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Conrad Hilton, at a gala celebrating his life,
was asked, What was the most important lesson
youve learned in you long and distinguished
career? His immediate answer remember to
tuck the shower curtain inside the bathtub
3
3-cent lemon!
4
Kevin Roberts Credo1. Ready.
Fire! Aim.2. If it aint broke ... Break it!3.
Hire crazies.4. Ask dumb questions.5. Pursue
failure.6. Lead, follow ... or get out of the
way!7. Spread confusion.8. Ditch your
office.9. Read odd stuff.10. Avoid moderation!
5
24
6
You do not merely want to be the best of the
best. You want to be considered the only ones who
do what you do. Jerry Garcia
7
Basement Systems Inc.
8
Basement Systems Inc.Larry JaneskyDry
Basement Science (115,000!)1993 0 2003
12M 2006 50,000,000
9
Jims Group
10
Jims Mowing Canada Jims Mowing UK Jims
Antennas Jims Bookkeeping Jims Building
Maintenance Jims Carpet Cleaning Jims Car
Cleaning Jims Computer Services Jims Dog
Wash Jims Driving School Jims Fencing Jims
Floors Jims Painting Jims Paving Jims Pergolas
gazebos Jims Pool Care Jims Pressure
Cleaning Jims Roofing Jims Security Doors Jims
Trees Jims Window Cleaning Jims
Windscreens Note Download, free, Jim Penmans
book What Will They Franchise Next? The Story
of Jims Group
11
Tom Peters X25EXCELLENCE.
ALWAYS.Australasian Agency Principals and
Sales Managers Workshop 2007TRET/Sanctuary
Cove/19 September 2007 In Search of Excellence
1982-2007
12
Slides at tompeters.com
13
EXCELLENCE. S-t-r-e-t-c-h.
14
Excellence can be obtained if you ... care
more than others think is wise ... risk
more than others think is safe ... dream
more than others think is practical ...
expect more than others think is
possible. Source Anon. (Posted _at_ tompeters.com
by K.Sriram, November 27, 2006 117 AM)
15
The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
16
EXCELLENCE. aspiration.
17
Why in the World did you go to Siberia?
18
Enterprise (at its best) An emotional,
vital, innovative, joyful, creative,
entrepreneurial endeavor that elicits maximum
concerted human
potential in the wholehearted service of
others.Employees, Customers, Suppliers,
Communities, Owners, Temporary partners
19
EXCELLENCE. Adaptation.
20
The last word There is no last word.
21
Flat as a Pancake (Or Worse)WalMart Dell
Intel Yahoo Home Depot Microsoft GE
22
It is not the strongest of the species that
survives, nor the most intelligent, but the one
most responsive to change. Charles Darwin
23
All you need to know
24
25
25
You must be the change you wish to see in the
world.Gandhi
26
Its always showtime. David DAlessandro,
Career Warfare
27
This is itAll you need to know
28
R.O.I.R
29
Return On Investment In Relationships
30
network.Breadth.Depth.Recruitment
strategy.Maintenance scheme.
31
C(I) gt C(E)
32
Master the intricacies of the system Tom DeLay
(Al Smith, LBJ)
33
You can make more friends in two months by
becoming interested in other people than you can
in two years by trying to get other people
interested in you. Dale Carnegie
34
Courtesies of a small and trivial character are
the ones which strike deepest in the grateful and
appreciating heart. Henry Clay
35
The Jim Jeffords oversight!
36
THE PROBLEM IS RARELY/NEVER THE PROBLEM. THE
RESPONSE TO THE PROBLEM INVARIABLY ENDS UP BEING
THE REAL PROBLEM. Watergate, M Stewart,
BR And PERCEPTION IS ALL THERE IS!

37
Relationships (of all varieties) THERE ONCE WAS
A TIME WHEN A THREE-MINUTE PHONE CALL WOULD HAVE
AVOIDED SETTING OFF THE DOWNWARD SPIRAL THAT
RESULTED IN A COMPLETE RUPTURE.

38
The deepest human need is the need to be
appreciated.William James
39
Thank you!!!
40
FLOWERPOWER
41
Fred Reichhelds The Ultimate Question
Customer satisfaction is best measured by one
simple question, how likely are you to recommend
______ to a friend? Net Promoter Score
42
If you dont listen, you dont sell anything.
