Tom Peters’ EXCELLENCE. The Basics. Now More than ever. PCBC2008 27 June/George Moscone Center

Tom Peters’ Tom Peters’

EXCELLENCE. EXCELLENCE. The Basics.The Basics.

Now More than ever.Now More than ever. PCBC2008PCBC2008

27 June/George Moscone Center27 June/George Moscone Center

NOTENOTE:: To appreciateTo appreciate this presentation this presentation [and ensure [and ensure

that it is not a that it is not a messmess],], you need you need Microsoft fonts:Microsoft fonts:

“Showcard Gothic,”“Showcard Gothic,” “Ravie,”“Ravie,” “Chiller”“Chiller”

andand “Verdana”“Verdana”

Note to Readers not involved with the PCBC2008* and the Note to Readers not involved with the PCBC2008* and the California residential real estate industry:California residential real estate industry:

Obviously, times are tough for these folks. (I was Obviously, times are tough for these folks. (I was explicitly asked to speak on “excellence in adverse explicitly asked to speak on “excellence in adverse circumstances.”) And the tougher the times the more circumstances.”) And the tougher the times the more important the need for a little humor and flippancy to important the need for a little humor and flippancy to accompany one’s otherwise sober message.accompany one’s otherwise sober message.

Moreover, despite my residence in Vermont, I spent 35 Moreover, despite my residence in Vermont, I spent 35 adult years in California, mostly in NCal, but also in SCal. adult years in California, mostly in NCal, but also in SCal. My fondness for our great state-republic is infinite—as is My fondness for our great state-republic is infinite—as is my comfort among Californians. Hence there is an my comfort among Californians. Hence there is an “insider” character to the start of this presentation, and “insider” character to the start of this presentation, and a tone that comes from overwhelmingly feeling among a tone that comes from overwhelmingly feeling among friends—and also, probably, some indecipherable friends—and also, probably, some indecipherable shorthand.shorthand.

The immediately The immediately following 4 slidesfollowing 4 slides were the basis for were the basis for almost all my remarks to PCBC2008 …almost all my remarks to PCBC2008 …

*Pacific Coast Builders Conference *Pacific Coast Builders Conference

Off The Top Observations, With PrejudiceOff The Top Observations, With Prejudice

**Angelo Mozilo is a big fat jerk.**Angelo Mozilo is a big fat jerk.**Ken Lewis is a fool. **Ken Lewis is a fool. **Where is A.P. Giannini when we need him?**Where is A.P. Giannini when we need him?**Barry Bonds was the best natural hitter ever.**Barry Bonds was the best natural hitter ever.**That which goes up also comes down. (That assertion**That which goes up also comes down. (That assertion alone is worth the price of admission.)alone is worth the price of admission.)**That which goes waaaaaay up also comes waaaaaay **That which goes waaaaaay up also comes waaaaaay down. (“It was in the Beginning and now and ever shalldown. (“It was in the Beginning and now and ever shall be. Amen.”)be. Amen.”)**IQs rise as markets go up. (Isn’t it amazing how smart **IQs rise as markets go up. (Isn’t it amazing how smart we all were 18 months ago?)we all were 18 months ago?)****Why have we Why have we donedone this s%^# over & over & over? this s%^# over & over & over?****Why will we Why will we dodo this s%^# again & again & again? this s%^# again & again & again?**The “madness of crowds” is the most profound**The “madness of crowds” is the most profound statement of truth ever.statement of truth ever.**My Dear Old Dad’s preference for real estate over **My Dear Old Dad’s preference for real estate over stocks still suits his son.stocks still suits his son.**Dollar for dollar, **Dollar for dollar, landscapinglandscaping is the premier source of is the premier source of value added to residential property.value added to residential property.

**Bigger is almost never better. **Bigger is almost never better. **Big mergers are stupid. **Big mergers are stupid. **Big mergers spring naturally from big egos.**Big mergers spring naturally from big egos.**Carly Fiorina saved HP.**Carly Fiorina saved HP.**Malcolm Gladwell gives good hair.**Malcolm Gladwell gives good hair.**I miss Bill Walsh.**I miss Bill Walsh.****San Francisco San Francisco is the greatest city in the world—and LA is the greatest city in the world—and LA ain’t all bad (neither is-are Oxnard-Port Hueneme).ain’t all bad (neither is-are Oxnard-Port Hueneme).****It doesn’t get any better than this—U.S. Grant, It doesn’t get any better than this—U.S. Grant, Abraham Abraham Lincoln and John C. Fremont were born for moments Lincoln and John C. Fremont were born for moments like like this. There is no such thing as a good-great leader who this. There is no such thing as a good-great leader who has not confronted, been battered by and stumbled has not confronted, been battered by and stumbled through-overcome a catastrophe. The Upside for the through-overcome a catastrophe. The Upside for the gutsy and creative is as high as the downside is low.gutsy and creative is as high as the downside is low.**Jerry Rice is the greatest football player ever—and **Jerry Rice is the greatest football player ever—and Willie Mays is the best baseball player ever. (And Willie Mays is the best baseball player ever. (And Sandy Koufax was okay too.)Sandy Koufax was okay too.)****WomenWomen rule. And make (almost) all the res real estate rule. And make (almost) all the res real estate decisions.decisions.

