The Challenge: To Create More Value in All Negotiations

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Welcome to Tom Peters
PowerPoint World! Beyond the set of slides
here, you will find at tompeters.com the last
eight years of presentations, a basketful of
Special Presentations, and, above all, Toms
constantly updated Master Presentationfrom which
most of the slides in this presentation are
drawn. There are about 3,500 slides in the 7-part
Master Presentation. The first five chapters
constitute the main argument Part I is context.
Part II is devoted entirely to innovationthe
sine qua non, as perhaps never before, of
survival. In earlier incarnations of the
master, innovation stuff was scattered
throughout the presentationnow it is front and
center and a stand-alone. Part III is a
variation on the innovation themebut it is
organized to examine the imperative (for most
everyone in the developed-emerging world) of an
ultra high value-added strategy. A value-added
ladder (the ladder configuration lifted with
gratitude from Joe Pine and Jim Gilmores
Experience Economy) lays out a specific logic for
necessarily leaving commodity-like goods and
services in the dust. Part IV argues that in
this age of micro-marketing there are two
macro-markets of astounding size that are
dramatically under-attended by all but a few
namely women and boomers-geezers. Part V
underpins the overall argument with the necessary
bedrockTalent, with brief consideration of
Education Healthcare. Part VI examines
Leadership for turbulent times from several
angles. Part VII is a collection of a dozen
Listssuch as Toms Irreducible 209, 209
things Ive learned along the way. Enjoy!
Download! Stealthats the whole point!
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NOTE To appreciate this presentation and
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Tom Peters X25EXCELLENCE.
ALWAYS.Tupelo/26 October 2007In Search of
Excellence 1982-2007
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All you need to know
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25
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Conrad Hilton, at a gala celebrating his life,
was asked, What was the most important lesson
youve learned in your long and distinguished
career? His immediate answer remember to
tuck the shower curtain inside the bathtub
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a blinding flash of the obvious Manny Garcia
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THE SECRETS OF EXCELLENCE I THE MID-SIZED
ENTERPRISE.BUT BEFORE I BEGIN THIS STORY
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Whats Really Propping Up the Economy
Healthcare has added 1.7 million jobs since 2001.
The rest of the private sector? None .Source
Title, cover story, BusinessWeek, 0925.2006
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HealthWorks!NMMC! Mississippi!Global
Leadership!1 Problem of our time!
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THE SECRETS OF EXCELLENCE I THE MID-SIZED
ENTERPRISE.
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1 Exporter?
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4 Japan2T China2T USA
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4 Japan3 USA2 China1 Germany
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Reason!!!Mittelstand
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Skunk Camp 1 American Mittelstand (F500
A.W.O.L.) Frank Perdue/ Perdue Farms (It
takes a tough man to make a tender
chicken.) Tom Malone/ Milliken and Company Don
Burr/ People Express Tom Monaghan/ Dominos
Pizza Stew Leonard/ Stew Leonards Hal
Rosenbluth/ Rosenbluth International John
Fisher/ Bank One of Columbus John McConnell/
Worthington Industries Bill and Vieve Gore/ W.L.
Gore Bob Buckman/ Buckman Labs (Bob almost
single-handedly invented what we now call
knowledge management.)
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THE SECRETS OF EXCELLENCE II
MAINSTREET.(BEYOND HIGH VISIBILITY EXPORTERS.)

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Jims Group
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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
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Basement Systems Inc.
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Basement Systems Inc.Larry JaneskyDry
Basement Science (115,000!)1990 0 2003
13M 2007 62,000,000
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etc.PRSX/Paragon Railcar SalvageSalvaged
railcars into bridges, etc.
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Lived in same town all adult lifeFirst
generation wealthy/no parental supportDont
look like millionaires, dont dress like
millionaires, dont eat like millionaires,
dont act like millionairesMany of the types
of businesses they are in could be classified
as dull- normal. They are welding
contractors, auctioneers, scrap-metal dealers,
portable toilets, dry cleaners, re-builders
of diesel engines, paving contractors
Source The Millionaire Next Door, Thomas
Stanley William Danko
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THE SECRETS OF EXCELLENCE III UNBRIDLED
IMAGINATION.
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Single greatest act of pure imagination
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27
dubai
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THE FUTURE BELONGS TO SMALL POPULATIONS
WHO BUILD EMPIRES OF THE MIND AND WHO IGNORE
THE TEMPTATION OFOR DO NOT HAVE THE OPTION
OFEXPLOITING NATURAL RESOURCES.Source Juan
Enriquez/As the Future Catches You
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THE SECRETS IV EDUCATION FOCUSED ON NURTUTING
CREATIVITY.
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Human creativity is the ultimate economic
resource. Richard Florida, The Rise of the
Creative Class
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My wife and I went to a kindergarten
parent-teacher conference and were informed that
our budding refrigerator artist, Christopher,
would be receiving a grade of Unsatisfactory in
art. We were shocked. How could any childlet
alone our childreceive a poor grade in art at
such a young age? His teacher informed us that
he had refused to color within the lines, which
was a state requirement for demonstrating
grade-level motor skills. Jordan Ayan,
AHA!
