The Challenge: To Create More Value in All Negotiations

1
Tom Peters RE-IMAGINE. EXCELLENCE. INNOVATE.
NOW. OR PERISH. 2014 PAI Market Partner
Conference 05 December/Punta Cana (slides at
tompeters.com also see excellencenow.com)
2
Meet Your Next Surgeon Dr. Robot
3
Meet Your Next Surgeon Dr. Robot Source
Feature/Fortune/15 JAN 2013/on Intuitive
Surgicals da Vinci /multiple bypass
heart-surgery robot (Almost all health care
people get is going to be done by algorithms
within a decade or two. Michael
Vassar/MetaMed)
4
The combination of new market rules and new
technology was turning the stock market into, in
effect, a war of robots. Michael Lewis,
Goldmans Geek Tragedy, Vanity Fair, 09.13
5
Automation has become so sophisticated that on
a typical passenger flight, a human pilot holds
the controls for a grand total of 3
minutes. Pilots have become, its not much of an
exaggeration to say, computer operators c.f.,
AF447!. Nicholas Carr, The Atlantic, 11.13
6
Lets Welcome Our Newest Official Board
Member Just like other members of the board,
the algorithm VITAL gets to vote on whether the
firm makes an investment in a specific company or
not. The program is the sixth member of DKV's
board. Business Insider, 13 May 2014 A
Hong Kong VC fund has just appointed an algorithm
to its board.
7
The next frontier is a wireless technology
called v2x, which companies in America, Europe
and Japan are developing. It encapsulates
vehicle-to-vehicle and vehicle-to-infrastructure
communications. Special modems allow
v2x-equipped cars to talk to each other and to
the world around them. Mary Barra, CEO, GM,
in the Economist, December 2014
8
SENSOR PILLS Proteus Digital Health is one of
several pioneers in sensor-based health
technology. They make a silicon chip the size of
a grain of sand that is embedded into a safely
digested pill that is swallowed. When the chip
mixes with stomach acids, the processor is
powered by the bodys electricity and transmits
data to a patch worn on the skin. That patch, in
turn, transmits data via Bluetooth to a mobile
app, which then transmits the data to a central
database where a health technician can verify if
a patient has taken her or his medications.
This is a bigger deal than it may seem. In
2012, it was estimated that people not taking
their prescribed medications cost 258 billion in
emergency room visits, hospitalization, and
doctor visits. An average of 130,000 Americans
die each year because they dont follow their
prescription regimens closely enough.. The FDA
approved placebo testing in April 2012 sensor
pills are ticketed to come to market in 2015 or
2016. Source Robert Scoble and Shel Israel,
Age of Context Mobile, Sensors, Data and the
Future of Privacy
9
Walmart SV 1,500
10
Whats really interesting is that over the
NEXT FIVE YEARS were going to see every industry
exposed to reinvention of how people put products
and services together, how work is done, what
kind of jobs and skills are needed, what can be
handled by technology. John Sculley
11
Software is eating the world. Marc Andreessen
12
-1/1/2
13
SP 500 -1/1 Every 2 weeks! Source
Richard Foster (via Rita McGrath/HBR/12.26.13
14
Enter the Mittelstanders Middle-sized
Niche/Micro-niche Dominators!
15
THE RED CARPET STORE (Joel Resnick/Flemington NJ)
16

• Basement Systems Inc. (Larry Janesky/Seymour
  CT)Dry Basement Science (100,000
  copies!)1990 0 2003 13M 2010
  80,000,000

