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Title: ASTD 2001 International Conference


1
ASTD2001 International Conference
ExpositionTom PetersOrlando/06.05.01
2
1. T/D gt 1.0
3
26.3
4
3 Weeks in MayTraining Prep 187Work
41(Other 17)
5
1 vs. 367
6
Divas do it. Violinists do it. Sprinters do it.
Golfers do it. Pilots do it. Surgeons do it. Cops
do it. Astronauts do it. Why dont businesspeople
do it very much?
7
Conclusion We are not serious!
8
2. Drop Training. Embrace LEARNING.
9
You train rats and rhesus monkeys. Humans Esp.
in Intellectual Capital Jobs LEARN.
10
3. Drop Learning. Embrace FORGETTING.
11
ForgetgtLearnThe problem is never how to get
new, innovative thoughts into your mind, but how
to get the old ones out.Dee Hock
12
Good management was the most powerful reason
leading firms failed to stay atop their
industries. Precisely because these firms
listened to their customers, invested
aggressively in technologies that would provide
their customers more and better products of the
sort they wanted, and because they carefully
studied market trends and systematically
allocated investment capital to innovations that
promised the best returns, they lost their
positions of leadership.Clayton Christensen,
The Innovators Dilemma
13
Forbes100 from 1917 to 1987 39 members of the
Class of 17 were alive in 87 18 are in 87
F100 the 18 F100 survivors underperformed the
market by 20 just 2 (2), GE Kodak,
outperformed the market from 1917 to 1987.SP
500 from 1957 to 1997 74 members of the Class of
57 were alive in 97 12 (2.4) of 500
outperformed the market from 1957 to
1997.Source Dick Foster Sarah Kaplan,
Creative Destruction Why Companies That Are
Built to Last Underperform the Market
14
The corporation as we know it, which is now 120
years old, is not likely to survive the next 25
years. Legally and financially, yes, but not
structurally and economically.Peter Drucker,
Business 2.0 (08.00)
15
Built to Last v. Built to FlipThe problem with
Built to Last is that its a romantic notion.
Large companies are incapable of ongoing
innovation, of ongoing flexibility.Increasingl
y, successful businesses will be ephemeral. They
will be built to yield something of value and
once that value has been exhausted, they will
vanish.Fast Company (03-00)
16
The New Ge WayDYB.com
17
4. Consider You Could Be Source 1 of Market Cap
Enhancement.
18
11 September 2000
19
09.11.2000 HP bids 18,000,000,000for
PricewaterhouseCoopersConsulting business!
20
These days, building the best server isnt
enough. Thats the price of entry.Ann
Livermore, Hewlett-Packard
21
Department Head to Managing Partner, HR
etc. Inc.
22
HP Sun GE IBM UPS UTC General Mills
Springs Anheuser-Busch Carpet One Etc.
Etc.
23
UPS wants to take over the sweet spot in the
endless loop of goods, information and capital
that all the packages it moves
represent.ecompany.com/06.01 (E.g., UPS
Logistics manages the logistics of 4.5M Ford
vehicles, from 21 mfg. Sites to 6,000 NA dealers)
24
eHR/PCCAll HR on the WebProductivity
Consulting CenterSource E-HRA Walk through a
21st Century HR Department, John Sullivan, IHRIM
25
P.S.F. SummaryH.V.A. Projects (100)Pioneer
ClientsWOW Work (see below)Hot Talent (see
below)Adventurous CultureProprietary Point
of View (Methodology)W.W.P.F. (100)/Outside
Clients (25) When Now!
26
Maybe one or more of your PSFs becomes the
tail that wags the dog called Market Cap?????
E.g. HR-IS-Customer Service
27
5. Training Etc. Must Be Employee-led.
28
The control revolution. The potentially
monumental shift in control from institutions to
individuals made possible by new technology such
as the Internet. Source Introduction, The
Control Revolution, Andrew Shapiro
29
The Web enables total transparency. People with
access to relevant information are beginning to
challenge any type of authority. The stupid,
loyal and humble customer, employee, patient or
citizen is dead.Kjell Nordstrom and Jonas
Ridderstrale, Funky Business
30
Managing Benefits Let Workers Do It Source
Headline, Money Medicine, New York Times
(12.06.00) cited are specialist companies such
as eBenX and Vivius of Minneapolis
31
  • Firms will not manage the careers of their
    employees. They will provide opportunities to
    enable the employee to develop identity and
    adaptability and
  • thus be in charge of his or her own career.
