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Tom Peters’ X25* EXCELLENCE. ALWAYS. ESPN/15August2007 PART 1 * In Search of Excellence 1982-2007. NOTE : To appreciate this presentation [and ensure that it is not a mess ], you need Microsoft fonts: “Showcard Gothic,” “Ravie,” “Chiller” and “Verdana”. “Excellence can be obtained if you:

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slide2

NOTE:To appreciate this presentation [and ensure that it is not a mess], you need Microsoft fonts:“Showcard Gothic,”“Ravie,”“Chiller”and“Verdana”

slide3

“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 @ tompeters.com by

K.Sriram, November 27, 2006 1:17 AM)

slide7

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide8

Indy/No100856/barbershop 66/RVN/McNally/Palmer/Bunker/McNallyDennis/Bobby & Ralph (FDR & WSC)BillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide9

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide14

TP#1*: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 someone—e.g., grandchild—that you worked?)

slide17

Built to Last v. Built to Flip“The problem with Built to Last is that it’s a romantic notion. Large companies are incapable of ongoing innovation, of ongoing flexibility.”“Increasingly, successful businesses will be ephemeral. They will be built to yield something of value – and once that value has been exhausted, they will vanish.”Fast Company

joe j jones 1942 2006 he woulda done some really cool stuff but his boss wouldn t let him
Joe J. Jones 1942 – 2006 HE WOULDA DONE SOME REALLY COOL STUFF BUT … HIS BOSS WOULDN’T LET HIM!
slide21

Thomas J. Peters1942-No rush !“In Tom’s world, it’s always better to try a swan dive and deliver a colossal belly flop than to step timidly off the board while holding your nose.” —Fast Company

slide22

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide23
“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
slide27

Radically Thrilling Language!

“Radically Thrilling.”

—BMW Z4 (ad)

slide28
The greatest dangerfor most of usis not that our aim istoo highand we miss it,but that it istoo lowand we reach it.Michelangelo
slide29

Kevin Roberts’ Credo1. Ready. Fire! Aim.2. If it ain’t 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!

slide31

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JX25CT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

s y non y ms purity transcendence virtue elegance majesty anton y ms mediocrity
SynonymsPurityTranscendenceVirtueEleganceMajestyAntonymsMediocritySynonymsPurityTranscendenceVirtueEleganceMajestyAntonymsMediocrity
slide33

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”

slide34

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

basement systems inc larry janesky dry basement science 115 000 1993 0 2003 12m 2006 50 000 000
*Basement Systems Inc.*Larry Janesky*Dry Basement Science(115,000!)*1993: $0; 2003: $12M; 2006: $50,000,000+
slide37

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPMrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide39

wdcp/“Wildlife Damage-control Professional”:$150 to “remove” “problem beaver”; $750-$1,000 for flood-control piping … so that beavers can stay.Source: WSJ

slide42

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide43

“This [adolescent] incident [of getting from point A to point B] is notable not only because it underlines Grant’s fearless horsemanship and his determination, but also it is the first known example of a very important peculiarity of his character:Grant had an extreme, almost phobic dislike of turning back and retracing his steps.If he set out for somewhere, he would get there somehow, whatever the difficulties that lay in his way. This idiosyncrasy would turn out to be one the factors that made him such a formidable general. Grant would always, always press on—turning back was not an option for him.”

—Michael Korda, Ulysses Grant

slide44

Relentless: “One of my superstitions had always been when I started to go anywhere or to do anything,notto turnback,or stop, until the thing intended was accomplished.”—Grant

slide45

“incredible power of endurance”—political colleague, on Nicolas Sarkozy, repeatedly written off by the public and the celestial powers of French politics (FT, 0515.07)

success seems to be largely a matter of hanging on after others have let go william feather author
“Success seems to be largely a matter of hangingon after others have let go.”—William Feather, author
slide49

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide50

“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

slide51

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPMrs Gibson26/TeamDale Cix/CardinalTP/64The Great One

slide52

“Forget China, India and the Internet: Economic Growth Is Driven by Women.”—Headline, Economist, April 15, 2006, Leader, page 14

women s trifecta buy wealth lead eclipse of males old retire young poorly educated
Women’s Trifecta+*Buy *Wealth*Lead+ECLIPSE OF MALES(Old/Retire; Young/Poorly educated)
girls are the new boys source the daily mail 0425 2007 why today s women want a girl
“Girls are the new boys.”Source: The Daily Mail, 0425.2007, “Why today’s women want a girl”
slide55
Not Just America …“Boys Falling Seven Years Behind Girls at GCSE Level”—headline, Weekly Telegraph, UK, 10.25.06
slide57

