Tom peters excellence always aim adelaide 05 september 2006
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Tom Peters’ EXCELLENCE. ALWAYS. AIM/Adelaide/05 September 2006. Slides* at … tompeters.com *also “long”. The Irreducible209+/ Sales122/60TIBs Tom Peters/0607.2006. 1. Hare 1, Tortoise 0. (Hare-y times.) 2. Tempo. (O.O.D.A.) 3. MBWA. 4. Appreciation. (“Motivator” #1.)

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Tom peters excellence always aim adelaide 05 september 2006

Tom PetersEXCELLENCE. ALWAYS.AIM/Adelaide/05 September 2006


Slides at tompeters com also long

Slides* at tompeters.com*also long


The irreducible209 sales122 60tibs tom peters 0607 2006

TheIrreducible209+/Sales122/60TIBsTom Peters/0607.2006


Tom peters excellence always aim adelaide 05 september 2006

1. Hare 1, Tortoise 0. (Hare-y times.)

2. Tempo. (O.O.D.A.)

3. MBWA.

4. Appreciation. (Motivator #1.)

(Cant be faked. Good.)

5. Decency.

6. Hurry.

7. Time out.

8. One matters.

9. Big change. Short time. (Alt not work.)

10. Excellence. Always.

11. Passion. Energy. Hustle. Enthusiasm.

Exuberance. (Move mountains. No alt.)

12. You must care.

13. Emotion.

14. Hard is soft. (Soft is hard.)


Excellence all you need to know

EXCELLENCE. ALL YOU NEED TO KNOW.


Tom peters excellence always aim adelaide 05 september 2006

25


Tom peters excellence always aim adelaide 05 september 2006

Execution. (Discipline.)Accountability.Action, a Bias for. (S.A.V./R.F.A.)Relentless.Experimentation. (Innovate or Die. He who makes )Adaptability. (Plan B; We eat )In the moment.(Bertolucci.)Senility.Exuberance.Fun.Technicolor. Wow! (Extreme Language.)Quest-Adventure.By Invitation.Talent. Roster.($21M.)Weird. (Hangin Out + Bottlenecks.)D-squared/Dramatic Difference.Up-Up-Up the VA Ladder.Trifecta: Wow Projects-Brand You-PSF.(No Option.)Design.Women.4-40/D.E.A.615. (60TIBs; IRR209.)EXCELLENCE.


That s a big number

Thats a Big Number .


That s a big number1

Thats a Big Number .


Three billion new capitalists clyde prestowitz

THREE BILLION NEW CAPITALISTSClyde Prestowitz


There is no job that is america s god given right anymore carly fiorina hp january2004

There is no job that is Americas God-given right anymore.Carly Fiorina/HP/January2004


Deutsche bank moves half of its back office jobs to india headline ft 0327 500 of 900 research

Deutsche Bank Moves Half of Its Back-office Jobs to India/ headline/FT/0327 (500 of 900 Research)


Excellence the general s story darwin s story forbes story paul s srory jmy story

EXCELLENCE. THE GENERALS STORY.DARWINS STORY.FORBES STORY.PAULS SRORY.JMY STORY.


Tom peters excellence always aim adelaide 05 september 2006

If you dont like change, youre going to like irrelevance even less.General Eric Shinseki, Chief of Staff. U. S. Army


Tom peters excellence always aim adelaide 05 september 2006

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


Tom peters excellence always aim adelaide 05 september 2006

Forbes100 from 1917 to 1987:39members of the Class of 17 were alive in 87; 18 in 87 F100; 18 F100 survivors significantly underperformed the market; just 2 (2%), GE & Kodak, outperformed the market from 1917 to 1987.S&P 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


Practical implication go for it why not alternative is slow death at best

(Practical)Implication?Go for it!(Why notalternative is slow death, at best)


Keep austin weird kirk watson

Keep Austin Weird(Kirk Watson)


We are in a brawl with no rules paul allaire

We are in a brawl with no rules.Paul Allaire


S a v

S.A.V.


