Tom Peters - PowerPoint PPT Presentation


Title: Tom Peters


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Tom Peters Re-Imagine!Business Excellence
in a Disruptive AgeDeloitte Touche/ New York/
05.07.2003
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Slides at tompeters.com
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Part I Re-Imagine!Part II Women Roar!Part
III Leading in Totally Screwed Up Times!
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Part I Re-Imagine!
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1. We Are in a Brawl with No Rules.
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Uncertainty is the only thing to be sure of.
Anthony Muh, head of investment in Asia,
Citigroup Asset management (FT/03.27.2003)
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If you dont like change, youre going to like
irrelevance even less. General Eric Shinseki,
Chief of Staff, U. S. Army
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2. The Destruction Imperative.
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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)
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Forbes100 from 1917 to 1987 39 members of the
Class of 17 were alive in 87 18 in 87 F100
18 F100 survivors underperformed the market by
20 just 2 (2), GE Kodak, outperformed the
market 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
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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
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ForgetgtLearnThe problem is never how to get
new, innovative thoughts into your mind, but how
to get the old ones out.Dee Hock
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No Wiggle Room! Incrementalism is innovations
worst enemy. Nicholas Negroponte
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Just Say No I dont intend to be known as the
King of the Tinkerers. CEO, large financial
services company (New York, 5-99)
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3. The White Collar Revolution the Death of
Bureaucracy.
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108 X 5vs. 8 X 1 540 vs. 8 (-98.5)
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E.g. Jeff Immelt 75 of admin, back room,
finance digitalized in 3 years.Source BW
(01.28.02)
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IBMs Project eLiza! Self-bootstrapping/
Artilects
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4. IS/ IT/ Web On the Bus or Off the Bus.
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The organizations we created have become
tyrants. They have taken control, holding us
fettered, creating barriers that hinder rather
than help our businesses. The lines that we drew
on our neat organizational diagrams have turned
into walls that no one can scale or penetrate or
even peer over. Frank Lekanne Deprez René
Tissen, Zero Space Moving Beyond Organizational
Limits.
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WebWorld Everything Web as a way to run your
businesss 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
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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
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Dawn Meyerreicks, CTO of the Defense
Intelligence Systems Agency, made one of the most
fateful military calls of the 21st century. After
9/11 her office quickly leased all the
available transponders covering Central Asia. The
implications should change everything about U.S.
military thinking in the years ahead. The U.S.
Air Force had kicked off its fight against the
Taliban with an ineffective bombing campaign, and
Washington was anguishing over whether to send in
a few Army divisions. Donald Rumsfeld told Gen.
Tommy Franks to give the initiative to 250
Special Forces already on the ground. They used
satellite phones, Predator surveillance drones,
and GPS- and laser-based targeting systems to
make the air strikes brutally effective.In
effect, they Napsterized the battlefield by
cutting out the middlemen (much of the militarys
command and control) and working directly with
the real players. The data came in so fast that
HQ revised operating procedures to allow
intelligence analysts and attack planners to work
directly together. Their favorite tool,
incidentally, was instant messaging over a secure
network.Ned Desmond/Broadbands New Killer
App/Business 2.0/ OCT2002
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5. The PSF SolutionThe Professional Service
Firm Model.
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Sarah Mommy, what do you do?Mommy I run
a cost center, honey.
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Every job done in W.C.W. is also done outside
for profit!
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Answer PSF!Professional Service
FirmDepartment Head to Managing Partner,
HR IS, etc. Inc.
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TP to HRMAC You are the Rock Stars of the
Age of Talent!
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DD21M
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6. The Heart of the Value Added Revolution PSFs
Unbound/ The Solutions Imperative.
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The surplus society has a surplus of similar
companies, employing similar people, with similar
educational backgrounds, coming up with similar
ideas, producing similar things, with similar
prices and similar quality.Kjell Nordström
and Jonas Ridderstråle, Funky Business
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The Big Day!
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09.11.2000 HP bids 18,000,000,000for
PricewaterhouseCoopersconsulting business!
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These days, building the best server isnt
enough. Thats the price of entry.Ann
Livermore, Hewlett-Packard
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Gerstners IBM Systems Integrator of choice.
Global Services 35B. Pledge/99 Business
Partner Charter. 72 strategic partners, aim for
200. Drop many in-house programs/products.
(BW/12.01).
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We want to be the air traffic controllers of
electrons.Bob Nardelli, GE Power Systems
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Customer Satisfaction to Customer
SuccessWere getting better at Six Sigma
every day. But we really need to think about the
customers profitability. Are customers bottom
lines really benefiting from what we provide
them?Bob Nardelli, GE Power Systems
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Keep In Mind Customer Satisfaction versus
Customer Success
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No longer are we only an insurance provider.
Today, we also offer our customers the products
and services that help them achieve their dreams,
whether its financial security, buying a car,
paying for home repairs, or even taking a dream
vacation.Martin Feinstein, CEO, Farmers Group
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Omnicom 57 (of 6B) from marketing services
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7. A World of Scintillating/ Awesome/ WOW
Experiences.
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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
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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
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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
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WHAT CAN BROWN DO FOR YOU?
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Its All About EXPERIENCES Trapper to
Wildlife Damage-control ProfessionalTrapper
lt20 per beaver pelt.WDCP 150/problem
beaver 750-1,000 for flood-control piping
so that beavers can stay.Source
WSJ/05.21.2002
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Most executives have no idea how to add value to
a market in the metaphysical world. But that is
what the market will cry out for in the future.
There is no lack of physical products to choose
between.Jesper Kunde, Unique now or never
on the excellence of Nokia, Nike, Lego, Virgin
et al.
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Extraction Goods Male dominanceServices
Experiences Female dominance
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8. Boss Job One The Talent Obsession.
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When land was the scarce resource, nations
battled over it. The same is happening now for
talented people.Stan Davis Christopher
Meyer, futureWEALTH
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Age of AgricultureIndustrial AgeAge of
Information IntensificationAge of Creation
IntensificationSource Murikami Teruyasu,
Nomura Research Institute
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Talent!Tina Brown The first thing to do is to
hire enough talent that a critical mass of
excitement starts to grow.Source
Business2.0/12.2002-01.2003
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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
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MantraM3Talent Brand
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The Top 5 RevelationsBetter talent
wins.Talent management is my job as
leader.Talented leaders are looking for the
moon and stars.Over-deliver on peoples dreams
they are volunteers.Pump talent in at all
levels, from all conceivable sources, all the
time.Source Ed Michaels et al., The War for
Talent
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Part II Women Rule! Women Roar!
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9. Meet Your New Boss Women Rule!
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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
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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.Source Judy B. Rosener, Americas
Competitive Secret
60
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
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Investors are looking more and more for a
relationship with their financial advisers. They
want someone they can trust, someone who listens.
