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Title: The Challenge: To Create More Value in All Negotiations


1
Welcome to Tom Peters
PowerPoint World! Beyond the set of slides
here, you will find at tompeters.com the last
eight years of presentations, a basketful of
Special Presentations, and, above all, Toms
constantly updated Master Presentationfrom which
most of the slides in this presentation are
drawn. There are about 3,500 slides in the 7-part
Master Presentation. The first five chapters
constitute the main argument Part I is context.
Part II is devoted entirely to innovationthe
sine qua non, as perhaps never before, of
survival. In earlier incarnations of the
master, innovation stuff was scattered
throughout the presentationnow it is front and
center and a stand-alone. Part III is a
variation on the innovation themebut it is
organized to examine the imperative (for most
everyone in the developed-emerging world) of an
ultra high value-added strategy. A value-added
ladder (the ladder configuration lifted with
gratitude from Joe Pine and Jim Gilmores
Experience Economy) lays out a specific logic for
necessarily leaving commodity-like goods and
services in the dust. Part IV argues that in
this age of micro-marketing there are two
macro-markets of astounding size that are
dramatically under-attended by all but a few
namely women and boomers-geezers. Part V
underpins the overall argument with the necessary
bedrockTalent, with brief consideration of
Education Healthcare. Part VI examines
Leadership for turbulent times from several
angles. Part VII is a collection of a dozen
Listssuch as Toms Irreducible 209, 209
things Ive learned along the way. Enjoy!
Download! Stealthats the whole point!
2
NOTE To appreciate this presentation and
ensure that it is not a mess, you need Microsoft
fonts Showcard Gothic, Ravie, Chiller
and Verdana
3
LONGTom Peters X25EXCELLENCE.
ALWAYS.The London Business Forum29 October
2007In Search of Excellence 1982-2007
4
All you need to know
5
25
6
You Your calendarCalendars never lie
7
All you need to know
8
Conrad Hilton, at a gala celebrating his life,
was asked, What was the most important lesson
youve learned in your long and distinguished
career? His immediate answer remember to
tuck the shower curtain inside the bathtub
9
All you need to know
10
1/100 Best Companies to Work for/2005
11
Wegmans
12
TP How to piss away 500,000 in one easy
lesson!!
13
lt CAPEXgt People!
14
This is itAll you need to know
15
R.O.I.R
16
Return On Investment In Relationships
17
network.(Systematic.)Breadth.Depth.Recruitment
strategy. Maintenance scheme.
18
You can make more friends in two months by
becoming interested in other people than you can
in two years by trying to get other people
interested in you. Dale Carnegie
19
C(I) gt C(E)
20
Courtesies of a small and trivial character are
the ones which strike deepest in the grateful and
appreciating heart. Henry Clay
21
THE PROBLEM IS RARELY/NEVER THE PROBLEM. THE
RESPONSE TO THE PROBLEM INVARIABLY ENDS UP BEING
THE REAL PROBLEM.

22
Relationships (of all varieties) THERE ONCE WAS
A TIME WHEN A THREE-MINUTE PHONE CALL WOULD HAVE
AVOIDED SETTING OFF THE DOWNWARD SPIRAL THAT
RESULTED IN A COMPLETE RUPTURE.

23
The Managers Book of Decencies How Small
/gestures Build Great Companies. Steve
Harrison, Adecco
24
  • 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

25
The deepest human need is the need to be
appreciated.William James
26
Success Consult everyone on everythingThank
you note carpet bombingSource Roger
Rosenblatt, Rules for Aging
27
This is itAll you need to know
28
Do one thing every day that scares you.
Eleanor Roosevelt
29
NOT YOUR FATHERS WORLD!
30
THREE BILLION NEW CAPITALISTS Clyde Prestowitz
31
APPARENTLY, NOT YOUR/MY WORLD, EITHER!
32
40,000,000/20 Former Fed Vice-chairman Alan
Blinder remains an implacable opponent of
tariffs and trade barriers. But now he is saying
loudly that a new industrial revolutioncommunicat
ion technology that allows services to be
delivered from afarwill put as many as 40
million American jobs at risk of being shipped
out of the country in the next decade or two.
Wall Street Journal /0328 Blinder 40
million only the tip of a very big
iceberg.