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 WOULDNT LET HIM!


Excellence starters horrors

EXCELLENCE. STARTERS.HORRORS.


Radio city music hall september 2005

Radio City Music HallSeptember 2005


Franchise lost tp how many of you 600 really crave a new chevy

Franchise Lost!TP: How many of you[600]reallycravea new Chevy?


Tom peters excellence always aim adelaide 05 september 2006

Ford, GM and Chrysler do not just make cars expensively they make bad cars expensively.Investec analyst, International Herald, 0805.06


Tom peters excellence always aim adelaide 05 september 2006

Not long ago, I heard one studio chief utter the unthinkable: What would happen if I made a movie I actually looked forward to seeing?Peter Bart, Editor in Chief, Variety; former Paramount exec, Hollywoods Model Doesnt Produce Art, or Much Profit (NYT/0721.06)


Tom peters excellence always aim adelaide 05 september 2006

Did one of em ever turn to the other and say:Wow, I wonder what unimaginable new tools, otherwise not possible, will be brought forth for my daughter Alice, age 17, because of this deal?


Excellence starters basics

EXCELLENCE. STARTERS.BASICS.


P p e e r r e

P.P.E.E.R.R.E.


P eople p roduct e xecution e nthusiasm r elentless r e invent e xcellence

People.Product.Execution.Enthusiasm.Relentless.Re-invent.Excellence.


P eople p roduct e xecution e nthusiasm r elentless r e invent e xcellence1

People.Product.Execution.Enthusiasm.Relentless.Re-invent.Excellence.


P eople p roduct e xecution e nthusiasm r elentless r e invent e xcellence s enility

People.Product.Execution.Enthusiasm.Relentless.Re-invent.Excellence.Senility.


Tom peters excellence always aim adelaide 05 september 2006

Wanted* ** :Corporate Senility!

*Desperately!

** The problem is never how to get new,

innovative thoughts into your mind, but

how to get the old ones out. Dee Hock


Tom peters excellence always aim adelaide 05 september 2006

Forget>LearnThe problem is never how to get new, innovative thoughts into your mind, but how to get the old ones out.Dee Hock


Excellence the word

EXCELLENCE. THE WORD.


S y non y ms purity transcendence virtue elegance majesty anton y ms mediocrity

SynonymsPurityTranscendenceVirtueEleganceMajestyAntonymsMediocrity


Excellence gamechanger

EXCELLENCE. GAMECHANGER.


Tom peters excellence always aim adelaide 05 september 2006

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


Tom peters excellence always aim adelaide 05 september 2006

ExIn*: 1982-2002/Forbes.comDJIA: $10,000 yields $85,000EI: $10,000 yields $140,050*Forbes/Excellence Index/Basket of 32 publicly traded stocks


Excellence gamechanger maybe

EXCELLENCE. GAMECHANGER.(MAYBE.)


Tom peters excellence always aim adelaide 05 september 2006

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.Approximately 640 Index entries: Customer/s (service, retention, loyalty),4. People (employees, motivation, morale, worker/s),0. Innovation (product development, research & development, new products),0.


Them us tom peters 0624 2006

Them-UsTom Peters/0624.2006


Tom peters excellence always aim adelaide 05 september 2006

Them UsStrategy EXECUTIONPlanning ActionMarketing Selling/SalesMarkets CustomersCustomers ClientsMicro-segmentation Big Stuff (Women, Boomers)Cost minimization Revenue maximizationSynergy/Efficiencies DecentralizationStrategic supplier Pioneering supplierProcess ProjectEffectiveness ExcellenceMen WomenLeadership Management + LeadershipStandardization Exceptionalism (53 = 53)Big clients COOL clientsPrestigious Board INTERESTING Board


Good words bad words

good words.Bad words.