Carolyn Marland/Managing Director/Guardian
Group
43

• It was much later that I realized Dads secret.
  He gained respect by giving it. He talked and
  listened to the fourth-grade kids in Spring
  Valley who shined shoes the same way he talked
  and listened to a bishop or a college president.
  He was seriously interested in who you were and
  what you had to say.
• Sara Lawrence-Lightfoot, Respect

44
He had done nothing to sell me on his business,
yet he had given me the most powerful sales pitch
of my life. Because his sole concern had been my
welfare and the success of my business. Jim
Penman, on learning how to sell (What Will They
Franchise Next? The Story of Jims Group)
45
Train. Train. Train. Train. Train. Train.
Train. Train. Train. Train. Train. Train.
Train.
46
TAKE THIS QUICK QUIZ Who manages more things
at once? Who puts more effort into their
appearance? Who usually takes care of the
details? Who finds it easier to meet new
people? Who asks more questions in a
conversation? Who is a better listener? Who
has more interest in communication skills? Who
is more inclined to get involved? Who
encourages harmony and agreement? Who has
better intuition? Who works with a longer to
do list? Who enjoys a recap to the days
events? Who is better at keeping in touch
with others?Source Selling Is a Womans Game
15 Powerful Reasons Why Women Can Outsell Men,
Nicki Joy Susan Kane-Benson
47
This is itAll you need to know
48
Leaders SERVE people. Period. Anon.
49
Ph.D. in leadership. Short course Make a short
list of all things done to you that you abhorred.
Dont do them to others. Ever. Make another list
of things done to you that you loved. Do them to
others. Always. Dee Hock
50
This is itAll you need to know
51
Do one thing every day that scares you.
Eleanor Roosevelt
52
Every time we come to a comfort zone, we will
find a way out. Reinvent the brand with
each new show. A typical day at the office
for me begins by asking, what is impossible that
I am going to do today? Daniel Lamarre,
president, Cirque du Soleil
53
Truly, truly All you need to know
54
Forget China, India and the Internet Economic
Growth Is Driven by Women. Headline,
Economist, April 15, 2006, Leader, page 14
55
Tom Peters X25EXCELLENCE. ALWAYS.In
Search of Excellence 1982-2007
56
EXCELL-ENCE????
57
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 very
large one and just wait. Paul Ormerod, Why
Most Things Fail Evolution, Extinction and
Economics
58
Data drawn from the real world attest to a fact
that is beyond our control Everything in
existence tends to deteriorate. Norberto
Odebrecht, Education Through Work
59
EXCELLENCE. CIRCA 1982.
60
Excellence1982 The Bedrock Eight
Basics 1. A Bias for Action 2. Close to the
Customer 3. Autonomy and Entrepreneurship 4.
Productivity Through People 5. Hands On,
Value-Driven 6. Stick to the Knitting 7. Simple
Form, Lean Staff 8. Simultaneous Loose-Tight
Properties
61
Breakthrough 82 People! Customers! Action!
Values! In Search of Excellence
62
EXCELLENCE.the rules.
63
Cause (worthy of commitment)Space (room
for/encouragement
for initiative) Decency (respect,
humane)
64
Cause (worthy of commitment)Space (room
for/encouragement
for initiative-adventures) Decency
(respect, grace,
integrity, humane)
service (worthy of our clients extended

familys continuing custom)excellence (period)
65
Cause (worthy of commitment)Space (room
for/encouragement for initiative-adventures)
Decency (respect, grace, integrity, humane)
service (worthy of our clients extended

familys continuing custom)excellence (period)
servant leadership
66
Cause Space Decency serviceexcellence
servant leadership
67
EXCELLENCE. INNOVATE. OR. DIE.
68
InnoTacs
69
try it. Try it. Try it. Try it. Try it. Try it.
Try it. Try it. Screw it up. Try it. Try it. Try
it. Try it. Try it. Try it. Try it. Screw it up.
it. Try it. Try it. try it. Try it. Screw it up.
Try it. Try it. Try it.
70
What makes God laugh?
71
People making plans!
72
do things.
73
We have a strategic plan. Its called doing
things. Herb Kelleher
74
drill.
75
This is so simple it sounds stupid, but it is
amazing how few oil people really understand that
you only find oil if you drill wells. You may
think youre finding it when youre drawing maps
and studying logs, but you have to drill.