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Every child is born an artist. The trick is to
remain an artist. Picasso
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Muhammad Yunus All human beings are
entrepreneurs. When we were in the caves we were
all self-employed . . . finding our food, feeding
ourselves. Thats where human history began . . .
As civilization came we suppressed it. We became
labor because they stamped us, You are labor.
We forgot that we are entrepreneurs. Source
Muhammad Yunus/The News HourPBS/1122.2006
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Ye gads Thomas Stanley has not only found no
correlation between success in school and an
ability to accumulate wealth, hes actually found
a negative correlation. It seems that
school-related evaluations are poor predictors of
economic success, Stanley concluded. What did
predict success was a willingness to take risks.
Yet the success-failure standards of most schools
penalized risk takers. Most educational systems
reward those who play it safe. As a result, those
who do well in school find it hard to take risks
later on. Richard Farson Ralph Keyes,
Whoever Makes the Most Mistakes Wins
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THE SECRETS OF EXCELLENCE V THE ESSENCE OF
ENTERPRISE.
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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
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EXCELLENCE.1978.1982.1992.1994.1996.2006.
2004-2007.SEPTEMBER 2007.15 OCTOBER
2007.1966-2007.
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1978.A START.
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Hard Is Soft (s)Soft Is Hard (people)
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1982.(OCTOBER)A BOOK.
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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
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Breakthrough 82 People! Customers! Action!
Values! In Search of Excellence
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1993.LOU FINDS GOLD IN THE RUBBLE.
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55B
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Trapper lt20 per beaver pelt.Source WSJ
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wdcp/Wildlife Damage-control Professional
150 to remove problem beaver 750-1,000
for flood-control piping so that beavers can
stay. Source WSJ
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Trapper RedneckWDCP PSF/ Professional
Services Provider (40X)
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1994.COOL IS COOL.
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You know a design is good when you want to lick
it. Steve Jobs Source Design Intelligence
Made Visible, Stephen Bayley Terence Conran
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1996.THE EDUCATION OF TOM.
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Forget China, India and the Internet Economic
Growth Is Driven by Women. Headline, Economist,
April 15, 2006, Leader, page 14
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10.6
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AS LEADERS, WOMEN RULE New Studies find that
female managers outshine their male counterparts
in almost every measure TITLE/ Special
Report/ BusinessWeek
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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
imperatives. Women are better salespersons than
men. Women buy almost everythingcommercial
as well as consumer goods. So what exactly is
the point of men?
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2006.STILL COLD IN MAY.
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Why in the World did you go to Siberia?
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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
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The Peters Principles Enthusiasm. Emotion.
Excellence. Energy. Excitement. Service. Growth.
Creativity. Imagination. Vitality. Joy.
Surprise. Independence. Spirit. Community.
Limitless human potential. Diversity. Profit.
Innovation. Design. Quality. Entrepreneurialism.
Wow!
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2004-2007.INVITATIONS.
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Better By Design A National StrategyNZ
Design Excellence
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2007.SEPTEMBER.SYDNEY.DRUCKER TRIBUTE.
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I have always believed that the purpose of the
corporation is to be a blessing to the
employees. Boyd Clarke TP An
organization is, in fact and after all is
said and done, a/the house in which most of us
live most of the time.
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We are a Life Success Company.Dave Liniger,
founder, RE/MAX
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Organizations exist to serve. Period. Leaders
live to serve. Period. Passionate servant
leaders, determined to create a legacy of
earthshaking transformation in their domain
create/must necessarily create organizations
which are no less than Cathedrals in which the
full and awesome power of the Imagination and
Spirit and native Entrepreneurial flair of
diverse individuals is unleashed In passionate
pursuit of jointly perceived soaring purpose and
personal and community and client service
Excellence.
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16 OCTOBER 2007.HAPPY 25.
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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)
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1966.2007.
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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.
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What makes God laugh?
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People making plans!
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do things.
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We have a strategic plan. Its called doing
things. Herb Kelleher
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Screw. things.Up.
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Sams Secret 1!
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try.Miss.try.
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READY.FIRE!AIM.Ross Perot (vs Aim! Aim!
Aim! /EDS vs GM/1985)
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No try. No deal.
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You miss 100 of the shots you never take.
Wayne Gretzky
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EXCELLENCE. BEDROCK.LEADERSHIP.10Ps.
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PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
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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)
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Nothing is so contagious as enthusiasm.
Samuel Taylor Coleridge
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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
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You must be the change you wish to see in the
world.Gandhi
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Its always showtime. David DAlessandro,
Career Warfare
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Success seems to be largely a matter of
hanging on after others have let go. William
Feather, author
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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
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Dennis, you need a To-dont List !
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Leaders do people. Period. Anon.
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Leaders SERVE people. Period. inspired by
Robert Greenleaf
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The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
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"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)
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Ger-on-i-mo!