****DecencyDecency must not be sacrificed in tough times. must not be sacrificed in tough times.****Decency Decency is more important than ever in tough times.is more important than ever in tough times.**Painful decisions must be made—make them as**Painful decisions must be made—make them as gracefully as possible; doing so is the best investment gracefully as possible; doing so is the best investment inin the long term possible. Your reputation will be shaped the long term possible. Your reputation will be shaped byby the long memory of how you behaved when the fan wasthe long memory of how you behaved when the fan was covered with yogurt. covered with yogurt. **Tough decisions mostly affect other people’s families.**Tough decisions mostly affect other people’s families. You must still make the tough decisions, but the You must still make the tough decisions, but the minuteminute they cease to be agonizing, resign—you’re not worththey cease to be agonizing, resign—you’re not worth saving, you’ve become a mini-Mozilo.saving, you’ve become a mini-Mozilo.****Character rules in adverse times.Character rules in adverse times.**Now is when investment in relationships pays off—and**Now is when investment in relationships pays off—and now is when you pay the full price of not having now is when you pay the full price of not having investedinvested in relationships when times were good and you didn’tin relationships when times were good and you didn’t “ “need to be nice” to others.need to be nice” to others.**Keep good people—if it kills you.**Keep good people—if it kills you.

**If your world is in relatively good order do not be **If your world is in relatively good order do not be temptedtempted to use this “opportunity” to “consolidate” by acquiringto use this “opportunity” to “consolidate” by acquiring questionable assets at firesale prices—you are notquestionable assets at firesale prices—you are not good enough to turn cow pies into gold; only your egogood enough to turn cow pies into gold; only your ego thinks you are, and your ego is as usual wrong.thinks you are, and your ego is as usual wrong.**Smaller but really good is a better place to be. (So **Smaller but really good is a better place to be. (So you’llyou’ll be ready to fully participate in the next round of follybe ready to fully participate in the next round of folly when the next Moment of Madness arrives.)when the next Moment of Madness arrives.)**You will be remembered in the long haul for the **You will be remembered in the long haul for the qualityquality of of you work, not the quantity of your work—the quantity you work, not the quantity of your work—the quantity partpart is just your defective ego talking. (No one evaluatesis just your defective ego talking. (No one evaluates Picasso, based on the number of paintings he churnedPicasso, based on the number of paintings he churned out.)out.)**Work out more and harder in bad times—get high or **Work out more and harder in bad times—get high or lessless low on chemical cocktails generated by killer workouts.low on chemical cocktails generated by killer workouts.**Take advantage of tough times to realize that in the **Take advantage of tough times to realize that in the longlong haul you will be remembered for you haul you will be remembered for you humanityhumanity not your not your net worth—think Tim Russert.net worth—think Tim Russert. ****If not Excellence, what?If not Excellence, what?

Tom Peters’ Tom Peters’

EXCELLENCE. EXCELLENCE. The Basics.The Basics.

Now More than ever.Now More than ever. PCBC2008PCBC2008

27 June/George Moscone Center27 June/George Moscone Center

Slides at …Slides at …

tompeters.comtompeters.com

““Allied commands depend Allied commands depend on mutual confidence on mutual confidence [and this confidence] [and this confidence] is gained, above all is gained, above all

through the through the develodeveloppmentment of friendshiof friendshippss.”.”

——General D.D. Eisenhower, General D.D. Eisenhower, Armchair GeneralArmchair General* (05.08)* (05.08)

*“Perhaps his most outstanding ability [at West Point] was*“Perhaps his most outstanding ability [at West Point] was the ease with which he made friends and earned the trust the ease with which he made friends and earned the trust of fellow cadets who came from widely varied backgrounds;of fellow cadets who came from widely varied backgrounds; it was a quality that would pay great dividends during his it was a quality that would pay great dividends during his

future coalition commandfuture coalition command

GiveGive good good tea! tea!