  • Tim Hall et al., The New Protean Career
    Contract

32
H.R. to H.E.D. ???Human
Enablement Department
33
HR Employee Self-Service/ESSJohn Pask/IHRIM
34
THE FUTURE Patients Rule!Control Over Aging!
MF Cosmetic Surgery, Viagra Targeted
Therapies High Expectations The Internet!
meds, expert consultation, info-knowledge incl.
outcome data own recs, interaction with peers
docs, awareness that experts arentAlt
Therapies! more visits, some insurer
recognitionAwareness medicine as front-page
news, adsBoomers! s, , Ethos of
self-controlPrevention/WellnessHMO no-choice
RevoltAge of Talent Be nice, boss!Speed!
surgicenters, out-patient, self-admin regimens
35
6. Become Member 1 of the TDFT/Talent
Development Fanatics Team.
36
When land was the productive asset, nations
battled over it. The same is happening now for
talented people.Stan Davis Christopher
Meyer, futureWEALTH
37
We have transitioned from an asset-based
strategy to a talent-based strategy.Jeff
Skilling, CEO, Enron
38
From 1, 2 or youre out JW to Best
Talent in each industry segment to build best
proprietary intangibles EMSource Ed
Michaels, War for Talent (05.17.00)
39
Message Some people are better than other
people. Some people are a helluva lot better than
other people.
40
Top performing companies are two to four times
more likely than the rest to pay what it takes to
prevent losing top performers.Ed Michaels,
War for Talent (05.17.00)
41
What gets measured gets done. What gets paid
for gets done more. What gets paid a lot for
gets done a lot more.
42
Talented people are less likely to wait their
turn. We used to view young people as trainees
now they are authorities. Arguably this is the
first time the older generation can and must
leverage the younger generation very early in
their careers.Ed Michaels, War for Talent
(05.17.00)
43
EnronCOO Louise Kitchen, F, 29 created
EnronOnline as Skunk Works
44
AS LEADERS, WOMEN RULE New Studies find that
female managers outshine their male counterparts
in almost every measureTitle, Special Report,
Business Week, 11.20.00
45
The New Economy Shout goodbye to command and
control!Shout goodbye to hierarchy!Shout
goodbye to knowing ones place!
46
Womens Stuff New Economy MatchImprov
skillsRelationship-centricLess rank
consciousnessSelf determinedTrust sensitive
IntuitiveNatural empowerment freaks less
threatened by strong peopleIntrinsic
motivation gt Extrinsic
47
Boys are trained in a way that will make them
irrelevant.Phil Slater
48
7. Training Writ Large Is a/the Primary
Talent Attractant.
49
New Economy changes how firms treat
layoffsHeadline, USA Today (03.19.2001)
50
2010 DemographicsBy 2010, full-time workers
will be in the minoritySource MIT study
(28August2000)
51
New World of Worklt 1 in 10 F5001 Manpower
Inc.Freelancers/I.C. 16M-25MTemps 3M (incl.
CEOs lawyers)Microbusinesses 12M-27MTotal
31M-55MSource Daniel Pink, Free Agent Nation
52
If there is nothing very special about your
work, no matter how hard you apply yourself, you
wont get noticed, and that increasingly means
you wont get paid much either.Michael
Goldhaber, Wired
53
You are the storyteller of your own life, and
you can create your own legend or not.Isabel
Allende
54
Minimum New Work SurvivalSkillsKit2001MasteryRo
lodex Obsession (vert. to horiz.