33
Deutsche Bank Moves Half of Its Back-office Jobs
to India/ headline/FT/0327 (500 of 900 Research)
34
THE SECRETS OF EXCELLENCE I THE MID-SIZED
ENTERPRISE.
35
1 Exporter?
36
4 Japan2T China2T USA
37
4 Japan3 USA2 China1 Germany
38
Reason?Daimler?BASF?Siemens?Commerzbank?
39
10,000,000/Day
40
Mission impossible?36B/98minus 675M/07
41
10,000,000/Day
42
Dick Kovacevich You dont get better by being
bigger. You get worse.
43
Despite a decade of banking mergers, there is no
evidence that big banks are any more efficient
or profitable than their smaller rivals.
Financial Times, 0329, on possible Barclays-ABN
Amro merger (When it comes to asking the stock
market whether bigger banks are better, the
current answer is a resounding no. Citigroup
analysis, 2006)
44
I am often asked by would-be entrepreneurs
seeking escape from life within huge corporate
structures, How do I build a small firm for
myself? The answer seems obvious Buy a very
large one and just wait. Paul Ormerod, Why
Most Things Fail Evolution, Extinction and
Economics
45
Reason!!!Mittelstand
46
Skunk Camp 1 American Mittelstand (F500
A.W.O.L.) Frank Perdue/ Perdue Farms (It
takes a tough man to make a tender
chicken.) Tom Malone/ Milliken and Company Don
Burr/ People Express Tom Monaghan/ Dominos
Pizza Stew Leonard/ Stew Leonards Hal
Rosenbluth/ Rosenbluth International John
Fisher/ Bank One of Columbus John McConnell/
Worthington Industries Bill and Vieve Gore/ W.L.
Gore Bob Buckman/ Buckman Labs (Bob almost
single-handedly invented what we now call
knowledge management.)
47
THE SECRETS OF EXCELLENCE II
MAINSTREET.(BEYOND HIGH VISIBILITY EXPORTERS.)

48
Jims Group
49
Jims Mowing Canada Jims Mowing UK Jims
Antennas Jims Bookkeeping Jims Building
Maintenance Jims Carpet Cleaning Jims Car
Cleaning Jims Computer Services Jims Dog
Wash Jims Driving School Jims Fencing Jims
Floors Jims Painting Jims Paving Jims Pergolas
gazebos Jims Pool Care Jims Pressure
Cleaning Jims Roofing Jims Security Doors Jims
Trees Jims Window Cleaning Jims
Windscreens Note Download, free, Jim Penmans
book What Will They Franchise Next? The Story
of Jims Group
50
Basement Systems Inc.
51
Basement Systems Inc.Larry JaneskyDry
Basement Science (115,000!)1990 0 2003
13M 2007 62,000,000
52
etc.PRSX/Paragon Railcar SalvageSalvaged
railcars into bridges, etc.
53
Lived in same town all adult lifeFirst
generation wealthy/no parental supportDont
look like millionaires, dont dress like
millionaires, dont eat like millionaires,
dont act like millionairesMany of the types
of businesses they are in could be classified
as dull- normal. They are welding
contractors, auctioneers, scrap-metal dealers,
portable toilets, dry cleaners, re-builders
of diesel engines, paving contractors
Source The Millionaire Next Door,
Thomas Stanley William Danko
54
WallopWal-Mart16Or Why its so ABSURDLY
EASY to BEAT a GIANT Company
55
The Small Guys Guide Wallop
WalMart16 Niche-aimed. (Never, ever all
things for all people, a mini-WalMart.) Never
attack the monsters head on! (Instead steal niche
business and lukewarm customers.) Dramatically
Different (La Difference ... within our
community, our industry regionally, etc is as
obvious as the end of ones nose!) (THIS IS WHERE
MOST MIDGETS COME UP SHORT.) Compete on
value/experience/intimacy, not price. (You aint
gonna beat the behemoths on cost-price in 9.99
out of 10 cases.) Emotional bond with Clients,
Vendors. (BEAT THE BIGGIES ON EMOTION/CONNECTION!!