In my experience, in general, women may be better
at these relationship-building skills than are
men.Hardwick Simmons, CEO, Prudential
Securities
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63 of 2,500 top earners in F5008 Big 5
partners 14 partners at top 250 law firms43
new med students 26 med faculty 7
deansSource Susan Estrich, Sex and Power
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Opportunity!
  • U.S.
    G.B. E.U. Ja.
  • M.Mgt. 41 29 18
    6
  • T.Mgt. 4 3 2
    lt1
  • Peak Partic. Age 45 22 27
    19
  • Coll. Stud. 52 50 48 26
  • Source Judy Rosener, Americas Competitive
    Secret

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Norwegian Law Boards must have at least 40
women.
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www.public.deloitte.com/wiar/home.htm
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10. TrillionTrends I Women Roar!
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?????????Home Furnishings 94Vacations 92
(Adventure Travel 70/ 55B travel
equipment)Houses 91D.I.Y. (home projects)
80Consumer Electronics 51 Cars 60
(90)All consumer purchases 83 Bank Account
89Health Care 80
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2/3rds working women/50 working wives gt
5080 checks61 bills53 stock (mutual fund
boom)43 gt 500K95 financial decisions/ 29
single handed
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1970-1998Mens median income 0.6Womens
median income 63Source Martha Barletta,
Marketing to Women
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4.8T gt Japan9M/27.5M/3.6T gt Germany
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New golfers 37Basketball 13.5M1 in 27
(70) 1 in 3 (96)
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1874?
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1874 Jock Strap1977 Jogbra1977 ...
25K1996 42M
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Yeow!1970 12002 50
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91 women ADVERTISERS DONT UNDERSTAND US.
(58 ANNOYED.)Source Greenfield Online for
Arnolds Womens Insight Team (Martha Barletta,
Marketing to Women)
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Carol Gilligan/ In a Different VoiceMen Get
away from authority, familyWomen ConnectMen
Self-orientedWomen Other-orientedMen
RightsWomen Responsibilities
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FemaleThink/ PopcornMen and women dont think
the same way, dont communicate the same way,
dont buy for the same reasons.He simply
wants the transaction to take place. Shes
interested in creating a relationship. Every
place women go, they make connections.
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Men seem like loose cannons. Men always move
faster through a stores aisles. Men spend less
time looking. They usually dont like asking
where things are. Youll see a man move
impatiently through a store to the section he
wants, pick something up, and then, almost
abruptly hes ready to buy. For a man, ignoring
the price tag is almost a sign of
virility.Paco Underhill, Why We Buy (Buy
this book!)
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Read This Barbara Allan Peases Why Men Dont
Listen Women Cant Read Maps
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It is obvious to a woman when another woman is
upset, while a man generally has to physically
witness tears or a temper tantrum or be slapped
in the face before he even has a clue that
anything is going on. Like most female mammals,
women are equipped with far more finely tuned
sensory skills than men. Barbara Allan
Pease, Why Men Dont Listen Women Cant Read
Maps
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Resting State 30, 90 A woman knows her
childrens friends, hopes, dreams, romances,
secret fears, what they are thinking, how they
are feeling. Men are vaguely aware of some short
people also living in the house.Barbara
Allan Pease, Why Men Dont Listen Women Cant
Read Maps
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As a hunter, a man needed vision that would
allow him to zero in on targets in the distance
whereas a woman needed eyes to allow a wide arc
of vision so that she could monitor any predators
sneaking up on the nest. This is why modern men
can find their way effortlessly to a distant pub,
but can never find things in fridges, cupboards
or drawers.Barbara Allan Pease, Why Men
Dont Listen Women Cant Read Maps
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Female hearing advantage contributes
significantly to what is called womens
intuition and is one of the reasons why a woman
can read between the lines of what people say.
Men, however, shouldnt despair. They are
excellent at imitating animal sounds.Barbara
Allan Pease, Why Men Dont Listen Women Cant
Read Maps
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SensesVision Men, focused Women,
peripheral.Hearing Womens discomfort level I/2
mens.Smell Women gtgt Men.Touch Most sensitive
man lt Least sensitive women.Source Martha
Barletta, Marketing to Women
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Stress Men
Fight or flee Women Seek the company of
friendsSource UCLA, Female
Response to Stress Tend and Befriend, Not Fight
or Flight/Psychological Review90 of stress
research men
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Women speak and hear a language of connection
and intimacy, and men speak and hear a language
of status and independence. Men communicate to
obtain information, establish their status, and
show independence. Women communicate to create
relationships, encourage interaction, and
exchange feelings.Judy Rosener, Americas
Competitive Secret
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Editorial/Men Tables, rankings.Editorial/Women
Narratives that cohere.Redwood (UK)
88
Read This Book EVEolution The Eight Truths
of Marketing to WomenFaith Popcorn Lys
Marigold
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EVEolution Truth No. 1Connecting Your Female
Consumers to Each Other Connects Them to Your
Brand
90
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
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What If What if ExxonMobil or Shell dipped
into their credit card database to help commuting
women interview and make a choice of car pool
partners?What if American Express made a
concerted effort to connect up female
empty-nesters through on-line and off-line
programs, geared to help women re-enter the
workforce with todays skills?EVEolution
92
War has broken out over your home-improvement
dollar, and Lowes has superpower Home Depot on
the defensive. Its not-so-secret ploy Lure
women. Forbes.com
93
Home Depot is still very much a guys chain. But
women, according to Lowes research, initiate 80
percent of all home-improvement purchase
decisions, especially the big ticket orders like
kitchen cabinets, flooring and bathrooms. We
focused on a customer nobody in home improvement
has focused on. Dont get me wrong, but women are
far more discriminating than men, says CEO
Robert Tillman, 59, a Lowes lifer. Forbes.com
94
Women dont buy brands. They join
them.EVEolution
95
Not!Year of the Woman
96
Enterprise Reinvention!RecruitingHiring/Rewardi
ng/PromotingStructure ProcessesMeasurementStra
tegyCulture VisionLeadershipTHE BRAND ITSELF!
97
Honey, are you sure you have the kind of money
it takes to be looking at a car like this?
98
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 Alto resident THIS IS EVEN
BIGGER THAN THE INTERNET!Tom Peters
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27 March 2000 email to TP from Shelley Rae
Norbeck I make 1/3rd more money than my
husband does. I have as much financial pull in
the relationship as he does. Id say this is also
true of most of my women friends. Someone should
wake up, smell the coffee and kiss our asses long
enough to sell us something! We have money to
spend and nobody wants it!
100
If we are single, they say we couldnt catch a
man. If we are married, they say we are
neglecting him. If we are divorced, they say we
couldnt keep him. If we are widowed, they say
we killed him.Kathleen Brown, on the joys of
female political candidacy
101
Ad from Furniture /Today (04.01)MEET WITH THE
EXPERTS! How Retailings Most Successful Stay
that WayPresenting Experts M 16F ??
(94 272)
102
0
103
Customer is King 4,440Customer is Queen
29Source Steve Farber/Google search/04.2002
104
Notes to the
CEO--Women are not a niche so get this out
of the Specialty Markets group.--The
competition is starting to catch on. (E.g.