loyalty)Entrepreneurial InstinctCEO/Leader/Bus
inessperson/CloserMistress of ImprovSense of
HumorIntense Appetite for TechnologyGroveling
Before the YoungEmbracing MarketingPassion
for Renewal
55
Brand You, Big Time!I AM AN ARMY OF ONE
56
8. ARE YOU AT THE HEART OF THE BRAND PROMISE?
100 OF THE TIME?
57
WHO ARE YOU these days ?TP to Client
58
Most companies tend to equate branding with the
companys marketing. Design a new marketing
campaign and, voila, youre on course. They are
wrong. The task is much bigger. It is about
fulfilling our potential not about a new logo,
no matter how clever. WHAT IS MY MISSION IN
LIFE? WHAT DO I WANT TO CONVEY TO PEOPLE? HOW
DO I MAKE SURE THAT WHAT I HAVE TO OFFER THE
WORLD IS ACTUALLY UNIQUE? The brand has to give
of itself, the company has to give of itself, the
management has to give of itself. To put it
bluntly, it is a matter of whether or not you
want to be UNIQUE NOW.Jesper Kunde, A
Unique Moment
59
We are in the twilight of a society based on
data. As information and intelligence become the
domain of computers, society will place more
value on the one human ability that cannot be
automated emotion. Imagination, myth, ritual -
the language of emotion - will affect everything
from our purchasing decisions to how we work with
others. Companies will thrive on the basis of
their stories and myths. Companies will need to
understand that their products are less important
than their stories.Rolf Jensen, Copenhagen
Institute for Future Studies
60
Brand Promise Exercise (1) Who Are WE?
(poem/novella/song, then 25 words.) (2) List
three ways in which we are UNIQUE to our
Clients. (3) Who are THEY (competitors)? (ID, 25
words.) (4) List 3 distinct us/them
differences. (5) Try results on your
teammates. (6) Try em on a friendly Client. (7)
Big Enchilada Try em on a skeptical Client!
61
Message REAL Branding is personal. REAL
Branding is integrity. REAL Branding is
consistency freshness. REAL Branding is the
answer to WHO ARE WE? WHY ARE WE HERE? REAL
Branding is why I/you/we all get out of bed in
the morning. REAL Branding cant be faked.
REAL Branding is a systemic, 24/7, all
departments, all hands affair.
62
MantraM3Talent Brand
63
Whats your companys EVP?Employee Value
Proposition, per Ed Michaels et al., The War for
Talent
64
EVP Challenge, professional growth, respect,
satisfaction, opportunity, rewardSource Ed
Michaels et al., The War for Talent
65
Edgartown MA AP Fun in the Sun StoreDO THE
EMPLOYEES BUY THIS ACT?
66
HR Folks YOU not marketing - OWN THE
BRAND PROMISE!(If you wish.)
67
9. Can You Imagine Your ENTIRE Corporation
On-line/INTERNET Standard?
68
10. What Does ENRON Have to Teach Us? ORACLE?
69
11. Goal 90 of Training/Learning/HR
EXPERIENCES On-line/Inet by 01.01.2003.
70
12. Are You a NO-BULL Candidate for LEADER OF
THE E-BUSINESS TEAM?
71
Tomorrow Today Cisco!90 of 20B
(50M/day)75 mfg. outsourced 50 of orders
routed to supplier who ships directGross
margin 65 Net margin 28Annual savings in
service and support from customer
self-management 550M
72
Oracle Service Call Center300.00 per
transaction to 1.50Savings
550,000,000Source Ralph Seferian, Oracle
part of Os 1B saving on a rev. base of 9B
1B additional this year
73
Enron eWorld Price a structured trade, per
John Arnold, 26 Early 1999 30 times a day. Late
2000 30 times per minute.Long-term gas
contract. 1989 9 months, 400 deals. Late 90s
2 weeks, 2 per week. Late 2000 5 such deals per
daySource www.ecompany.com (1/2001)
74
Tomorrow Today Cisco!90 of 20B save
550MC.Sat e gtgt C.Sat HCustomer Engineer
Chat Rooms/Collaborative Design (1B free
consulting) (45,000 customer problems a week
solved via customer collaboration)
75
Welcome to D.I.Y. Nation!Changes in business
processes will emphasize self service. Your costs
as a business go down and perceived service goes
up because customers are conducting it
themselves. Ray Lane, Oracle
76
Anne Busquet/ American ExpressNot Age of the
InternetIs Age of Customer Control
77
Amen!The Age of the Never Satisfied
CustomerRegis McKenna
78
WebWorld Everything Web as a way to run your
business innardsWeb as connector for your
entire supply-demand chain Web as spiders web
which re-conceives the industryWeb/B2B as
ultimate wake-up call to commodity
producersWeb as the scourge of slack,
inefficiency, sloth, bureaucracy, poor customer
dataWeb as an Encompassing Way of LifeWeb
Everything (P.D. to after-sales)Web forces you
to focus on what you do bestWeb as entrée, at
any size, to Worlds Best at Everything as next
door neighbor
79
One cannot be tentative about this. Excuses like
channel conflict or marketing and sales arent
ready cannot be allowed. Delay and you risk
being cut out of your own market, perhaps not by
traditional competitors but by companies you
never heard of 24 months ago.Jack Welch
07.00/Forbes.com
80
Message eCommerce is not a technology play! It
is a relationship, partnership, organizational
and communications play, made possible by new
technologies.