)
56
The Small Guys Guide Wallop WalMart16
Hands-on, emotional leadership. (We are a
great cool intimate joyful dramatically
different team working to transform our Clients
lives via Consistently Incredible
Experiences!) A COMMUNITY STAR! (Sell
local-ness per se. Sell the hell out of it!) An
incredible experience, from the first to last
momentand then in the follow-up! (These guys
are cool! They get me! They love me!) DESIGN
DRIVEN! (Design is a premier weapon-in-pursuit-o
f-the sublime for small-ish enterprises,
including the professional services.)
57
The Small Guys Guide Wallop WalMart16
EMPLOYER OF CHOICE. (A very cool, well-paid
place to work/learning and growth experience in
at least the short term marked by notably
progressive policies.) (THIS IS EMINENTLY
DO-ABLE!!) Sophisticated use of information
technology. (Small-ish is no excuse for small
aims/execution in IS/IT!) Web-power! (The Web
can make very small very big if the
product-service is super-cool and one
purposefully masters buzz/viral
marketing.) Innovative! (Must keep renewing and
expanding and revising and re-imagining the
promise to employees, the customer, the
community.)
58
The Small Guys Guide Wallop WalMart16
Brand-Lovemark (Kevin Roberts) Maniacs!
(Branding is not just for big folks with big
budgets. And modest size is actually a Big
Advantage in becoming a local-regional-niche
lovemark.) Focus on women-as-clients. (Most
dont. How stupid.) Excellence! (A small player
per me has no right or reason to exist unless
they are in Relentless Pursuit of Excellence. One
earns the rightone damn day and client
experience at a time!to beat the Big Guys in
your chosen niche!)
59
TTHE SECRETS OF EXCELLENCE III
ACTION-VITALITY-CHURN.
60
The last word There is no last word.
61
Headline, Wall Street Journal, 3 October 2007
WalMart Era Wanes Amid Big Shifts In Retail
Rivals Find Strategies To Defeat Low Prices
World Has Changed Sentence 1 The WalMart
Era, the retailers time of overwhelming business
and social influence in America, is drawing to a
close.
62
Q4/2006500,000 ? Source Barrons 0922.07
63
Q4/2006500,000 7,700,000-7,200,000
Source Barrons 0922.07
64
It is not the strongest of the species that
survives, nor the most intelligent, but the one
most responsive to change. Charles Darwin
65
Natural selection is death. ... Without huge
amounts of death, organisms do not change over
time. ... Death is the mother of structure. ...
It took four billion years of death ... to invent
the human mind ... The Cobra Event
66
TP1 Netscape!Where would you rather have
worked for those 5 years, Netscape or
IBM-HP-Microsoft-Oracle? (Where, 25 years from
now, would you rather to be able to tell
someonee.g., grandchildthat you worked?)
67
Built to LastvsBuilt to Change/Rock the World
68
TTHE SECRETS OF EXCELLENCE IIIA The cracked
ones let in the light.
69
0/800
70
Keep Austin Weird
71
THE SECRETS OF EXCELLENCE IV UNBRIDLED
IMAGINATION.
72
Single greatest act of pure imagination
73
24
74
dubai
75
THE SECRETS OF EXCELLENCE V EDUCATION FOCUSED
ON NURTUTING CREATIVITY AND RISK-TAKING.
76
Human creativity is the ultimate economic
resource. Richard Florida, The Rise of the
Creative Class
77
Every child is born an artist. The trick is to
remain an artist. Picasso
78
My wife and I went to a kindergarten
parent-teacher conference and were informed that
our budding refrigerator artist, Christopher,
would be receiving a grade of Unsatisfactory in
art. We were shocked. How could any childlet
alone our childreceive a poor grade in art at
such a young age? His teacher informed us that
he had refused to color within the lines, which
was a state requirement for demonstrating
grade-level motor skills. Jordan Ayan,
AHA!
79
15 Leading Biz SchoolsDesign/Core
0Design/Elective 1Creativity/Core
0Creativity/Elective 4Innovation/Core
0Innovation/Elective 6Source DMI/Summer
2002/Research by Thomas Lockwood
80
Ye gads Thomas Stanley has not only found no
correlation between success in school and an
ability to accumulate wealth, hes actually found
a negative correlation. It seems that
school-related evaluations are poor predictors of
economic success, Stanley concluded. What did
predict success was a willingness to take risks.