““You have to You have to treat your treat your

employees like employees like customers.”customers.” —Herb Kelleher, —Herb Kelleher,

upon being asked his “secret to success”upon being asked his “secret to success”

Source: Joe Nocera, Source: Joe Nocera, NYTNYT, “Parting Words of an Airline Pioneer,” , “Parting Words of an Airline Pioneer,” on the occasion of Herb Kelleher’s retirement after 37 years on the occasion of Herb Kelleher’s retirement after 37 years at Southwest Airlines (SWA’s pilots union took out a full-pageat Southwest Airlines (SWA’s pilots union took out a full-page ad in USA Today thanking HK for all he had done; across thead in USA Today thanking HK for all he had done; across the

way in Dallas American Airlines’ pilots were picketing theway in Dallas American Airlines’ pilots were picketing the Annual Meeting)Annual Meeting)

““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

““Women Women areare thethe

majority majority market”market”

—Fara Warner/—Fara Warner/The Power of the PurseThe Power of the Purse

““Goldman Sachs in Tokyo has Goldman Sachs in Tokyo has developed an index of 115 developed an index of 115

companies poised to benefit companies poised to benefit from women’s increased from women’s increased

purchasing power; purchasing power; over the past over the past decade the value of shares in decade the value of shares in Goldman’s basket has risen by Goldman’s basket has risen by

96%, against the Tokyo 96%, against the Tokyo stockmarket’s rise stockmarket’s rise

of 13%of 13%.”.” —Economist, April 15

10 UNASSAILABLE REASONS WOMEN RULE10 UNASSAILABLE REASONS WOMEN RULE

WomenWomen make [all] the financial decisions.WomenWomen control [all] the wealth.WomenWomen [substantially] outlive men.WomenWomen start most of the new businesses.Women’sWomen’s work force participation rates have soared worldwide.WomenWomen are closing in on “same pay for same job.”WomenWomen are penetrating senior ranks rapidly [even if the pace is slow for the corner office per se].Women’sWomen’s leadership strengths are exceptionally well aligned with new organizational effectiveness imperatives.WomenWomen are better salespersons than men.WomenWomen buy [almost] everything—commercial as well as consumer goods.

So what exactly is the point of So what exactly is the point of menmen??

““You You knowknow a a designdesign is is goodgood

whenwhen you you wantwant to to licklick it.” it.” —Steve Jobs—Steve Jobs

Source: Source: Design: Intelligence Made VisibleDesign: Intelligence Made Visible,, Stephen Bayley & Terence ConranStephen Bayley & Terence Conran

Hypothesis:Hypothesis: DESIGNDESIGN is is the pthe princirincippalal

differencedifference between between lovelove

and and hate!*hate!**Not “like” and “dislike”*Not “like” and “dislike”

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

Message (?????): Message (?????):

Men Men cannotcannot

design for women’s design for women’s needs.needs.

“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

Dick Kovacevich: You don’t get better by

being bigger. You get worse.”

#4 Japan#4 Japan#3 USA#3 USA

#2 China#2 China

#1 #1 GermanyGermany

Reason!!!Reason!!!

MittelstandMittelstand

Basement Basement Systems Inc.Systems Inc.

*Basement Systems Inc.*Basement Systems Inc.*Larry Janesky*Larry Janesky**Dry Basement ScienceDry Basement Science (115,000!)(115,000!)

*1990: $0; 2003: $13M; *1990: $0; 2003: $13M; 2007: 2007:

$62,000,000$62,000,000

Focus:Focus: “A recent study by “A recent study by [Stanford] Business School faculty [Stanford] Business School faculty

shows that producers whose shows that producers whose offerings or expertise are more offerings or expertise are more

clearly associated with one or two clearly associated with one or two product categories have better product categories have better

salessales than those whose goods or than those whose goods or

professional identity span multiple professional identity span multiple categories.categories. More focused producers throw More focused producers throw

off subtle hints that they know their stuff, off subtle hints that they know their stuff, which is not lost on customers. In short, says which is not lost on customers. In short, says

professor Michael Hannan, ‘The jack of all professor Michael Hannan, ‘The jack of all trades is the master of none governs consumer trades is the master of none governs consumer

choices of whose goodies to buy.’ ”choices of whose goodies to buy.’ ” —Stanford —Stanford Business, 0208Business, 0208

2255

General David Petraeus’ “White lines along the General David Petraeus’ “White lines along the road”:road”:

““Secure and serve the population.Secure and serve the population. Live among the people.Live among the people. Promote reconciliation.Promote reconciliation. Move mounted, work dismounted;Move mounted, work dismounted; situational awareness can only besituational awareness can only be achieved by operating face-to-face,achieved by operating face-to-face, not separated by ballistic glass.not separated by ballistic glass.

