better salespersons than men.WomenWomen buy [almost] everything—commercial buy [almost] everything—commercial as well as consumer goods.as well as consumer goods.
SoSo whatwhat exactlyexactly isis … … thethe pointpoint ofof menmen??
““Economic Growth Economic Growth Is Driven by … Is Driven by …
WomenWomen..””
—Headline, EconomistEconomist, April 15, 2006, Leader, page 14
women.women.BOOMERBOOMER
S.S.GEEZERSGEEZERS
..
!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!““People turning 50 People turning 50 today have today have more more thanthan halfhalf of their of their
adult life ahead of adult life ahead of them.”them.” —Bill Novelli, 50+: Igniting a
Revolution to Reinvent America
Average # of cars purchased per
household, “lifetime”: 1313Average # of cars bought per household
after the “head of household” reaches age
50: 77Source: Marti Barletta, PrimeTime Women
44-65: “New “New Customer Customer Majority”Majority” *
*45% larger than 18-43; 60% larger by 2010Source: Ageless Marketing, David Wolfe & Robert Snyder
EXCELLENCE. EXCELLENCE.
BEDROCK.BEDROCK.TALENT.TALENT.
Hire Hire ververy y good good
people!people!
“We believe companies can increase their market cap 50 percent in 3 years. Steve Macadam at Georgia-
Pacific … changed 2020 of his
4040 box plant managers to put more talented,
higher paid managers in charge. He increased profitability from
$$2525 million to $$8080 million in 22 years.”
—Ed Michaels, War for Talent
INVITE THEM INVITE THEM TO JOIN US IN TO JOIN US IN A JOURNEY TO A JOURNEY TO EXCELLENCE!EXCELLENCE!
“In the end, management doesn’t
change culture. Management
invitesinvites the workforce itself to change the culture.”
—Lou Gerstner
Organizing Genius / Warren Bennis and Patricia Ward Biederman
“Groups become great only when everyone in them, leaders and
members alike, is free to do his or is free to do his or her absolute besther absolute best.”.”
“The best thing a leader can do for a
Great Group is to allow its allow its members to discover their members to discover their
greatnessgreatness.”.”
Leadership’s Mt Everest/Mt ExcellenceLeadership’s Mt Everest/Mt Excellence
“freefree to do his or her to do his or her absoluteabsolute best” … best” …
“allow its members to “allow its members to discover their discover their greatnessgreatness.”.”
EMPHASIZEMPHASIZE THE E THE “SOFT “SOFT
SKILLS.”SKILLS.”
A Few Lessons from the Arts
Each hired and developed and evaluated in unique waysEach hired and developed and evaluated in unique ways (23 contributors = 23 unique contributions = 23 pathways =
23 personalities = 23 sets of motivators)
Attitude/Enthusiasm/Energy paramountAttitude/Enthusiasm/Energy paramountRe-lent-less!Re-lent-less!
“Practice is cool”“Practice is cool” (G Leonard/Mastery)
Team Team and and individual individual Aspire to Aspire to EXCELLENCE EXCELLENCE = Obvious= Obvious
Ex-e-cu-tionEx-e-cu-tionTalent = Brand = DuhTalent = Brand = Duh“The Project” rules“The Project” rulesEmotional languageEmotional language
Bit players. No.Bit players. No.B.I.WB.I.W. (everything)
Delta events = Delta rostersDelta events = Delta rosters (incl leader/s)
PUT HR AT THE PUT HR AT THE HEAD OF THE HEAD OF THE HEAD TABLE. HEAD TABLE. BEST PEOPLE. BEST PEOPLE.
NOBLEST NOBLEST MISSION.MISSION.
A review of Jack and Suzy Welch’s Winning claims there are but two key differentiators that set GE “culture” apart from the herd:
First: Separating financial forecasting and performance measurement. Performance measurement based, as it usually is, on budgeting leads to an epidemic of gaming the system. GE’s performance measurement is divorced from budgeting—and instead reflects how you do relative to your past performance and relative to competitors’ performance; i.e., it’s about how you actually do in the context of what happened in the real world, not as compared to a gamed-abstract plan developed last year.
Second: Putting Putting HRHR on a par with on a par with finance and finance and marketing.marketing.
SO YOU’RE A SO YOU’RE A “PEOPLE “PEOPLE
PERSON”? PERSON”? PROVE ITPROVE IT..
““Leaders Leaders
‘‘dodo’’ people. people.
Period.”Period.” —Anon.
Les Wexner: From From sweaters to … sweaters to …
ppeoeopplele!!
PARC’s Bob Taylor:
“Connoisseu“Connoisseur r
of Talent”of Talent”
““The leaders of Great The leaders of Great Groups Groups lovelove talent talent and and
know where to find it. They know where to find it. They
revel revel in the talent of in the talent of others.”others.” —Warren Bennis &
Patricia Ward Biederman, Organizing Genius
SO YOU’RE A SO YOU’RE A “PEOPLE “PEOPLE
PERSON”? PERSON”? PROVE ITPROVE IT..
< CAPEX< CAPEX> People!> People!
LIVE FOR LIVE FOR TALENT!TALENT!
Our Mission
To develop and manage To develop and manage talent;talent;
to apply that talent,to apply that talent,throughout the world, throughout the world,
for the benefit of clients;for the benefit of clients;to do so in partnership; to do so in partnership;
to do so with profit.to do so with profit.
WPP
Internal Internal “brand “brand
promise”!promise”!
What’s your company’s … EVP/EVP/IBPIBP?*
*Employee Value Proposition, per Ed Michaels et al.,
The War for Talent; IBP/Internal Brand Promise per TP
EVP/IBPEVP/IBP = = Remarkable Remarkable challenge, rapid professional challenge, rapid professional growth, respect, satisfaction, growth, respect, satisfaction,
fun, stunning opportunity, fun, stunning opportunity, exceptional reward, amazing exceptional reward, amazing
peer group, full membership in peer group, full membership in Club Adventure, maximized Club Adventure, maximized
future employabilityfuture employability
Source: Ed Michaels, Source: Ed Michaels, The War for Talent; TPThe War for Talent; TP
““We are a We are a ‘Life ‘Life
Success’ Success’ Company.”Company.”
Dave Liniger, founder, RE/MAX
Brand Brand = =
Talent.Talent.
EXCELLENCE. EXCELLENCE. INDIVIDUAL.INDIVIDUAL.BRAND YOU.BRAND YOU.
““If there is nothing If there is nothing very special about very special about your work,your work, no matter no matter how hard you apply yourself how hard you apply yourself you won’t get noticed, and you won’t get noticed, and
that increasingly means you that increasingly means you
won’t get paid much either.”won’t get paid much either.” —Michael Goldhaber, Wired
New Work SurvivalKit.2006
1. MASTERY!MASTERY! (Best/Absurdly Good at Something!)2. “Manage” to Legacy“Manage” to Legacy (All Work = “Memorable”/“Braggable” WOW Projects!)3. A “USP”/UNIQUE SELLING PROPOSITIONA “USP”/UNIQUE SELLING PROPOSITION 4. Rolodex Rolodex ObsessionObsession (From vertical/hierarchy/“suck up” loyalty to horizontal/“colleague”/“mate” loyalty)5. ENTREPRENEURIAL INSTINCTENTREPRENEURIAL INSTINCT (A sleepless … Eye for Opportunity! 6.CEO/LEADER/BUSINESSPERSON/CLOSERCEO/LEADER/BUSINESSPERSON/CLOSER (CEO, Me Inc. 24/7!)7. Master of ImprovMaster of Improv (Play a dozen parts simultaneously, from Chief Strategist to Chief Toilet Scrubber)8. Sense of HumorSense of Humor (A willingness to Screw Up & Move On)9. Comfortable with Your SkinComfortable with Your Skin (Bring “interesting you” to work!)10. Intense Appetite for TechnologyIntense Appetite for Technology (E.g.: How Cool-Active is your Web site? Do you Blog?)11. EMBRACE “MARKETING”EMBRACE “MARKETING” (Your own CSO/Chief Storytelling Officer)12. PASSION FOR RENEWALPASSION FOR RENEWAL (Your own CLO/Chief Learning Officer) 13. EXECUTION EXCELLENCE!EXECUTION EXCELLENCE! (Show up on time! Leave last!)
DistinctDistinct … or
…
ExtincExtinctt
Joe J. Jones Joe J. Jones 1942 – 2006 1942 – 2006
HE WOULDA DONE SOME HE WOULDA DONE SOME
REALLY COOL STUFF REALLY COOL STUFF
BUT …BUT …
HIS BOSS WOULDN’T LET HIM! HIS BOSS WOULDN’T LET HIM!
1 Person!1 Person!Wendy Kopp, Princeton senior (1989)Wendy Kopp, Princeton senior (1989)
Teach America (19,000-2,400)Teach America (19,000-2,400)10% Dartmouth, Yale10% Dartmouth, Yale
17,000 to date17,000 to datePrincipal hirer of college graduatesPrincipal hirer of college graduates
“One of the few jobs that people pass up “One of the few jobs that people pass up Goldman Sachs for is Teach America” (Edie Goldman Sachs for is Teach America” (Edie
Hunt, HR)Hunt, HR)
Source: Fortune, 1127.06
eliot + 7eliot + 7
EXCELLENCE. EXCELLENCE.
BEDROCK.BEDROCK.LEADERSHIP.LEADERSHIP.
9Ps. L23.9Ps. L23.
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““People want to be part People want to be part of something larger than of something larger than themselvesthemselves.. They want to They want to
be part of something they’re be part of something they’re really really proudproud of, that they’ll of, that they’ll
fight fight forfor,, sacrifice sacrifice forfor , , trusttrust.”.” —Howard Schultz, Starbucks (IBD/09.05)
Ah, kids: “What is your vision “What is your vision for the future?” for the future?” “What have “What have you accomplished since your you accomplished since your first book?”first book?” “Close your eyes “Close your eyes and imagine me immediately and imagine me immediately doing something about what doing something about what
you’ve just said. What would it you’ve just said. What would it be?” be?” “Do you feel you have an “Do you feel you have an obligation to ‘Make the world a obligation to ‘Make the world a
better place’?”better place’?”
PURPOSEPURPOSE..
PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““Nothing is so Nothing is so contagious as contagious as enthusiasm.”enthusiasm.”
—Samuel Taylor Coleridge
““Whenever anything is Whenever anything is being accomplished, I being accomplished, I
have learned, it is have learned, it is being done by a being done by a
monomaniac with a monomaniac with a mission.”mission.” —Peter Drucker
““A man without A man without a smiling face a smiling face
must not open a must not open a shop.”shop.” —Chinese Proverb
PURPOSEPURPOSE..PASSIONPASSION..
PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
“The role of the Director is to create a space where the actors
and actresses can become become more than they’ve ever more than they’ve ever been before, more than been before, more than
they’ve dreamed of they’ve dreamed of beingbeing.”.” —Robert Altman, Oscar acceptance speech
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..
PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
2255
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..
PersonalPersonal..PERSISTENCEPERSISTENCE..
PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““You must You must bebe the change you the change you
wish to see in the wish to see in the world.”world.”
Gandhi
““It’s It’s alwaalwayyss showtime.”showtime.”
—David D’Alessandro, Career Warfare
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
RelentlessRelentless:: “One of “One of
my superstitions had always been my superstitions had always been when I started to go anywhere or when I started to go anywhere or
to do anything,to do anything, notnot to to turnturn backback ,, or stop, or stop,
until the thing intended was until the thing intended was accomplished.”accomplished.” —Grant
““Success seems to Success seems to be largely a be largely a
mattermatter
of of hanginghanging onon after others after others have let go.”have let go.” —William —William
Feather, authorFeather, author
““The most The most successful successful
people are those people are those who who
are good at plan are good at plan B.”B.”
—James Yorke, mathematician, on chaos theory, in The New Scientist
"The reasonable man adapts The reasonable man adapts himself to the world. The himself to the world. The
unreasonable one persists in unreasonable one persists in trying to adapt the world to trying to adapt the world to
himself. Therefore, all himself. Therefore, all progress depends upon the progress depends upon the unreasonable man.”unreasonable man.” —GB Shaw,
Man and Superman: The Revolutionists' Handbook.
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..
PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““Leaders Leaders
‘‘dodo’’ people. people.
Period.”Period.” —Anon.
““Leaders Leaders
‘‘SERVESERVE’’ people. people.
Period.”Period.” —Anon.
Servant LeadershipServant Leadership/Robert Greenleaf/Robert Greenleaf
1. 1. Do those served grow asDo those served grow as persons?persons? 2. 2. Do they, while being served, Do they, while being served,
become healthier wiser, freer, become healthier wiser, freer, more autonomous, more likely more autonomous, more likely themselves to become servants?themselves to become servants?
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. .
PotentPotent..PositivePositive..
“Beware of the tyranny of making
Small Changes to Small
Things. Rather,
make BigBig Changes
to BigBig Things.”
—Roger Enrico, former Chairman, PepsiCo
Kevin Roberts’ Credo
11. Ready. Fire! Aim.. Ready. Fire! Aim.2. If it ain’t broke ... Break it!2. If it ain’t broke ... Break it!3. Hire crazies.3. Hire crazies.4. Ask dumb questions.4. Ask dumb questions.5. Pursue failure.5. Pursue failure.6. Lead, follow ... or get out of the way!6. Lead, follow ... or get out of the way!7. Spread confusion.7. Spread confusion.8. Ditch your office.8. Ditch your office.9. Read odd stuff.9. Read odd stuff.
10. Avoid moderationAvoid moderation!!
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
On NELSON: “[other] “[other] admirals more admirals more frightened of frightened of losing than losing than
anxious to win”anxious to win”
““Parcells thought that Taylor’s size and speed were Parcells thought that Taylor’s size and speed were closer to the beginning than the end of the explanation. closer to the beginning than the end of the explanation. [The difference was] Taylor’s peculiar energy and mind: [The difference was] Taylor’s peculiar energy and mind: relentless, manic, with grandiose ambitions and private relentless, manic, with grandiose ambitions and private
standards of performance. standards of performance. Parcells believed Parcells believed that even in the NFL a lot of players that even in the NFL a lot of players
were more concerned with seeming to were more concerned with seeming to want to win than with actual winning, want to win than with actual winning,
and that many of them did not know the and that many of them did not know the difference. What they wanted, deep difference. What they wanted, deep
down, was to keep their jobs, make their down, was to keep their jobs, make their money, and go homemoney, and go home.. Lawrence Taylor wanted Lawrence Taylor wanted to win. He expected more of himself on the field than to win. He expected more of himself on the field than any coach would dare to ask of any player.”any coach would dare to ask of any player.” —Michael —Michael
LewisLewis, , The Blind SideThe Blind Side
The greatest dangerThe greatest dangerfor most of usfor most of us
is not that our aim isis not that our aim istoo hightoo high
and we miss it,and we miss it,but that it isbut that it is
too lowtoo lowand we reach it.and we reach it.
Michelangelo
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““Excellence can be obtained if you:Excellence can be obtained if you: ... care more than others think is wise; ... care more than others think is wise; ... risk more than others think is safe; ... risk more than others think is safe; ... dream more than others think ... dream more than others think is practical;is practical; ... expect more than others think ... expect more than others think is possible.”is possible.”
Source: Anon. (Posted @ tompeters.com by K.Sriram, November 27, 2006 1:17 AM)
EXEXCELLE CELLE ALWALWAYSAYS..
EXEXCELLE CELLE ALWALWAYSAYS..