Yet the success-failure standards of most schools
penalized risk takers. Most educational systems
reward those who play it safe. As a result, those
who do well in school find it hard to take risks
later on. Richard Farson Ralph Keyes,
Whoever Makes the Most Mistakes Wins
81
Muhammad Yunus All human beings are
entrepreneurs. When we were in the caves we were
all self-employed . . . finding our food, feeding
ourselves. Thats where human history began . . .
As civilization came we suppressed it. We became
labor because they stamped us, You are labor.
We forgot that we are entrepreneurs. Source
Muhammad Yunus/The News HourPBS/1122.2006
82
THE SECRETS OF EXCELLENCE VI THE ESSENCE OF
ENTERPRISE.
83
Cause (worthy of commitment)Space (room
for/encouragement
for initiative) Decency (respect,
humane)
84
Cause (worthy of commitment)Space (room
for/encouragement
for initiative-adventures) Decency
(respect, grace,
integrity, humane)
service (worthy of our clients extended

familys continuing custom)excellence (period)
85
Cause (worthy of commitment)Space (room
for/encouragement for initiative-adventures)
Decency (respect, grace, integrity, humane)
service (worthy of our clients extended

familys continuing custom)excellence (period)
servant leadership
86
Cause Space Decency serviceexcellence
servant leadership
87
EXCELLENCE. CIRCA 1978.CIRCA 1982.CIRCA
1992.CIRCA 1994.CIRCA 1996.CIRCA 2006.CIRCA
2004-2007.CIRCA SEPTEMBER 2007.CIRCA 15 OCTOBER
2007.CIRCA 1966-2007.
88
1978.A START.
89
Hard Is SoftSoft Is Hard
90
Hard Is Soft (Plans, s)Soft Is Hard (people,
customers, values, relationships))
91
The 7-S ModelStrategyStructureSystemsStyle
SkillsStaffSuper-ordinate goal
92
The 7-S ModelHard Ss (Strategy,
Structure, Systems)Soft SS (Style, Skills,
Staff, Super-ordinate goal)
93
1982.(OCTOBER)A BOOK.
94
Excellence1982 The Bedrock Eight
Basics 1. A Bias for Action 2. Close to the
Customer 3. Autonomy and Entrepreneurship 4.
Productivity Through People 5. Hands On,
Value-Driven 6. Stick to the Knitting 7. Simple
Form, Lean Staff 8. Simultaneous Loose-Tight
Properties
95
Breakthrough 82 People! Customers! Action!
Values! In Search of Excellence
96
In search of excellence Lessons from America's
best run companies/ 82a passion for
excellence the leadership difference/
84thriving on chaos a handbook for
management/ 87liberation management
necessary disorganization for the nanosecond
nineties/ 92the tom peters seminar crazy
times call for crazy organizations/ 93The
pursuit of wow!/ 94the circle of innovation /
97the work matters the brand you 50/
99re-imagine business excellence in a
disruptive age/ 03
97
ExIn 1982-2002/Forbes.comDJIA 10,000 yields
85,000 EI 10,000 yields 140,050
Forbes/Excellence Index /Basket of 32
publicly traded stocks
98
Importance of Success Factors by Various
Gurus/(Unreliable) Estimates by Tom Peters
Strategy Systems People
Passion Porter 50 20
20 10 Drucker 25 35
25 15
Bennis 25 20 30
25 Peters 15
20 35 30
99
Hardball Are You Playing to Play or Playing to
Win? by George Stalk Rob Lachenauer/HBS
PressThe winners in business have always
played hardball. Unleash massive and
overwhelming force. Exploit anomalies.
Threaten your competitors profit sanctuaries.
Entice your competitor into retreat.Approximat
ely 640 Index entries Customer/s (service,
retention, loyalty), 4. People (employees,
motivation, morale, worker/s), 0. Innovation
(product development, research development, new
products), 0.
100
1993.LOU FINDS GOLD IN THE RUBBLE.
101
55B
102
Department Head to Managing Partner, IS
HR, RD, etc. Inc.
103
HCare CIO Technology Executive (workin in a
hospital) Or/to Full-scale, Accountable (life
or death) Member-Partner of XYZ Hospitals
Senior Healing-Services Team (who happens to be a
techie)
104
1994.COOL IS COOL.