WalkWalk..**”” ——David Petraeus, David Petraeus, Men’s JournalMen’s Journal (06.08) (06.08)

* * “I love that last one for its simplicity.”“I love that last one for its simplicity.” —DP —DP

Conrad Hilton, at a gala Conrad Hilton, at a gala celebrating his life,celebrating his life,

was asked, “What was the was asked, “What was the most important lesson most important lesson

you’ve learned in you long you’ve learned in you long and distinguished career?” and distinguished career?”

His immediate answer …His immediate answer …

““remember remember to tuck the to tuck the

shower curtain shower curtain inside the inside the bathtubbathtub.”.”

2-cent 2-cent candycandy

<TG<TGWWvs.vs.

>TG>TGRR

4/404/40

try it. Try it. Try it. Try try it. Try it. Try it. Try it. Try it. Try it. Try it. it. Try it. Try it. Try it. Try itTry it. . Screw it up.Screw it up. Try Try it. Try it. Try it. Try it. it. Try it. Try it. Try it. Try it. Try it.Try it. Try it. Screw it Screw it

up.up. it. Try it. Try it. try it. Try it. Try it. try it. Try it.it. Try it. Screw it up.Screw it up. Try it. Try it. Try it.Try it. Try it. Try it.

““We have a We have a ‘strategic plan.’ ‘strategic plan.’ It’s called It’s called doing doing thingsthings.”.” — Herb Kelleher

“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

Ex-e-Ex-e-cu-cu-

tion!tion!

““Execution Execution isis strategy.” strategy.”

—Fred Malek—Fred Malek

““ExecutionExecution is is thethe jobjob of the of the

businessbusiness leaderleader.”.” —Larry Bossidy—Larry Bossidy & Ram

Charan/ Execution: The Discipline of Getting Things Done

K.i.s.s.K.i.s.s.*Keep It Simple, Stupid*Keep It Simple, Stupid

Compression hose would mostly fix the hospital Compression hose would mostly fix the hospital problem:problem: “According to the American Heart Association, “According to the American Heart Association, up to two million Americans are affected annually by deep up to two million Americans are affected annually by deep

vein thrombosis. Of those who develop pulmonary vein thrombosis. Of those who develop pulmonary embolism, up to 300,000 will die each year. ... Deep vein embolism, up to 300,000 will die each year. ... Deep vein

thrombosis also is among the leading causes of thrombosis also is among the leading causes of preventable hospital death. Even more disturbing is the preventable hospital death. Even more disturbing is the

fact that, according to a U.S. multi-center study fact that, according to a U.S. multi-center study published by two of ClotCare's editorial board members,published by two of ClotCare's editorial board members,

58%58% of of ppatients who develoatients who developped a DVT ed a DVT while in the hoswhile in the hosppital received no ital received no ppreventive treatment desreventive treatment desppite the ite the

ppresence of multiresence of multipple risk factors and le risk factors and overwhelminoverwhelmingg data that data that pprophylaxis is rophylaxis is

ververyy effective at reducin effective at reducingg these events these events.”.” —Marie B. Walker, clotcare.com, March 2008—Marie B. Walker, clotcare.com, March 2008

“Beware of the Beware of the tyranny of making tyranny of making SmallSmall

Changes to Changes to SSmallmall Things. Things.

Rather, make Rather, make BiBig g Changes to Changes to BiBigg

Things.”Things.” —Roger Enrico, former Chairman, —Roger Enrico, former Chairman,

PepsiCoPepsiCo

““Beware of the tyranny of making Beware of the tyranny of making SSmallmall Changes to Changes to

SSmallmall Things.Things. Rather, Rather, make make BigBig Changes to Changes to Big Big ThingsThings … …

using using Small, Almost Small, Almost Invisible Invisible

Straightforward Straightforward LeversLevers with with BiBigg

SSyystemic Imstemic Imppactact.”.” —TP—TP

““Everything matters”Everything matters”

-80%-80%Source:Source: Nudge,Nudge, Richard Thaler and Cass Richard Thaler and Cass

Sunstein, etching of fly in the urinalSunstein, etching of fly in the urinal reduces “spillage” by 80%, Schiphol Airportreduces “spillage” by 80%, Schiphol Airport

Ac-count-Ac-count-a-bil-ity!a-bil-ity!

SECDEF Bob Gates:SECDEF Bob Gates: Walter Reed, Army Walter Reed, Army Sec’y; Nucs, USAF Sec’y; Nucs, USAF

Sec’y & COSSec’y & COS

““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..