EXCELLENCE. EXCELLENCE. ALWAYS.ALWAYS.
Lists.Lists.Irreducible209+Irreducible209+
0107.20070107.2007
TheThe Irreducible209+Irreducible209+One Word+One Word+
The Cup ChallengeThe Cup ChallengeAction ChronicleAction Chronicle
The Sales122The Sales122 60TIBs60TIBs
Tom-Tom-AA-to,Tom--to,Tom-ahah-to-to
TheThe Irreducible209Irreducible209
A frustrated participant at a seminar for investment bankers in Mauritius listened impatiently to my explanation of differences of
opinion among me, Mike Porter, Gary Hamel, Jim Collins, etc. Finally,
he’d had enough. “What, if “What, if anything,” he anything,” he
asked, “do you asked, “do you believe ‘for sure’?”believe ‘for sure’?” I mumbled something, but his query started rumbling around in my
mind. Three days later, wandering on a Sunday in London, the idea of “the irreducibles” occurred to
me—and I started jotting down notes on stuff I do indeed believe “for sure.” Before I knew it, a few days later, the list had grown to
209209 items. Hence “The Irreducible209” that follows.
Tom Peters
1. 1. Hare 1, Tortoise 0.Hare 1, Tortoise 0. (Hare-y times.) (Hare-y times.)2. 2. Tempo.Tempo. (O.O.D.A.) (O.O.D.A.)3. 3. MBWA.MBWA.4. 4. Appreciation.Appreciation. (“Motivator” #1.) (“Motivator” #1.) (Can’t be faked. Good.)(Can’t be faked. Good.)5. 5. Decency.Decency.6. Hurry.6. Hurry.7. Time out.7. Time out.8. One matters. 8. One matters. 9. 9. Big change. Short time.Big change. Short time. (Alt not work.) (Alt not work.)10. Excellence. Always.10. Excellence. Always.11. 11. Passion. Energy. Hustle. Passion. Energy. Hustle. Enthusiasm.Enthusiasm. Exuberance.Exuberance. (Move mountains. No (Move mountains. No alt.)alt.)12. You must care.12. You must care.13. Emotion.13. Emotion.14. 14. Hard is soft.Hard is soft. (Soft is hard.) (Soft is hard.)
15. Men. Women. Different. Contend. Connect.15. Men. Women. Different. Contend. Connect.16. Women. Buy. All. (RU listening?)16. Women. Buy. All. (RU listening?)17. Quality. (“Mind-blowing.” Beyond 6-Sigma.)17. Quality. (“Mind-blowing.” Beyond 6-Sigma.)18. 18. Re-invent. Re-pot.Re-invent. Re-pot. (Required.) (Required.)19. Jaywalk.19. Jaywalk.20. Big change. Small # of people. (Always.)20. Big change. Small # of people. (Always.)21. 21. Experiment. Now.Experiment. Now.22. Failure. Normal. 22. Failure. Normal. 23. 23. Most failures, most success. Most failures, most success. (Fail. Forward. Fast.) (Fail. Forward. Fast.) 24. 24. “Reward excellent failures. Punish“Reward excellent failures. Punish mediocre successes.”mediocre successes.”25. Women leaders. (Altered times.) 25. Women leaders. (Altered times.) 26. Extremism. (Good business. Bad politics.)26. Extremism. (Good business. Bad politics.)27. Innovation source. Only. Extreme irritation.27. Innovation source. Only. Extreme irritation.28. Smile.28. Smile.
29. You must care.29. You must care.30. Mentor. (Highest ROI.)30. Mentor. (Highest ROI.)31. 31. Best “roster” wins.Best “roster” wins.32. 32. Wow.Wow. (Okay in biz.) (Okay in biz.)33. We all have customers. (Biz. Personal.)33. We all have customers. (Biz. Personal.)34. 34. All contacts = Experiences.All contacts = Experiences.35. Cirque du Soleil. (Peerless.)35. Cirque du Soleil. (Peerless.)36. 36. Leaders create space for growth.Leaders create space for growth.37. 37. Quests.Quests. (Only.) (Only.)38. High aspirations, “high” results. 38. High aspirations, “high” results. (Self-fulfilling prophecy.)(Self-fulfilling prophecy.)39. 39. Attitude 1, Skills 0.Attitude 1, Skills 0. (Mostly.) (Mostly.) (Attitude 1, Skill 0.3?)(Attitude 1, Skill 0.3?)40. Sometimes: Skill 1, Attitude 0.1.40. Sometimes: Skill 1, Attitude 0.1.41. Must “love,” not “like.”41. Must “love,” not “like.”42. Wegmans.” (No excuses. “Mere” groceries.)42. Wegmans.” (No excuses. “Mere” groceries.)43. Less than your best. Cheating.43. Less than your best. Cheating.
44. Brand You. (No alt.)44. Brand You. (No alt.)45. Self-sufficiency. (Biggest LT turn-on.)45. Self-sufficiency. (Biggest LT turn-on.)46. In the moment.46. In the moment.47. The moment wins.47. The moment wins.48. 48. Tomorrow = Never.Tomorrow = Never. 49. 49. Action 1, Plan 0.1.Action 1, Plan 0.1.50. “Execution” can be a “system.”50. “Execution” can be a “system.”51. 51. Realism.Realism.52. 52. Own up. Move on.Own up. Move on.53. 53. Accountability.Accountability.54. 54. Work hard > Work smart.Work hard > Work smart. (Mostly.) (Mostly.)55. Feedback. Necessary. Fast. (R.F.A. in55. Feedback. Necessary. Fast. (R.F.A. in “ “RFA times.”)RFA times.”)56. 56. Customers. Listen. Lead.Customers. Listen. Lead. (Paradox.) (Paradox.)57. “On stage.” Always. (GW, FDR, RG =57. “On stage.” Always. (GW, FDR, RG = Supreme actors.)Supreme actors.)
58. Master statistical analysis.58. Master statistical analysis.59. Excellence = Set the table.59. Excellence = Set the table.60. Legacy. (Will it have mattered?)60. Legacy. (Will it have mattered?)61. 61. “Great.”“Great.” (Why not?) (Why not?)62. Radicals rule. (Think … Olympics.)62. Radicals rule. (Think … Olympics.)63. !!! = Good.63. !!! = Good.64. Red 1, Brown 0. (Red times.)64. Red 1, Brown 0. (Red times.)65. Talk. Listen. (“Big 2.” Master.)65. Talk. Listen. (“Big 2.” Master.)66. Politics. (Normal-inevitable state66. Politics. (Normal-inevitable state of affairs. Master.)of affairs. Master.)67. 67. Student. Forever.Student. Forever.68. 68. “Why?”“Why?” (Question #1.) (Question #1.)69. Don’t belittle.69. Don’t belittle.70. 70. Respect.Respect.71. All we have: this moment.71. All we have: this moment. (“Moments matter most”?) (“Moments matter most”?) 72. Now. (Procrastination. Death.)72. Now. (Procrastination. Death.)
73. Exercise.73. Exercise.74. Paint. (Leader. Portraits of Excellence.)74. Paint. (Leader. Portraits of Excellence.)75. 75. Best story wins.Best story wins.76. 76. “You must be the change you wish“You must be the change you wish to see in the world.”to see in the world.”77. 77. Two “big ones.” Max.Two “big ones.” Max. (Priorities.)(Priorities.)78. No “I” in Team. (“I” in Win.)78. No “I” in Team. (“I” in Win.)79. “I” in Win. (No “I” in Team.)79. “I” in Win. (No “I” in Team.)80. 80. Different 1, Better 0.Different 1, Better 0. (Better = 0.1) (Better = 0.1)81. Imitation = Mistake. (Learn, from who?)81. Imitation = Mistake. (Learn, from who?)82. Choose/battle the “right” competitor.82. Choose/battle the “right” competitor.83. Schools. Creativity. Entrepreneurship.83. Schools. Creativity. Entrepreneurship. (Not.)(Not.)84. MBAs. Creativity. Entrepreneurship. 84. MBAs. Creativity. Entrepreneurship. Leadership. (Not.)Leadership. (Not.)85. 85. Design. Under-rated. Wildly.Design. Under-rated. Wildly. (Still.) (Everything.)(Still.) (Everything.)
86. 86. You = Calendar.You = Calendar. (Calendar. Never. Lies.) (Calendar. Never. Lies.)87. 87. Laugh.Laugh.88. Handshake. (Quantity. Quality.)88. Handshake. (Quantity. Quality.)89. Don’t fold your hands in front of your89. Don’t fold your hands in front of your
chest. Ever. (Never.) chest. Ever. (Never.)90. 90. Grace.Grace. (“Works” in biz.) (“Works” in biz.)91. 91. Weird. Wins.Weird. Wins. (Weird times.) (Weird times.)92. Crazy times. Crazy orgs.92. Crazy times. Crazy orgs.93. Internet. All.93. Internet. All.94. Women. Boomers-Geezers. Market. All.94. Women. Boomers-Geezers. Market. All.95. Passion. (Repeat. So what?)95. Passion. (Repeat. So what?)96. Energy. (Repeat. So what?)96. Energy. (Repeat. So what?)97. Hustle. (Repeat. So what?)97. Hustle. (Repeat. So what?)98. Enthusiasm. (Repeat. So what?)98. Enthusiasm. (Repeat. So what?)99. Exuberance. (Repeat. So what?)99. Exuberance. (Repeat. So what?)100. Smile. (Repeat. So what?)100. Smile. (Repeat. So what?)101. Care. (Repeat. So what?)101. Care. (Repeat. So what?)
102. 102. Simplicity. Redundancy. Resilience. Bloody-Simplicity. Redundancy. Resilience. Bloody- mindedness. Visible optimism.mindedness. Visible optimism. (Success.)(Success.) 103. Act. (Repeat. So what?) 103. Act. (Repeat. So what?) 104. Appreciate. (Repeat. So what?)104. Appreciate. (Repeat. So what?)105. 105. Fun.Fun. (Biz. Why not?) (Biz. Why not?)106. Joy. (Biz. Why not?)106. Joy. (Biz. Why not?)107. 107. Sales = Life.Sales = Life.108. Marketing = Life.108. Marketing = Life.109. 109. Long-term. “Top line.” c.r.o.Long-term. “Top line.” c.r.o.110. 110. Great company = Creates the mostGreat company = Creates the most individual success stories.individual success stories. (RE/MAX) (RE/MAX)111. Talent first, performance byproduct.111. Talent first, performance byproduct.112. Sustained Wow* 1, “Shareholder112. Sustained Wow* 1, “Shareholder value,” 0.2 (*Product, People.)value,” 0.2 (*Product, People.)113. 113. Commitment. by invitation only.Commitment. by invitation only.114. 114. Creativity. by invitation only. Creativity. by invitation only. 115. 115. HR = #1.HR = #1. (Ought to.) (Ought to.)
116. 116. Face-to-face.Face-to-face. (5K miles, 5 minutes.) (5K miles, 5 minutes.) 117. Negotiation. Make all winners.117. Negotiation. Make all winners. (Save face.)(Save face.)118. Grace makes enemies friends.118. Grace makes enemies friends.119. Network.119. Network.120. 120. Invest in relationships. (Think Invest in relationships. (Think ROIRROIR.. Return On Investment inReturn On Investment in Relationships.)Relationships.)118. Relationship investment. Forethought.118. Relationship investment. Forethought. Calendar item. Intensity.Calendar item. Intensity.119. Innovation. Easy. (Hang out119. Innovation. Easy. (Hang out with weird.)with weird.)120. Weird = Win. (Weird times.)120. Weird = Win. (Weird times.)121. “The bottleneck is at the top121. “The bottleneck is at the top of the bottle.”of the bottle.”122. Good Board = Weird Board. 122. Good Board = Weird Board. (At least, surprising.)(At least, surprising.)123. 123. No contention, no progress.No contention, no progress.
R.O.I.R.R.O.I.R.*
*Return On Investment In Relationships
124. “Crucial conversations.” “Crucial124. “Crucial conversations.” “Crucial confrontations.” (Study. Learn. Do.)confrontations.” (Study. Learn. Do.)125. Honest feedback.125. Honest feedback.126. Gaspworthy. Yes. 126. Gaspworthy. Yes. 127. 127. “Insanely great.”“Insanely great.”128. “Astonish me.”128. “Astonish me.”129. “Make it immortal.”129. “Make it immortal.”130. “Will you remember it in 20 years?”130. “Will you remember it in 20 years?”131. No small opportunities. (Reframe.)131. No small opportunities. (Reframe.)132. One playmate, one playpen = Enough.132. One playmate, one playpen = Enough.133. End run. Sensible.133. End run. Sensible.134. Allies are there for the finding.134. Allies are there for the finding.135. Find successes. Build on successes.135. Find successes. Build on successes. (Pos > Neg. Encourage > Fix.)(Pos > Neg. Encourage > Fix.)136. Somebody’s doing it today. Find ’em.136. Somebody’s doing it today. Find ’em.137. 137. Someone is living 2016 in 2006.Someone is living 2016 in 2006. (Find ’em. Study ’em.)(Find ’em. Study ’em.)
138. 138. Don’t “benchmark.” “futuremark.” Don’t “benchmark.” “futuremark.” 139. “PMA.” It works. (Positive. Mental.139. “PMA.” It works. (Positive. Mental. Attitude.)Attitude.)140. There are no experts. (You are the expert.)140. There are no experts. (You are the expert.)141. Life is short. 141. Life is short. 142. “Sustained success.” Fat chance.142. “Sustained success.” Fat chance. Make today matter. (“Sustained.” Ha.)Make today matter. (“Sustained.” Ha.)143. Collaborate. (Networked world.)143. Collaborate. (Networked world.)144. Go solo. (Individual. Unit of 144. Go solo. (Individual. Unit of Intellectual Capital.)Intellectual Capital.)145. 145. There are no “perfect” plans.There are no “perfect” plans. (Do. Wins.) (Do. Wins.)146. Plans motivate. (Right or wrong. 146. Plans motivate. (Right or wrong. Sense of purpose.)Sense of purpose.)147. Never rest.147. Never rest.148. Get some sleep.148. Get some sleep.149. Winning = Embracing paradox.149. Winning = Embracing paradox.150. 150. Ambiguity = Opportunity.Ambiguity = Opportunity.
151. Resilience.151. Resilience.152. 152. Relentless-ness.Relentless-ness.153. 153. None. Above. Comeuppance. None. Above. Comeuppance. No. “ultimate.” “business model.”No. “ultimate.” “business model.” (GM. Sears. U.S. Steel. DEC.)(GM. Sears. U.S. Steel. DEC.)154. Be yourself. Period.154. Be yourself. Period.155. Never work with jerks. Including155. Never work with jerks. Including customers. (Life. Too short.)customers. (Life. Too short.)156. 156. Under-promise, over-deliver.Under-promise, over-deliver.157. Talent. (Powerful word.)157. Talent. (Powerful word.)158. “Customer = Anyone whose actions158. “Customer = Anyone whose actions affect your results.”affect your results.”159. Competition stinks. (Seek the soft159. Competition stinks. (Seek the soft spots where you can dominate.)spots where you can dominate.)160. 160. K.I.S.S./Keep It Simple, Stupid.K.I.S.S./Keep It Simple, Stupid.161. 161. BeautyBeauty. (Good biz word.). (Good biz word.)162. “See the beauty in a hamburger bun.”162. “See the beauty in a hamburger bun.” (Go. Ray.)(Go. Ray.)