105
You know a design is good when you want to lick
it. Steve Jobs Source Design Intelligence
Made Visible, Stephen Bayley Terence Conran
106
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
107
CXOChief eXperience Officer
108
First Step (?!) Hire a theater director, as a
consultant or FTE!
109
The sun is setting on the Information
Societyeven before we have fully adjusted to its
demands as individuals and as companies. We have
lived as hunters and as farmers, we have worked
in factories and now we live in an
information-based society whose icon is the
computer. We stand facing the fifth kind of
society the Dream Society. Future products
will have to appeal to our hearts, not to our
heads. Now is the time to add emotional value to
products and services. Rolf Jensen/The Dream
SocietyHow the Coming Shift from Information to
Imagination Will Transform Your Business
110
(No Transcript)
111
CL OChief Lovemark Officer
112
Ladder.2007 4 of 7! Lovemark Dreams Come
True Spellbinding ExperiencesGamechanging
SolutionsServicesGoodsRaw Materials
113
ltTGWvs. gtTGRThings Gone WRONG/Things Gone
RIGHT
114
1996.THE EDUCATION OF TOM.
115
Forget China, India and the Internet Economic
Growth Is Driven by Women. Headline, Economist,
April 15, 2006, Leader, page 14
116
Womens TrifectaBuy WealthLead
ECLIPSE OF MALES (Old/Retire Young/Poorly
educated)
117
Not Just America Boys Falling Seven Years
Behind Girls at GCSE Level headline, Weekly
Telegraph, UK, 10.25.06
118
AS LEADERS, WOMEN RULE New Studies find that
female managers outshine their male counterparts
in almost every measure TITLE/ Special
Report/ BusinessWeek
119
10 UNASSAILABLE REASONS WOMEN
RULE Women make all the financial
decisions.Women control all the wealth. Women
substantially outlive men. Women start most of
the new businesses. Womens work force
participation rates have soared
worldwide. Women are closing in on same pay for
same job. Women are penetrating senior
ranks rapidly even if the pace is slow for
the corner office per se. Womens
leadership strengths are exceptionally well
aligned with new organizational effectiveness
imperatives. Women are better salespersons than
men. Women buy almost everythingcommercial
as well as consumer goods. So what exactly is
the point of men?
120
Elizabeth Cady Stanton (more or less) (circa
0331.2007)
121
!!!!!!!!!!!!!!!!! People turning 50 today have
more than half of their adult life ahead of
them. Bill Novelli, 50 Igniting a Revolution
to Reinvent America
122
We are the Aussies Kiwis Americans
Canadians. We are the Western Europeans
Japanese. We are the fastest growing, the
biggest, the wealthiest, the boldest, the most
(yes) ambitious, the most experimental
exploratory, the most different, the most
indulgent, the most difficult demanding, the
most service experience obsessed, the most
vigorous, (the least vigorous,) the most health
conscious, the most female, the most
profoundly important commercial market in the
history of the worldand we will be the Center of
your universe for the next twenty-five years.
We have arrived!
123
2006.STILL COLD IN MAY.
124
Why in the World did you go to Siberia?
125
Enterprise (at its best) An emotional,
vital, innovative, joyful, creative,
entrepreneurial endeavor that elicits maximum
concerted human
potential in the wholehearted service of
others.Employees, Customers, Suppliers,
Communities, Owners, Temporary partners
126
The Peters Principles Enthusiasm. Emotion.
Excellence. Energy. Excitement. Service. Growth.
Creativity. Imagination. Vitality. Joy.
Surprise. Independence. Spirit. Community.
Limitless human potential. Diversity. Profit.
Innovation. Design. Quality. Entrepreneurialism.
Wow!
127
2004-2007.INVITATIONS.
128
Better By Design A National StrategyNZ
Design Excellence
129
2007.SEPTEMBER.SYDNEY.DRUCKER TRIBUTE.
130
I have always believed that the purpose of the
corporation is to be a blessing to the
employees. Boyd Clarke TP An
organization is, in fact and after all is
said and done, a/the house in which most of us
live most of the time.
131
Organizations exist to serve. Period. Leaders
live to serve. Period. Passionate servant
leaders, determined to create a legacy of
earthshaking transformation in their domain
create/must necessarily create organizations
which are no less than Cathedrals in which the
full and awesome power of the Imagination and
Spirit and native Entrepreneurial flair of
diverse individuals is unleashed In passionate
pursuit of jointly perceived soaring purpose and
personal and community and client service
Excellence.