Nike, Nokia, Wachovia, Ford, Harley-Davidson,
Jiffy Lube, Charles Schwab, Citigroup,
Aetna.)--If you dip your toes in the water,
what makes you think youll get splashy
results?--Bust through the walls of the
corporate silos.--Once you get her, dont let
her slip away.--Women ARE the long run!
Source Martha Barletta, Marketing to Women
105
1. Men and women are different.2. Very
different.3. VERY, VERY DIFFERENT.4. Women
Men have a-b-s-o-l-u-t-e-l-y nothing in
common.5. Women buy lotsa stuff.6. WOMEN BUY
A-L-L THE STUFF.7. Womens Market Opportunity
No. 1.8. Men are (STILL) in charge.9. MEN ARE
TOTALLY, HOPELESSLY CLUELESS ABOUT WOMEN.10.
Womens Market Opportunity No. 1.
106
11. TrillionTrends II Boomer Bonanza/ Godzilla
Geezer.
107
Subject Marketers StupidityIts 18-44,
stupid!
108
Subject Marketers StupidityOr is it 18-44
is stupid, stupid!
109
2000-2010 Stats18-44 -155 21(55-64
47)
110
Aging/ElderlyIm in charge!
111
NOT ACTING THEIR AGE As Baby Boomers Zoom into
Retirement, Will America Ever Be the
Same?USNWR Cover/06.01
112
507T wealth (70)/2T annual income50 all
discretionary spending79 own homes/40M credit
card users41 new cars/48 luxury cars610B
healthcare spending/74 prescription drugs5
of advertising targetsKen Dychtwald, Age
Power How the 21st Century Will Be Ruled by the
New Old
113
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
114
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
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Part III Leading in Totally Screwed Up Times!
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12. The Passion Imperative Leading in Totally
Screwed Up Times!
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The Basic Premise.
118
1. Leadership Is a Mutual Discovery Process.
119
Leaders-Teachers Do Not Transform People!
Instead leaders-mentors-teachers (1) provide a
context which is marked by (2) access to a
luxuriant portfolio of meaningful opportunities
(projects) which (3) allow people to fully (and
safely, mostlycaveat they dont engage unless
theyre mad about something) express their
innate curiosity and (4) engage in a vigorous
discovery voyage (alone and in small teams,
assisted by an extensive self-constructed
network) by which those people (5) go to-create
places they (and their mentors-teachers-leaders)
had never dreamed existedand then the
leaders-mentors-teachers (6) applaud like hell,
stage photo-ops, and ring the church bells 100
times to commemorate the bravery of their
followers explorations!
120
I dont know.
121
The Leadership Types.
122
2. Great Leaders on Snorting Steeds Are Important
but Great Talent Developers (Type I Leadership)
are the Bedrock of Organizations that Perform
Over the Long Haul.
123
25/8/53
124
3. But Then Again, There Are Times When This
Cult of Personality (Type II Leadership) Stuff
Actually Works!
125
A leader is a dealer in hope.Napoleon
(TPs writing room pics)
126
4. Find the Businesspeople! (Type III
Leadership)
127
I.P.M. (Inspired Profit Mechanic)
128
5. All Organizations Need the Golden Leadership
Triangle.
129
The Golden Leadership Triangle (1)
Creator-Visionary (2) Talent Fanatic-Mentor-V.C.
(3) Inspired Profit Mechanic.
130
6. Leadership Mantra 1 IT ALL DEPENDS!
131
Renaissance Men are a snare, a myth, a delusion!
132
7. The Leader Is Rarely/Never the Best Performer.
133
33 Division Titles. 26 League Pennants. 14 World
Series Earl Weaver0. Tom Kelly0. Jim
Leyland0. Walter Alston1AB. Tony LaRussa132
games, 6 seasons. Tommy LasordaP, 26 games.
Sparky Anderson1 season.
134
The Leadership Dance.
135
8. Leaders SHOW UP!
136
The first and greatest imperative of command is
to be present in person. Those who impose risk
must be seen to share it. John Keegan, The Mask
of Command
137
9. Leaders LOVE the MESS!
138
If things seem under control, youre just not
going fast enough.Mario Andretti
139
Im not comfortable unless Im
uncomfortable.Jay Chiat
140
10. Leaders DO!
141
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!)
142
Strategy meetings held once or twice a year to
Strategy meetings needed several times a week
Source New York Times on Meg Whitman/eBay
143
11. Leaders Re-do.
144
If Microsoft is good at anything, its avoiding
the trap of worrying about criticism. Microsoft
fails constantly. Theyre eviscerated in public
for lousy products. Yet they persist, through
version after version, until they get something
good enough. Then they leverage the power theyve
gained in other markets to enforce their
standard.Seth Godin, Zooming
145
If it works, its obsolete. Marshall McLuhan
146
12. BUT Leaders Know When to Wait.
147
Tex Schramm The too hard box!
148
13. Leaders Are Optimists.
149
Hackneyed but none the less true LEADERS SEE
CUPS AS HALF FULL.
150
Half-full Cups Ronald Reagan radiated an
almost transcendent happiness.Lou Cannon,
George (08.2000)
151
14. Leaders DELIVER!
152
Leaders dont want to win. Leaders need to
win.49
153
It is no use saying We are doing our best. You
have got to succeed in doing what is necessary.
WSC
154
15. BUT Leaders Are Realists/Leaders Win
Through LOGISTICS!
155
The Gus Imperative!
156
16. Leaders FOCUS!
157
To Dont List
158
17. Leaders Set CLEAR DESIGN SPECS.
159
Danger S.I.O. (Strategic Initiative Overload)
160
JackWorld/1_at_T (1) Neutron Jack. (Banish
bureaucracy.) (2) 1, 2 or out Jack. (Lead or
leave.) (3) Workout Jack. (Empowerment, GE
style.) (4) 6-Sigma Jack. (5) Internet Jack.
(Throughout) TALENT JACK!
161
18. Leaders Send V-E-R-Y Clear Signals About
Design Specs!
162
Ridin with Roger What have you done to
DRAMATICALLY IMPROVE quality in the last 90 days?
163
Its Relationships, Stupid.
164
19. Leaders Trust in TRUST!
165
Credibility!
166
If It Aint Broke Break It.
167
20. Leaders FORGET!/Leaders DESTROY!
168
Leaders dump the ones who brung em Nokia, HP,
3M, PerkinElmer, Corning, etc.
169
Cortez!
170
21. BUT Leaders Have to Deliver, So They Worry
About Throwing the Baby Out with the Bathwater.