163. Own up. Quick. ( Denial. Cancer.)163. Own up. Quick. ( Denial. Cancer.)164. 164. Celebrate. Often.Celebrate. Often.165. 165. 78 people = 78 approaches.78 people = 78 approaches. (Each. Unique.) (Each. Unique.)166. 166. Weed. Ceaselessly.Weed. Ceaselessly. (Prune. Stupid. (Prune. Stupid. Rules. Non-stop.) Rules. Non-stop.)167. 167. Get out of the way.Get out of the way. (You = The problem.) (You = The problem.)168. Smile. Sunny. Optimism. (If it kills you.)168. Smile. Sunny. Optimism. (If it kills you.)169. Flowers. (Cheery workplace.)169. Flowers. (Cheery workplace.)170. Enjoy. (Or get the hell.)170. Enjoy. (Or get the hell.)171. 171. Be intolerant of “sour.”Be intolerant of “sour.” (1 = Major pollution) (1 = Major pollution)172. No “quick trigger” on promotion.172. No “quick trigger” on promotion. (Too important.) (Too important.)173. Evaluation = Lots of study-time.173. Evaluation = Lots of study-time.174. Evaluation = “Life or death” to evaluee.174. Evaluation = “Life or death” to evaluee.175. “360” evaluation. No fad.175. “360” evaluation. No fad.176. 176. Exit when you’re done.Exit when you’re done. (Done. (Done. Sooner than you think.) Sooner than you think.)
177. Today. Now. My Project. Am. Is. I. Period.177. Today. Now. My Project. Am. Is. I. Period.178. “Beautiful” systems. (Good biz phrase.178. “Beautiful” systems. (Good biz phrase. Not oxymoron.)Not oxymoron.)179. 179. Build on strengths > Fix weaknesses.Build on strengths > Fix weaknesses.180. 180. “To don’t” = “To do.”“To don’t” = “To do.” (“To don’t” > (“To don’t” > “ “To do” ?)To do” ?)181. 181. Leaders “Do” People.Leaders “Do” People. (Period.) (Period.)182. 182. Leaders enjoy leading.Leaders enjoy leading.183. 183. Serious leadership training = Serious.Serious leadership training = Serious.184. Priorities. Obvious. (Or else.)184. Priorities. Obvious. (Or else.)185. 5 “Priorities” = 0 Priorities. 185. 5 “Priorities” = 0 Priorities. (3 “Priorities” = 0 Priorities?)(3 “Priorities” = 0 Priorities?)186. People. First. Last. Always.186. People. First. Last. Always.187. It. Is. Always. The. People.187. It. Is. Always. The. People.
188. 188. Handshake.Handshake. (Quantity. Quality.)(Quantity. Quality.)189. Don’t fold your hands in front of189. Don’t fold your hands in front of your chest. Ever. (Never.) your chest. Ever. (Never.)190. 190. Simplicity. Redundancy. Resilience.Simplicity. Redundancy. Resilience. Bloody-mindedness. Visible Bloody-mindedness. Visible optimism. optimism. (Success.) (Repeat.) (Success.) (Repeat.)191. 191. Employee Entrance = Guest Employee Entrance = Guest Entrance. Entrance.192. 192. Put the customer … Put the customer … SECONDSECOND.. (Thanks, Hal.) (Thanks, Hal.)193. Flowers. (Or did I say that before?193. Flowers. (Or did I say that before? No matter if I did.) No matter if I did.)194. Big Mergers don’t work. Small194. Big Mergers don’t work. Small acquisitions can/do work—if you acquisitions can/do work—if you don’t screw with their energy. don’t screw with their energy.
195. 195. Instinctively “head for the frontInstinctively “head for the front line.” line.” (In all contexts.) (In all contexts.)196. 196. Success = DDMMPR/"D-squared, Success = DDMMPR/"D-squared, M-squared, PR” = M-squared, PR” = DDramramDDiff + iff + MMoney-Financial Acumen + Goodoney-Financial Acumen + Good “ “MMarketing” Instincts + Stellar arketing” Instincts + Stellar PPeopleeople + + RResilienceesilience (The “fab five”: What. (The “fab five”: What. Every. Small. Biz. Needs.) (Big too.)Every. Small. Biz. Needs.) (Big too.)197. Core Mechanism (“Game-changing197. Core Mechanism (“Game-changing Solutions”): PSF (Professional ServiceSolutions”): PSF (Professional Service Firm “model”) + Wow! ProjectsFirm “model”) + Wow! Projects (“Different” vs “Better”) + Brand You (“Different” vs “Better”) + Brand You (“Distinct” or “Extinct”) (“Distinct” or “Extinct”)198. 2011/2016 has already happened.198. 2011/2016 has already happened. Find it.Find it.
199. 199. Kids “know” kids. Oldies “know” oldies.Kids “know” kids. Oldies “know” oldies. Women “know” women. Women “know” women. (Staff (Staff accordingly.)accordingly.)200. 200. Everybody is my customer.Everybody is my customer.201. 201. Cosset “vendors.”Cosset “vendors.”202. I want to run a Housekeeping department.202. I want to run a Housekeeping department. (And you?) (And you?)203. The military doesn’t follow the “military203. The military doesn’t follow the “military model.” (Initiative = Excellence.) model.” (Initiative = Excellence.)204. 204. No such thing as “going to absurd lengths”No such thing as “going to absurd lengths” to serve the Customer. to serve the Customer. (HSM & (HSM & Lefties.)Lefties.)205. Forget the “customer.” All = “Clients.”205. Forget the “customer.” All = “Clients.”206. It takes decades to get over “sleights.” 206. It takes decades to get over “sleights.” (So don’t sleight.) (So don’t sleight.)207. Don’t “dumb down.” Ever.207. Don’t “dumb down.” Ever.
208.208. NO LESS THANNO LESS THAN EXCELLENCE.EXCELLENCE. EVER. EVER.209.209. EXCELLENCE.EXCELLENCE. ALWAYS. ALWAYS.
Work In Progress
XXX. One size fits. One. Only. (Evaluations. Period.)XXX. One size fits. One. Only. (Evaluations. Period.)XXX. Teaching. Individualized. Only. (6 billion people =XXX. Teaching. Individualized. Only. (6 billion people = 6 billion learning trajectories.) (Montessori.) 6 billion learning trajectories.) (Montessori.)XXX. First impression. Matters. Shapes all that comes.XXX. First impression. Matters. Shapes all that comes. Hard to overcome. (Understatement.) Hard to overcome. (Understatement.)XXX. Jerks. Don’t work with. (Life = Too short.)XXX. Jerks. Don’t work with. (Life = Too short.)XXX. Manage [the hell out of] first impressions.XXX. Manage [the hell out of] first impressions.XXX. Last impression. Matters. Dominates memory.XXX. Last impression. Matters. Dominates memory. Hard to overcome. (Understatement.) Hard to overcome. (Understatement.)XXX. Manage [the hell out of] last impressions.XXX. Manage [the hell out of] last impressions.XXX. Plain English.XXX. Plain English.XXX. K.I.S.S. (450/8.)XXX. K.I.S.S. (450/8.)XXX. $798. $55,000,000,000. 3,000,000,000. XXX. $798. $55,000,000,000. 3,000,000,000. 7AM-7PM. 6:15AM. 7AM-7PM. 6:15AM.XXX. Donnelly Weatherstrip rules.XXX. Donnelly Weatherstrip rules.XXX. Managers do things right. Leaders do theXXX. Managers do things right. Leaders do the right thing. NOT. right thing. NOT.
ONE WORD+ONE WORD+
ONE WORD+
Drill more wellsDrill more wellsR.F.A.R.F.A.
AccountabilityAccountabilityRealismRealism
DecentralizationDecentralizationExecutionExecution
Action biasAction biasMost mistakes winsMost mistakes wins
6:15am6:15amEnergyEnergy
EnthusiasmEnthusiasmDo>PlanDo>Plan
Act>ThinkAct>ThinkBehavior>AttitudeBehavior>Attitude
PassionPassion
ONE WORD+
5 min/5,000 miles5 min/5,000 milesWomenWomenDecencyDecency
GraceGraceInnovate or DieInnovate or Die
Re-imagineRe-imagineFight irrelevanceFight irrelevance
Just Do ItJust Do ItCare (You Must)Care (You Must)
Flowers (Say It With)Flowers (Say It With)I’m sorryI’m sorry
Thank YouThank YouInsanely GreatInsanely Great
SilenceSilence2-cent candy2-cent candy
ONE WORD+
EmotionEmotionIntuitionIntuition
SellSellO.O.D.A.O.O.D.A.IntegrityIntegrity
WeirdWeirdAppreciateAppreciateCelebrateCelebrateRespectRespectListenListen
WanderWanderCalendar rulesCalendar rules
Calendar doesn’t lieCalendar doesn’t lie““To don’tTo don’t
Max priorities = 3Max priorities = 3
ONE WORD+
Gasp-worthyGasp-worthyInsanely greatInsanely great
Different>betterDifferent>betterImpact>longevityImpact>longevity
Dramatic DifferenceDramatic DifferenceOnly ones do what we doOnly ones do what we do
SmileSmile$798$7987-7-77-7-7
Design rulesDesign rulesBeautiful SystemsBeautiful Systems
450/8450/8VP S.O.U.B.VP S.O.U.B.
Women buy allWomen buy allWomen lead betterWomen lead better
ONE WORD+
MBWAMBWAWhy?Why?PSFPSF
Wow!Wow!! (red)! (red)
Buy a MirrorBuy a MirrorKnow thyselfKnow thyself
InviteInviteQuestQuest
AdventureAdventureTalentTalent
Brand YouBrand YouLovemarkLovemark
ExperienceExperienceDreamketingDreamketing
ONE WORD+
Boomers-geezers own allBoomers-geezers own all2.6/212.6/21
25252525
3,000,000,0003,000,000,000(900,000,000)(900,000,000)
26 minutes26 minutes43 hours43 hours
Perception Is All There IsPerception Is All There IsEnthusiasm: The Ultimate VirusEnthusiasm: The Ultimate Virus
For Starbucks …For Starbucks …
The Cup The Cup Challenge*Challenge*
Tom Peters/1107.2006
*Potential Quotes for Cups
!!
Enthusiasm!Enthusiasm! The Ultimate The Ultimate
Virus!Virus!
Re-imagine! Re-imagine! Re-do! Re-do! Re-vise!Re-vise!
Re-vo-lu-tion!Re-vo-lu-tion!
““Passion!”Passion!”““Energy!”Energy!”
““Enthusiasm!”Enthusiasm!”
““Passion! Energy! Enthusiasm!”Passion! Energy! Enthusiasm!”"Enthusiasm! Enthusiasm! Enthusiasm!""Enthusiasm! Enthusiasm! Enthusiasm!"
"Enthusiasm Moves Mountains!""Enthusiasm Moves Mountains!" "Nothing Matches Enthusiasm as a 'Motivator'!""Nothing Matches Enthusiasm as a 'Motivator'!"
““Technicolor Times Demand Technicolor Technicolor Times Demand Technicolor Actions”Actions”
““Technicolor Times Demand Technicolor People”Technicolor Times Demand Technicolor People”““Wow. Now.”Wow. Now.”
““Re-imagine!”Re-imagine!”““Re-imagine! Re-do! Re-vise! Re-vo-lu-tion!”Re-imagine! Re-do! Re-vise! Re-vo-lu-tion!”
Excellence.Excellence.Always.Always.
““No Less No Less ThanThan
Excellence.Excellence. Ever.”Ever.”
No No Excellence.Excellence. no excuse.no excuse.
"Respect!""Respect!"““Leaders ‘Do’ People. Period.”Leaders ‘Do’ People. Period.”
““Credibility. Asset No. 1.”Credibility. Asset No. 1.”““Tell the Truth.”Tell the Truth.”
““Truth Wins.”Truth Wins.”““Challenge. Challenge. Challenge.”Challenge. Challenge. Challenge.”
““Two Big Goals. Tops.”Two Big Goals. Tops.”““Focus. Your Calendar Never Lies”Focus. Your Calendar Never Lies”
““Good Story. Good Leader.”Good Story. Good Leader.”““Best Story Wins.”Best Story Wins.”““Live the Story.”Live the Story.”
““Change the World. Accept Nothing Less.”Change the World. Accept Nothing Less.” "Dream!""Dream!"
““Dream. The Only Worthwhile Reality.”Dream. The Only Worthwhile Reality.”““Beware Those Who Agree With You”Beware Those Who Agree With You”
““Seek Dissidents. Nurture Dissidents. Cherish Dissidents”Seek Dissidents. Nurture Dissidents. Cherish Dissidents”
Do.Do.
Do.Do.
Do.Do.
Do. Do. Do. Do.
Do. Do. Do. Do. Do.Do.
Do. Do.
Do. Do.
Do.Do.
DoDo..
try it. Try it. Try it. try it. Try it. Try it. Try Try it. it. Try it.Try it. Try it. Try it. Try it. Try it. Try it. Try it. TryTry itit.. Try it. Try Try it. Try it. Try it. Try it. Try it. it. Try it. Try it. Try it. Try it. Try it. Try it. Try it. trytry itit.. Try Try it. Try it. try it. it. Try it. try it. Try it.Try it. TryTry itit.. Try it. Try it. Try Try it. Try it. Try
it.it.
iMplementationiMplementation … … The “last The “last
98%”98%”
Do it.Do it.Now.Now.
start.start.Now.Now.
Most. Most. Relentless. Relentless.
wins.wins.
““Excellence!”Excellence!”““Demand Excellence!”Demand Excellence!”
““Demand Excellence. The Greatest Demand Excellence. The Greatest Gift.”Gift.”
““Excellence, Life’s Gold Standard” Excellence, Life’s Gold Standard” ““Stop Talking! Start Doing!”Stop Talking! Start Doing!”““Execute. Execute. Execute.”Execute. Execute. Execute.”
“‘“‘Good Execution’ Beats ‘Good Good Execution’ Beats ‘Good Strategy’”Strategy’”
““Agility Trumps Size”Agility Trumps Size” "Women make the best bosses!""Women make the best bosses!"
““Women Rule. Believe It.”Women Rule. Believe It.” "You must care!""You must care!"
““Listen.”Listen.”““Ask. ‘Why?’”Ask. ‘Why?’”
distinct.distinct.Or …Or …
Extinct.Extinct.
2007.2007.Self-reliance.Self-reliance.
No option.No option.
2007.2007.Excellence.Excellence.No option.No option.
Excellence.Excellence.Not optional.Not optional.
it’s a …it’s a … “ “brand brand
you” world.you” world.
“‘“‘Me Too’ Me Too’ ==
‘‘Me Me Dead’”Dead’”
“‘“‘Different’ beats ‘Better.’”Different’ beats ‘Better.’”“‘“‘Distinct’ or ‘Extinct.’”Distinct’ or ‘Extinct.’”
““Innovate or Die”Innovate or Die”“‘“‘Me Too’ = ‘Me Dead’”Me Too’ = ‘Me Dead’”
““Talent Time!”Talent Time!”““Best Talent Wins.”Best Talent Wins.”““Best Roster Wins.Best Roster Wins.
““Moderation Fails in Immoderate Moderation Fails in Immoderate Times”Times”
““Moderation Moderation Fails in Fails in
Immoderate Immoderate Times”Times”
““freaks win in freaks win in freaky times.”freaky times.”
Seek Dissidents. Seek Dissidents. Nurture Nurture
Dissidents. Cherish Dissidents. Cherish Dissidents.Dissidents.