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

Action.Action.EXECUTION.EXECUTION.

ACCOUTABILITY.ACCOUTABILITY.66:15A.M. :15A.M.

TP: TP: “How to flush

$500,000 down

the toilet in one easy

lesson!!”

< CAPEX< CAPEX> People!> People!

… … no less than no less than CathedralsCathedrals in which the full and in which the full and

awesome power of the awesome power of the Imagination and Spirit and Imagination and Spirit and native Entrepreneurial flairnative Entrepreneurial flair

of diverse individualsof diverse individuals is is unleashed in passionate unleashed in passionate pursuit of … Excellence.pursuit of … Excellence.

““The role of the Director is to The role of the Director is to create a space where the actors create a space where the actors

and actresses canand 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—Robert Altman, Oscar acceptance speech

““The four most The four most important words in any important words in any

organizationorganization

are …are … ‘What do ‘What do you think?’you think?’ ” ”

Source: courtesy Dave Wheeler,Source: courtesy Dave Wheeler, posted at tompeters.com, source ofposted at tompeters.com, source of

original unknown (0609.08) original unknown (0609.08)

EMPHASIZEMPHASIZE THE E THE “SOFT “SOFT

SKILLS.”SKILLS.”

#1#1 cause of cause ofDis-satisfaction?Dis-satisfaction?

Employee retention & satisfaction:Employee retention & satisfaction: OverwhelminOverwhelmingglly, y, based on their based on their

immediateimmediate manamanaggerer!!

Source: Marcus Buckingham & Curt Coffman, Source: Marcus Buckingham & Curt Coffman, First, Break All First, Break All the Rules: the Rules:

What the World’s Greatest Managers Do DifferentlyWhat the World’s Greatest Managers Do Differently

2/year 2/year = =

legacy.legacy.

Hard Is SoftHard Is SoftSoft Is HardSoft Is Hard

Hard Is Hard Is SoftSoft (Plans, (Plans, ##ss))

Soft Is Soft Is HardHard (people, (people, customers, values, customers, values,

relationships))relationships))

R.O.I.RR.O.I.R..

RReturn eturn OOn n

IInvestment In nvestment In

RRelationshipselationships

THE PROBLEM IS THE PROBLEM IS RARELY/NEVER THE RARELY/NEVER THE

PROBLEM.PROBLEM. THE THE RESPONSE TO THE RESPONSE TO THE

PROBLEM INVARIABLY PROBLEM INVARIABLY ENDS UP BEING THE ENDS UP BEING THE

REAL PROBLEMREAL PROBLEM.

Relationships (of all varieties): THERE THERE ONCE WAS A TIME WHEN A ONCE WAS A TIME WHEN A

THREETHREE--MINUTEMINUTE PHONEPHONE CALLCALL WOULD HAVE AVOIDED WOULD HAVE AVOIDED

SETTING OFF THE DOWNWARD SETTING OFF THE DOWNWARD SPIRAL THAT RESULTED IN A SPIRAL THAT RESULTED IN A

COMPLETE RUPTURE.COMPLETE RUPTURE.

““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

EXCELLENCE. EXCELLENCE.

BEDROCK.BEDROCK.LEADERSHIP. LEADERSHIP.

THE 9Ps. THE 9Ps.

L(+21) = L(-L(+21) = L(-21)21)

Leadership(21A.D.) = Leadership(21A.D.) = Leadership(21B.C.)Leadership(21B.C.)

PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..

PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..

PositivePositive..



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)

PURPOSEPURPOSE..

PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..


PositivePositive..

““I am a … I am a … Dispenser of Dispenser of EnthusiasmEnthusiasm!”!”

—Ben Zander—Ben Zander

PURPOSEPURPOSE..PASSIONPASSION..

PotentialPotential..PresencePresence..PersonalPersonal..


PositivePositive..

““The role of the Director is to The role of the Director is to create a space where the actors create a space where the actors

and actresses canand 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—Robert Altman, Oscar acceptance speech

PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..

PresencePresence..PersonalPersonal..


PositivePositive..

MBWAMBWA

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



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


PERSISTENCEPERSISTENCE..

PEOPLEPEOPLE. . PotentPotent..

PositivePositive..

““Leaders Leaders

‘‘dodo’’ people. people.

Period.”Period.” —Anon.


PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. .

PotentPotent..PositivePositive..

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!!



PositivePositive..

On NELSON: “[other] “[other] admirals more admirals more frightened of frightened of losing than losing than

anxious to win”anxious to win”



PositivePositive..

Documents

Tom Peters’ EXCELLENCE. The Basics. Now More than ever. PCBC2008 27 June/George Moscone Center