81
Message There is no such thing as an effective
B2B or Internet-supply chain strategy in a
low-trust, bottlenecked-communication, six-layer
organization.
82
Ebusiness is about rebuilding the organization
from the ground up. Most companies today are not
built to exploit the Internet. Their business
processes, their approvals, their hierarchies,
the number of people they employ all of that is
wrong for running an ebusiness.Ray Lane,
Kleiner Perkins
83
There is no use trying, said Alice. One cant
believe impossible things. I daresay you
havent had much practice, said the Queen. When
I was your age, I always did it for half an hour
a day. Why, sometimes Ive believed as many as
six impossible things before breakfast.Lewis
Carroll
84
Inet allows you to dream dreams you could
never have dreamed before!
85
Message 2001 Only idiots pull in their
investment horns during a downturn.
86
13. Do You EMBRACE or Fight the WCR/White
Collar Revolution?
87
80,000?
88
108 X 5vs. 8 X 1 540 vs. 8 (-98.5)
89
Automation75 of what we do 40 expert
decision rules!
90
IBMs Project Eliza!
91
Dont own nothin if you can help it. If you
can, rent your shoes.F.G.
92
14. How Do You Train for AMBIGUITY?
93
lt1000A.D. paradigm shift 1000s of years1000
100 years for paradigm shift1800s gt prior 900
years1900s 1st 20 years gt 1800s2000 10 years
for paradigm shift 21st century 1000X tech
change than 20th century (the Singularity, a
merger between humans and computers that is so
rapid and profound it represents a rupture in the
fabric of human history)Ray Kurzweil, talk
april2001
94
Most of our predictions are based on very linear
thinking. Thats why they will most likely be
wrong.Vinod Khosla, in GIGATRENDS, Wired
04.01
95
There will be more confusion in the business
world in the next decade than in any decade in
history. And the current pace of change will only
accelerate.Steve Case
96
We are in a brawl with no rules.Paul Allaire
97
S.A.V.
98
The Kotler Doctrine1965-1980
R.A.F.(Ready.Aim.Fire.)1980-1995
R.F.A.(Ready.Fire!Aim.)1995-????
F.F.F.(Fire!Fire!Fire!)
99
15. ALL Training Must Be WOW! (Measure It.)
100
The surplus society has a surplus of similar
companies, employing similar people, with similar
educational backgrounds, working in similar jobs,
coming up with similar ideas, producing similar
things, with similar prices and similar
quality.Kjell Nordstrom and Jonas
Ridderstrale, Funky Business
101
Companies have defined so much best practice
that they are now more or less identical.Jesper
Kunde, A Unique Moment
102
We make over three new product announcements a
day. Can you remember them? Our customers
cant!Carly Fiorina
103
Quality Not Enough!While everything may be
better, it is also increasingly the same.Paul
Goldberger on retail, The Sameness of Things,
The New York Times
104
Reward excellent failures. Punish mediocre
successes.Phil Daniels, Sydney exec
105
Every project we take on starts with a question
How can we do whats never been done
before?Stuart Hornery, CEO, Lend Lease
106
Your Current Project?1. Another
days work/Pays the rent.4. Of value.7.