““best best talent talent wins.”wins.”
women = best leaders.women = best leaders.Women = biggest Women = biggest
market.market.Women = control Women = control
wealth.wealth.Women = rule.Women = rule.
Roir/return on Roir/return on investment in investment in relationshipsrelationships
Respect Respect = magic.= magic.
““thank thank you” = you” = magic.magic.
““thank thank you” = you” = magic magic
potion #1.potion #1.
Tom Peters’Tom Peters’
Action Action Chronicles.Chronicles.
EXCELLENCE. EXCELLENCE. ALWAYS.ALWAYS.
Think-Do.ACTION.base.0107.2007Think-Do.ACTION.base.0107.2007
Think!Think!vs.vs.
do!do!
“Never forget Never forget implementationimplementation , , boys. boys. In our work, it’s what I In our work, it’s what I
call the call the ‘‘last 98 last 98 percentpercent’’ of the client of the client puzzle.”puzzle.” —Al McDonald, former Managing
Director, McKinsey & Co, to a project team that included TP
The (Strange) Case of Peter Drucker & Michael Porter vs. The “Non-linearists”
HERBERT SIMON. HERBERT SIMON. (Administrative Behavior.) (Administrative Behavior.) JAMES MARCH. KARL WEICK. JAMES MARCH. KARL WEICK. (The (The
Social Psychology of Organizing.) Social Psychology of Organizing.) EUGENE WEBB. EUGENE WEBB. Henry MINTZBERG. Henry MINTZBERG. (The Rise and Fall of (The Rise and Fall of
Strategic Planning.)Strategic Planning.) JAMES UTTERBACK. JAMES UTTERBACK. THOMAS KUHN. THOMAS KUHN. (The Structure of Scientific (The Structure of Scientific
Revolutions.)Revolutions.) CHARLES LINDBLOM. CHARLES LINDBLOM. Daniel goleman. INNOVATION Daniel goleman. INNOVATION BIOGRAPHERS.*BIOGRAPHERS.* (*Transcontinental Railroad,
Electrification, Radio, Television, Containerization, DNA,
Computers, Military History, Etc.) MOST MOST POLITICAL SCIENTISTS. SILICON POLITICAL SCIENTISTS. SILICON
VALLEY. Etc.VALLEY. Etc.
“Linearist”: think!think!“Non-linearist”: do!do!
“Linearist”: Plan it!Plan it!“Non-linearist”: Try it!Try it!
“Linearist”:
hypothesize!hypothesize!“Non-linearist”:
experiment!experiment!
“Linearist”: failure = failure = unnecessaryunnecessary
“Non-linearist”:
failure = lifefailure = life
“Linearist”: a>b*a>b*“Non-linearist”: b>a**b>a**
*Attitude shapes behavior**Behavior shapes attitude
“Linearist”: deliberate!*deliberate!*
“Non-linearist”: relentless!relentless!****
* “Do it right the first time” (Hero: Phil Crosby) * “Do it right the first time” (Hero: Phil Crosby) **Never retreat (Hero: U.S. Grant)**Never retreat (Hero: U.S. Grant)
“Linearist”: logical!logical!“Non-linearist”:
passionate!passionate!
“Linearist”: give me give me genius!genius!
“Non-linearist”: give give me luck!me luck!
“Linearist”: spotless spotless academic academic record!record!
“Non-linearist”: a.d.d.a.d.d.
“Linearist”:
measured pace!measured pace!“Non-linearist”:
Tempo! Tempo! Tempo! Tempo! Tempo!Tempo!
“Linearist”: think! Plan! think! Plan! (r.(r.a.a.f.*)f.*)
“Non-linearist”: Try it! Try it! Screw it up! Fix it! Screw it up! Fix it!
Try it again! Try it again! (r.(r.f.f.a.**) a.**)
*Ready. *Ready. Aim.Aim. Fire. Fire.**ready. **ready. Fire.Fire. Aim. (Or, circa 2006: Aim. (Or, circa 2006: fire. Fire. Fire.fire. Fire. Fire.))
Cheap Shot
“Linearist”: minimize minimize cost.cost.
“Non-linearist”: maximize maximize revenue.revenue.
“Linearist”: marketing marketing rules.rules.
“Non-linearist”: sales sales rules.rules.
“Linearist”
Background: Background: planning, marketing planning, marketing
& finance.& finance.“Non-linearist”
background:background: sales & operations. sales & operations.
“Linearist”
likes: ideas.likes: ideas.“Non-linearist”
likes: people.likes: people.
“Linearist”
likes: parts.likes: parts.“Non-linearist”
likes: wholes.likes: wholes.
“Linearist”
office: walls.office: walls.“Non-linearist”
office: none.office: none.
“Linearist”
style: meetings.style: meetings.“Non-linearist”
style: m.b.w.a.* style: m.b.w.a.* *Managing by wandering around*Managing by wandering around
“Linearist”
reads: michael porter. reads: michael porter. Peter drucker.*Peter drucker.*
“Non-linearist”
reads: waterman & reads: waterman & peters.peters. Tom clancy.** Tom clancy.**
*Michael & peter*Michael & peter**Bob & tom & tom**Bob & tom & tom
“Linearist”
reads: michael porter. reads: michael porter. Peter drucker.Peter drucker.
“Non-linearist”
reads: doesn’treads: doesn’t
“Linearist”
preferred baseball preferred baseball score: 1-0.score: 1-0.
“Non-linearist”
preferred baseball preferred baseball score: 11-9.score: 11-9.
“Linearist”
preferred football preferred football score: 7-0.score: 7-0.
“Non-linearist”
preferred football preferred football score: 41-38.score: 41-38.
“Linearist”
criminal record: criminal record: none.none.
“Non-linearist”
criminal record: criminal record: disorderly conduct.disorderly conduct.Chronic jaywalking.Chronic jaywalking.
“Linearist”
drives: lincoln town drives: lincoln town car. Ford explorer car. Ford explorer
(weekends).(weekends).
“Non-linearist”
drives: bmw. Harley-drives: bmw. Harley-davidson davidson (weekends).(weekends).
The (Strange) Case of Peter Drucker & Michael Porter vs. The “Non-linearists”
HERBERT SIMON. HERBERT SIMON. (Administrative Behavior.) (Administrative Behavior.) JAMES MARCH. KARL WEICK. JAMES MARCH. KARL WEICK. (The (The
Social Psychology of Organizing.) Social Psychology of Organizing.) EUGENE WEBB. EUGENE WEBB. Henry MINTZBERG. Henry MINTZBERG. (The Rise and Fall of (The Rise and Fall of
Strategic Planning.)Strategic Planning.) JAMES UTTERBACK. JAMES UTTERBACK. THOMAS KUHN. THOMAS KUHN. (The Structure of Scientific (The Structure of Scientific
Revolutions.)Revolutions.) CHARLES LINDBLOM. CHARLES LINDBLOM. Daniel goleman. INNOVATION Daniel goleman. INNOVATION BIOGRAPHERS.*BIOGRAPHERS.* (*Transcontinental Railroad,
Electrification, Radio, Television, Containerization, DNA,
Computers, Military History, Etc.) MOST MOST POLITICAL SCIENTISTS. SILICON POLITICAL SCIENTISTS. SILICON
VALLEY. Etc.VALLEY. Etc.
do!do!AddenduAddendu
m!m!
““Action is the Action is the foundational foundational
key of all key of all success.”success.” —Picasso—Picasso
Translating PicassoTranslating Picasso
““Doing Doing somethingsomething is the key to is the key to
getting something getting something done.”done.” —TP (Co-author, In Search of
Excellence, first “Basic”: “A BIAS FOR ACTION”“A BIAS FOR ACTION”)
““The secret to having The secret to having good ideas is to have good ideas is to have a lot of ideas, then a lot of ideas, then throw the bad ones throw the bad ones
away.”away.” —Linus Pauling
““The secret of The secret of getting getting aheadahead
is getting is getting startedstarted.”.” ——Agatha ChristieAgatha Christie
““Intelligent people Intelligent people can always come up can always come up
with intelligent with intelligent reasons to do reasons to do nothing.”nothing.” —Scott Simon—Scott Simon
EXEXCELLE CELLE ALWALWAYSAYS..
GE (more or less):
The Sales122:The Sales122: 122 Ridiculously 122 Ridiculously Obvious Thoughts Obvious Thoughts About Selling StuffAbout Selling Stuff
Tom Peters/0402.2006
This list was first prepared for This list was first prepared for GE EnergyGE Energy sales & marketing people in January. It sales & marketing people in January. It
started with a half-dozen items, and grew started with a half-dozen items, and grew like Topsy. Possibly, given its origins, it’s a like Topsy. Possibly, given its origins, it’s a little tilted toward complex, engineering-little tilted toward complex, engineering-
based sales. In any event, it makes a perfect based sales. In any event, it makes a perfect companion to “The Irreducibles209.” This, companion to “The Irreducibles209.” This, too, is effectively a list of “irreducibles.”too, is effectively a list of “irreducibles.”
Tom PetersTom Peters
1. “Strategy” overrated, simply “doin’ stuff” underrated. See 1. “Strategy” overrated, simply “doin’ stuff” underrated. See Kelleher and Bossidy: “We have a ‘strategic plan,’ it’s called Kelleher and Bossidy: “We have a ‘strategic plan,’ it’s called doing things.”—Herb Kelleher. “Execution is a systematic doing things.”—Herb Kelleher. “Execution is a systematic process of rigorously discussing hows and whats, tenaciously process of rigorously discussing hows and whats, tenaciously following through, and ensuring accountability.” —Larry following through, and ensuring accountability.” —Larry Bossidy & Ram CharanBossidy & Ram Charan/ Execution: The Discipline of Getting / Execution: The Discipline of Getting Things DoneThings Done. Action has its own logic—ask Genghis Khan, . Action has its own logic—ask Genghis Khan, Rommel, COL John Boyd, U.S. Grant, Patton, W.T. Sherman.Rommel, COL John Boyd, U.S. Grant, Patton, W.T. Sherman.2. What are you personally great at? (Key word: “great.”) Play 2. What are you personally great at? (Key word: “great.”) Play to strengths! “Distinct or Extinct.” You should aim to be to strengths! “Distinct or Extinct.” You should aim to be “outrageously good”/B.I.W. at a niche area (or more).“outrageously good”/B.I.W. at a niche area (or more).3. Are you a “personality,” a de facto “brand” in the industry? 3. Are you a “personality,” a de facto “brand” in the industry? The Dr Phil of ...The Dr Phil of ...4. Opportunism (with a little forethought) mostly wins. 4. Opportunism (with a little forethought) mostly wins. (“Successful people are the ones who are good at Plan B.”)(“Successful people are the ones who are good at Plan B.”)5. Little starts can lead to big wins. Most true winners—think 5. Little starts can lead to big wins. Most true winners—think search & Google—start as something small. Many big deals—search & Google—start as something small. Many big deals—Disney & Pixar—could have been done as little-er deals if Disney & Pixar—could have been done as little-er deals if you’d had the guts to jump before the value became obvious.you’d had the guts to jump before the value became obvious.
“Everyone lives Everyone lives by selling by selling
something.”something.”—Robert Louis Stevenson
6. Non-obvious targets have great potential. Among many 6. Non-obvious targets have great potential. Among many other things, everybody goes after the obvious ones. Also, other things, everybody goes after the obvious ones. Also, the “non-obvious” are often good Partners for technology the “non-obvious” are often good Partners for technology experiments.experiments.7. The best relationships are often (usually?) not “top to 7. The best relationships are often (usually?) not “top to top”! (Often the best: hungry division GMs eager to make a top”! (Often the best: hungry division GMs eager to make a mark.)mark.)8. IT’S RELATIONSHIPS, STUPID—DEEP AND FROM MULTIPLE 8. IT’S RELATIONSHIPS, STUPID—DEEP AND FROM MULTIPLE FUNCTIONS.FUNCTIONS.9. In any public-sector business, you must become an avid 9. In any public-sector business, you must become an avid student of “the politics,” the incentives and constraints, student of “the politics,” the incentives and constraints, mostly non-economic, facing all of the players. Politicians mostly non-economic, facing all of the players. Politicians are usually incredibly logical—if you (deeply!) understand are usually incredibly logical—if you (deeply!) understand the matrix in which they exist.the matrix in which they exist.10. Relationships from 10. Relationships from withinwithin our firm are as important— our firm are as important—often often moremore important—as those from outside—again broad is important—as those from outside—again broad is as important as deep. Allies—avid supporters!—within and as important as deep. Allies—avid supporters!—within and from from non-obvious placesnon-obvious places may be more important than may be more important than relationships at the Client organization. Goal: an “insanely relationships at the Client organization. Goal: an “insanely unfair ‘market share’” of insiders’ time devoted to your unfair ‘market share’” of insiders’ time devoted to your projects!projects!
C(I)C(I)>>C(XC(X))
11. Interesting outsiders are essential to innovative proposal 11. Interesting outsiders are essential to innovative proposal and sales teams. An “exciting” sales-proposal team is as and sales teams. An “exciting” sales-proposal team is as important as a prestigious one.important as a prestigious one.12. Is the proposal-sales team weird enough—weirdos come 12. Is the proposal-sales team weird enough—weirdos come up with the most interesting, game-changer ideas. Period.up with the most interesting, game-changer ideas. Period.13. Lunch with at least one weirdo per month. (Goal: always 13. Lunch with at least one weirdo per month. (Goal: always on the prowl for interesting new stuff.)on the prowl for interesting new stuff.)14. Gratuitous comment: Lunches with good friends are 14. Gratuitous comment: Lunches with good friends are typically a waste of (professional) time. typically a waste of (professional) time. 15. Don’t short-change (time, money, depth) the proposal 15. Don’t short-change (time, money, depth) the proposal process. Miss one tiny nuance, one potential incentive that process. Miss one tiny nuance, one potential incentive that “makes my day” for a key Client player—and watch the “makes my day” for a key Client player—and watch the whole gig be torpedoed. whole gig be torpedoed. 16. “Sticking with it” sometimes pays, sometimes not—it 16. “Sticking with it” sometimes pays, sometimes not—it takes a lot of tries to forge the best path in. Sometimes you takes a lot of tries to forge the best path in. Sometimes you never do, after a literal lifetime. (Ah, life.)never do, after a literal lifetime. (Ah, life.)17. WOMEN ARE SIMPLY BETTER AT RELATIONSHIPS—don’t 17. WOMEN ARE SIMPLY BETTER AT RELATIONSHIPS—don’t get hung up—particularly in tech firms—on what industries-get hung up—particularly in tech firms—on what industries-countries “countries “women can’t do.” (Or some such bullshit.)women can’t do.” (Or some such bullshit.)