171
Damned If You Do, Damned If You Dont, Just
Plain Damned.Subtitle in the chapter, Own Up
to the Great Paradox Success Is the Product of
Deep Grooves/ Deep Grooves Destroy Adaptivity,
Liberation Management (1992)
172
22. Leaders HONOR THE USURPERS.
173
Saviors-in-WaitingDisgruntled
CustomersUpstart CompetitorsRogue
EmployeesFringe SuppliersWayne Burkan, Wide
Angle Vision
174
23. Leaders Make Lotsa Mistakes and MAKE NO
BONES ABOUT IT!
175
Fail faster. Succeed sooner.David Kelley/IDEO
176
No matter. Try again. Fail again. Fail better.
Samuel Beckett
177
24. Leaders Make BIG MISTAKES!
178
Reward excellent failures. Punish mediocre
successes.Phil Daniels, Sydney exec (and, de
facto, Jack)
179
Create.
180
25. Leaders Know that THERES MORE TO LIFE THAN
LINE EXTENSIONS. Leaders Love to CREATE NEW
MARKETS.
181
No one ever made it into the Business Hall of
Fame on a record of line extensions.
182
26. Leaders Pursue DRAMATIC DIFFERENCE!
183
1st Law Mktg Physics OVERT BENEFIT (Focus 1 or
2 gt 3 or 4/One Great Thing. Source 1
Personal Passion)2ND Law REAL REASON TO
BELIEVE (Stand Deliver!)3RD Law DRAMATIC
DIFFERENCE (Execs Dont Get It intent to
purchase 100 unique 0 to 5)Source
Jump Start Your Business Brain, Doug Hall
184
26A. Leaders Make Their Mark / Leaders Do
Stuff That Matters
185
I never, ever thought of myself as a
businessman. I was interested in creating things
I would be proud of. Richard Branson
186
Legacy!
187
TPs least favorite term StewardshipI
want to have exploited resources, not
conserved resources
188
CEO Assignment2002 (Bermuda) Please leap
forward to 2007, 2012, or 2022, and write a
business history of Bermuda. What will have been
said about your company during your tenure?
189
Ah, kids What is your vision for the future?
What have you accomplished since your first
book? Close your eyes and imagine me
immediately doing something about what youve
just said. What would it be? Do you feel you
have an obligation to Make the world a better
place?
190
In 1933, Thomas J. Watson Sr. gave a speech at
the Worlds Fair, World Peace through World
Trade. We stood for something, right? Sam
Palmisiano
191
27. Leaders Push Their Organizations W-a-y Up the
Value-added/ Intellectual Capital Chain
192
09.11.2000 HP bids 18,000,000,000for
PricewaterhouseCoopersConsulting business!
193
28. Leaders LOVE the New Technology!
194
100 square feet
195
29. Needed? Type IV Leadership Technology
Dreamer-True Believer
196
The Golden Leadership Quadrangle (1)
Creator-Visionary (2) Talent Fanatic-Mentor-V.C.
(3) Inspired Profit Mechanic. (4) Technology
Dreamer-True Believer
197
Talent.
198
30. When It Comes to TALENT Leaders Always
Swing for the Fences!
199
Message Some people are better than other
people. Some people are a helluva lot better than
other people.
200
31. Leaders Manage Their EVP/Internal Brand
Promise.
201
MantraM3Talent Brand
202
32. Leaders LOVE RAINBOWS for Pragmatic Reasons.
203
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
204
Passion.
205
33. Leaders Out Their PASSION!
206
G.H. Create a cause, not a business.
207
34. Leaders Know ENTHUSIASM BEGETS ENTHUSIASM!
208
BZ I am a Dispenser of Enthusiasm!
209
35. Leaders Are in a Hurry
210
The Urgency Factor LEADERS have a distorted
sense of time. (E.g. Rummy thinks he asked
months ago it was the day before yesterday.)
211
36. Leaders Focus on the SOFT STUFF!
212
Soft Is Hard- ISOE
213
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.
214
The Job of Leading.
215
37. Leaders Know Its ALL SALES ALL THE TIME.
216
TP If you dont LOVE SALES find another life.
(Dont pretend youre a leader.) (See TPs
The Project50.)
217
38. Leaders LOVE POLITICS.
218
TP If you dont LOVE POLITICS find another
life. (Dont pretend youre a leader.)
219
39. But Leaders Also Break a Lot of China
220
If youre not pissing people off, youre not
making a difference!
221
40. Leaders Give RESPECT!
222
  • 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

223
41. Leaders Say Thank You.
224
The two most powerful things in existence a
kind word and a thoughtful gesture.Ken
Langone, CEO, Invemed Associates from Ronna
Lichtenberg, Its Not Business, Its Personal
225
42. Leadership Is a Performance.
226
It is necessary for the President to be the
nations No. 1 actor.FDR
227
You cant lead a cavalry charge if you think you
look funny on a horse. John Peers, President,
Logical Machine Corporation
228
43. Leaders Are The Brand
229
You must be the change that you wish to see in
the world. Gandhi
230
44. Leaders Have a GREAT STORY!
231
Leaders dont just make products and make
decisions. Leaders make meaning. John Seely
Brown
232
Introspection.
233
45. Leaders Enjoy Leading.
234
Warren, I know you want to be president. But
do you want to do president?
235
46. Leaders KNOW THEMSELVES.
236
Individuals (would-be leaders) cannot engage in a
liberating mutual discovery process unless they
are comfortable with their own skin. (Leaders
who are not comfortable with themselves become
petty control freaks.)
237
47. But Leaders have MENTORS.
238
The Gospel According to TP Upon having the
Leadership Mantle placed upon thine head, thou
shalt never hear the unvarnished truth again!
(Therefore, thy needs one faithful compatriot to
lay it on with no jelly.)
239
48. Leaders Take Breaks.
240
Zombie!Zombie!Zombie!Zombie!
241
The End Game.
242
49. Leaders ???
243
Hire smart go bonkers have grace make
mistakes love technology start all over
again.
244
LEADERS NEED TO BE THE ROCK OF GIBRALTAR ON
ROLLER BLADES
245
50. Leaders Know WHEN TO LEAVE!
246
The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
247
Successful Businesses Dozen Truths TPs 30
Year Perspective1. Insanely Great Quirky
Talent.2. Disrespect for Tradition.3. Totally
Passionate (to the Point of Irrationality) Belief
in What We Are Here to Do.4. Utter
Disbelief at the BS that Marks Normal Industry
Behavior.5. A Maniacal Bias for Execution and
Utter Contempt for Those Who Dont Get
It.6. Speed Demons.7. Up or Out. (Meritocracy
Is Thy Name. Sycophancy Is Thy Scourge.)8.
Passionate Hatred of Bureaucracy.9. Willingness
to Lead the Customer and Take the Heat
Associated Therewith. (Mantra Satan Invented
Focus Groups to Derail True Believers.)10.
Reward Excellent Failures. Punish Mediocre
Successes. 11. Courage to Stand Alone on Ones
Record of Accomplishment Against All the
Forces of Conventional Wisdom.12. A Crystal
Clear Understanding of Brand Power.