132
The Case for Internal Focus Brand inside
Rules!
133
Isnt A (externally focused) War for Talent
competing against others for the
same peopleIs A competition against myself
to create the most amazing workplace
imaginable (see IBP) and define different
kinds of people wed love to have
aboard (e.g., Anita R, Planetree)
134
Whats your companys EVP/IBP?Employee
Value Proposition (Ed Michaels et al., McKinsey)
IBP/Internal Brand Promise (TP)
135
EVP/IBP Remarkable challenge, rapid
professional growth, respect, satisfaction, fun,
stunning opportunity, exceptional reward, amazing
peer group, full membership in Club Adventure,
maximized future employabilitySource Ed
Michaels, TP
136
If I could have chosen not to tackle the IBM
culture head-on, I probably wouldnt have. My
bias coming in was toward strategy, analysis and
measurement. In comparison, changing the attitude
and behaviors of hundreds of thousands of people
is very, very hard. Yet I came to see in my
time at IBM that culture isnt just one aspect of
the gameit is the game. Lou Gerstner, Who
Says Elephants Cant Dance
137
Brand Inside Core Mechanism PSF
(Professional Service Firm model/The
Organizing Principle) Brand You(Distinct or
Extinct/The Talent) Wow! Projects
(Different vs Better/The Work)
138
The Customer Comes Second Put Your People First
and Watch em Kick Butt Hal Rosenbluth and
Diane McFerrin Peters (no relation)
139
We are a Life Success Company.Dave Liniger,
founder, RE/MAX
140
The Dream Manager Matthew KellyE.g. An
organization can only become the-best-version-of-i
tself to the extent that the people who drive
that organization are striving to become
better-versions-of-themselves. A companys
purpose is to become the-best-version-of-itself.
The question is What is an employees purpose?
Most would say, to help the company achieve its
purposebut they would be wrong. That is
certainly part of the employees role, but an
employees primary purpose is to become
the-best-version-of-himself or herself. When a
company forgets that it exists to serve
customers, it quickly goes out of business. Our
employees are our first customers, and our most
important customers.
141
Organizing Genius / Warren Bennis and Patricia
Ward BiedermanGroups become great only when
everyone in them, leaders and members alike, is
free to do his or her absolute best.The best
thing a leader can do for a Great Group is to
allow its members to discover their greatness.
142
Leaders Mt Everest Testfree to do his or
her absolute best allow its members to
discover their greatness.
143
An organization is, in fact, a/the house in
which most of us live most of the time.
144
10 Recruiting skills90 attractive
(literally) culture
145
TP I benchmark against myself!I dont
compete with GEN Powell, I compete with me!
146
16 OCTOBER 2007.HAPPY 25.
147
Excellence can be obtained if you ... care
more than others think is wise ... risk more
than others think is safe ... dream more than
others think is practical ... expect
more than others think is
possible. Source Anon. (Posted _at_ tompeters.com
by K.Sriram, November 27, 2006 117 AM)
148
1966.2007.
149
What makes God laugh?
150
People making plans!
151
try it. Try it. Try it. Try it. Try it. Try it.
Try it. Try it. Screw it up. Try it. Try it. Try
it. Try it. Try it. Try it. Try it. Screw it up.
it. Try it. Try it. try it. Try it. Screw it up.
Try it. Try it. Try it.
152
do things.
153
We have a strategic plan. Its called doing
things. Herb Kelleher
154
captain yes.Captain No.
155
try things.
156
We made mistakes, of course. Most of them were
omissions we didnt think of when we initially
wrote the software. We fixed them by doing it
over and over, again and again. We do the same
today. While our competitors are still sucking
their thumbs trying to make the design perfect,
were already on prototype version 5. By the
time our rivals are ready with wires and screws,
we are on version 10. It gets back to planning
versus acting We act from day one others plan
how to planfor months. Bloomberg by Bloomberg
157
Screw. things.Up.
158
Sams Secret 1!
159
Fail . Forward. Fast.High Tech CEO,
Pennsylvania
160
try.Miss.try.
161
READY.FIRE!AIM.Ross Perot (vs Aim! Aim!