18. Work incessantly on your “story”—most economic value springs from a good story (think Perrier)! In sensitive public or quasi-public negotiations, a compelling story is of immense value—politics is about the tension among competing stories. (If you don’t believe me, ask Karl Rove or James Carville.) (“Storytelling is the core of culture.” —Branded Nation: The Marketing of Megachurch, College Inc., and Museumworld, James Twitchell)19. Call this 18A, or 18 repeat: Become a first-rate Storyteller! (“A key – perhaps the key – to leadership is the effective communication of a story.”—Howard Gardner, Leading Minds: An Anatomy of Leadership)20. Risk Assessment & Risk Management is more about stories than advanced math—i.e., brilliant scenario construction.21. Good listeners are good sales people. Period.22. Lousy listeners are lousy sales people. Period. 23. GREAT LISTENERS ARE GREAT SALES PEOPLE. (Listening “skills” are hard to learn and subject to immense effort in pursuit of Mastery. A virtuoso “listener” is as rare as a virtuoso cello player.) (“If you don’t listen, you don’t sell anything.”—Carolyn Marland/MD/Guardian Group)
24. Things that are funny to me (American) are often-mostly not 24. Things that are funny to me (American) are often-mostly not funny to those in other cultures. (Humor is as fine-edged as it funny to those in other cultures. (Humor is as fine-edged as it gets, and rarely travels.)gets, and rarely travels.)25. You don’t know Jack Squat about other peoples’ cultures—25. You don’t know Jack Squat about other peoples’ cultures—especially if you are a typically myopic American. (Like me.)especially if you are a typically myopic American. (Like me.)26. Are you a great interviewer? It’s a make or break skill. 26. Are you a great interviewer? It’s a make or break skill. (Think Barbara Walters’ skill at extracting unwanted truths from (Think Barbara Walters’ skill at extracting unwanted truths from pros in persona-protection ... in front of 10s of millions of pros in persona-protection ... in front of 10s of millions of people.people.27. Are you a great (not merely “good”) presenter? Mastering 27. Are you a great (not merely “good”) presenter? Mastering presentation skills is a life’s work—with stupendous payoff.presentation skills is a life’s work—with stupendous payoff.28. Work like hell on the Big 2: LISTENING/INTERVIEWING, 28. Work like hell on the Big 2: LISTENING/INTERVIEWING, PRESENTING. These are “the essence of [sales] life”—and PRESENTING. These are “the essence of [sales] life”—and usually picked-up in an amateurish fashion. Mistake! (Become a usually picked-up in an amateurish fashion. Mistake! (Become a “professional student” of these two areas, achieve Mastery.)“professional student” of these two areas, achieve Mastery.)29. Are you good at flowers? Think: 29. Are you good at flowers? Think: FLOWER POWERFLOWER POWER! (see ! (see Harvey Mackay’s “Mackay 66”—what you should know about a Harvey Mackay’s “Mackay 66”—what you should know about a Client; e.g., birthdays & anniversaries.) (My “flowers budget” is Client; e.g., birthdays & anniversaries.) (My “flowers budget” is out of control. Hooray for me.)out of control. Hooray for me.)30. You can’t do it all—be clear at what you are good at, bad at, 30. You can’t do it all—be clear at what you are good at, bad at, indifferent at. Hubris sucks.indifferent at. Hubris sucks.
FFLLOOWWEERRPPOOWWEERR
31. The point is not to “prove yourself.” (That’s ego-talk.) Let 31. The point is not to “prove yourself.” (That’s ego-talk.) Let the best person present to the Client—perhaps a “lower level” the best person present to the Client—perhaps a “lower level” geek. (“Control freaks” get their just desserts in the long haulgeek. (“Control freaks” get their just desserts in the long haul—or sooner.)—or sooner.)32. The numbers will more or less take care of themselves over 32. The numbers will more or less take care of themselves over the long haul—the long haul—ifif the relationship/s is/are solid gold. the relationship/s is/are solid gold.33. The Gold Standard in selling: INDISPENSABLE to the Client. 33. The Gold Standard in selling: INDISPENSABLE to the Client. No other goal is worthy.No other goal is worthy.34. Never stop growing-broadening-deepening the relationship. 34. Never stop growing-broadening-deepening the relationship. The key to “indispensability” is to get the Client more and The key to “indispensability” is to get the Client more and more … and more … and then more … imbedded in “our” web. more … and more … and then more … imbedded in “our” web. Hence the so-called “selling process” is only the first step!Hence the so-called “selling process” is only the first step!35. USE THE WORD “WE” … CONSTANTLY & RELIGIOUSLY! (E.g.: 35. USE THE WORD “WE” … CONSTANTLY & RELIGIOUSLY! (E.g.: “We”—the Client & me—“are going to change the world with “We”—the Client & me—“are going to change the world with this service.”)this service.”)36. Don’t waste your time on jerks—it’ll rarely work out in the 36. Don’t waste your time on jerks—it’ll rarely work out in the mid- to long-term.mid- to long-term.37. Genius is walking away from lousy “scores” (deals)—and 37. Genius is walking away from lousy “scores” (deals)—and accepting the attendant heat. Big Business is the premier home accepting the attendant heat. Big Business is the premier home to Big Egos overpaying by a factor of 2 to 22 with billion$$$$ at to Big Egos overpaying by a factor of 2 to 22 with billion$$$$ at stake. (Think Jerry Levin and AOL Time Warner.)stake. (Think Jerry Levin and AOL Time Warner.)
““If you don’tIf you don’t listen,listen,
youyou don’t selldon’t sellanything.”anything.”
—Carolyn Marland/Managing Director/
Guardian Group
38. You haven’t a clue as to how this situation will actually play 38. You haven’t a clue as to how this situation will actually play out—be prepared to move fast in a different direction.out—be prepared to move fast in a different direction.39. Keep your word.39. Keep your word.40. KEEP YOUR WORD.40. KEEP YOUR WORD.41. Underpromise (i.e., don’t over-promise; i.e., cut yourself a 41. Underpromise (i.e., don’t over-promise; i.e., cut yourself a little slack) even if it costs you business—winning is a long-term little slack) even if it costs you business—winning is a long-term affair. Over-promising is Sign #1 of a lack of integrity. You affair. Over-promising is Sign #1 of a lack of integrity. You willwill pay the piper. pay the piper. 42. There is such a thing as a “good loss”—if you’ve tested 42. There is such a thing as a “good loss”—if you’ve tested something new and developed good relationships. A half-dozen something new and developed good relationships. A half-dozen honorable, ingenious losses over a two-year period can pave the honorable, ingenious losses over a two-year period can pave the way for a Big Victory in a New Space in year 3.way for a Big Victory in a New Space in year 3.43. It’s a competitive world out there. New, innovative products 43. It’s a competitive world out there. New, innovative products are harder to sell than old stand-bys. Nonetheless, you will be a are harder to sell than old stand-bys. Nonetheless, you will be a long-term star to the extent that you are willing to push the long-term star to the extent that you are willing to push the harder-to-sell-at-the-moment Innovative Products that cement harder-to-sell-at-the-moment Innovative Products that cement long-term Client success (Indispensability!) —even if it means a long-term Client success (Indispensability!) —even if it means a #s hit this quarter. PART OF YOUR JOB: #s hit this quarter. PART OF YOUR JOB: TAKE CLIENTS ON AN TAKE CLIENTS ON AN ADVENTURE THAT PUTS THEM AHEAD OF THE GAME CALLEDADVENTURE THAT PUTS THEM AHEAD OF THE GAME CALLED (GAMECHANGING—hopefully) (GAMECHANGING—hopefully) COMPETITIVE ADVANTAGE!COMPETITIVE ADVANTAGE!
““You can make more You can make more friends in two months friends in two months by by becoming interested in becoming interested in other people other people than you than you
can in two years by can in two years by trying to get other trying to get other
people interested in people interested in you.”you.”
—Dale Carnegie
44. Think “legacy”—what the hell is all this really about for you 44. Think “legacy”—what the hell is all this really about for you and the world? (“Tell me, what is it you plan to do with your one and the world? (“Tell me, what is it you plan to do with your one wild and precious life?” wild and precious life?” —Mary Oliver)—Mary Oliver)45. THERE ARE NO “MODERATES” IN THE HISTORY BOOKS! 45. THERE ARE NO “MODERATES” IN THE HISTORY BOOKS! 46. Keep it simple! (Damn it!) No matter how “sophisticated” 46. Keep it simple! (Damn it!) No matter how “sophisticated” the product. If you can’t explain it in a phrase, a page, or to your the product. If you can’t explain it in a phrase, a page, or to your 14-year-old ... you haven’t got it right yet.14-year-old ... you haven’t got it right yet.47. Know more than the next guy. Homework pays. (of course 47. Know more than the next guy. Homework pays. (of course it’s obvious—but in my work it is too often honored in the it’s obvious—but in my work it is too often honored in the breach.)breach.)48. Regardless of project size, winning or losing invariably 48. Regardless of project size, winning or losing invariably hinges on a raft of “little stuff.” Little stuff is and always has hinges on a raft of “little stuff.” Little stuff is and always has been everything!!!!!!!!!!!!!!!!!!!!—or, “one man’s little stuff is been everything!!!!!!!!!!!!!!!!!!!!—or, “one man’s little stuff is another man’s 7.6 Richter deal-breaker.”another man’s 7.6 Richter deal-breaker.”49. In public settings in particular, face saving is all. When 49. In public settings in particular, face saving is all. When something changes, allow the other guy to come out looking like something changes, allow the other guy to come out looking like a winner, especially if he has lost. (Even if you must accept the a winner, especially if he has lost. (Even if you must accept the egg on your face—he will always remember you!)egg on your face—he will always remember you!)50. Don’t hold grudges. (It is the ultimate in small mindedness—50. Don’t hold grudges. (It is the ultimate in small mindedness—and incredibly wasteful and ineffective. There’s always and incredibly wasteful and ineffective. There’s always tomorrow.)tomorrow.)
51.51. IT’S ALWAYS “THE POLITICS”— IT’S ALWAYS “THE POLITICS”—wee private-sector deal or wee private-sector deal or giant public sector deal. (Every player, small or large, is giant public sector deal. (Every player, small or large, is angling for something. Master the calculus of advantage.)angling for something. Master the calculus of advantage.)52. To beat the “turnover problem” in key Client posts amidst 52. To beat the “turnover problem” in key Client posts amidst long negotiations, invest outrageous amounts of time building long negotiations, invest outrageous amounts of time building a wide & deep set of relationships with mid-level (& lower!!) a wide & deep set of relationships with mid-level (& lower!!) “plodding” “careerists.” The invisible careerists are the “plodding” “careerists.” The invisible careerists are the bedrock upon which repeated success is built! (My “Capitol Hill bedrock upon which repeated success is built! (My “Capitol Hill Axiom”: It’s the 24-year-old LA who in the end briefs the Axiom”: It’s the 24-year-old LA who in the end briefs the Senator right before she goes to the Floor to vote.)Senator right before she goes to the Floor to vote.)53. Speaking of “she”: Gender differences are Enormous—53. Speaking of “she”: Gender differences are Enormous—dealing with a woman and dealing with a man are different dealing with a woman and dealing with a man are different kettles of fish—you must become an A+ student of gender kettles of fish—you must become an A+ student of gender differences. (E.g.: Men are typically more interested in the differences. (E.g.: Men are typically more interested in the short-term “score.” Women are more interested in the long-short-term “score.” Women are more interested in the long-term consequences.) term consequences.) 54. “LITTLE PEOPLE” OFTEN HAVE BIG FRIENDS.54. “LITTLE PEOPLE” OFTEN HAVE BIG FRIENDS.55. This is 55. This is notnot war, damn it. All parties can win (or not lose, war, damn it. All parties can win (or not lose, anyway). And losing bidders can walk away from a deal with anyway). And losing bidders can walk away from a deal with increased respect for you and your team.increased respect for you and your team.
56. Never, ever dump on a competitor—the Tom Watson IBM 56. Never, ever dump on a competitor—the Tom Watson IBM glory-days mantra.glory-days mantra.57. Never forget the “Law of Cousins!” In developing nations 57. Never forget the “Law of Cousins!” In developing nations in particular, power brokers at all levels are at least cousins! in particular, power brokers at all levels are at least cousins! Consideration for a second cousin can pay off big time.Consideration for a second cousin can pay off big time.58. Speaking of “favors,” jail sucks.58. Speaking of “favors,” jail sucks.59. Work hard beats work smart. (Mostly.)59. Work hard beats work smart. (Mostly.)60. REPEAT: HE/SHE WHO HAS THE MOST-BEST 60. REPEAT: HE/SHE WHO HAS THE MOST-BEST RELATIONSHIPS WINS. RELATIONSHIPS ARE THE ESSENCE OF RELATIONSHIPS WINS. RELATIONSHIPS ARE THE ESSENCE OF THE WORK OF THE SALESPERSON. THE HARD ... AND LONG ... THE WORK OF THE SALESPERSON. THE HARD ... AND LONG ... WORK OF THE SALESPERSON. WORK OF THE SALESPERSON. 61. Mano v mano “hardball” is seldom the answer—end runs 61. Mano v mano “hardball” is seldom the answer—end runs based and patient multi-level relationship building via deeper-based and patient multi-level relationship building via deeper-wider networks win. wider networks win. 62. If the deal is wired from below, truly wired, than the so-62. If the deal is wired from below, truly wired, than the so-called “big negotiations” are essentially irrelevant.called “big negotiations” are essentially irrelevant.63. If 63. If everyevery quarter is a “little better” than the prior quarter— quarter is a “little better” than the prior quarter—then you are not taking any serious risks. then you are not taking any serious risks. 64. Phones beat email. 64. Phones beat email.
““Nothing is Nothing is soso
contagious ascontagious asenthusiasm.enthusiasm.””
—Samuel Taylor Coleridge
65. A THREE-MINUTE CALL TODAY CAN AVOID A GAME-LOSER OF 65. A THREE-MINUTE CALL TODAY CAN AVOID A GAME-LOSER OF A FIASCO NEXT MONTH. There was A FIASCO NEXT MONTH. There was alwaysalways a time when a little a time when a little thing could have been addressed that headed off a subsequent thing could have been addressed that headed off a subsequent big thing. As to avoiding that call, didn’t someone say, “Pride big thing. As to avoiding that call, didn’t someone say, “Pride goeth before the fall”?goeth before the fall”?66. Be hyper-organized about relationship management—you 66. Be hyper-organized about relationship management—you are in the anthropology business. Study the great pols! Brilliant are in the anthropology business. Study the great pols! Brilliant NRM (network relationship management) is not accidental! It is NRM (network relationship management) is not accidental! It is not catch-as-catch can. (Football analogies are cute—but deep not catch-as-catch can. (Football analogies are cute—but deep political understanding pays the private-school tuition.)political understanding pays the private-school tuition.)67. Obsess on ROIR (Return On Investment In Relationships).67. Obsess on ROIR (Return On Investment In Relationships).68. “THANK YOU” NOTES: World’s highest-return investment!!68. “THANK YOU” NOTES: World’s highest-return investment!!69. The way to anyone’s heart: Doing a nice thing for their kid. 69. The way to anyone’s heart: Doing a nice thing for their kid. (But, gawd, does this take a gentle touch.)(But, gawd, does this take a gentle touch.)70. Scoring off other people is stupid. Winners are always in 70. Scoring off other people is stupid. Winners are always in the business of creating the maximum # of winners—among the business of creating the maximum # of winners—among adversaries at least as much as among “partners.”adversaries at least as much as among “partners.”71. Your colleagues’ successes are your successes. Period. 71. Your colleagues’ successes are your successes. Period. (Trust me, my greatest personal success—financially as well as (Trust me, my greatest personal success—financially as well as artistically—has been creating a bigger pond in which everyone artistically—has been creating a bigger pond in which everyone wins, even if my “market share” is down.)wins, even if my “market share” is down.)