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Title: Tom Peters


1
Tom Peters Re-Imagine!Business Excellence
in a Disruptive AgeDeloitte Touche/ New York/
05.07.2003
2
Slides at tompeters.com
3
Part I Re-Imagine!Part II Women Roar!Part
III Leading in Totally Screwed Up Times!
4
Part I Re-Imagine!
5
1. We Are in a Brawl with No Rules.
6
Uncertainty is the only thing to be sure of.
Anthony Muh, head of investment in Asia,
Citigroup Asset management (FT/03.27.2003)
7
If you dont like change, youre going to like
irrelevance even less. General Eric Shinseki,
Chief of Staff, U. S. Army
8
2. The Destruction Imperative.
9
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)
10
Forbes100 from 1917 to 1987 39 members of the
Class of 17 were alive in 87 18 in 87 F100
18 F100 survivors underperformed the market by
20 just 2 (2), GE Kodak, outperformed the
market 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
11
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
12
ForgetgtLearnThe problem is never how to get
new, innovative thoughts into your mind, but how
to get the old ones out.Dee Hock
13
No Wiggle Room! Incrementalism is innovations
worst enemy. Nicholas Negroponte
14
Just Say No I dont intend to be known as the
King of the Tinkerers. CEO, large financial
services company (New York, 5-99)
15
3. The White Collar Revolution the Death of
Bureaucracy.
16
108 X 5vs. 8 X 1 540 vs. 8 (-98.5)
17
E.g. Jeff Immelt 75 of admin, back room,
finance digitalized in 3 years.Source BW
(01.28.02)
18
IBMs Project eLiza! Self-bootstrapping/
Artilects
19
4. IS/ IT/ Web On the Bus or Off the Bus.
20
The organizations we created have become
tyrants. They have taken control, holding us
fettered, creating barriers that hinder rather
than help our businesses. The lines that we drew
on our neat organizational diagrams have turned
into walls that no one can scale or penetrate or
even peer over. Frank Lekanne Deprez René
Tissen, Zero Space Moving Beyond Organizational
Limits.
21
WebWorld Everything Web as a way to run your
businesss 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
22
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
23
Dawn Meyerreicks, CTO of the Defense
Intelligence Systems Agency, made one of the most
fateful military calls of the 21st century. After
9/11 her office quickly leased all the
available transponders covering Central Asia. The
implications should change everything about U.S.
military thinking in the years ahead. The U.S.
Air Force had kicked off its fight against the
Taliban with an ineffective bombing campaign, and
Washington was anguishing over whether to send in
a few Army divisions. Donald Rumsfeld told Gen.
Tommy Franks to give the initiative to 250
Special Forces already on the ground. They used
satellite phones, Predator surveillance drones,
and GPS- and laser-based targeting systems to
make the air strikes brutally effective.In
effect, they Napsterized the battlefield by
cutting out the middlemen (much of the militarys
command and control) and working directly with
the real players. The data came in so fast that
HQ revised operating procedures to allow
intelligence analysts and attack planners to work
directly together. Their favorite tool,
incidentally, was instant messaging over a secure
network.Ned Desmond/Broadbands New Killer
App/Business 2.0/ OCT2002
24
5. The PSF SolutionThe Professional Service
Firm Model.
25
Sarah Mommy, what do you do?Mommy I run
a cost center, honey.
26
Every job done in W.C.W. is also done outside
for profit!
27
Answer PSF!Professional Service
FirmDepartment Head to Managing Partner,
HR IS, etc. Inc.
28
TP to HRMAC You are the Rock Stars of the
Age of Talent!
29
DD21M
30
6. The Heart of the Value Added Revolution PSFs
Unbound/ The Solutions Imperative.
31
The surplus society has a surplus of similar
companies, employing similar people, with similar
educational backgrounds, coming up with similar
ideas, producing similar things, with similar
prices and similar quality.Kjell Nordström
and Jonas Ridderstråle, Funky Business
32
The Big Day!
33
09.11.2000 HP bids 18,000,000,000for
PricewaterhouseCoopersconsulting business!
34
These days, building the best server isnt
enough. Thats the price of entry.Ann
Livermore, Hewlett-Packard
35
Gerstners IBM Systems Integrator of choice.
Global Services 35B. Pledge/99 Business
Partner Charter. 72 strategic partners, aim for
200. Drop many in-house programs/products.
(BW/12.01).
36
We want to be the air traffic controllers of
electrons.Bob Nardelli, GE Power Systems
37
Customer Satisfaction to Customer
SuccessWere getting better at Six Sigma
every day. But we really need to think about the
customers profitability. Are customers bottom
lines really benefiting from what we provide
them?Bob Nardelli, GE Power Systems
38
Keep In Mind Customer Satisfaction versus
Customer Success
39
No longer are we only an insurance provider.
Today, we also offer our customers the products
and services that help them achieve their dreams,
whether its financial security, buying a car,
paying for home repairs, or even taking a dream
vacation.Martin Feinstein, CEO, Farmers Group
40
Omnicom 57 (of 6B) from marketing services
41
7. A World of Scintillating/ Awesome/ WOW
Experiences.
42
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
43
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
44
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
45
WHAT CAN BROWN DO FOR YOU?
46
Its All About EXPERIENCES Trapper to
Wildlife Damage-control ProfessionalTrapper
lt20 per beaver pelt.WDCP 150/problem
beaver 750-1,000 for flood-control piping
so that beavers can stay.Source
WSJ/05.21.2002
47
Most executives have no idea how to add value to
a market in the metaphysical world. But that is
what the market will cry out for in the future.
There is no lack of physical products to choose
between.Jesper Kunde, Unique now or never
on the excellence of Nokia, Nike, Lego, Virgin
et al.
48
Extraction Goods Male dominanceServices
Experiences Female dominance
49
8. Boss Job One The Talent Obsession.
50
When land was the scarce resource, nations
battled over it. The same is happening now for
talented people.Stan Davis Christopher
Meyer, futureWEALTH
51
Age of AgricultureIndustrial AgeAge of
Information IntensificationAge of Creation
IntensificationSource Murikami Teruyasu,
Nomura Research Institute
52
Talent!Tina Brown The first thing to do is to
hire enough talent that a critical mass of
excitement starts to grow.Source
Business2.0/12.2002-01.2003
53
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
54
MantraM3Talent Brand
55
The Top 5 RevelationsBetter talent
wins.Talent management is my job as
leader.Talented leaders are looking for the
moon and stars.Over-deliver on peoples dreams
they are volunteers.Pump talent in at all
levels, from all conceivable sources, all the
time.Source Ed Michaels et al., The War for
Talent
56
Part II Women Rule! Women Roar!
57
9. Meet Your New Boss Women Rule!
58
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
59
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.Source Judy B. Rosener, Americas
Competitive Secret
60
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
61
Investors are looking more and more for a
relationship with their financial advisers. They
want someone they can trust, someone who listens.