Pretty Damn Cool/Definitely subversive.10.
WE AIM TO CHANGE THE WORLD.
(Insane!/Insanely Great!/WOW!)
107
Learn not to be careful. Photographer Diane
Arbus to her students (Careful The sidelines,
per Harriet Rubin in The Princessa)
108
16. Train WEIRD.
109
Wealth in this new regime flows directly from
innovation, not optimization. That is, wealth is
not gained by perfecting the known, but by
imperfectly seizing the unknown.Kevin Kelly,
New Rules for the New Economy
110
Saviors-in-WaitingDisgruntled CustomersFringe
CompetitorsRogue EmployeesEdge SuppliersWayne
Burkan, Wide Angle Vision Beat the Competition
by Focusing on Fringe Competitors, Lost
Customers, and Rogue Employees
111
Our strategies must be tied to leading edge
customers on the attack. If we focus on the
defensive customers, we will also become
defensive.John Roth, CEO, Nortel
112
The Cracked Ones Let in the LightOur business
needs a massive transfusion of talent, and
talent, I believe, is most likely to be found
among non-conformists, dissenters and
rebels.David Ogilvy
113
Button-down Org
H.S.D.E. .
  • Acquire for market share
  • Suck up to biggest customers
  • Pursue strategic vendors
  • Bigger is better
  • Accept assignments as given
  • Hire 4.0s from top schools
  • Promote when theyve paid their dues
  • Appoint a prestigious board
  • Hang out with my pals
  • R.A.F.
  • Be professional at all times/Honor thine elders
  • Acquire for innovation
  • Partner with cool customers
  • Seek out pioneering vendors
  • Break it up to refresh
  • Reframe all tasks to innovate
  • Hire intriguing, wherever
  • Promote tomorrow if the work product is weird and
    WOW
  • Appoint an interesting, headstrong board
  • Take a freak to lunch today
  • F.F.F.
  • Stay loose, stay cool/The hell with thine elders

114
17. Are You Ms. TECHNICOLOR?
115
18. Are You a Certified RADICAL?
116
Create a Cause, not a business. Gary Hamel,
Fortune (06.00), on re-inventing a company
(Exemplar 1 Charles Schwab)
117
Brand Leadership ENTHUSIASM RULES!Ben Zander
I am a dispenser of enthusiasm.
118
EntusiasmatoreWord invented by Silvio
Berlusconi, meaning enthusiast-salesman
119
Message Leadership is all about love! Passion,
Enthusiasms, Appetite for Life, Engagement,
Commitment, Great Causes Determination to Make
a Damn Difference, Shared Adventures, Bizarre
Failures, Growth, Insatiable Appetite for
Change. Otherwise, why bother? Just read
Dilbert. TPs final words CYNICISM SUCKS.
120
  • 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

121
One student said she could not describe her good
teachers because they differed so greatly, one
from another. But she could describe her bad
teachers because they were all the same Their
words float somewhere in front of their faces,
like the balloon speech in cartoons. Parker
Palmer, The Courage to Teach
122
It is impossible to claim that all good teachers
use similar techniques some lecture nonstop and
others speak very little some stay close to
their material and others loose the imagination
some teach with the carrot and others with the
stick. But in every instance, good teachers share
one trait a strong sense of personal identity
infuses their work. Dr. A is really there when
he teaches. Mr. B has such enthusiasm for his
subject. You can tell that this is really Prof.
Cs life. Parker Palmer, The Courage to Teach
123
19. All It Takes Is One!
124
Topic Boss-free Implementation of STM /Stuff
That MATTERS!
125
This is all I know in the world!Tom Peters
126
THE IDEA F4 Find a Fellow Freak Faraway
127
Worlds Biggest Waste Selling Up
128
Heart of the MatterF2F!/K2K!/1_at_T/R.F.A.Frea
k to Freak/Kook to Kook/One at a Time/
Ready.Fire!Aim.
129
And K2KKS2SSKook to Kooky
KustomerSkunk to Scintillating Supplier
130
The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
131
Joe J. Jones 1942 2001 HE WOULDA DONE
SOME REALLY COOL STUFF BUT HIS BOSS
WOULDNT LET HIM!