Aim! /EDS vs GM/1985)
162
The secret of fast progress is inefficiency,
fast and furious and numerous failures. Kevin
Kelly
163
No try. No deal.
164
You miss 100 of the shots you never take.
Wayne Gretzky
165
Life 101 A 40-year Reflection Go on offense.
Give everybody a shot. Decentralize. Try a
bunch of stuff. Make it up as you go along. Get
some stuff wrong. Laugh a lot. Get some stuff
right. Become a success. Extract lessons
learned or best practices. Thicken the Book of
Rules for Success. Become evermore
serious. Enforce the rules to increasingly tight
tolerances. Go on defense. Install walls.
Protect-at-all-costs todays franchise.
Centralize. Calcify. Install taller
walls. Write more rules. Become irrelevant and-or
die.
166
1966.2007.
167
4/40(Decentralization/Execution/Accountability/6
15A.M.)
168
DECENTRALIZATION.EXECUTION.ACCOUTABILITY.61
5A.M.
169
Enemy 1I.C.D.Note 1 Inherent/Inevitable/Imm
utable Centralist DriftNote 2 Jim Burkes
1-word vocabulary No.
170
1966.2007.
171
EXCELLENCE. CAUSES.ADVERSARIES.
172
Causes/1966-2006 Women/Mark
et opportunity Women/Leaders (right for the
times) Design/Design-as-soul Wow! (Hot
language) Weird! Passion!/Enthusiasm!/Exuberance!
(as Leader Lever 1) Brand You (or else) PSF
Bedrock (add value or bustevery group must
demonstrate economic viability) PSF Brand You
WOW Projects New Biz Logic Sales/R gt -C
(increasing revenue more important than cutting
cost) HealthCare/Wellness-Safety-H5N1 Brand
Talent (best roster wins) New VA
Ladder/Products-Services-SOLUTIONS-
EXPERIENCES-DREAMKETING (Dream Marketing)-
LOVEMARK Different gt gt Better Boomers
Geezers/marketing to new mega-segment
173

Adversaries B-schools (crappy at soft skills,
implementation, leadership) Strategy-is-all By-the
-numbers management Dis-passionate
management Focus groups Intuition
discounted Leading as an intellectual
task Leading without passion Cool language in Hot
times Dilbert (accepting cubicle slavery) Bigness
per se (severe scale limitationseven at
Microsoft) White guys! (not really, but enough
already) 18-44 emphasis in marketing (geezers gt
youth for foreseeable future) -Cost gt Revenue
(cost cutting more important than organic revenue
growth) CI (continuous improvement in an age of
discontinuous world) LESS THAN THE
NO-HOLDS-BARRED PURSUIT OF EXCELLENCE
174
good words.Bad words.
175
Words that may NOT be used in my presence
Motivate
176
In the end, management doesnt change culture.
Management invites the workforce itself to
change the culture. Lou Gerstner
177
Words that may NOT be used in my presence
Marketing
178
SellSellSell
179
EXCELLENCE. BEDROCK.LEADERSHIP.10Ps.
180
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
181
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
182
People want to be part of something larger than
themselves. They want to be part of something
theyre really proud of, that theyll fight for,
sacrifice for , trust. Howard Schultz,
Starbucks (IBD/09.05)
183
A leader is a dealer in hope. Napoleon
(TPs writing room pics)
184
Leader Job OnePaint Portraits of Excellence!
185
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?
186
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
187
BZ I am a Dispenser of Enthusiasm!
188
Nothing is so contagious as enthusiasm.
Samuel Taylor Coleridge
189
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
190
The role of the Director is to create a space
where the actors and actresses can become more
than theyve ever been before, more than theyve
dreamed of being. Robert Altman, Oscar
acceptance speech
191
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
192
Its always showtime. David DAlessandro,
Career Warfare
193
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
194
You must be the change you wish to see in the
world.Gandhi
195
Being aware of yourself and how you affect
everyone around you is what distinguishes a
superior leader. Edie Seashore (Strategy
Business 45)
196
Questions What do others think of you? Are you
sure? What do you think of you? Are you
sure? What is your impact on others? Are you
sure? What is your impact on others? Are you
sure? What is your impact on others? Are you
sure? What are the little things you
(perhaps unconsciously) do that cause people to
shrivelor blossom? Are you sure? What do you
want? Are you sure? Are you aware of your
changing moods? Are you sure? How fragile is
your ego? Are you sure? Do you have a true
confidant? Are you sure? Do you perform brief
or not-so-brief self-assessments? Do you talk
too much? Are you sure? Do you know how to
listen? Are you sure? Do you listen? Are you
sure? What is your style of hashing things
out? Are you perceived as (a) arrogant, (b)
abrasive (c) attentive, (d) genuinely interested
in people, (e) etc? Are you sure? Are you
flexible? Have you changed your mind about
anything important in a while? Are you
comfortable-uncomfortable with folks on the front
line? Do you think youre in touch with the
pulse of things around here? Are You Sure?