Words that may not be used in my presence motivate

Words that may NOT be used in my presence:Motivate


Tom peters excellence always aim adelaide 05 september 2006

In the end, management doesnt change culture. Management invitesthe workforce itself to change the culture.Lou Gerstner


Words that may not be used in my presence market

Words that may NOT be used in my presence:Market


Sell sell sell

SellSellSell


Excellence always

EXCELLENCE. ALWAYS.


Why in the world did you go to s iberia

Why in the world did you go to Siberia?


Tom peters excellence always aim adelaide 05 september 2006

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.


Tom peters excellence always aim adelaide 05 september 2006

Business* ** (*at its best):An emotional, vital, innovative, joyful, creative, entrepreneurial endeavor that elicits maximum concerted human potential in the wholehearted service of others.*****Excellence. Always.***Employees, Customers, Suppliers, Communities, Owners, Temporary partners


Excellence defined

EXCELLENCE. DEFINED.


Great companies set the agenda period disturb the sleep of

Great Companies SETTHEAGENDA.*(PERIOD.)* disturb the sleep of


Tom peters excellence always aim adelaide 05 september 2006

AGENDA SETTERS: Set the Table/ Pioneers/ Questors/ AdventurersUS Steel Ford Toyota Sears GM ITT The Gap Limited Wal*MartTescoP&G 3M Intel IBM AppleNokiaCisco Dell MCI Sun MicrosoftGoogle Enron SchwabGE Laker Southwest People Express OgilvyVirgineBayAmazon SonyAmgenBMW CNN Nike


Tom peters excellence always aim adelaide 05 september 2006

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 someonee.g., grandchildthat you worked?)


Tom peters excellence always aim adelaide 05 september 2006

Built to Last vs Built for ImpactBut what if [former head of strategic planning at Royal Dutch Shell] Arie De Geus is wrong in suggesting, in The Living Company, that firms should aspire to live forever? Greatness is fleeting and, for corporations, it will become ever more fleeting.The ultimate aim of a business organization, an artist, an athlete or a stockbroker may be to explode in a dramatic frenzy of value creation during a short space of time, rather than to live forever.Kjell Nordstrm and Jonas Ridderstrle, Funky Business


Excellence you me

EXCELLENCE. YOU & ME.


Tom peters excellence always aim adelaide 05 september 2006

The First step in a dramatic organizational change program is obviousdramatic personal change!RG


Work on me first kerry patterson joseph grenny ron mcmillan and al switzler crucial conversations

Work on me first.Kerry Patterson, Joseph Grenny, Ron McMillan and Al Switzler/Crucial Conversations


Value added 1

VALUE ADDED #1


Excellence revenue matters most

EXCELLENCE. REVENUE.MATTERS.MOST.


Tom peters excellence always aim adelaide 05 september 2006

Analysts preferred cost cutting,as long as they could see two or three years of EPS growth. I preached revenue and the analysts eyes would glaze over. Now revenue is in because so many got caught, and earnings went to hell.They said, Oh mygosh, you need revenues to grow earnings over time. Well, Duh!Dick Kovacevich, Wells Fargo


Excellence sell sell sell

EXCELLENCE. SELL. SELL.SELL.


Tom peters excellence always aim adelaide 05 september 2006

. Everyone lives by sellingsomething.

Robert Louis Stevenson


Sell sell sell1

SellSellSell


C r o chief revenue officer

CRO**Chief Revenue Officer


Incidentally

Incidentally


Tom peters excellence always aim adelaide 05 september 2006

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


Value added 2

VALUE ADDED #2


Excellence dramatic difference doable

EXCELLENCE. DRAMATIC.DIFFERENCE.DOABLE.


Excellence wanting

EXCELLENCE. WANTING.


This is not a mature category

This is not a mature category.


This is an un distinguished category

This is an undistinguishedcategory.


Excellence dramatic difference doable1

EXCELLENCE. DRAMATIC.DIFFERENCE.DOABLE.