132
20. Quit Bitching. MASTER POLITICS!
133
Message Its Community Organizing, stupid!See
Saul Alinskys Rules for Radicals
134
21. Diversity PAYS. BIG TIME.
135
Diversity defines the health and wealth of
nations in a new century. Mighty is the mongrel.
The hybrid is hip. The impure, the mélange, the
adulterated, the blemished, the rough, the
black-and-blue, the mix-and-match these people
are inheriting the earth. Mixing is the new norm.
Mixing trumps isolation. It spawns creativity,
nourishes the human spirit, spurs economic
growth and empowers nations.G. Pascal
Zachary, The Global Me New Cosmopolitans and the
Competitive Edge
136
22. Become a DESIGN Fanatic!
137
We dont have a good language to talk about
this kind of thing. In most peoples
vocabularies, design means veneer. But to me,
nothing could be further from the meaning of
design. Design is the fundamental soul of a
man-made creation.Steve Jobs
138
Design is WHAT WHY I LOVE. LOVE.
139
I LOVE my ZYLISS Garlic Peeler!
140
Design is WHY I GET MAD. MAD.
141
Wanted Dead preferably or Alive THE DESIGNER
OF MY RADIO SHACK PHONE. Major Reward!
142
Design is never neutral.
143
Hypothesis DESIGN is the principal difference
between love and hate!
144
THE BASE CASE I am a design fanatic.
Personally, though not artistic, Im a
cool-stuff guy. I love what I love and I hate
what I hate. Openly. But it goes much
further, far beyond the personal. Design has
become a professional obsession. I SIMPLY
BELIEVE THAT DESIGN PER SE IS THE PRINCIPAL
REASON FOR EMOTIONAL ATTACHMENT or detachment
RELATIVE TO A PRODUCT OR SERVICE OR EXPERIENCE.
Design, as I see it, is arguably the 1
determinant of whether a product-service-experienc
e stands out or doesnt. Furthermore, its one
of those things that damn few companies put
consistently on the front burner.
145
MessageServices are Not Intangible!You
give off hundreds of design cues daily!YOU
ARE A DESIGNER!
146
First Steps Beauty Contest!
  • Select one form/document invoice, air bill, sick
    leave policy, customer returns-claim form
  • Rate the selected doc on a scale of 1 to 10 1
    Bureaucratica Obscuranta/ Sucks 10 Work of
    Art on three dimensions Beauty, Grace, Clarity
  • Re-invent!
  • Repeat, with a new selection, every 15 working
    days.

147
Design for Delightbook title, Tate Modern
148
23. Become an EXPERIENCE Fanatic!
149
Experiences are as distinct from services as
services are from goods.Joseph Pine James
Gilmore, The Experience Economy Work Is Theatre
Every Business a Stage
150
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
151
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
152
Car designers need to create a story. Every car
provides an opportunity to create an adventure.
The Prowler makes you smile. Why? Because its
focused. It has a plot, a reason for being, a
passion.Freeman Thomas, co-designer VW Beetle
designer Audi TT
153
Hmmmm(?) Only Words StoryAdventureSmile
FocusPlotPassion
154
PlotWilliams Sonoma 5 was 10Crate Barrel
8Sharper Image 9Smith Hawken 8Garnet
Hill 9L.L. Bean 4 was 9Colonial
Williamsburg ?
155
The Experience LadderExperiences
ServicesGoods Raw Materials
156
1940 Cake from flour, sugar (raw materials
economy) 1.00 1955 Cake from Cake
mix (goods economy) 2.00 1970
Bakery-made cake (service economy) 10.001990
Party _at_ Chuck E. Cheese (experience economy)
100.00
157
Message Experience is the Last
80Experience applies to all work!
158
24. Understand the New Market. LEAD! (Damn it.)
159
?????????Home Furnishings 94Vacations
92Houses 91Consumer Electronics 51 Cars
60 (90)All consumer purchases 83 Bank
Account 89Health Care 80
160
4.8T gt Japan9M/27.5M/3.6T gt Germany
161
Read This Book EVEolution The Eight Truths
of Marketing to WomenFaith Popcorn Lys
Marigold
162
STATEMENT OF PHILOSOPHY I am a businessperson.