Source The Hunters, by John Masters, Canadian
O G wildcatter
76
try things.
77
We made mistakes, of course. Most of them were
omissions we didnt think of when we initially
wrote the software. We fixed them by doing it
over and over, again and again. We do the same
today. While our competitors are still sucking
their thumbs trying to make the design perfect,
were already on prototype version 5. By the
time our rivals are ready with wires and screws,
we are on version 10. It gets back to planning
versus acting We act from day one others plan
how to planfor months. Bloomberg by Bloomberg
78
Screw. things.Up.
79
Fail . Forward. Fast.High Tech CEO,
Pennsylvania
80
No try. No deal.
81
You miss 100 of the shots you never take.
Wayne Gretzky
82
Up, Up, Up, Up the Value-added Ladder.
83
LEAVE IT TO BEAVER.
84
Trapper lt20 per beaver pelt.Source WSJ
85
wdcp/Wildlife Damage-control Professional
150 to remove problem beaver 750-1,000
for flood-control piping so that beavers can
stay. Source WSJ
86
7X to 50Xfor Solution rather than
service transaction
87
EXCELLENCE.VALUE-ADDED LADDER I. SOLVE IT.
88
55B
89
California Closets a whole-life upgrade, not
just a tidy bedroom. WSJ/0329.07, Why the
Container-Store Guy Wants to Be Your Therapist
90
Huge Customer Satisfaction versus Customer
Success
91
Results are measured by the success of all
those who have purchased your product or
service Jan Gunnarsson Olle Blohm, The
Welcoming Leader
92
Up, Up, Up, Up the Value-added Ladder.
93
The Value-added Ladder/ STUFF N THINGSGoods
Raw Materials
94
The Value-added Ladder/Stuff TRANSACTIONSServ
icesGoods Raw Materials
95
The Value-added Ladder/ OPPORTUNITY-SEEKING
Customer Success/ Lifechanging
SolutionsServicesGoods Raw Materials
96
EXCELLENCE.VALUE-ADDED LADDER II. EXPERIENCE
IT.
97
Experiences are as distinct from services as
services are from goods. Joe Pine Jim
Gilmore, The Experience Economy Work Is Theatre
Every Business a Stage
98
The Starbucks Fix Is on We have
identified a third place. And I really
believe that sets us apart. The third place is
that place thats not work or home. Its the
place our customers come for refuge. Nancy
Orsolini, District Manager
99
Experience Rebel Lifestyle!What we sell is
the ability for a 43-year-old accountant to dress
in black leather, ride through small towns and
have people be afraid of him.Harley exec,
quoted in Results-Based Leadership
100
Up, Up, Up, Up the Value-added Ladder.
101
The Value-added Ladder/ MEMORABLE
CONNECTIONSpellbinding Experiences
Gamechanging SolutionsServicesGoods Raw
Materials
102
Beyond the Transaction/ Satisfaction
MentalityGood hotel/ Happy guest/ Exceeded
Expectationsvs. Great Vacation/ Great
Conference/ Operation Personal Renewal
103
CXOChief eXperience Officer
104
July 2007. Africa. Excellence. Always.
105
Guide Attributes
Camp 2 Camp 1,
3Knowledge B
B
Curiosity B
BEngagement
D A-Eye contact
D- A
People person
D APeople reader
D-
BMental-emotional agility D
BConsultative skills
D- B
Storyteller D-
CWould you recommend
NO With to others?
Way! Pleasure!
106
Garth Thompson Skill 10, Attitude 90
107
gt4SWilderness Safaris
108
The Case of the Missing Sherry Glass.
109
TGR gt TGW
110
TGR (Things gone right) gt
TGW (Things Gone Wrong)
111
Disneys Parking Lot Attendants Alpha and Omega
112
Conrad Hilton, at a gala celebrating his life,
was asked, What was the most important lesson
youve learned in you long and distinguished
career? His immediate answer remember to
tuck the shower curtain inside the bathtub
113
Attraction attitude
Execution Excellence
114
Guiding/ClientsShe
Chooses.Arranges.Manages attitude.Go-No
go on repeat.
115
GuidingF I immediately
establish rapport with the woman.M
Interesting notion Very senior
executive, with a career in the industry
116
Alpha Omega/Fred Reichheld Would you
recommend to others?
117
EXCELLENCE. SOUL I.DESIGN.
118
Design is treated like a religion at BMW.