Tom peters excellence always aim adelaide 05 september 2006

$798


415 sqft wal mart 798 sqft whole foods

$415/SqFt/Wal*Mart$798/SqFt/Whole Foods


1 100 best companies to work for 2005

#1/100Best Companies to Work for/2005


Tom peters excellence always aim adelaide 05 september 2006

Wegmans


Tom peters excellence always aim adelaide 05 september 2006


It s simple really tom hire for s and above all p romote for s starbucks middle manager field

Its simple, really, Tom. Hire fors, and, aboveall, promote fors.Starbucks middle manager/field


Excellence 1

EXCELLENCE. #1.


Donnelly s weatherstrip service weymouth ma

Donnellys Weatherstrip ServiceWeymouth MA


Excellence 1t

EXCELLENCE. #1T.


Jim s group jim penman empire builders mt jan feb 2006

Jims GroupJim Penman/Empire Builders/MT Jan/Feb 2006


Tom peters excellence always aim adelaide 05 september 2006

The Missing 900M

Will the Boat Sink the Water: The Life of Chinas Peasants

Chen Guidi and Wu Chuntao


Excellence no excuses

EXCELLENCE. NO EXCUSES.


Summar y wallopwal mart16 or why it s so absurdly easy to beat a giant company

Summary:WallopWal*Mart16**Or: Why its so absurdly easy to beat a GIANT Company


Tom peters excellence always aim adelaide 05 september 2006

The Small Guys Guide: Wallop Wal*Mart16

*Niche-aimed. (Never, ever all things for all people, a mini-Wal*Mart.)

*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!!)


What i ve learned about small business tom peters

What Ive Learned about Small BusinessTom Peters


Tom peters excellence always aim adelaide 05 september 2006

Passion for PRODUCT.OBSESSION With Product.LOVE The Product.Aim To Be ONLY ONES WHO DO WHAT WE DO.Keep ADDIN Stuff.Invest UNWISELY in R&D.Reside Permanently In The DISCOMFORT Zone.Unhealthy PARANOIA Is A Good Thing.Add Clients That PUSH-PULL.SELL. SELL. SELL. SELL.Go For Broke: CUSTOMER CONTACT PEOPLE.PERFECTION: Customer Contact People.Hire for ATTITUDE.INVITE On An Adventure.GREAT CFO/Biz Guy-Gal. NASTY CFO/Biz Guy-Gal.QUADRANGULAR LEADERSHIP: Visionary-Talent Fanatic-Project Manager-I.P.M.(I.P.M. = Inspired Profit Mechanic)


Small giants companies that choose to be great instead of big by bo burlingham

Small Giants: Companies That Choose To Be Great Instead Of Bigby Bo Burlingham


The small mart revolution how local businesses are beating local competition michael shuman

The Small*Mart Revolution: How Local Businesses Are Beating Local Competition Michael Shuman


Tom peters excellence always aim adelaide 05 september 2006

I [Bacteria Man] HEREBY PLEDGE:When asked, What are some examples of companies stepping up to todays challenges? I will NEVER AGAIN offer an example of a Giant Company; instead Ill refer to Cirque du Soleil, Donnellys Weatherstrip Service, 3K tanning salons, 10.6M women-owned businesses (or the typically/95+% female recipients of micro-lending) **There is more to Biz Life than Giant Cos LOTS MORE that hidden 99%


Value added 3

VALUE ADDED #3


Excellence value added up the ladder

EXCELLENCE. VALUE ADDED.UP THE LADDER.


Excellence i solve it

EXCELLENCE I. SOLVE IT.


Tom peters excellence always aim adelaide 05 september 2006

$55B


Big brown s new bag ups aims to be the traffic manager for cor p orate america headline bw 2004

Big Browns New Bag: UPS Aims to Be theTraffic Manager for Corporate AmericaHeadline/BW/2004


Mastercard advisors

MasterCard Advisors


Gamechan g in g solutions bet the com p an y ibm ups xerox mastercard ge bestbuy

Gamechanging Solutions: Bet-the-CompanyIBMUPSXeroxMasterCardGEBestBuy


Tom peters excellence always aim adelaide 05 september 2006

I. LAN Installation Co. (3%)II. Geek Squad. (30%.)III. Acquired by BestBuy.IV. Flagship of BestBuy Wholesale Solutions Strategy Makeover.