In my experience, in general, women may be better
at these relationship-building skills than are
men.Hardwick Simmons, CEO, Prudential
Securities
62
63 of 2,500 top earners in F5008 Big 5
partners 14 partners at top 250 law firms43
new med students 26 med faculty 7
deansSource Susan Estrich, Sex and Power
63
Opportunity!
  • U.S.
    G.B. E.U. Ja.
  • M.Mgt. 41 29 18
    6
  • T.Mgt. 4 3 2
    lt1
  • Peak Partic. Age 45 22 27
    19
  • Coll. Stud. 52 50 48 26
  • Source Judy Rosener, Americas Competitive
    Secret

64
Norwegian Law Boards must have at least 40
women.
65
www.public.deloitte.com/wiar/home.htm
66
10. TrillionTrends I Women Roar!
67
?????????Home Furnishings 94Vacations 92
(Adventure Travel 70/ 55B travel
equipment)Houses 91D.I.Y. (home projects)
80Consumer Electronics 51 Cars 60
(90)All consumer purchases 83 Bank Account
89Health Care 80
68
2/3rds working women/50 working wives gt
5080 checks61 bills53 stock (mutual fund
boom)43 gt 500K95 financial decisions/ 29
single handed
69
1970-1998Mens median income 0.6Womens
median income 63Source Martha Barletta,
Marketing to Women
70
4.8T gt Japan9M/27.5M/3.6T gt Germany
71
New golfers 37Basketball 13.5M1 in 27
(70) 1 in 3 (96)
72
1874?
73
1874 Jock Strap1977 Jogbra1977 ...
25K1996 42M
74
Yeow!1970 12002 50
75
91 women ADVERTISERS DONT UNDERSTAND US.
(58 ANNOYED.)Source Greenfield Online for
Arnolds Womens Insight Team (Martha Barletta,
Marketing to Women)
76
Carol Gilligan/ In a Different VoiceMen Get
away from authority, familyWomen ConnectMen
Self-orientedWomen Other-orientedMen
RightsWomen Responsibilities
77
FemaleThink/ PopcornMen and women dont think
the same way, dont communicate the same way,
dont buy for the same reasons.He simply
wants the transaction to take place. Shes
interested in creating a relationship. Every
place women go, they make connections.
78
Men seem like loose cannons. Men always move
faster through a stores aisles. Men spend less
time looking. They usually dont like asking
where things are. Youll see a man move
impatiently through a store to the section he
wants, pick something up, and then, almost
abruptly hes ready to buy. For a man, ignoring
the price tag is almost a sign of
virility.Paco Underhill, Why We Buy (Buy
this book!)
79
Read This Barbara Allan Peases Why Men Dont
Listen Women Cant Read Maps
80
It is obvious to a woman when another woman is
upset, while a man generally has to physically
witness tears or a temper tantrum or be slapped
in the face before he even has a clue that
anything is going on. Like most female mammals,
women are equipped with far more finely tuned
sensory skills than men. Barbara Allan
Pease, Why Men Dont Listen Women Cant Read
Maps
81
Resting State 30, 90 A woman knows her
childrens friends, hopes, dreams, romances,
secret fears, what they are thinking, how they
are feeling. Men are vaguely aware of some short
people also living in the house.Barbara
Allan Pease, Why Men Dont Listen Women Cant
Read Maps
82
As a hunter, a man needed vision that would
allow him to zero in on targets in the distance
whereas a woman needed eyes to allow a wide arc
of vision so that she could monitor any predators
sneaking up on the nest. This is why modern men
can find their way effortlessly to a distant pub,
but can never find things in fridges, cupboards
or drawers.Barbara Allan Pease, Why Men
Dont Listen Women Cant Read Maps
83
Female hearing advantage contributes
significantly to what is called womens
intuition and is one of the reasons why a woman
can read between the lines of what people say.
Men, however, shouldnt despair. They are
excellent at imitating animal sounds.Barbara
Allan Pease, Why Men Dont Listen Women Cant
Read Maps
84
SensesVision Men, focused Women,
peripheral.Hearing Womens discomfort level I/2
mens.Smell Women gtgt Men.Touch Most sensitive
man lt Least sensitive women.Source Martha
Barletta, Marketing to Women
85
Stress Men
Fight or flee Women Seek the company of
friendsSource UCLA, Female
Response to Stress Tend and Befriend, Not Fight
or Flight/Psychological Review90 of stress
research men
86
Women speak and hear a language of connection
and intimacy, and men speak and hear a language
of status and independence. Men communicate to
obtain information, establish their status, and
show independence. Women communicate to create
relationships, encourage interaction, and
exchange feelings.Judy Rosener, Americas
Competitive Secret
87
Editorial/Men Tables, rankings.Editorial/Women
Narratives that cohere.Redwood (UK)
88
Read This Book EVEolution The Eight Truths
of Marketing to WomenFaith Popcorn Lys
Marigold
89
EVEolution Truth No. 1Connecting Your Female
Consumers to Each Other Connects Them to Your
Brand
90
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
91
What If What if ExxonMobil or Shell dipped
into their credit card database to help commuting
women interview and make a choice of car pool
partners?What if American Express made a
concerted effort to connect up female
empty-nesters through on-line and off-line
programs, geared to help women re-enter the
workforce with todays skills?EVEolution
92
War has broken out over your home-improvement
dollar, and Lowes has superpower Home Depot on
the defensive. Its not-so-secret ploy Lure
women. Forbes.com
93
Home Depot is still very much a guys chain. But
women, according to Lowes research, initiate 80
percent of all home-improvement purchase
decisions, especially the big ticket orders like
kitchen cabinets, flooring and bathrooms. We
focused on a customer nobody in home improvement
has focused on. Dont get me wrong, but women are
far more discriminating than men, says CEO
Robert Tillman, 59, a Lowes lifer. Forbes.com
94
Women dont buy brands. They join
them.EVEolution
95
Not!Year of the Woman
96
Enterprise Reinvention!RecruitingHiring/Rewardi
ng/PromotingStructure ProcessesMeasurementStra
tegyCulture VisionLeadershipTHE BRAND ITSELF!
97
Honey, are you sure you have the kind of money
it takes to be looking at a car like this?
98
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 Alto resident THIS IS EVEN
BIGGER THAN THE INTERNET!Tom Peters
99
27 March 2000 email to TP from Shelley Rae
Norbeck I make 1/3rd more money than my
husband does. I have as much financial pull in
the relationship as he does. Id say this is also
true of most of my women friends. Someone should
wake up, smell the coffee and kiss our asses long
enough to sell us something! We have money to
spend and nobody wants it!
100
If we are single, they say we couldnt catch a
man. If we are married, they say we are
neglecting him. If we are divorced, they say we
couldnt keep him. If we are widowed, they say
we killed him.Kathleen Brown, on the joys of
female political candidacy
101
Ad from Furniture /Today (04.01)MEET WITH THE
EXPERTS! How Retailings Most Successful Stay
that WayPresenting Experts M 16F ??