17
The Magicians of Motueka the Mittelstand
Trifecta W.A. Coppins Ltd. (Coppins Sea
Anchors/ PSA/para sea anchors) Textiles,
1898 thrive on wicked problems e.g., U.S.
Navy STLVAST (Small To Large Vehicle At Sea
Transfer) custom fabric from W. Wiggins
Ltd./Wellington (specialty nylon, Dyneema,
from DSM/Netherlands)
18
JUNGLE JIMS INTERNATIONAL MARKET, FAIRFIELD,
OH An adventure in shoppertainment, begins
in the parking lot and goes on to 1,600 cheeses
and 1,400 varieties of hot saucenot to mention
12,000 wines priced from 8-8,000 a bottle
all this is brought to you by 4,000 vendors.
Customers from every corner of the
globe. BRONNERS CHRISTMAS WONDERLAND,
FRANKENMUTH, MI 98,000-square-foot shop
features 6,000 Christmas ornaments, 50,000
trims, and anything else you can name pertaining
to Christmas. From Retail Superstars Inside
the 25 Best Independent Stores in America, George
Whalin
19
BE THE BEST. ITS THE ONLY MARKET THATS NOT
CROWDED. From Retail Superstars Inside the 25
Best Independent Stores in America, George Whalin
20
Going Social Location and Size
Independent Today, despite the fact that were
just a little swimming pool company in Virginia,
we have the most trafficked swimming pool website
in the world. Five years ago, if youd asked me
and my business partners what we do, the answer
would have been simple, We build in-ground
fiberglass swimming pools. Now we say, We are
the best teachers in the world on the subject
of fiberglass swimming pools, and we also happen
to build them. Jay Baer, Youtility Why
Smart Marketing Is About Help, Not Hype
21
Michael Raynor and Mumtaz Ahmed THE THREE
RULES How Exceptional Companies Think 1.
Better before cheaper. 2. Revenue before cost. 3.
There are no other rules. (From a database
of over 25,000 companies from hundreds of
industries covering 45 years, the authors
uncovered 344 companies that qualified as
statistically exceptional.)
22
Innovate or Perish/ Extreme Times DEMAND
Extreme Solutions
23
Insanely great (Steve Jobs)Radically
thrilling (BMW) Astonish me! (Sergei
Diaghilev, to a lead dancer)Build something
great! (Hiroshi Yamauchi, CEO, Nintendo, to a
senior game designer) Make it immortal!
(David Ogilvy, to a copywriter).
24
You cant behave in a calm, rational manner.
Youve got to be out there on the lunatic
fringe. Jack Welch
25
1/48
26
1/48/1966-2014 WTTMSW
27
WHOEVER TRIES THE MOST STUFF WINS
28
In Search of Excellence 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
29
READY.FIRE!AIM.H. Ross Perot (vs Aim! Aim!
Aim! /EDS vs GM/1985)
30
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 plan for months. Bloomberg by Bloomberg
31
EXPERIMENT FEARLESSLYBusinessWeek, Type A
Organization Strategies How to Hit a Moving
TargetTactic 1RELENTLESS TRIAL AND
ERROR Source Wall Street Journal,
cornerstone of effective approach to
rebalancing company portfolios in the face of
changing and uncertain global economic conditions
32
You cant be a serious innovator unless and
until you are ready, willing and able to
seriously play. Serious play is not an
oxymoron it is the essence of innovation.
Michael Schrage, Serious Play
33
FAIL. FORWARD. FAST.
34
FAIL. FORWARD. FAST.High Tech CEO,
Pennsylvania FAIL FASTER. SUCCEED SOONER.
David Kelley/IDEOMOVE FAST. BREAK THINGS.
Facebook
35
REWARD excellent failures. PUNISH mediocre
successes.Phil Daniels, Sydney exec
36
In business, you REWARD people for taking RISKS.
WHEN IT DOESNT WORK OUT YOU PROMOTE THEM
-BECAUSE THEY WERE WILLING TO TRY NEW THINGS. If
people tell me they skied all day and never fell
down, I tell them to try a different mountain.
Michael Bloomberg
37
WTTMSASTMSUW
38
WHOEVER TRIES THE MOST STUFF AND
SCREWS THE MOST STUFF UP WINS
39
Tempo/ Temperament
40
If things seem under control, youre just not
going fast enough. Mario Andretti, race
driver Im not comfortable unless Im
uncomfortable. Jay Chiat If it works, its
obsolete. Marshall McLuhan
41
At the heart of Boyds thinking is an idea
labeled OODA Loops. OODA stands for the
Observe-Orient-Decide-Act cycle. In short, the
player with the quickest OODA Loops disorients
the enemy to an extreme degree. In the world of
aerial combat, for example, the confused
adversary subjected to an opponent with short
OODA cycles often flies into the ground rather
than becoming the victim of machine gun fire or a
missile. Boyd is careful to distinguish between
raw speed and maneuverability. In aerial
dogfighting in Korea (Boyds incubator), Soviet
MiGs flown by Chinese pilots were faster and
could climb higher, but our F-86 had faster
transientsit could change direction more
quickly hence our technically inferior craft (by
conventional design standards) achieved a 101
kill ratio. Robert Coram, BOYD The Fighter
Pilot Who Changed the Art of War
42
WTTMSASTMSUTFW
43
WHOEVER TRIES THE MOST STUFF AND SCR
EWS THE MOST STUFF UP THE FASTEST WINS
44
WHOEVER TRIES THE MOST STUFF AND SCR
EWS THE MOST STUFF UP THE FASTEST WINS
45
Ideas Economy CAN YOUR BUSINESS FAIL FAST
ENOUGH TO SUCCEED? Source ad for Economist
Conference/0328.13/Berkeley CA (caps are
Economist)
46
Value Added I ADDING A STRATEGIC SERVICES
COMPONENT
47
Rolls-Royce now earns more from tasks such as
managing clients overall procurement strategies
and maintaining aerospace engines it sells than
it does from making them. Economist
48
IBMtoIBM
49
UPS to UPS
50
Value Added II DESIGN PRIMACY
51
Design 1 APPLE market capitalization gt
Exxon Mobil August 2011
52
Hypothesis Men CANNOT design for womens
needs!!??
53
Value Added III Women BUY Everything!
54
Forget CHINA, INDIA and the INTERNET Economic
Growth Is Driven by WOMEN. Source Headline,
Economist
55