Hu g e customer satisfaction versus customer success

Huge:Customer Satisfactionversus Customer Success


Excellence necessity opportunity

EXCELLENCE.NECESSITY.OPPORTUNITY.


Tom peters excellence always aim adelaide 05 september 2006

Disintermediation is overrated. Those who fear disintermediation should in fact be afraid of irrelevancedisintermediation is just another way of saying that youve become irrelevant to your customers.John Battelle/Point/AdvertisingAge/07.05


Ch icago hrmac

Chicago:HRMAC


Support function cost center overhead or

support function / cost center/ overheador


Are you rock stars of the a g e of talent

Are you Rock Stars of the Age of Talent


Excellence solve it no option psf psf

EXCELLENCE.SOLVE IT. NO OPTION.PSF. (PSF++)


Department head to mana g in g partner is hr r d etc inc

Department Headto Managing Partner, IS[HR, R&D, etc.]Inc.


Answer psf

Answer:PSF


Tom peters excellence always aim adelaide 05 september 2006

Core Mechanism:Game-changing SolutionsPSF(Professional Service Firm model/The Organizing Principle)+Brand You(Distinct or Extinct/The Talent) +Wow! Projects (Different vs Better/The Work)


Tom peters excellence always aim adelaide 05 september 2006

The New Enterprise Value-Added Equation/Mark2006(1) 100% WOW PROJECTS (New Org DNA/The Work)+ (2) Incredible TALENTTransformed into (3) Entrepreneurial BRAND YOUs and (4) Launched on Awesome QUESTS FOR EXCELLENCE= (5) Internal Rockin PSFs (Staff Depts. Morphed into Wildly Innovative Professional Service Firms) (6) Which Coalesce to Transform the FEVP/Fundamental Enterprise Value Proposition from Superior Products & Services to ENCOMPASSING SOLUTIONS &GAME-CHANGING CLIENT SUCCESS


The psf35 thirty five professional service firm marks of excellence

ThePSF35: Thirty-Five Professional Service Firm Marks of Excellence


Tom peters excellence always aim adelaide 05 september 2006

The PSF35: The Work & The Legacy1.CRYSTAL CLEAR POINT OF VIEW

(E very Practice Group: If you cant explain your position in eight

words or less, you dont have a positionSeth Godin)2. DRAMATIC DIFFERENCE (We are the only ones who do what

we doJerry Garcia)3. Stretch Is Routine (Never bite off less than you can chewanon.)4. Eye-Appetite for Game-changer Projects (Excellence at Assembling

Best TeamFast) 5. Playful Clients (Adventurous folks who unfailingly Aim to Change

the World)6. Small Uneconomic Clients with Big Aims

7. Life Is Too Short to Work with Jerks (Fire lousy clients)8. OBSESSED WITH LEGACY (Practice Group and Individual: Dent the

UniverseSteve Jobs)9. Fire-on-the-spot Anyone Who Says, Law/Architecture/Consulting/

I-banking/ Accounting/PR/Etc. has become a commodity

10. Consistent with #9 above DO NOT SHY AWAY FROM THE

WORD (IDEA) RADICAL


Pointed point of view

Pointed Point of View!


Excellence attitude transformation psf

EXCELLENCE. ATTITUDE.TRANSFORMATION.PSF.