Fortune
119
With its carefully conceived mix of colors and
textures, aromas and music, Starbucks is more
indicative of our era than the iMac. It is to the
Age of Aesthetics what McDonalds was to the Age
of Convenience or Ford was to the Age of Mass
Productionthe touchstone success story, the
exemplar of the aesthetic imperative. Every
Starbucks store is carefully designed to enhance
the quality of everything the customers see,
touch, hear, smell or taste, writes CEO Howard
Schultz. -Virginia Postrel, The Substance of
Style How the Rise of AestheticValue Is
Remaking Commerce, Culture and Consciousness
120
EXCELLENCE.SYSTEMS. DESIGN. K.I.S.S.
121
Lisbon/New BizWeeks to
Minutes (!!!!)
122
WasDeposits may be made by a minor and
withdrawals thereof may be made by a minor
without the consent of a parent or guardian,
neither of whom, in that capacity, shall have any
right to attach or interfere in any manner with
such deposits or withdrawals.
123
IsMinors may make deposits and withdrawals
from their accounts without the consent or
interference of a parent or guardian.
124
EXCELLENCE.VALUE-ADDED LADDER III. DREAM
IT.
125
Furniture vs. DreamsWe do not sell furniture
at Domain. We sell dreams. This is accomplished
by addressing the half-formed needs in our
customers heads. By uncovering these needs, we,
in essence, fill in the blanks. We convert
needs into dreams. Sales are the inevitable
result. Judy George, Domain Home Fashions
126
The Marketing of Dreams (Dreamketing)Dream
keting Touching the clients dreams.Dreamketing
The art of telling stories
and entertaining.Dreamketing
Promote the dream,
not the product.Dreamketing Build the brand
around
the main dream.Dreamketing Build the buzz,
the
hype, the cult.Source Gian Luigi
Longinotti-Buitoni
127
Six Market
Profiles1. Adventures for Sale2. The Market
for Togetherness, Friendship and Love3. The
Market for Care4. The Who-Am-I Market5. The
Market for Peace of Mind6. The Market for
Convictions Rolf Jensen/The Dream Society
How the Coming Shift from Information
to Imagination Will Transform Your Business
128
CDMChief Dream Merchant
129
Up, Up, Up, Up the Value-added Ladder.
130
The Value-added Ladder/ EMOTIONDreams Come
TrueSpellbinding Experiences Gamechanging
SolutionsServicesGoods Raw Materials
131
NEW MARKETS.
132
E-nor-mous Stra-te-gic opp-or-tun-ity. Damn it.
133
women.BOOMERS.GEEZERS.
134
women.BOOMERS.GEEZERS.
135
Forget China, India and the Internet Economic
Growth Is Driven by Women. Headline, Economist,
April 15, 2006, Leader, page 14
136
Womens TrifectaBuy WealthLead
ECLIPSE OF MALES (Old/Retire Young/Poorly
educated)
137
Women are the majority market Fara
Warner/The Power of the Purse
138
?????????Home Furnishings 94Vacations 92
(Adventure Travel 70/ 55B travel
equipment)Houses 91D.I.Y. (major home
projects) 80Consumer Electronics 57
(66 home computers) Cars 68 (90)All
consumer purchases 83 Bank Account
89Household investment decisions 67Small
business loans/biz starts 70Health Care 80
139
Repeat Goldman Sachs in Tokyo has developed an
index of 115 companies poised to benefit from
womens increased purchasing power over the past
decade the value of shares in Goldmans basket
has risen by 96, against the Tokyo stockmarkets
rise of 13. Economist, April 15
140
The most significant variable in every sales
situation is the gender of the buyer, and more
importantly, how the salesperson communicates to
the buyers gender. Jeffery Tobias Halter,
Selling to Men, Selling to Women
141
The Perfect Answer
Jill and Jack buy slacks in black
142
(No Transcript)
143
She knows more about the Volvo than the
salesman who greets her at the door. But how is
she treated? As if she has a low IQ , is slightly
hard of hearing , and really has no right to be
buying a luxury car and if she brought a male
friend with her, odds are 101 that the clueless
salesperson spent most of his time speaking to
him . Selling to Men, Selling to Women, Jeffery
Tobias Halter
144
EVEolution Truth No. 1Connecting Your Female
Consumers to Each Other Connects Them to Your
Brand Popcorn Marigold
145
The Connection Proclivity in women starts
early. When asked, How was school today? a girl
usually tells her mother every detail of what
happened, while a boy might grunt, Fine.