72. Lend a helping hand, especially when you don’t have the 72. Lend a helping hand, especially when you don’t have the time. E.g. share relationships—the more you give away the time. E.g. share relationships—the more you give away the more you get in return (just like they say in church). more you get in return (just like they say in church). 73. Listen up: “It was much later that I realized Dad’s 73. Listen up: “It was much later that I realized Dad’s secret. He gained respect by giving it. He talked and secret. He gained respect by giving it. He talked and listened to the fourth-grade kids in Spring Valley who listened to the fourth-grade kids in Spring Valley who shined shoes the same way he talked and listened to a shined shoes the same way he talked and listened to a bishop or a college president. He was seriously interested in bishop or a college president. He was seriously interested in who you were and what you had to say.”who you were and what you had to say.” —Sara Lawrence-—Sara Lawrence-Lightfoot, Lightfoot, Respect. Respect. (I.e., Respect is Cool.)(I.e., Respect is Cool.)74. Mentoring is a thrill—74. Mentoring is a thrill—and and the practical payoff is the practical payoff is enormous. The best mentors have the whole world working enormous. The best mentors have the whole world working its buns off for them!its buns off for them!75. Hire for enthusiasm. Promote for enthusiasm. Cherish 75. Hire for enthusiasm. Promote for enthusiasm. Cherish enthusiasm. REMOVE NON-ENTHUSIASTS—THEY ARE enthusiasm. REMOVE NON-ENTHUSIASTS—THEY ARE CANCERS. (“Nothing is so contagious as enthusiasm.”—CANCERS. (“Nothing is so contagious as enthusiasm.”—Samuel Taylor Coleridge. “A man without a smiling face Samuel Taylor Coleridge. “A man without a smiling face must not open a shop.”—Chinese Proverb.)must not open a shop.”—Chinese Proverb.)76. IT’S 76. IT’S ALWAYSALWAYS YOUR PROBLEM—you sold it to them. YOUR PROBLEM—you sold it to them.
77. It’s never over: While there may be an excellent service 77. It’s never over: While there may be an excellent service activity in your company, the “relationship” belongs to You! activity in your company, the “relationship” belongs to You! Hence the “aftersales” “moments of truth” are at least as—if Hence the “aftersales” “moments of truth” are at least as—if not more than*--important to the Continuing Relationship as not more than*--important to the Continuing Relationship as the sale “transaction” itself. (*I vote for “more than.”) You’ll the sale “transaction” itself. (*I vote for “more than.”) You’ll get your biggest “points” with the Client for being an get your biggest “points” with the Client for being an effective after-the-fact go-between with your company.effective after-the-fact go-between with your company.78. Don’t get too hung up on “systems integration”—first & 78. Don’t get too hung up on “systems integration”—first & foremost, the individual bits have got to work.foremost, the individual bits have got to work.79. For God’s sake don’t over promise on “systems 79. For God’s sake don’t over promise on “systems integration”—it’s nigh on impossible to deliver.integration”—it’s nigh on impossible to deliver.80. On the other hand … winners clamber Up the Value-added 80. On the other hand … winners clamber Up the Value-added Ladder, and offer ever so much more than “mere” product. Ladder, and offer ever so much more than “mere” product. ALL SUCCESSFUL SALES PEOPLE ARE IN THE “SOLUTIONS ALL SUCCESSFUL SALES PEOPLE ARE IN THE “SOLUTIONS BUSINESS”—no matter how jargony that may sound.BUSINESS”—no matter how jargony that may sound.
81. “Systems” / “Solutions” selling means grappling directly 81. “Systems” / “Solutions” selling means grappling directly with “culture change” in Client organizations. (“The business of with “culture change” in Client organizations. (“The business of selling is not just about matching viable solutions to the selling is not just about matching viable solutions to the customers that require them. It’s equally about managing the customers that require them. It’s equally about managing the change process the customer will need to go through to change process the customer will need to go through to implement the solution and achieve the value promised by the implement the solution and achieve the value promised by the solution”—Jeff Thull, solution”—Jeff Thull, The Prime Solution: Close the Value Gap, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex SaleIncrease Margins, and Win the Complex Sale) ) 82. Shit happens. That’s what they pay you for.82. Shit happens. That’s what they pay you for.83. This is not a “GE” or “Ben & Jerry’s” sale—it is a Joe 83. This is not a “GE” or “Ben & Jerry’s” sale—it is a Joe Jones/Jane Jones sale. YOU ARE THE “BRAND” THE CLIENT BUYSJones/Jane Jones sale. YOU ARE THE “BRAND” THE CLIENT BUYS—especially over the long haul.—especially over the long haul.84. Duh: You make money, the company makes money—on 84. Duh: You make money, the company makes money—on repeat business.repeat business.85. Master—yes, you—the “PR” Game. “Word of Mouth” is not 85. Master—yes, you—the “PR” Game. “Word of Mouth” is not accidental! You want Word of Mouth? Make it happen! accidental! You want Word of Mouth? Make it happen! 86. GOAL #1: MAKE YOUR CLIENT A HERO—YOU ARE NOT THERE 86. GOAL #1: MAKE YOUR CLIENT A HERO—YOU ARE NOT THERE TO GET CREDIT. (“Taking credit” is for egomaniacs. And losers.)TO GET CREDIT. (“Taking credit” is for egomaniacs. And losers.)87. “Decent margins,” over the mid- to long-term, are a product 87. “Decent margins,” over the mid- to long-term, are a product of better relationships, not better “negotiating skill.” (Mostly.)of better relationships, not better “negotiating skill.” (Mostly.)
““You can’t behaveYou can’t behavein a calm, rationalin a calm, rational
manner. You’ve gotmanner. You’ve got to be out there onto be out there on the lunatic fringe.”the lunatic fringe.”
—Jack Welch
88. In the immortal words of ex-GE Vice Chairman Larry 88. In the immortal words of ex-GE Vice Chairman Larry Bossidy, more or less, “Realism rocks.” (“Bullshit artist” and Bossidy, more or less, “Realism rocks.” (“Bullshit artist” and “great salesperson,” contrary to conventional wisdom, are “great salesperson,” contrary to conventional wisdom, are Diametric Opposites. “Truthteller” and Great Salesperson is Diametric Opposites. “Truthteller” and Great Salesperson is more like it.)more like it.)89. Be the first to tell the Client bad news (e.g., slipped 89. Be the first to tell the Client bad news (e.g., slipped delivery); his intelligence sources will tell him fast—you want to delivery); his intelligence sources will tell him fast—you want to be there first with your story and to enhance your rep as be there first with your story and to enhance your rep as Truthteller!Truthteller!90. Work like hell to get a reputation as a valued industry 90. Work like hell to get a reputation as a valued industry expert, to become an industry resource.expert, to become an industry resource.91. Work the Trade Association angle for all its worth—it may 91. Work the Trade Association angle for all its worth—it may take a decade to pay off—e.g., when you become an officer or take a decade to pay off—e.g., when you become an officer or are on an important panel or testify Before Congress.are on an important panel or testify Before Congress.92. PAY YOUR DUES IN THE CLIENT ORG AND IN YOUR OWN ORG!92. PAY YOUR DUES IN THE CLIENT ORG AND IN YOUR OWN ORG!93. It’s all bloody tactics.93. It’s all bloody tactics.94. You must ... LOVE .... the product! (Period.)94. You must ... LOVE .... the product! (Period.)95. YOU MUST LOVE THE PRODUCT!95. YOU MUST LOVE THE PRODUCT!96. Don’t over-schedule. “Running late” is inexcusable at any 96. Don’t over-schedule. “Running late” is inexcusable at any level of seniority; it is the ultimate mark of self-importance level of seniority; it is the ultimate mark of self-importance mixed with contempt.mixed with contempt.
97. Women are better salespeople. (See Addendum.)97. Women are better salespeople. (See Addendum.)98. Women alone understand Women.98. Women alone understand Women.99. Actually, Women by and large understand Men better than 99. Actually, Women by and large understand Men better than Men understand Men.Men understand Men.100.Women purchasers buy Stories and recommendations.100.Women purchasers buy Stories and recommendations.101. Women take longer to become Loyal purchasers, but then 101. Women take longer to become Loyal purchasers, but then stay Loyal.stay Loyal.102. Men buy Stats.102. Men buy Stats.103. Men decide fast, but are fickle.103. Men decide fast, but are fickle.104. Men & Women are … VERY, VERY … Different.104. Men & Women are … VERY, VERY … Different.105. Women buy most things. Consumer. Increasingly, 105. Women buy most things. Consumer. Increasingly, professional goods and services.professional goods and services.106. Women’s Market is Opportunity #1.106. Women’s Market is Opportunity #1.107. Boomers. Many, many. Lots & lots & lots of … $$$.107. Boomers. Many, many. Lots & lots & lots of … $$$.108. Boomers-Geezers are very different purchasers than those 108. Boomers-Geezers are very different purchasers than those in other categories.in other categories.
Women Rock … as Salespersons (From Item #97.)Women Rock … as Salespersons (From Item #97.)
And the answers are?And the answers are?
““TAKE THIS QUICK QUIZ: Who manages more things at TAKE THIS QUICK QUIZ: Who manages more things at once? once? Who puts more effort into their appearance?Who puts more effort into their appearance? Who usually takes care of the details? Who usually takes care of the details? Who finds it Who finds it easier to meet new people?easier to meet new people? Who asks more questions Who asks more questions in a conversation? in a conversation? Who is a better listener?Who is a better listener? Who has Who has more interest in communication skills? more interest in communication skills? Who is more Who is more inclined to get involved?inclined to get involved? Who encourages harmony Who encourages harmony and agreement? and agreement? Who has better intuition?Who has better intuition? Who Who works with a longer ‘to do’ list? works with a longer ‘to do’ list? Who enjoys a recap to Who enjoys a recap to the day’s events?the day’s events? Who is better at keeping in touch Who is better at keeping in touch with others?”with others?”
Source: Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell MenWomen Can Outsell Men, Nicki Joy & Susan Kane-Benson, Nicki Joy & Susan Kane-Benson
109. It takes time to get to know people. (DUH.)109. It takes time to get to know people. (DUH.)110. The very idea of “efficiency” in relationship 110. The very idea of “efficiency” in relationship development is ... STUPID.development is ... STUPID.111. MBWA (still) rules.111. MBWA (still) rules.112. “Preparing the soil” is the “first 98 percent.” (Or 112. “Preparing the soil” is the “first 98 percent.” (Or more.)more.)113. WORK THE PHONES!113. WORK THE PHONES!114. Rule 5K-5M: 5K miles for a 5-Minute meeting often 114. Rule 5K-5M: 5K miles for a 5-Minute meeting often makes sense. (Yes, often.) (Even with constrained travel makes sense. (Yes, often.) (Even with constrained travel budgets.) (Thanks, super-agent Mark McCormack.)budgets.) (Thanks, super-agent Mark McCormack.)115. Become a student! Study great salespeople! 115. Become a student! Study great salespeople! (Including Presidents.) (“Natural” is a little bit true—but (Including Presidents.) (“Natural” is a little bit true—but then Naturals are always the ones who study hardest—then Naturals are always the ones who study hardest—e.g., Jerry Rice.)e.g., Jerry Rice.)116. Become a student! Yes, you can study Relationship 116. Become a student! Yes, you can study Relationship Building. So, study … Building. So, study … 117. Beware complexifiers and complicators. (Truly 117. Beware complexifiers and complicators. (Truly “smart people” ... Simplify things.)“smart people” ... Simplify things.)
118. The smartest guy in the room rarely wins—alas, 118. The smartest guy in the room rarely wins—alas, he usually is aware he’s the smartest guy. (And he usually is aware he’s the smartest guy. (And needn’t waste his time on that “soft relationship needn’t waste his time on that “soft relationship crap.”)crap.”)119. Be kind. It works.119. Be kind. It works.120. Be especially kind when there are screw-ups. 120. Be especially kind when there are screw-ups. (There’s plenty of time later to Play the Great (There’s plenty of time later to Play the Great Accountability Game.)Accountability Game.)121. Presidents never tire of being treated like 121. Presidents never tire of being treated like Presidents.Presidents.
122.122. Luck matters. Luck matters. Good luck!Good luck!
Tom’sTom’s
60TIB60TIBss***TIB = This I Believe
Sixty for Sixty: Tom’s 60TIBs
The architect Bill Caudill was a contrarian. He pioneered the The architect Bill Caudill was a contrarian. He pioneered the idea of working intimately with clients to create spaces that idea of working intimately with clients to create spaces that
met their needs; this flew in the face of conventional wisdom, met their needs; this flew in the face of conventional wisdom, which held that the architect was pure artist, barely which held that the architect was pure artist, barely
deigning to make client contact. Caudill’s approach wasdeigning to make client contact. Caudill’s approach was wildly successful—so much so that today it’s become wildly successful—so much so that today it’s become
conventional wisdom.conventional wisdom.
Over the years Bill jotted notes on this and that, and began to Over the years Bill jotted notes on this and that, and began to organize them for his children. The title of his musings: This I organize them for his children. The title of his musings: This I
Believe. After Caudill’s death, his colleagues collected the Believe. After Caudill’s death, his colleagues collected the notes and published them. That is, notes and published them. That is, The TIBThe TIBss of Bill Caudill of Bill Caudill..
A sixtieth birthday is a monumental occasion, and I chose, A sixtieth birthday is a monumental occasion, and I chose, among other things, to give myself a present to mark the/my among other things, to give myself a present to mark the/my date in November 2002. I sat on a hill overlooking my farm date in November 2002. I sat on a hill overlooking my farm in Vermont, and scribbled down 60 thoughts, one for each in Vermont, and scribbled down 60 thoughts, one for each
year, that seemed to capture my professional and, to year, that seemed to capture my professional and, to some extent, my personal journey. Those thoughts—Tom’s some extent, my personal journey. Those thoughts—Tom’s
60TIBs—herewith.60TIBs—herewith.
1. TECHNICOLOR RULES!1. TECHNICOLOR RULES! (Passion Moves Mountains!) (Passion Moves Mountains!)2. Audacity Matters!2. Audacity Matters!3. Revolution Now!3. Revolution Now!4. Question Authority! (& Hire4. Question Authority! (& Hire Disrespectful People.) Disrespectful People.) 5. Disorganization Wins! (LOVE5. Disorganization Wins! (LOVE THE MESS!) THE MESS!)
6. Think 3M: Markets Matter Most. ONLY EXTREME6. Think 3M: Markets Matter Most. ONLY EXTREME COMPETITION STAVES OFF STALENESS. (You can COMPETITION STAVES OFF STALENESS. (You can take the boy out of Silicon Valley, but you can’t take take the boy out of Silicon Valley, but you can’t take Silicon Valley out of the boy!) Silicon Valley out of the boy!)7. Three Hearty Cheers for Weirdos. (Bill Gates, Steve7. Three Hearty Cheers for Weirdos. (Bill Gates, Steve Jobs, Larry Ellison, Scott McNealy, Craig Venter Jobs, Larry Ellison, Scott McNealy, Craig Venter et al.) et al.) 8. Message 2003: Technology Change (Info-sciences,8. Message 2003: Technology Change (Info-sciences, Biosciences) Is in Its Infancy! (WE AIN’T SEEN Biosciences) Is in Its Infancy! (WE AIN’T SEEN NOTHIN’ YET!) NOTHIN’ YET!)9. Everything Is Up For Grabs! Volatility Is Thy Name!9. Everything Is Up For Grabs! Volatility Is Thy Name! (Forever & Ever. Amen.) RE-INVENT … OR DIE! (Forever & Ever. Amen.) RE-INVENT … OR DIE! 10. Big Sucks. (Mostly.) (VERY Mostly.)10. Big Sucks. (Mostly.) (VERY Mostly.)