Tom peters excellence always aim adelaide 05 september 2006

Purchasing Officer Thrust #1:Cost (at All Costs*) Minimization Professional?Or/to:FullPartner-Leader in Lifetime Value-added Maximization?(*Lopez: Arguably Villain #1 in GM tragedy/Anon VSE-Spain)


Tom peters excellence always aim adelaide 05 september 2006

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)


Tom peters excellence always aim adelaide 05 september 2006

PSF Transformation: Credit Department/TrekWasIsCredit DeptFinancial ServicesHammer on dealers untilMake dealers successful so theythey payCAN payAR sold to 3rd partyTrek is the commercial financialcommercial co.Company23 employees12 employeesOversee peak AR of $70MOversee peak AR of $160MIdentify risky dealersIdentify opportunitiesCost CenterProfit CenterNo productsProducts: Consulting, MC/Visa,Stored value of gift cards, Gift cardperipherals, Online paymentsSource: John Burke/0330.06


Up up up up the value added ladder

Up,Up,Up, Upthe Value-added Ladder.


The value added ladder stuff n things goods raw materials

The Value-added Ladder/Stuff n ThingsGoods Raw Materials


The value added ladder stuff transactions services goods raw materials

The Value-added Ladder/Stuff & TransactionsServicesGoods Raw Materials


The value added ladder opportunity seeking gamechanging solutions services goods raw materials

The Value-added Ladder/Opportunity-seekingGamechanging SolutionsServicesGoods Raw Materials


Excellence ii experience it

EXCELLENCE II. EXPERIENCE IT.


Tom peters excellence always aim adelaide 05 september 2006

Experiencesare as distinct from services as services are from goods.Joe Pine & Jim Gilmore, The Experience Economy: Work Is Theatre & Every Business a Stage


Tom peters excellence always aim adelaide 05 september 2006

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


Up up up up the value added ladder1

Up,Up,Up, Upthe Value-added Ladder.


Tom peters excellence always aim adelaide 05 september 2006

The Value-added Ladder/Memorable ConnectionSpellbinding ExperiencesGamechanging SolutionsServicesGoods Raw Materials


C x o chief e x perience officer

CXO**Chief eXperience Officer


Excellence iii dream it

EXCELLENCE III. DREAM IT.


Tom peters excellence always aim adelaide 05 september 2006

Furniture vs. DreamsWe do not sell furniture at Domain.We sell dreams.This is accomplished by addressing the half-formed needs in our customers heads. By uncovering these needs, we, in essence, fill in the blanks.We convert needs into dreams. Sales are the inevitable result. Judy George, Domain Home Fashions


Tom peters excellence always aim adelaide 05 september 2006

DREAM: A dream is a complete moment in the life of a client. Important experiences that tempt the client to commit substantial resources. The essence of the desires of the consumer. The opportunity to help clients become what they want to be.Gian Luigi Longinotti-Buitoni


Up up up up the value added ladder2

Up,Up,Up, Upthe Value-added Ladder.


Tom peters excellence always aim adelaide 05 september 2006

The Value-added Ladder/EmotionDreams Come TrueSpellbinding Experiences Gamechanging SolutionsServicesGoods Raw Materials


C dm chief dream merchant

CDM**Chief Dream Merchant


Big blue

Big Blue


Excellence what matters

EXCELLENCE. WHAT MATTERS.


Tom peters excellence always aim adelaide 05 september 2006

What Isnt Matter Is What Matterssection title, Branded Nation: The Marketing of Megachurch, College Inc., and Museumworld, James Twitchell


Tom peters excellence always aim adelaide 05 september 2006

VA Teaching MomentAndy pointed to a molding, about halfway up the wall


Relationship to the china syndrome think london 1977

Relationship to the China Syndrome?**Think London 1977


Excellence iv love it

EXCELLENCE IV. LOVE IT.


Brands have run out of juice they re dead kevin roberts saatchi saatchi

Brands have run out of juice. Theyre dead.Kevin Roberts/Saatchi & Saatchi


Kevin roberts lovemarks

Kevin Roberts:Lovemarks!


Tattoo brand what of users would tattoo the brand name on their body

Tattoo Brand:What % of users would tattoo the brand name on their body?