EVEolution
146
Carol Gilligan/ In a Different VoiceMen Get
away from authority, familyWomen ConnectMen
Self-orientedWomen Other-orientedMen
RightsWomen Responsibilities
147
Women dont buy brands. They join
them.EVEolution
148
2.6 vs. 21
149
Selling to men The TRANSACTION ModelSelling to
Women The RELATIONAL ModelSource Selling
to Men, Selling to Women, Jeffery Tobias Halter
150
Editorial/Men Tables, rankings.Editorial/Women
Narrativesthat cohere.Editor-in-Chief,
Redwood Publications (UK)
151
Initiate PurchaseMen Study facts
features.Women Ask lots of people for
input.Source Martha Barletta, Marketing to
Women
152
P-l-e-a-s-e Read Fara Warner The Power of the
Purse
153
Cases! Cases! Cases!McDonalds
(mom-centered to majority consumer not via
kids)Home Depot (Do it everything!
Herself)PG (more than house cleaner)
DeBeers (right-hand rings/4B)AXA
FinancialKodak (women emotional centers of
the household)Nike (gt jock endorsements new
def sports majority consumer)AvonBratz (young
girls want friends, not a blond
stereotype)Source Fara Warner/The Power of the
Purse
154
WOMEN. DOMINATE. ECONOMIC. GROWTH.
155
Forget China, India and the Internet Economic
Growth Is Driven by Women. Headline, Economist,
April 15, 2006, Leader, page 14
156
10 UNASSAILABLE REASONS WOMEN
RULE Women make all the financial
decisions.Women control all the wealth. Women
substantially outlive men. Women start most of
the new businesses. Womens work force
participation rates have soared
worldwide. Women are closing in on same pay for
same job. Women are penetrating senior
ranks rapidly even if the pace is slow for
the corner office per se. Womens
leadership strengths are exceptionally well
aligned with new organizational effectiveness
value-added imperatives. Women are better
salespersons than men. Women buy almost
everythingcommercial as well as consumer
goods. So what exactly is the point of men?
157
One thing is certain Womens rise to power,
which is linked to the increase in wealth per
capita, is happening in all domains and at all
levels of society. Women are no longer content to
provide efficient labor or to be consumers with
rising budgets and more autonomy to spend.
This is just the beginning. The phenomenon will
only grow as girls prove to be more successful
than boys in the school system. For a number of
observers, we have already entered the age of
womenomics, the economy as thought out and
practiced by a woman. Aude Zieseniss de Thuin,
Financial Times, 10.03.2006
158
COROLLARY. EXCELLENCE. WOMEN.RULE.
159
AS LEADERS, WOMEN RULE New Studies find that
female managers outshine their male counterparts
in almost every measure TITLE/ Special
Report/ BusinessWeek
160
Womens Strengths Match New Economy Imperatives
Link rather than rank workers favor
interactive-collaborative leadership style
empowerment beats top-down decision making
sustain fruitful collaborations comfortable with
sharing information see redistribution of power
as victory, not surrender favor
multi-dimensional feedback value technical
interpersonal skills, individual group
contributions equally readily accept ambiguity
honor intuition as well as pure rationality
inherently flexible appreciate cultural
diversity. Judy B. Rosener, Americas
Competitive Secret Women Managers
161
TAKE THIS QUICK QUIZ Who manages more things
at once? Who puts more effort into their
appearance? Who usually takes care of the
details? Who finds it easier to meet new
people? Who asks more questions in a
conversation? Who is a better listener? Who
has more interest in communication skills? Who
is more inclined to get involved? Who
encourages harmony and agreement? Who has
better intuition? Who works with a longer to
do list? Who enjoys a recap to the days
events? Who is better at keeping in touch
with others?Source Selling Is a Womans Game
15 Powerful Reasons Why Women Can Outsell Men,
Nicki Joy Susan Kane-Benson
162
women.BOOMERS.GEEZERS.
163
!!!!!!!!!!!!!!!!! People turning 50 today have
more than half of their adult life ahead of
them. Bill Novelli, 50 Igniting a Revolution
to Reinvent America
164
7/13
165
Average of cars purchased per household,
lifetime 13Average of cars bought per
household after the head of household reaches
age 50 7Source Marti Barletta, PrimeTime Women
166
2014,000,000,000,000- 25,000,000,000,000
167
2000-2010 Stats18-44 -155 21(55-64
47)
168
BOOMERS.GEEZERS.MONEY.ALL.NOW.