(94 272)
102
0
103
Customer is King 4,440Customer is Queen
29Source Steve Farber/Google search/04.2002
104
Notes to the
CEO--Women are not a niche so get this out
of the Specialty Markets group.--The
competition is starting to catch on. (E.g.
Nike, Nokia, Wachovia, Ford, Harley-Davidson,
Jiffy Lube, Charles Schwab, Citigroup,
Aetna.)--If you dip your toes in the water,
what makes you think youll get splashy
results?--Bust through the walls of the
corporate silos.--Once you get her, dont let
her slip away.--Women ARE the long run!
Source Martha Barletta, Marketing to Women
105
1. Men and women are different.2. Very
different.3. VERY, VERY DIFFERENT.4. Women
Men have a-b-s-o-l-u-t-e-l-y nothing in
common.5. Women buy lotsa stuff.6. WOMEN BUY
A-L-L THE STUFF.7. Womens Market Opportunity
No. 1.8. Men are (STILL) in charge.9. MEN ARE
TOTALLY, HOPELESSLY CLUELESS ABOUT WOMEN.10.
Womens Market Opportunity No. 1.
106
11. TrillionTrends II Boomer Bonanza/ Godzilla
Geezer.
107
Subject Marketers StupidityIts 18-44,
stupid!
108
Subject Marketers StupidityOr is it 18-44
is stupid, stupid!
109
2000-2010 Stats18-44 -155 21(55-64
47)
110
Aging/ElderlyIm in charge!
111
NOT ACTING THEIR AGE As Baby Boomers Zoom into
Retirement, Will America Ever Be the
Same?USNWR Cover/06.01
112
507T wealth (70)/2T annual income50 all
discretionary spending79 own homes/40M credit
card users41 new cars/48 luxury cars610B
healthcare spending/74 prescription drugs5
of advertising targetsKen Dychtwald, Age
Power How the 21st Century Will Be Ruled by the
New Old
113
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
114
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
115
Part III Leading in Totally Screwed Up Times!
116
12. The Passion Imperative Leading in Totally
Screwed Up Times!
117
The Basic Premise.
118
1. Leadership Is a Mutual Discovery Process.
119
Leaders-Teachers Do Not Transform People!
Instead leaders-mentors-teachers (1) provide a
context which is marked by (2) access to a
luxuriant portfolio of meaningful opportunities
(projects) which (3) allow people to fully (and
safely, mostlycaveat they dont engage unless
theyre mad about something) express their
innate curiosity and (4) engage in a vigorous
discovery voyage (alone and in small teams,
assisted by an extensive self-constructed
network) by which those people (5) go to-create
places they (and their mentors-teachers-leaders)
had never dreamed existedand then the
leaders-mentors-teachers (6) applaud like hell,
stage photo-ops, and ring the church bells 100
times to commemorate the bravery of their
followers explorations!
120
I dont know.
121
The Leadership Types.
122
2. Great Leaders on Snorting Steeds Are Important
but Great Talent Developers (Type I Leadership)
are the Bedrock of Organizations that Perform
Over the Long Haul.
123
25/8/53
124
3. But Then Again, There Are Times When This
Cult of Personality (Type II Leadership) Stuff
Actually Works!
125
A leader is a dealer in hope.Napoleon
(TPs writing room pics)
126
4. Find the Businesspeople! (Type III
Leadership)
127
I.P.M. (Inspired Profit Mechanic)
128
5. All Organizations Need the Golden Leadership
Triangle.
129
The Golden Leadership Triangle (1)
Creator-Visionary (2) Talent Fanatic-Mentor-V.C.
(3) Inspired Profit Mechanic.
130
6. Leadership Mantra 1 IT ALL DEPENDS!
131
Renaissance Men are a snare, a myth, a delusion!
132
7. The Leader Is Rarely/Never the Best Performer.
133
33 Division Titles. 26 League Pennants. 14 World
Series Earl Weaver0. Tom Kelly0. Jim
Leyland0. Walter Alston1AB. Tony LaRussa132
games, 6 seasons. Tommy LasordaP, 26 games.
Sparky Anderson1 season.
134
The Leadership Dance.
135
8. Leaders SHOW UP!
136
The first and greatest imperative of command is
to be present in person. Those who impose risk
must be seen to share it. John Keegan, The Mask
of Command
137
9. Leaders LOVE the MESS!
138
If things seem under control, youre just not
going fast enough.Mario Andretti
139
Im not comfortable unless Im
uncomfortable.Jay Chiat
140
10. Leaders DO!
141
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!)
142
Strategy meetings held once or twice a year to
Strategy meetings needed several times a week
Source New York Times on Meg Whitman/eBay
143
11. Leaders Re-do.
144
If Microsoft is good at anything, its avoiding
the trap of worrying about criticism. Microsoft
fails constantly. Theyre eviscerated in public
for lousy products. Yet they persist, through
version after version, until they get something
good enough. Then they leverage the power theyve
gained in other markets to enforce their
standard.Seth Godin, Zooming
145
If it works, its obsolete. Marshall McLuhan
146
12. BUT Leaders Know When to Wait.
147
Tex Schramm The too hard box!
148
13. Leaders Are Optimists.
149
Hackneyed but none the less true LEADERS SEE
CUPS AS HALF FULL.
150
Half-full Cups Ronald Reagan radiated an
almost transcendent happiness.Lou Cannon,
George (08.2000)
151
14. Leaders DELIVER!
152
Leaders dont want to win. Leaders need to
win.49
153
It is no use saying We are doing our best. You
have got to succeed in doing what is necessary.
WSC
154
15. BUT Leaders Are Realists/Leaders Win
Through LOGISTICS!
155
The Gus Imperative!
156
16. Leaders FOCUS!
157
To Dont List
158
17. Leaders Set CLEAR DESIGN SPECS.
159
Danger S.I.O. (Strategic Initiative Overload)
160
JackWorld/1_at_T (1) Neutron Jack. (Banish
bureaucracy.) (2) 1, 2 or out Jack. (Lead or
leave.) (3) Workout Jack. (Empowerment, GE
style.) (4) 6-Sigma Jack. (5) Internet Jack.
(Throughout) TALENT JACK!
161
18. Leaders Send V-E-R-Y Clear Signals About
Design Specs!
162
Ridin with Roger What have you done to
DRAMATICALLY IMPROVE quality in the last 90 days?
163
Its Relationships, Stupid.
164
19. Leaders Trust in TRUST!
165
Credibility!
166
If It Aint Broke Break It.
167
20. Leaders FORGET!/Leaders DESTROY!
168
Leaders dump the ones who brung em Nokia, HP,
3M, PerkinElmer, Corning, etc.
169
Cortez!
170
21. BUT Leaders Have to Deliver, So They Worry
About Throwing the Baby Out with the Bathwater.