An analyst. A pragmatist. The enormous social
good of increased womens power is clear to me
but it is not my bailiwick. My game is
haranguing business leaders about my fact-based
conviction that womens increasing power
leadership skills and purchasing power is the
strongest and most dynamic force at work in the
American economy today. Dare I say it as a
long-time Palo Altan THIS IS EVEN BIGGER THAN
THE INTERNET!Tom Peters
163
Age Power will rule the 21st century, and we
are woefully unprepared.Ken Dychtwald, Age
Power How the 21st Century Will Be Ruled by the
New Old
164
Subject Marketers StupidityIts 18-44,
stupid!
165
Subject Marketers StupidityOr is it 18-44
is stupid, stupid!
166
2000-2010 Stats18-44 -155 21(55-64
47)
167
Aging/ElderlyIm in charge!
168
No Target MarketingYes Target Innovation
Target Delivery Systems
169
25. Heed 49!
170
I. Personal Stuff
171
Indefatigableindefatigable courage
love the thrill of the hunt must not have
just a desire to win, but a need to win enjoy
doing things they dont know how to do seek
out discomfort zones in order to gain new
experiences willing to piss people off
LEADERS NEED TO BE THE ROCK OF GIBRALTAR ON
ROLLER BLADES
172
A real superstar is mean in a particular way. He
is Michael Jordan or Cal Ripken, greedy for
records and history. Armored and self-contained,
his inner core is a hard knot of physical talent
and fierce will. Nothing penetrates that core,
and anybody or anything that gets too close is
out of his life.Michael Sokolove, The last
Straw
173
You Must Care!Leaders care! The true
definition of leadership is service.
genuinely care Leaders CARE! Leadership
is service. LEADERS SERVE.
174
Real!Leaders are living individuals whom
employees can smell, feel, touch their presence
the elevator test Leaders love their work.
That passion is infectious. Its only
business, not personal IT ALWAYS IS PERSONAL.
If you love what you do, it shows. You cannot
fake love and succeed.
175
Integrityooze integrity certain things
Ill never do shoulder the unpleasant tasks
176
Miscl.Know yourself Aware of your impact on
others Have an Honest Coach Take breaks
177
II. Tactics
178
Sweat the small stuff cultural giveaways the
clean parking lot, etc. Build/Design beats
Design/Build. Ferret out the truth/Find cool
internal sources LEADERS NEVER HEAR THE TRUTH
COMMUNICATE RELENTLESSLY ASK BETTER QUESTIONS

179
Hire smart go bonkers have grace make
mistakes love technology start all over
again. Leaders are never afraid to walk away
from business. Leaders select their battles
carefully. A leader must hear the wrong
notes.
180
Leaders have a kid alive in them. Leadership
is the PROCESS of ENGAGING PEOPLE in CREATING a
LEGACY of EXCELLENCE. Real leaders dont
always get their way. creative director
181
Leaders have a kid alive in them. Leadership
is the PROCESS of ENGAGING PEOPLE in CREATING a
LEGACY of EXCELLENCE. Real leaders dont
always get their way. creative director
182
I dont know.Karl Weick
183
The leader who says I dont know essentially
says that the group is facing a new ballgame
where the old tools of logic may be its undoing
rather than its salvation. To drop these tools is
not to give up on finding a workable answer. It
is only to give up on one means of answering that
is ill-suited to the unstable, the unknowable,
the unpredictable. To drop the heavy tools of
rationality is to gain access to lightness in the
form of intuitions, feelings, stories,
experience, active listening, shared humanity,
awareness in the moment, capability for
fascination, awe, novel words and empathy. -
Karl Weick
184
Id rather regret the things I have done than
the things I have not.Lucille Ball
185
If you ask me what I have come to do in this
world, I who am an artist, I will reply, I am
here to live my life out loud.Emile Zola
186
Lets make a dent in the universe.Steve Jobs
187
Have you changed civilization today?Source HP
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