Are you too emotional/intuitive? Are you too
unemotional/rational? Do you spend much time
with people who are new to you? Do you think
questions like this are so much BS?
197
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
198
Relentless One of my superstitions had always
been when I started to go anywhere or to do
anything, not to turn back , or stop, until the
thing intended was accomplished. Grant
199
Success seems to be largely a matter of
hanging on after others have let go. William
Feather, author
200
The most successful people are those who are
good at plan B. James Yorke, mathematician,
on chaos theory in The New Scientist
201
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES. PEOPLE.potent.Positive.
202
I used to have a rule for myself that at any
point in time I wanted to have in mind as it so
happens, also in writing, on a little card I
carried around with me the three big things I
was trying to get done. Three. Not two. Not
four. Not five.Not ten.Three. Richard
Haass, The Power to Persuade
203
Dennis, you need a To-dont List !
204
The one thing you need to know about sustained
individual success Discover what you dont like
doing and stop doing it. Marcus
Buckingham, The One Thing You Need to Know
205
Message clarity CALENDAR MBWA Language
Perceived INTENSITY/ENTHUSIASM/ ENERGY
Concrete-Visible support Prototypes Tolerance
for Failure/Good losses Promotions Tempo
Resilience Celebration Perceived
RELENTLESSNESS Training
206
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
207
Leaders do people. Period. Anon.
208
Leaders SERVE people. Period. inspired by
Robert Greenleaf
209
Officers eat last!
210
53 53
211
Promise 1 Never, ever again will I evaluate
anyone using a standardized instrument devised
by a professional in inhuman Resources.
212
AS LEADERS, WOMEN RULE New Studies find that
female managers outshine their male counterparts
in almost every measure TITLE/ Special
Report/ BusinessWeek
213
!!!!!!!!!!!!!!!14 to 168Leadership
Positions/DT/1992-2002/WIAR (Womens Initiative
Annual Report)
214
Period??!!Start 3 0f 14 18 months later 10
of 18 (deep dip!)AIM/September 2007
215
Leaderships 11th P
Promotion
216
2 per Year/ 20 per Decade Excellence Legacy
217
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
218
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!
219
"The reasonable man adapts himself to the world.
The unreasonable one persists in trying to adapt
the world to himself. Therefore, all progress
depends upon the unreasonable man. GB Shaw,
Man and Superman The Revolutionists'
Handbook.
220
You do not merely want to be the best of the
best. You want to be considered the only ones who
do what you do. Jerry Garcia
221
One who does less than he can is a thief.
Gandhi
222
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PRIORITIES.PEOPLE. Potent.Positive.
223
The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
224
On NELSON other admirals more frightened of
losing than anxious to win
225
PURPOSE.PASSION.Potential.Presence.Personal.P
ERSISTENCE.PEOPLE. Potent.Positive.
226
The 7Es
227
Exuberance! Energy!Empathy!Engagement!Empowerm
ent!Execution!Excellence!
228
The 1E
229
Excellence can be obtained if you ... care
more than others think is wise ... risk more
than others think is safe ... dream more than
others think is practical ... expect
more than others think is
possible. Source Anon. (Posted _at_ tompeters.com
by K.Sriram, November 27, 2006 117 AM)
230
Ger-on-i-mo!
231
"Life is not a journey to the grave with the
intention of arriving safely in one pretty and
well preserved piece, but to skid across the line
broadside, thoroughly used up, worn out, leaking
oil, shouting GERONIMO! Bill McKenna,
professional motorcycle racer (Cycle magazine
02.1982)
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