• W gt 2X (C I)
• Women now drive the global economy. Globally,
  they control about 20 trillion in consumer
  spending, and that figure could climb as high as
  28 trillion in the next five years. Their 13
  trillion in total yearly earnings could reach 18
  trillion in the same period. In aggregate, women
  represent a growth market bigger than China and
  India combinedmore than twice as big in fact.
  Given those numbers, it would be foolish to
  ignore or underestimate the female consumer. And
  yet many companies do just thateven ones that
  are confidant that they have a winning strategy
  when it comes to women. Consider Dells
• Source Michael Silverstein and Kate Sayre, The
  Female Economy, HBR, 09.09

56
Women are THE majority market Fara
Warner/The Power of the Purse
57
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
58
The Perfect Answer
Jill and Jack buy slacks in black
59
(No Transcript)
60
Research suggests that to succeed, start by
promoting women. Nicholas Kristof, Twitter,
Women, and Power, NYTimes In my experience,
women make much better executives than men.
Kip Tindell, CEO, Container Store
61
Value Added IV EXPERIENCE DESIGN THE AGE OF
TGRs Things Gone RIGHT
62
Conveyance Kingfisher Air Location Approach to
New Delhi
63
May I clean your glasses, sir?
64
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
65
I would rather engage in a Twitter
conversation with a single customer than see our
company attempt to attract the attention of
millions in a coveted Super Bowl commercial. Why?
Because having people discuss your brand directly
with you, actually connecting one-to-one, is far
more valuablenot to mention far cheaper!
Consumers want to discuss what they like, the
companies they support, and the organizations and
leaders they resent. They want a community. They
want to be heard. If we engage employees,
customers, and prospective customers in
meaningful dialogue about their lives,
challenges, interests, and concerns, we can build
a community of trust, loyalty, andpossibly over
timehelp them become advocates and champions for
the brand. Peter Aceto, CEO, Tangerine (from
the Foreword to A World Gone Social How
Companies Must Adapt to Survive, by Ted Coine
Mark Babbit)
66
Value Added V LBTs Little BIG Things
67
Big carts 1.5X Source Walmart
68
2X When Friedman slightly curved the right
angle of an entrance corridor to one property, he
was amazed at the magnitude of change in
pedestrians behaviorthe percentage who entered
increased from one-third to nearly two-thirds.
Natasha Dow Schull, Addiction By Design
Machine Gambling in Las Vegas
69
Flash When I work with experimental digital
gadgets, I am always reminded of how small
changes in the details of a digital design can
have profound unforeseen effects on the
experiences of the people who are playing with
it. The slightest change in something as
seemingly trivial as the ease of use of a button
can sometimes alter behavior patterns. For
instance, Stanford University researcher Jeremy
Bailinson has demonstrated that changing the
height of ones avatars in immersive virtual
reality transforms self-esteem and social
self-perception. Technologies are extensions of
ourselves, and, like the avatars in Jeremys lab,
our identities can be shifted by the quirks of
gadgets. It is impossible to work with
information technology without also engaging in
social engineering. Jaron Lanier, You Are Not
a Gadget
70
You get a sense of the scale and intricacy of
the task by considering the sound effects alone
The game contains 54,000 pieces of audio and
40,000 lines of dialogue. There are 2,700
different noises for footsteps alone depending on
whose foot is stepping on what. Sam Leith on
Halo 3, from Jane McGonigal, Reality Is Broken
Why Games Make Us Better and How They Can Change
the World
71
BEDROCK MATCHLESS TALENT
72
Business has to give people enriching,
rewarding lives
73
1/4,096 excellencenow.com Business has to give
people enriching, rewarding lives or it's
simply not worth doing. Richard Branson
74
"If you want staff to give great service, give
great service to staff." Ari Weinzweig,
Zingerman's
75
EXCELLENT customer experience depends entirely
on EXCELLENT employee experience! If you
want to WOW your customers, FIRST you must WOW
those who WOW the customers!
76
It may sound radical, unconventional, and
bordering on being a crazy business idea.
However as ridiculous as it soundsjoy is the
core belief of our workplace. Joy is the reason
my company, Menlo Innovations, a customer
software design and development firm in Ann
Arbor, Michigan, exists. It defines what we do
and how we do it. It is the single shared belief
of our entire team. Richard Sheridan, Joy,
Inc. How We Built a Workplace People Love
77
CORPORATE MANDATE 1 2014 Your principal moral
obligation as a leader is to develop the
skillset, soft and hard, of every one of the
people in your charge (temporary as well as
semi-permanent) to the maximum extent of your
abilities. The good news This is also the 1
mid- to long-term profit maximization
strategy!
78
!
79
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!
80
(No Transcript)