11. “Permanence” Is a Snare & a Delusion.11. “Permanence” Is a Snare & a Delusion. (Forget “Built to Last.” It’s Yesterday’s (Forget “Built to Last.” It’s Yesterday’s Idea.) Idea.)12. Kaizen” (Continuous Improvement) Is …12. Kaizen” (Continuous Improvement) Is … Dangerous.Dangerous.13. DESTRUCTION RULES!13. DESTRUCTION RULES!14. Forget It! (“Learning” = Easy. “Forgetting” =14. Forget It! (“Learning” = Easy. “Forgetting” = Nigh on Impossible.) Nigh on Impossible.) 15. Innovation Is Easy: Hang Out with Freaks.15. Innovation Is Easy: Hang Out with Freaks. (Employees, Board Members, Customers, (Employees, Board Members, Customers, Suppliers, Alliance Partners, Consultants.) Suppliers, Alliance Partners, Consultants.)
16. Boring Begets Boring. 16. Boring Begets Boring. (Cool Begets Cool.)(Cool Begets Cool.)17. Think “Portfolio.” (We’re All V.C.s.)17. Think “Portfolio.” (We’re All V.C.s.)18. Perception Is All There Is. (“Insiders” …18. Perception Is All There Is. (“Insiders” … ALWAYS … overestimate the Radicalism of ALWAYS … overestimate the Radicalism of What They’re Up To.) What They’re Up To.)19. Action … ALWAYS … Takes Precedence. 19. Action … ALWAYS … Takes Precedence. Think: R.F!A./Ready. Fire! Aim. (REWARD Think: R.F!A./Ready. Fire! Aim. (REWARD SUCCESS. REWARD FAILURE. PUNISH … SUCCESS. REWARD FAILURE. PUNISH … INACTION.) INACTION.) 20. 20. He Who Makes & Tests the Quickest &He Who Makes & Tests the Quickest & Coolest Prototypes Reigns! Coolest Prototypes Reigns!
21. Haste Makes Waste. (SO GO WASTE!)21. Haste Makes Waste. (SO GO WASTE!)22. Screw-ups are … 22. Screw-ups are … thethe … Mark of Excellence. … Mark of Excellence. (“Do It Right the First Time” Is a Very Stupid (“Do It Right the First Time” Is a Very Stupid Idea.) Idea.) 23. Play Hard! Play Now! (Cherish Play!)23. Play Hard! Play Now! (Cherish Play!)24. TALENT TIME! 24. TALENT TIME! (He/She Who Has the Best(He/She Who Has the Best “Roster” Rules!) “Roster” Rules!)25. Re-do Education. Totally. (FOSTER25. Re-do Education. Totally. (FOSTER CREATIVITY … NOT UNIFORMITY.) (THE CREATIVITY … NOT UNIFORMITY.) (THE NOISIEST CLASSROOM WINS.) NOISIEST CLASSROOM WINS.)
26. Diversity’s Hour Is Now!26. Diversity’s Hour Is Now!27. 27. SHE … Is the Best Leader!SHE … Is the Best Leader!28. MARKETING MANTRA: 28. MARKETING MANTRA: Embrace the “BIG THREE”Embrace the “BIG THREE” Demographics. Demographics. (1) SHE … is the Customer. (For (1) SHE … is the Customer. (For everything.) (2) Rapidly Aging Boomers Have … everything.) (2) Rapidly Aging Boomers Have … ALL THE MONEY. (3) Green … Matters. ALL THE MONEY. (3) Green … Matters. (TRILLIONS OF $$$$$ Are at Stake.) (NOBODY … (TRILLIONS OF $$$$$ Are at Stake.) (NOBODY … Gets It.) (Mere “Programs” Will Not Suffice.) Gets It.) (Mere “Programs” Will Not Suffice.)29. Re-boot Healthcare. (UNDERSTATEMENT.)29. Re-boot Healthcare. (UNDERSTATEMENT.)30. WHAT ARE WE SELLING? “Experiences” &30. WHAT ARE WE SELLING? “Experiences” & “Solutions” > “Quality” & “Satisfaction.” (The “Solutions” > “Quality” & “Satisfaction.” (The Traditional Value-added Equation Is Being Set on Traditional Value-added Equation Is Being Set on Its Ear.) Its Ear.)
31. DESIGN = New Seat of the Soul. 31. DESIGN = New Seat of the Soul. 32. Branding Is for … EVERYONE. He Who Has32. Branding Is for … EVERYONE. He Who Has the … BEST STORY … Takes Home the the … BEST STORY … Takes Home the Marbles. Marbles.33. 33. DRAMATIC DIFFERENCEDRAMATIC DIFFERENCE = Only Difference. = Only Difference.34. WORDS/Language Matters … a Lot. (E.g.:34. WORDS/Language Matters … a Lot. (E.g.: Three Hearty Cheers for “Wow”!) Three Hearty Cheers for “Wow”!)35. WHAT MATTERS IS STUFF THAT MATTERS.35. WHAT MATTERS IS STUFF THAT MATTERS. (Query #1: (Query #1: “Are You Proud of It?”)“Are You Proud of It?”)
36. eALL. (IS/IT: 36. eALL. (IS/IT: Half-way = No WayHalf-way = No Way.).)37. DREAM … Big! DREAM … Enormous.37. DREAM … Big! DREAM … Enormous. DREAM … Gargantuan. DREAM … Gargantuan. (These Are XXXL(These Are XXXL Times.) Times.)38. THINK MIKE! (Michelangelo: “The greatest38. THINK MIKE! (Michelangelo: “The greatest danger for most of us is not that our aim is danger for most of us is not that our aim is too high and we miss it, but that it is too low too high and we miss it, but that it is too low and we reach it.”) and we reach it.”)39. There Is Only … ONE BIG ISSUE. Cross-39. There Is Only … ONE BIG ISSUE. Cross- functional Communication. functional Communication.40. Stop Doing Dumb Shit. (SYSTEMATIZE THE40. Stop Doing Dumb Shit. (SYSTEMATIZE THE PROCESS OF “UN-DUMBING.”) PROCESS OF “UN-DUMBING.”)
41. Beautiful Systems Are … BEAUTIFUL.41. Beautiful Systems Are … BEAUTIFUL.42. The … WHITE-COLLAR REVOLUTION … Will42. The … WHITE-COLLAR REVOLUTION … Will Devour Everything in Its Path. Devour Everything in Its Path. 43. Take Charge of Your Destiny! BrandYou43. Take Charge of Your Destiny! BrandYou Moment! DISTINCT … OR EXTINCT! Moment! DISTINCT … OR EXTINCT!44. “Powerlessness” Is a State of Mind! Think:44. “Powerlessness” Is a State of Mind! Think: King. Gandhi. De Gaulle. King. Gandhi. De Gaulle.45. 45. Pursue Adventure … in Every Task.Pursue Adventure … in Every Task.
46. 46. EXCELLENCE … Is a State of Mind.EXCELLENCE … Is a State of Mind. (Excellence Takes a Minute.) (No Bull.) (Excellence Takes a Minute.) (No Bull.)47. 47. SHOW UP! SHOW UP! (If You Care, You’re There.)(If You Care, You’re There.)48. YOUR CALENDAR KNOWS ALL. 48. YOUR CALENDAR KNOWS ALL. (You =(You = Calendar.) Calendar.) (Mind Your “TO DON’T” List.) (Mind Your “TO DON’T” List.)49. LIFE IS SALES. (The Rest Is Details.)49. LIFE IS SALES. (The Rest Is Details.)50. Boss Mantra #1: “I DON’T KNOW.” (“I Don’t50. Boss Mantra #1: “I DON’T KNOW.” (“I Don’t Know” = Permission to Explore.) Know” = Permission to Explore.)
51. Management Role 1: GET OUT OF THE WAY.51. Management Role 1: GET OUT OF THE WAY. (Clear the Way.) (Clear the Way.) (“Manager” = Hurdle(“Manager” = Hurdle Removal Professional.) Removal Professional.)52. Epitaph from Hell: 52. Epitaph from Hell: “He Woulda Done Some“He Woulda Done Some Truly Cool Stuff … But His Boss Wouldn’t Truly Cool Stuff … But His Boss Wouldn’t Let Him.” Let Him.”53. Change Takes However Long You Think It53. Change Takes However Long You Think It Takes. (Eschew … “Incrementalism.”) Takes. (Eschew … “Incrementalism.”)54. 54. Respect!Respect! (Rule 1: Don’t Belittle!) (Rule 1: Don’t Belittle!)55. “Thank You” Trumps All!55. “Thank You” Trumps All!
56. Integrity Matters! 56. Integrity Matters! Integrity = Credibility.Integrity = Credibility. (Dennis K. Is a Jerk.) (Dennis K. Is a Jerk.)57. SOFT IS HARD. HARD IS SOFT. (Numbers57. SOFT IS HARD. HARD IS SOFT. (Numbers Are Soft. People Are Not.) Are Soft. People Are Not.)58. Try Sunny! (Sunny Begets Sunny.58. Try Sunny! (Sunny Begets Sunny. Gloomy Begets Gloomy.) Gloomy Begets Gloomy.)59. DISPENSE ENTHUSIASM!59. DISPENSE ENTHUSIASM!60. FUN …Is Not a 4-Letter Word. So, too …60. FUN …Is Not a 4-Letter Word. So, too … JOY. (And … GRACE.) JOY. (And … GRACE.)
Tom Peters’Tom Peters’
to-mto-mAA-to-toto-mto-mahah-to-to
New Delhi. Thirteen September 2004. I New Delhi. Thirteen September 2004. I
awoke, jetlagged and sweaty, at 3A.M. I’d had awoke, jetlagged and sweaty, at 3A.M. I’d had a nightmare. Stark realism. I was, as usual, a nightmare. Stark realism. I was, as usual,
accused of overstatement and a few (or more) accused of overstatement and a few (or more) too many exclamation marks (!!!!!). Only this too many exclamation marks (!!!!!). Only this time I’d acceded to “They.” The “They” who time I’d acceded to “They.” The “They” who believe in “The Plan” and “Built to Last” and believe in “The Plan” and “Built to Last” and
“Continuous Improvement” and “Quiet, “Continuous Improvement” and “Quiet, Humble Leaders.” No! No! I had failed, in my Humble Leaders.” No! No! I had failed, in my dream, to live up to my Fervent Beliefs! This dream, to live up to my Fervent Beliefs! This must not pass! In a sweat, fearful that the must not pass! In a sweat, fearful that the
time would not come ‘round again, I turned on time would not come ‘round again, I turned on the light, picked up a pad of paper, and began the light, picked up a pad of paper, and began
to scribble frantically. Herewith the result. to scribble frantically. Herewith the result.
Tom’s Re-imagine Manifesto!
They say … my (Tom) language is extreme.I say … the times are extreme.I say … the times are extreme.
They say I’m extreme.I say I’m a realist.I say I’m a realist.
They say I demand too much.I say they accept mediocrity & continuous improvementI say they accept mediocrity & continuous improvement too readily.too readily.
They say “We can’t handle this much change.”I say “Your job and career are in jeopardy; what otherI say “Your job and career are in jeopardy; what other options do you have?”options do you have?”
They say Brand You is not for everyone.I say the alternative is unemployment.I say the alternative is unemployment.
They say “What’s wrong with a ‘good product’?”I say Wal*Mart or China or both are about to eat yourI say Wal*Mart or China or both are about to eat your lunch. Why can’t you provide instead a Fabulouslunch. Why can’t you provide instead a Fabulous Experience?Experience?
Tom’s Re-imagine Manifesto!
They say “Take a deep breath. Be calm.”I say “Tell it to Wal*Mart. Tell it to China. Tell itI say “Tell it to Wal*Mart. Tell it to China. Tell it to India. Tell it to Dell. Tell it to Microsoft.”to India. Tell it to Dell. Tell it to Microsoft.”
They say the Web is a “useful tool.”I say the Web changes everything. Now.I say the Web changes everything. Now.
They say “We need an Initiative.”I say “We need a Dream. And Dreamers.”I say “We need a Dream. And Dreamers.”
They say Great Design is “nice.”I say Great Design is “necessary.”I say Great Design is “necessary.”
They say I “overplay” the “women’s thing.”I say the share of Women in Senior LeadershipI say the share of Women in Senior Leadership Positions is a Waste and a Disgrace and aPositions is a Waste and a Disgrace and a Strategic Marketing Error.Strategic Marketing Error.
Tom’s Re-imagine Manifesto!
They say the Women’s Market Opportunity I harp on is “doubtless important.”I say 9 out of 10, make that 99 out of 100, companies aren’tI say 9 out of 10, make that 99 out of 100, companies aren’t within striking distance of accurately estimating the potentialwithin striking distance of accurately estimating the potential of the Women’s Market … let alone exploiting it.of the Women’s Market … let alone exploiting it.
They say the boomer-geezer market is also “doubtless important.”I say the boomer-geezer market amounts to a RedefiningI say the boomer-geezer market amounts to a Redefining Moment.Moment.
They say we need a “project” to exploit the women-boomer-geezer market.I say we need Total Strategic Realignment to exploit theI say we need Total Strategic Realignment to exploit the Women-Boomer-Geezer Opportunity.Women-Boomer-Geezer Opportunity.
They say “Wow” is “typical Tom.”I say “WOW” is a Minimum Survival Requirement.I say “WOW” is a Minimum Survival Requirement.
They say “effective governance” is important.I say bold-brash Boards that are representative of the marketI say bold-brash Boards that are representative of the market served—more than a token woman or two and an empty seatserved—more than a token woman or two and an empty seat for the “forthcoming Hispanic”—are an Imperative. Now.for the “forthcoming Hispanic”—are an Imperative. Now.
They say “Better.”
I sayI say “Different!” “Different!”
Tom’s Re-imagine Manifesto!
They say “Plan it.”I say “DO IT.”I say “DO IT.”
They say “We need more steady, loyal employees.”I say “WE NEED MORE FREAKS WHO ROUTINELY TELLI say “WE NEED MORE FREAKS WHO ROUTINELY TELL THOSE ‘IN CHARGE’ TO TAKE A FLYING LEAP … THOSE ‘IN CHARGE’ TO TAKE A FLYING LEAP … BEFORE IT’S TOO LATE.”BEFORE IT’S TOO LATE.”
They say “We need Good People.”I say “We need Quirky Talent.”I say “We need Quirky Talent.”
They say “We like people who, with steely determination, say, “I can make it better.’”I say “I love people who, with a certain maniacal gleamI say “I love people who, with a certain maniacal gleam in their eye, perhaps even a giggle, say, ‘I can turnin their eye, perhaps even a giggle, say, ‘I can turn the world upside down. Watch me!’”the world upside down. Watch me!’”
They say “We must speed things up.”I say “We must Radically change the CorporateI say “We must Radically change the Corporate Metabolism until Insane Urgency becomesMetabolism until Insane Urgency becomes a Sacrament.”a Sacrament.”
Tom’s Re-imagine Manifesto!
They say, “Sure, we need ‘Change.’”I say we need “REVOLUTION NOW.”I say we need “REVOLUTION NOW.”
They say (acknowledge), “Okay, we need revolution.”
I say, I say, “REVOLUTION.”“REVOLUTION.”They say “fast follower.”I say “battered and bruised leader.”I say “battered and bruised leader.”
They say “Conglomerate & Imitate!”I say “Create & Innovate!”I say “Create & Innovate!”
They say “Market share.”I say “Market CREATION.”I say “Market CREATION.”