171
Damned If You Do, Damned If You Dont, Just
Plain Damned.Subtitle in the chapter, Own Up
to the Great Paradox Success Is the Product of
Deep Grooves/ Deep Grooves Destroy Adaptivity,
Liberation Management (1992)
172
22. Leaders HONOR THE USURPERS.
173
Saviors-in-WaitingDisgruntled
CustomersUpstart CompetitorsRogue
EmployeesFringe SuppliersWayne Burkan, Wide
Angle Vision
174
23. Leaders Make Lotsa Mistakes and MAKE NO
BONES ABOUT IT!
175
Fail faster. Succeed sooner.David Kelley/IDEO
176
No matter. Try again. Fail again. Fail better.
Samuel Beckett
177
24. Leaders Make BIG MISTAKES!
178
Reward excellent failures. Punish mediocre
successes.Phil Daniels, Sydney exec (and, de
facto, Jack)
179
Create.
180
25. Leaders Know that THERES MORE TO LIFE THAN
LINE EXTENSIONS. Leaders Love to CREATE NEW
MARKETS.
181
No one ever made it into the Business Hall of
Fame on a record of line extensions.
182
26. Leaders Pursue DRAMATIC DIFFERENCE!
183
1st Law Mktg Physics OVERT BENEFIT (Focus 1 or
2 gt 3 or 4/One Great Thing. Source 1
Personal Passion)2ND Law REAL REASON TO
BELIEVE (Stand Deliver!)3RD Law DRAMATIC
DIFFERENCE (Execs Dont Get It intent to
purchase 100 unique 0 to 5)Source
Jump Start Your Business Brain, Doug Hall
184
26A. Leaders Make Their Mark / Leaders Do
Stuff That Matters
185
I never, ever thought of myself as a
businessman. I was interested in creating things
I would be proud of. Richard Branson
186
Legacy!
187
TPs least favorite term StewardshipI
want to have exploited resources, not
conserved resources
188
CEO Assignment2002 (Bermuda) Please leap
forward to 2007, 2012, or 2022, and write a
business history of Bermuda. What will have been
said about your company during your tenure?
189
Ah, kids What is your vision for the future?
What have you accomplished since your first
book? Close your eyes and imagine me
immediately doing something about what youve
just said. What would it be? Do you feel you
have an obligation to Make the world a better
place?
190
In 1933, Thomas J. Watson Sr. gave a speech at
the Worlds Fair, World Peace through World
Trade. We stood for something, right? Sam
Palmisiano
191
27. Leaders Push Their Organizations W-a-y Up the
Value-added/ Intellectual Capital Chain
192
09.11.2000 HP bids 18,000,000,000for
PricewaterhouseCoopersConsulting business!
193
28. Leaders LOVE the New Technology!
194
100 square feet
195
29. Needed? Type IV Leadership Technology
Dreamer-True Believer
196
The Golden Leadership Quadrangle (1)
Creator-Visionary (2) Talent Fanatic-Mentor-V.C.
(3) Inspired Profit Mechanic. (4) Technology
Dreamer-True Believer
197
Talent.
198
30. When It Comes to TALENT Leaders Always
Swing for the Fences!
199
Message Some people are better than other
people. Some people are a helluva lot better than
other people.
200
31. Leaders Manage Their EVP/Internal Brand
Promise.
201
MantraM3Talent Brand
202
32. Leaders LOVE RAINBOWS for Pragmatic Reasons.
203
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
204
Passion.
205
33. Leaders Out Their PASSION!
206
G.H. Create a cause, not a business.
207
34. Leaders Know ENTHUSIASM BEGETS ENTHUSIASM!
208
BZ I am a Dispenser of Enthusiasm!
209
35. Leaders Are in a Hurry
210
The Urgency Factor LEADERS have a distorted
sense of time. (E.g. Rummy thinks he asked
months ago it was the day before yesterday.)
211
36. Leaders Focus on the SOFT STUFF!
212
Soft Is Hard- ISOE
213
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.
214
The Job of Leading.
215
37. Leaders Know Its ALL SALES ALL THE TIME.
216
TP If you dont LOVE SALES find another life.
(Dont pretend youre a leader.) (See TPs
The Project50.)
217
38. Leaders LOVE POLITICS.
218
TP If you dont LOVE POLITICS find another
life. (Dont pretend youre a leader.)
219
39. But Leaders Also Break a Lot of China
220
If youre not pissing people off, youre not
making a difference!
221
40. Leaders Give RESPECT!
222
  • 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

223
41. Leaders Say Thank You.
224
The two most powerful things in existence a
kind word and a thoughtful gesture.Ken
Langone, CEO, Invemed Associates from Ronna
Lichtenberg, Its Not Business, Its Personal
225
42. Leadership Is a Performance.
226
It is necessary for the President to be the
nations No. 1 actor.FDR
227
You cant lead a cavalry charge if you think you
look funny on a horse. John Peers, President,
Logical Machine Corporation
228
43. Leaders Are The Brand
229
You must be the change that you wish to see in
the world. Gandhi
230
44. Leaders Have a GREAT STORY!
231
Leaders dont just make products and make
decisions. Leaders make meaning. John Seely
Brown
232
Introspection.
233
45. Leaders Enjoy Leading.
234
Warren, I know you want to be president. But
do you want to do president?
235
46. Leaders KNOW THEMSELVES.
236
Individuals (would-be leaders) cannot engage in a
liberating mutual discovery process unless they
are comfortable with their own skin. (Leaders
who are not comfortable with themselves become
petty control freaks.)
237
47. But Leaders have MENTORS.
238
The Gospel According to TP Upon having the
Leadership Mantle placed upon thine head, thou
shalt never hear the unvarnished truth again!
(Therefore, thy needs one faithful compatriot to
lay it on with no jelly.)
239
48. Leaders Take Breaks.
240
Zombie!Zombie!Zombie!Zombie!
241
The End Game.
242
49. Leaders ???
243
Hire smart go bonkers have grace make
mistakes love technology start all over
again.
244
LEADERS NEED TO BE THE ROCK OF GIBRALTAR ON
ROLLER BLADES
245
50. Leaders Know WHEN TO LEAVE!
246
The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
247
Successful Businesses Dozen Truths TPs 30
Year Perspective1. Insanely Great Quirky
Talent.2. Disrespect for Tradition.3. Totally
Passionate (to the Point of Irrationality) Belief
in What We Are Here to Do.4. Utter
Disbelief at the BS that Marks Normal Industry
Behavior.5. A Maniacal Bias for Execution and
Utter Contempt for Those Who Dont Get
It.6. Speed Demons.7. Up or Out. (Meritocracy
Is Thy Name. Sycophancy Is Thy Scourge.)8.
Passionate Hatred of Bureaucracy.9. Willingness
to Lead the Customer and Take the Heat
Associated Therewith. (Mantra Satan Invented
Focus Groups to Derail True Believers.)10.
Reward Excellent Failures. Punish Mediocre
Successes. 11. Courage to Stand Alone on Ones
Record of Accomplishment Against All the
Forces of Conventional Wisdom.12. A Crystal
Clear Understanding of Brand Power.
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