Tom peters excellence always aim adelaide 05 september 2006

Top 10 Tattoo Brands*Harley . 18.9%Disney .... 14.8Coke . 7.7Google .... 6.6Pepsi .... 6.1Rolex . 5.6Nike . 4.6Adidas . 3.1Absolut . 2.6Nintendo . 1.5*BRANDsense: Build Powerful Brands through Touch, Taste, Smell, Sight, and Sound, Martin Lindstrom


Up up up up the value added ladder3

Up,Up,Up, Upthe Value-added Ladder.


Tom peters excellence always aim adelaide 05 september 2006

LovemarkDreams Come True Spellbinding ExperiencesGamechanging SolutionsServicesGoodsRaw Materials


Damn it

Damn it


Lovemark ibm ups psf logistics department hr department

Lovemark:IBMUPSPSFLogistics DepartmentHR Department


C l o chief lovemar k officer

CLO**Chief Lovemark Officer


Up up up up the value added ladder4

Up,Up,Up, Upthe Value-added Ladder.


Tom peters excellence always aim adelaide 05 september 2006

Ladder2006: 4 of 7!Lovemark Dreams Come True Spellbinding ExperiencesGamechanging SolutionsServicesGoodsRaw Materials


Tom peters excellence always aim adelaide 05 september 2006

Andy pointed to a molding, about halfway up the wall


Excellence soul i the story

EXCELLENCE.SOUL I.THE STORY.


Tom peters excellence always aim adelaide 05 september 2006

Storytelling is the core of culture.Branded Nation: The Marketing of Megachurch, College Inc., and Museumworld, James Twitchell


Marke t power stor y power

Market Power = Story Power


C st o chief storytelling officer

CSTO**Chief Storytelling Officer


Excellence soul ii design

EXCELLENCE. SOUL II.DESIGN.


Tom peters excellence always aim adelaide 05 september 2006

All Equal Except At Sony we assume that all products of our competitors have basically the same technology, price, performance and features.Design is the only thing that differentiates one product from another in the marketplace.NorioOhga


Design is treated like a religion at bmw fortune

Design is treated like a religion at BMW.Fortune


Tom peters excellence always aim adelaide 05 september 2006

We dont have a good language to talk about this kind of thing. In most peoples vocabularies, design means veneer. But to me, nothing could be further from the meaning of design.Design is the fundamentalsoul of a man-made creation.Steve Jobs


C d o chief design officer

CDO**Chief Design Officer


Excellence everywhere

EXCELLENCE. EVERYWHERE.


Tom peters excellence always aim adelaide 05 september 2006

New ZealandSpainPortugalItalyIrelandSingapore TaiwanThailandMalaysiaSINGAPOREPhilippinesUAEOmanChileRomania


Better by design a national strategy nz design excellence

Better By Design: A National StrategyNZ = Design Excellence


Value added 4

VALUE ADDED #4


Excellence new markets enormous opportunities

EXCELLENCE.NEW MARKETS.ENORMOUS. OPPORTUNITIES.


Idiot is too kind a word

Idiot is too kind a word.


Tom peters excellence always aim adelaide 05 september 2006

Thats a very diverse* team.

Patrick Cescau, CEO, Unilever**

*1 of 14 Board of Directors members is a woman

(not an exec); 2 of 7 Exec Team members

are Indians.(Source: FT/24-25 June.)

**Approximately 85% of Unilevers products

are purchased by women.


Tom peters excellence always aim adelaide 05 september 2006

Thats aVERYdiverse team.

Patrick Cescau, CEO, Unilever* **

*1 of 14 Board of Directors members is a woman

(not an exec); 2 of 7 Exec Team members

are Indians. (Source: FT/24-25 June.)

**Approximately 85% of Unilevers products

are purchased by women.


Tom peters excellence always aim adelaide 05 september 2006

Thats aVERYsick man.