WomenHousehold spending:80%Investment decisions:53%Home improvement purchase decisions:80%New cars:60%+Computers:60%Managers and professionals, overall: 51%New businesses started: 70%*(*Women-owned businesses as a share of all new businesses: Employee growth, 3X; Sales growth, 4X.)Source: Marti Barletta, PrimeTime Women (2007)

slide60
1970-1998Men’s median income: +0.6%Women’s median income: + 63%Source: Martha Barletta, Marketing to Women
slide61

91% women: “ADVERTISERS DON’T UNDERSTAND US.” (58% “ANNOYED.”)Source: Greenfield Online for Arnold’s Women’s Insight Team (Martha Barletta, Marketing to Women)

slide63

Selling to men:The TRANSACTION ModelSelling to Women:The RELATIONAL ModelSource: Selling to Men, Selling to Women, Jeffery Tobias Halter

slide64

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.

Women’s 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].

Women’s leadership strengths are exceptionally well

aligned with new organizational effectiveness &

value-added imperatives.

Women are better salespersons than men.

Women buy [almost] everything—commercial

as well as consumer goods.

Sowhatexactlyis … thepointofmen?

slide65

“One thing is certain: Women’s rise to power, which is linked to the increase in wealth per capita, is happening in all domains and at all levels of society. Women are no longer content to provide efficient labor or to be consumers with rising budgets and more autonomy to spend. … This is just the beginning. The phenomenon will only grow as girls prove to be more successful than boys in the school system. For a number of observers, we have already entered the age of ‘womenomics,’ the economy as thought out and practiced by a woman.”—Aude Zieseniss de Thuin, Financial Times, 10.03.2006

slide66

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPMrs Gibson26/TeamDale CX/CardinalTP/64The Great One

slide68

!!!!!!!!!!!!!!!!!

“People turning 50 today have more thanhalf of their adult life ahead of them.”—Bill Novelli, 50+: Igniting a Revolution to Reinvent America

slide69

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 world—and we will be the Center of your universe for the next twenty-fiveyears. We have arrived!

boomers geezers women s trifecta buy all wealth all time left lots eclipse of males retire die
Boomers’-Geezers’-Women’s Trifecta+*Buy/all *Wealth/all *time left/lots*Eclipse of males/retire-die
slide76

See me.

Watch me.

respect me.

Suck up to me.

Serve me.

Love me.

Love my longevity.

Love my m-o-n-e-y.

slide77

Elizabeth Cady Stanton

(more or less) (circa 0331.2007)

slide78

See “her.”

Watch her.

respect her.

Be obsequious to her.

Serve her.

Love her.

Love her long longevity.

Love her m-o-n-e-y.

(which is damn near a-l-l

the mon-$$$$$$.)

slide79

Average # of cars purchased per household, “lifetime”: 13Average # of cars bought per household after the “head of household” reaches age 50: 7Source: Marti Barletta, PrimeTime Women

slide80
Median Household Net Worth<35: $7K35-44: $44K45-54: $83K55-64: $112K65-69: $114K70-74: $120K>74: $100KSource: U.S. Census
slide81
44-65:“New Customer Majority” **45% larger than 18-43; 60% larger by 2010Source: Ageless Marketing, David Wolfe & Robert Snyder
slide82

“Fifty-four years of age has been the highest cutoff point for any marketing initiative I’ve ever been involved in. Which is pretty weird when you consider age 50 is right about when people who have worked all their lives start to have some money to spend.”—Marti Barletta, PrimeTime Women

slide83

“While Fox’s overall ratings are down about 6% from last year, the network has moved from fourth place into first among viewers from ages 18 to 49, which all the networks other than CBSdefine as the only competition that counts.” *—NYT/11.01.2004**Translation …dumb./ignorant./stupid./all three.