169
We are the Aussies Kiwis Americans
Canadians. We are the Western Europeans
Japanese. We are the fastest growing, the
biggest, the wealthiest, the boldest, the most
(yes) ambitious, the most experimental
exploratory, the most different, the most
indulgent, the most difficult demanding, the
most service experience obsessed, the most
vigorous, (the least vigorous,) the most health
conscious, the most female, the most
profoundly important commercial market in the
history of the worldand we will be the Center of
your universe for the next twenty-five years.
We have arrived!
170
Boomers-Geezers-Womens TrifectaBuy/all
Wealth/all time left/ lots
Eclipse of males/retire-die
171
44-65 New Customer Majority 45 larger
than 18-43 60 larger by 2010Source Ageless
Marketing, David Wolfe Robert Snyder
172
Baby-boomer Women The Sweetest of Sweet Spots
for Marketers David Wolfe and Robert Snyder,
Ageless Marketing
173
Fifty-four years of age has been the highest
cutoff point for any marketing initiative Ive
ever been involved in. Which is pretty weird when
you consider age 50 is right about when people
who have worked all their lives start to have
some money to spend. Marti Barletta, PrimeTime
Women
174
Marketers attempts at reaching those over 50
have been miserably unsuccessful. No markets
motivations and needs are so poorly understood.
Peter Francese, founding publisher, American
Demographics
175
Peo-ple
176
EXCELLENCE. INDIVIDUAL.BRAND YOU.
177
BRAND YOU.NO OPTION.
178
You are the storyteller of your own life, and
you can create your own legend or not. Isabel
Allende
179
The only thing you have power over is to get
good at what you do. Thats all there is there
aint no more! Sally Field
180
R.D.A.Rate 15? 25?Therefore Formal
Investment Strategy/ R.I.P.Rapidly
Depreciating Asset (You!)Renewal Investment
Plan
181
I used to have a rule for myself that at any
point in time I wanted to have in mind as it so
happens, also in writing, on a little card I
carried around with me the three big things I
was trying to get done. Three. Not two. Not
four. Not five.Not ten.Three. Richard
Haass, The Power to Persuade
182
Dennis, you need a To-dont List !
183
The one thing you need to know about sustained
individual success Discover what you dont like
doing and stop doing it. Marcus
Buckingham, The One Thing You Need to Know
184
focus.Renew.r.o.i.r.listen.Experience.Exce
llence.U.s.p.
185
Master the intricacies of the system Tom DeLay
(Al Smith, LBJ)
186
EXCELLENCE. BEDROCK.TALENT.
187
Hire very good people!
188
We believe companies can increase their market
cap 50 percent in 3 years. Steve Macadam at
Georgia-Pacific changed 20 of his 40 box plant
managers to put more talented, higher paid
managers in charge. He increased profitability
from 25 million to 80 million in 2 years.
Ed Michaels, War for Talent
189
INVITE THEM TO JOIN US IN A JOURNEY TO EXCELLENCE!
190
In the end, management doesnt change culture.
Management invites the workforce itself to
change the culture. Lou Gerstner
191
Organizing Genius / Warren Bennis and Patricia
Ward BiedermanGroups become great only when
everyone in them, leaders and members alike, is
free to do his or her absolute best.The best
thing a leader can do for a Great Group is to
allow its members to discover their greatness.
192
Leaderships Mt Everest/Mt Excellencefree to
do his or her absolute best allow its
members to discover their greatness.
193
EMPHASIZE THE SOFT SKILLS.
194
?
195
Build on strengths
196
The mediocre manager believes that most things
are learnable and therefore that the essence of
management is to identify ach persons weaker
areas and eradicate them. The great manager
believes the opposite. He believes that the most
influential qualities of a person are innate and
therefore that the essence of management is to
deploy these innate qualities as effectively as
possible and so drive performance. Marcus
Buckingham, The One Thing You Need to Know
197
53 53
198
Promise 1 Never, ever again will I evaluate
anyone using a standardized instrument devised
by a professional in inhuman Resources.
199
SO YOURE A PEOPLE PERSON? PROVE IT.