They say “Improve & Maintain.” I say “DESTROY & RE-IMAGINE.”I say “DESTROY & RE-IMAGINE.”
Tom’s Re-imagine Manifesto!
They say “We like words such as ‘calm’ … ‘certainty’ … ‘is.’”I say “I like words/phrases such as ‘turbulent’I say “I like words/phrases such as ‘turbulent’ ‘ ‘opportunity’ … ‘might be’.”opportunity’ … ‘might be’.”
They vote for Republicans and Democrats.I vote for Independents and Libertarians.I vote for Independents and Libertarians.
They say “Normal.”I say “Weird.”I say “Weird.”
They say “Happy balance.”I say “Creative Tension.”I say “Creative Tension.”
They say they favor a “team” that works & lives in “harmony.”I say “give me a raucous brawl among the mostI say “give me a raucous brawl among the most creative people imaginable.”creative people imaginable.”
They say “Peace, brother.”I say “Bruise my feelings. Flatten my ego.I say “Bruise my feelings. Flatten my ego. SAVE MY JOB.”SAVE MY JOB.”
Tom’s Re-imagine Manifesto!
They say “Vanilla.”I say “Cherry Garcia.”I say “Cherry Garcia.”
They say “Basic Black.”I say “TECHNICOLOR RULES!”I say “TECHNICOLOR RULES!”
They say “Branding is for the likes of Nike.”I say “Branding is for Everyone & Anyone with theI say “Branding is for Everyone & Anyone with the Passion & Tenacity to foist their Wonderful & Weird Passion & Tenacity to foist their Wonderful & Weird Point of View on the world … and the New World’sPoint of View on the world … and the New World’s (read: Web’s) power allows-encourages such “silly” (read: Web’s) power allows-encourages such “silly” (until recently) visions-of-ubiquity to become reality,(until recently) visions-of-ubiquity to become reality, perhaps overnight.”perhaps overnight.”
They say we need “happy customers.”I say “Give me pushy, needy, nasty, provocativeI say “Give me pushy, needy, nasty, provocative customers who will drag me down Innovationcustomers who will drag me down Innovation Boulevard.”Boulevard.”
They say they want to partner with “best of breed.”I say “Give me Coolest of Breed.”I say “Give me Coolest of Breed.”
Tom’s Re-imagine Manifesto!
They say we need “supply chain harmony.”I say we need “supply chain Innovation.”I say we need “supply chain Innovation.”
They say “We seek Harvard MBAs.”I say I seek Certificate-free “PhDs” from the SchoolI say I seek Certificate-free “PhDs” from the School of Hard Knocks.of Hard Knocks.
They say they want recruits with a “spotless records.”I say “the Spots are what matter most.”I say “the Spots are what matter most.”
They say “Integrity is important.”I say “Tell the Unvarnished Truth, All the Time …I say “Tell the Unvarnished Truth, All the Time … or take a Long Hike.”or take a Long Hike.”
They read Jim Collins and grok on “quiet, humble leaders.”I say “Give me the Bold, the Brash, the Brassy, theI say “Give me the Bold, the Brash, the Brassy, the Egocentric Dreamers who, like Steve Jobs,Egocentric Dreamers who, like Steve Jobs, ‘ ‘Dent the Universe.’”Dent the Universe.’”
They say “Improve.”
I sayI say “Re-imagine!” “Re-imagine!”
Tom’s Re-imagine Manifesto!
They say they need a “vision” born of McKinsey.I say we need a “Grandiose Dream” born of a PassionateI say we need a “Grandiose Dream” born of a Passionate & Intemperate Belief that the world can be a different,& Intemperate Belief that the world can be a different, better place.better place.
They say healthcare, our biggest industry, is “a mess.”I say our hospitals, which kill over 100,000 patients aI say our hospitals, which kill over 100,000 patients a year, are part of a system that is “a disgrace.”year, are part of a system that is “a disgrace.”
They say “obesity is a problem” … “lose some weight.”I say Re-imagine the entire healthcare system … I say Re-imagine the entire healthcare system … NOW … to focus on Prevention & Wellness.NOW … to focus on Prevention & Wellness.
They say “no child left behind.”I say “education” is leaving ALL our children behind,I say “education” is leaving ALL our children behind, as it is totally mis-aligned to deal with tomorrow’sas it is totally mis-aligned to deal with tomorrow’s (this afternoon’s) uncertain, ambiguous, creativity-(this afternoon’s) uncertain, ambiguous, creativity- driven economy.driven economy.
Tom’s Re-imagine Manifesto!
They say, “Of course we believe in marketing.”I say “Is the CMO [Chief Marketing Officer] on the BoardI say “Is the CMO [Chief Marketing Officer] on the Board of Directors?”of Directors?”
They say “Of course we believe in marketing.”I say “Has your customer data base won numerous major industry awards?”
They say “Of course we believe in marketing.”I say “Is your Web site Sooooo Cool, Sooooo Fresh, SoooooI say “Is your Web site Sooooo Cool, Sooooo Fresh, Sooooo Friendly to Use that it gives you goose pimples just to e-visit,Friendly to Use that it gives you goose pimples just to e-visit, even though you’ve seen it 1000 times?” even though you’ve seen it 1000 times?”
They say “Of course we believe in marketing.”I say “How many in-depth customer visits did the CEO makeI say “How many in-depth customer visits did the CEO make last month?”last month?”
They say “Yes, the ‘Women’s thing’ is important.”I say “Do women hold at least 1/3rd of your Board seats?”I say “Do women hold at least 1/3rd of your Board seats?”
They say “We’re coming around on the design bit.”I say “Is, as at Braun, your Chief Design Officer on the BoardI say “Is, as at Braun, your Chief Design Officer on the Board of Directors?”of Directors?”
Tom’ Re-imagine Manifesto!
They say “Of course we think the ‘experiences thing’ is important.”I say “Is there an ‘EVP Experiences’?”I say “Is there an ‘EVP Experiences’?”
They say “Of course innovation is important.”I say “Is your percentage of revenue devoted to R&DI say “Is your percentage of revenue devoted to R&D at least 1.5 (2.0? 2.5?) times the industry average?”at least 1.5 (2.0? 2.5?) times the industry average?”
They say “Of course we believe in IS/IT.”I say “Is the CIO on the Board of Directors?” (Only 5% of I say “Is the CIO on the Board of Directors?” (Only 5% of Fortune500 CIOs are on the Board. One example: Fortune500 CIOs are on the Board. One example: Wal*Mart.)Wal*Mart.)
They say “Of course we believe in IS/IT.”I say “How many members of your Board are under 35I say “How many members of your Board are under 35 years old?”years old?”
They say “We believe in having a ‘flat organization.’”I say “Is your headquarters in a Tower?”I say “Is your headquarters in a Tower?”
Tom’s Re-imagine Manifesto!
They say we need to “bring effectiveness to the supply chain.”I say we need an IS/IT/Best Sourcing revolution basedI say we need an IS/IT/Best Sourcing revolution based on nothing less than an Entirely Original Vision of on nothing less than an Entirely Original Vision of whatwhat organizations are and how they interact.organizations are and how they interact.
They say “Globalization is a bumpy road.”I say India and China and Asia in general are within twoI say India and China and Asia in general are within two decades of running the show: Get ready or getdecades of running the show: Get ready or get trounced.trounced.
They say “defense” and “consolidation” are musts for a global game.I say encourage Offense, nurture a Generation (or 10) of I say encourage Offense, nurture a Generation (or 10) of Entrepreneurs, cherish Creativity & Risk-taking fromEntrepreneurs, cherish Creativity & Risk-taking from primary school onwards … and don’t expect to beprimary school onwards … and don’t expect to be saved by a bunch of bulky, retro behemoth saved by a bunch of bulky, retro behemoth commandedcommanded by a phalanx of Old White Guys who think 30 minutes by a phalanx of Old White Guys who think 30 minutes aa day on the corporate treadmill and 27 holes on theday on the corporate treadmill and 27 holes on the links are a fit defense against Revolution.links are a fit defense against Revolution.
Tom’s Re-imagine Manifesto!
They say “Get an MBA.”I say “Get an MFA.”I say “Get an MFA.”
They say “If it can’t be precisely measured then it isn’t real.” (And I suppose if it can be measured it is real? Think Enron? Adelphia? WorldCom?)I say “If it can be precisely measured it isn’t real.” (ThinkI say “If it can be precisely measured it isn’t real.” (Think Age of Intangibles & Relationships.) (Think: “He knewAge of Intangibles & Relationships.) (Think: “He knew the price of everything and the value of nothing.”)the price of everything and the value of nothing.”)
They say “Rationality is the Bedrock of Modern Society.”I say “Irrationality [irrational exuberance?] is the MotherI say “Irrationality [irrational exuberance?] is the Mother of all True Entrepreneurial Pilgrimages.”of all True Entrepreneurial Pilgrimages.”
They say “Order is the necessary precursor to measured, sustainable success.”I say “Dis-order is the precursor to Opportunistic Sorties,I say “Dis-order is the precursor to Opportunistic Sorties, Market Creation, Quantum Leaps, and EntrepreneurialMarket Creation, Quantum Leaps, and Entrepreneurial Adventure.Adventure.
Tom’s Re-imagine Manifesto!
They say “To get anywhere, you have to know exactly where the hell you’re headed.”I say “If you know precisely where you’re headed andI say “If you know precisely where you’re headed and exactly how you’re gonna get there, then you clearlyexactly how you’re gonna get there, then you clearly suffer from Advanced Shrivelus Imaginationus.”suffer from Advanced Shrivelus Imaginationus.” (This disease is fatal.)(This disease is fatal.)
They say “Employees need Well-defined Structure.”I say “Talent should be encouraged to embark on QuestsI say “Talent should be encouraged to embark on Quests to the Unknown.”to the Unknown.”
They say “I’m here to maximize shareholder value.”I say “I’m here to inflame each & every member of myI say “I’m here to inflame each & every member of my Awesome Staff to embark with Vigor & DeterminationAwesome Staff to embark with Vigor & Determination & Passion & Enthusiasm on a Quest of Monumental& Passion & Enthusiasm on a Quest of Monumental Consequence.” (And if I come even close to succeeding,Consequence.” (And if I come even close to succeeding, it will, in fact, dramatically up the odds of Thrivingit will, in fact, dramatically up the odds of Thriving Amidst Today’s Chaos—and creating untold shareholderAmidst Today’s Chaos—and creating untold shareholder value in the process.)value in the process.)
Tom’s Re-imagine Manifesto!
They say “men.”I say “WOMEN.”I say “WOMEN.”
They say Diversity is a “good thing.”I say Diversity is a Fresh Breath of Creative Air … AbsolutelyI say Diversity is a Fresh Breath of Creative Air … Absolutely Necessary for Economic Salvation in perilous times.Necessary for Economic Salvation in perilous times.
They say “Wait your turn, honor those who have marched these corridors before you.”I say Get Off Your Butt & Go for the Gold … TODAY … or signI say Get Off Your Butt & Go for the Gold … TODAY … or sign the transfer papers willing your job in perpetuity to athe transfer papers willing your job in perpetuity to a Chinese or Indian who Gives a Shit and Gets Up Chinese or Indian who Gives a Shit and Gets Up (VERY) Early and works Saturdays & Sundays.(VERY) Early and works Saturdays & Sundays.
They say “offshoring” is a “blight.”I say the Earth proved not to be the center of the Solar I say the Earth proved not to be the center of the Solar System … and the USA is not the epicenter-in-perpetuitySystem … and the USA is not the epicenter-in-perpetuity of the Earth … and that we had best learn … NOW … toof the Earth … and that we had best learn … NOW … to prosper and take pleasure in a dynamic, exciting, creative,prosper and take pleasure in a dynamic, exciting, creative, multi-polar economic environment. (Damn it.)multi-polar economic environment. (Damn it.)
Tom’s Re-imagine Manifesto!
They say “It’s a fright.”I say “It’s a Helluva Ride.”I say “It’s a Helluva Ride.”
They say it’s “daunting.”I say it’s “a bronco-bustin’ day at the rodeo.”I say it’s “a bronco-bustin’ day at the rodeo.”
They say “Life is a marathon; husband your strength.”I say “Life is a sprint. Begin planning your World-beatingI say “Life is a sprint. Begin planning your World-beating Me Inc. start-up … TODAY.”Me Inc. start-up … TODAY.”
They say lifetime employment was a boon.I say lifetime employment was Indentured Servitude,I say lifetime employment was Indentured Servitude, modern-day Slavery.modern-day Slavery.
They say “safety net.”I say “I say “II am my safety net; give me some version of the am my safety net; give me some version of the ‘ ‘Ownership Society.’”Ownership Society.’”
They say “zero defects.”I say “A day without a screw-up or two is a day pissedI say “A day without a screw-up or two is a day pissed away.”away.”
Tom’s Re-imagine Manifesto!
They say “Think about it.”I say “Try it.”I say “Try it.”
They say “Plan it.”I say “Test it.”I say “Test it.”
They say “continuous improvement.”I say “Bold Leaps.”I say “Bold Leaps.”
They say “Keep on Improvin’.”I say “Keep on Leapin’.”I say “Keep on Leapin’.”
They say “Built to last.”I say “Built to Soar. We’re all dead in the long run …I say “Built to Soar. We’re all dead in the long run … live your Insane Fantasy. Devil take the hindmost.”live your Insane Fantasy. Devil take the hindmost.”
They (Jim Collins) say “Walgreens is Cool.”I say “I love Larry Ellison.” (Oracle rules … at leastI say “I love Larry Ellison.” (Oracle rules … at least for the next ten minutes.)for the next ten minutes.)
Tom’s Re-imagine Manifesto!
They say “Play the odds.”I say “Reward excellent failures. Punish mediocre I say “Reward excellent failures. Punish mediocre successes.” (Thanks, Phil Daniels.)successes.” (Thanks, Phil Daniels.)
They say “Eighty-hour weeks will kill you.” I say “Work 35-hour weeks, and the Chinese will I say “Work 35-hour weeks, and the Chinese will kill you.”kill you.”
They say “Install cost controls with teeth.”I say “Ha. Ha. Ha. Blow Up the existing enterprise andI say “Ha. Ha. Ha. Blow Up the existing enterprise and start with a Clean Sheet of Paper.”start with a Clean Sheet of Paper.”
They say “Install cost controls with teeth.”I say “Grow the Top Line.”I say “Grow the Top Line.”
They say “Radical change takes a decade.”I say “Radical change takes a Minute.” (See AA.)I say “Radical change takes a Minute.” (See AA.)
They say “Times are changing.”I say “Everything has already changed. Tomorrow is theI say “Everything has already changed. Tomorrow is the First Day of Your Revolution … or you’re Toast.”First Day of Your Revolution … or you’re Toast.”
Tom’s Re-imagine Manifesto!
They say “We can’t all be Anita Roddick or Maxine Clark or Stan Shih or Les Wexner or Jerry Yang.”I say “Why not?”I say “Why not?”
They say “We can’t all be Revolutionaries.”I say “Why not?”I say “Why not?”
They say “We can’t all be a Brand.”I say “Why not?”I say “Why not?”
They say “Beware the Hype.”I say “Been to China lately? Visited Infosys inI say “Been to China lately? Visited Infosys in Bangalore lately?”Bangalore lately?”
They say this is just a Rant.I say this is just Reality.I say this is just Reality.
They say “The man is not nice.”I say “The times are not forgiving.”I say “The times are not forgiving.”
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EXEXCELLE CELLE ALWALWAYSAYS..