slide85

“The mature market cannot be dismissed as entrenched in its brand loyalties.”—Carol Morgan & Doran Levy, Marketing to the Mindset of Boomers and Their Elders

slide86

“Advertisers pay more to reach the kid because they think that once someone hits middle age he’s too set in his ways to be susceptible to advertising. … In fact, this notion of impressionable kids and hidebound geezers is little more than a fairy tale, a Madison Avenue gloss on Hollywood’s cult of youth.”—James Surowiecki (The New Yorker/04.01.2002)

slide87

Beer: National Boh to Bud to Anchor Steam to ZilchCar: Chevrolet (1942-1962) to misc to SubaruBiz Clothes: Various warehouses to Brooks to Nordstrom to MilanBiz: Big (U.S. Navy, McKinsey) to Small (de facto self-employed)Sports clothes: Misc-cheap to NorthfaceSpouse: “Sexy broad” (wife #1) to Best friend/Brainy (+sexy)School: Cornell to Stanford to RISD (Go Nads!)Pens: Cross to BicFood: Safeway to Whole FoodsMusic: Beatles to QueenHome Furnishings: With it to ComfortableHome: SF Bay Area to West Tinmouth VTFavorite sport: Lacrosse-Crew to Speed Walking-Trekking-RowingFavorite MLB, NFL: Orioles-BaltimoreColts to A’s-Raiders (Warriors!)Favorite magazine:Life to WiredFavorite media: Print-Radio to Web-RadioFavorite airline: TWA to American to LufthansaHome: East to WestVacations: USA to New Zealand Price: Cheap to Varied (Wal*Mart to Milan)Hotel: Ramada/Holiday Inns to Four Seasons/Leading HotelsRestaurants: McDonald’s to Hole in the wall Stores: Misc/Big to Little shopsLoyalty: Serial monogamy (just as loyal now as then; “love ’em, then leave ’em”)

slide88

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide89

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!bonus$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide91

1982 (-) =

200

Years (+)

slide92

1982/Default Latin America = 200 years[Total historical earnings]

The Black Swan: The Impact of the Highly Improbable, Nassim Nicholas Taleb

slide94

Siegfried and Roy = 1,000X

[gambling variability]

The Black Swan: The Impact of the Highly Improbable, Nassim Nicholas Taleb

slide95

10/50/50*

*10 days in 50 years = 50% returns

The Black Swan: The Impact of the

Highly Improbable, Nassim Nicholas Taleb

slide96

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!bonus$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide98

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide100

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.

slide103

“It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.”—Charles Darwin

slide107

“This is so simple it sounds stupid, but it is amazing how few oil people really understand that you only find oil if you drill wells.You may think you’re finding it when you’re drawing maps and

studying logs, but you have to drill.”

Source: The Hunters, by John Masters, Canadian O & G wildcatter

slide109

“We made mistakes, of course. Most of them were omissions we didn’t 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, we’re 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 toplan—for months.”—Bloomberg by Bloomberg

slide110

“You can’t be a serious innovator unless and until you are ready, willing and able to seriously play. ‘Serious play’ is not an oxymoron; it is the essence of innovation.” —Michael Schrage,Serious Play

slide112
“Learn not to be careful.”—Photographer Diane Arbus to her students (Careful = The sidelines, fromHarriet Rubin in The Princessa)
slide116

“Where are you going? … But it’s only 2am. … You see, you can live your life at 120 miles an hour, and that’s pretty impressive. But it’s not good enough. Unless you live at 150 miles an hour, the world will pass you by,” HRH Prince Alwaleed* *1 day: 573 people met separately, 200 phone calls, 100 text messages, etcSource: “Prince Alwaleed, Inside the private world of the Middle East’s most powerful investor” cover story, The Business, 0519.07

reward excellent failures punish mediocre successes phil daniels sydney exec
“Rewardexcellent failures. Punishmediocre successes.”Phil Daniels, Sydney exec
slide121
“If people tell me they skied all day and never fell down, I tell them to try a different mountain.”—Michael Bloomberg (BW/0625.07)
read this richard farson ralph keyes whoever makes the most mistakes wins the paradox of innovation
Read This!Richard Farson & Ralph Keyes:Whoever Makes the Most Mistakes Wins: The Paradox of Innovation
slide123

0 for 60China. Iran/79. USSR/bomb/49. Eastern Europe/90. S Korea/50. Cuba/62. Arab-Israeli/73. Afghanistan/79. USSR/1989. Kuwait/90. India/98. WMDs/02-03. Etc.Source: Legacy of Ashes* ** —Tim Weiner*Eisenhower, on the CIA**“The agency has a great reputation but a terrible record.”—Donald Gregg, nat’l security advisor, VP Bush

slide124

Indy/No56/barbershop SPMD66/RVN/DMcN, JP, _Bu, McNDennis/Bobby & RalphFree TicketsBillJerry/Steve JCT/#1WDCPs Rule!$10B/TPTP/64Mrs Gibson26/TeamDale CX/CardinalARFWDCPThe Great One

slide128

"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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