200
The leaders of Great Groups love talent and
know where to find it. They revel in the talent
of others. Warren Bennis Patricia Ward
Biederman, Organizing Genius
201
PARCs Bob Taylor Connoisseur of Talent
202
SO YOURE A PEOPLE PERSON? PROVE IT.
203
No matter what the situation, the great
managers first response is always to think
about the individual concerned and how things can
be arranged to help that individual experience
success. Marcus Buckingham, The One Thing You
Need to Know
204
Do TALENT!
205
Les Wexner From sweaters to people!
206
LIVE FOR TALENT!
207
Our MissionTo develop and manage talentto
apply that talent,throughout the world, for the
benefit of clientsto do so in partnership to
do so with profit.WPP
208
Brand Talent.
209
EXCELLENCE. BEDROCK.LEADERSHIP.9Ps.
210
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
211
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
212
People want to be part of something larger than
themselves. They want to be part of something
theyre really proud of, that theyll fight for,
sacrifice for , trust. Howard Schultz,
Starbucks (IBD/09.05)
213
Leader Job OnePaint Portraits of Excellence!
214
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
215
Nothing is so contagious as enthusiasm.
Samuel Taylor Coleridge
216
BZ I am a Dispenser of Enthusiasm!
217
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
218
The role of the Director is to create a space
where the actors and actresses can become more
than theyve ever been before, more than theyve
dreamed of being. Robert Altman, Oscar
acceptance speech
219
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
220
Its always showtime. David DAlessandro,
Career Warfare
221
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
222
You must be the change you wish to see in the
world.Gandhi
223
Questions What do others think of you? Are you
sure? What do you think of you? Are you
sure? What is your impact on others? Are you
sure? What is your impact on others? Are you
sure? What is your impact on others? Are you
sure? What are the little things you
(perhaps unconsciously) do that cause people to
shrivelor blossom? Are you sure? What do you
want? Are you sure? Are you aware of your
changing moods? Are you sure? How fragile is
your ego? Are you sure? Do you have a true
confidant? Are you sure? Do you perform brief
or not-so-brief self-assessments? Do you talk
too much? Are you sure? Do you know how to
listen? Are you sure? Do you listen? Are you
sure? What is your style of hashing things
out? Are you perceived as (a) arrogant, (b)
abrasive (c) attentive, (d) genuinely interested
in people, (e) etc? Are you sure? Are you
flexible? Have you changed your mind about
anything important in a while? Are you
comfortable-uncomfortable with folks on the front
line? Do you think youre in touch with the
pulse of things around here? Are You Sure?
Are you too emotional/intuitive? Are you too
unemotional/rational? Do you spend much time
with people who are new to you? Do you think
questions like this are so much BS?
224
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
225
Relentless One of my superstitions had always
been when I started to go anywhere or to do
anything, not to turn back , or stop, until the
thing intended was accomplished. Grant
226
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
227
Leaders do people. Period. Anon.
228
Leaders SERVE people. Period. Anon.
229
Officers eat last!
230
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
231
Kevin Roberts Credo1.
Ready. Fire! Aim.2. If it aint broke ... Break
it!3. Hire crazies.4. Ask dumb questions.5.
Pursue failure.6. Lead, follow ... or get out of
the way!7. Spread confusion.8. Ditch your
office.9. Read odd stuff.10. Avoid moderation!
232
You do not merely want to be the best of the
best. You want to be considered the only ones who
do what you do. Jerry Garcia
233
Do one thing every day that scares you.
Eleanor Roosevelt
234
"The reasonable man adapts himself to the world.
The unreasonable one persists in trying to adapt
the world to himself. Therefore, all progress
depends upon the unreasonable man. GB Shaw,
Man and Superman The Revolutionists'
Handbook.
235
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
236
On NELSON other admirals more frightened of
losing than anxious to win
237
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
238
The 7Es
239
Exuberance! Energy!Empathy!Engagement!Empowerm
ent!Execution!Excellence!
240
The 1E
241
Excellence can be obtained if you ... care
more than others think is wise ... risk more
than others think is safe ... dream more than
others think is practical ... expect
more than others think is
possible. Source Anon. (Posted _at_ tompeters.com
by K.Sriram, November 27, 2006 117 AM)
242
"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! Bill McKenna,
professional motorcycle racer (Cycle magazine
02.1982)
243
Ger-on-i-mo!