Tom Peters


Excellence found duh

EXCELLENCE. FOUND.DUH.


Tom peters excellence always aim adelaide 05 september 2006

To be a leader in consumer products, its critical to have leaders who represent the population we serve.Steve Reinemund/PepsiCo


Excellence opportunity

EXCELLENCE. OPPORTUNITY.


Women are the majority market fara warner the power of the purse

Women arethemajority marketFara Warner/The Power of the Purse


Tom peters excellence always aim adelaide 05 september 2006

USA/F.Stats: Short n (Very) Sweet>50% of stock ownership, $13T total wealth (2X in 15 years)>$7T consumer & biz spending (>50% GDP; > Japan GDP); >80% consumer spdg (Consumer = 70% all spdg) 57% BA degrees (2002); = ed & social strata, no wage gap60% Internet users; >50% primary users of electronic equipment>50% biz tripsWimBiz: Employees > F500; 10M+: 33% all US BizPay from 62% in 1980 to 80% today; equal if education, social status, etc are equal60% work; 46M (divorced, widowed, never married)Source: Fara Warner, The Power of the Purse


Tom peters excellence always aim adelaide 05 september 2006

The Perfect Answer

Jill and Jack buy slacks in black


Tom peters excellence always aim adelaide 05 september 2006

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.


Tom peters excellence always aim adelaide 05 september 2006

10. Womens Market = Opportunity No. 1.


Tom peters excellence always aim adelaide 05 september 2006

Cases!McDonalds(mom-centered to majority consumer; not via kids)Home Depot(Do it [everything!] Herself)P&G(more than house cleaner) DeBeers(right-hand rings/$4B)AXA FinancialKodak(women = emotional centers of the household)Nike(> jock endorsements; new def sports; majority consumer)AvonBratz(young girls want friends, not a blond stereotype)Source: Fara Warner/The Power of the Purse


Tom peters excellence always aim adelaide 05 september 2006

Goldman Sachs in Tokyo has developed an index of 115 companies poised to benefit from womens increased purchasingpower; over the past decade the value of shares in Goldmans basket has risen by 96%, against the Tokyo stockmarkets rise of 13%.Economist, April 15


Excellence opportunity1

EXCELLENCE. OPPORTUNITY.


Tom peters excellence always aim adelaide 05 september 2006

10.6


Excellence opportunity2

EXCELLENCE. OPPORTUNITY.


2000 2010 stats 18 44 1 55 21 55 64 47

2000-2010 Stats18-44: -1%55+: +21%(55-64: +47% )


Tom peters excellence always aim adelaide 05 september 2006

44-65: New Customer Majority **45% larger than 18-43; 60% larger by 2010Source: Ageless Marketing, David Wolfe & Robert Snyder


Tom peters excellence always aim adelaide 05 september 2006

The New Customer Majority is the only adult market with realistic prospects for significant sales growth in dozens of product lines for thousands of companies.David Wolfe & Robert Snyder, Ageless Marketing


Tom peters excellence always aim adelaide 05 september 2006

Baby-boomer Women: The Sweetest of Sweet Spots for MarketersDavid Wolfe and Robert Snyder, Ageless Marketing


Sixty is the new thirty cover aarp 11 03

Sixty Is the New ThirtyCover/AARP/11.03


Excellence opportunity3

EXCELLENCE. OPPORTUNITY.


Tom peters excellence always aim adelaide 05 september 2006

Fastest growing demographic: Single-person Households (>50% in London, Stockholm, etc)Source: Richard Scase


Tom peters excellence always aim adelaide 05 september 2006

% of homes purchased by single women: 1981, 10%; 2005, 20%% of homes purchased by single men: 1981, 10%; 2005, 9%Source: USA Today/02.15.06


Women women business owners boomers geezers single person hhs urban

Women.Women business owners.Boomers-Geezers.Single-person HHs (Urban)


Excellence opportunity4

EXCELLENCE. OPPORTUNITY.


Tom peters excellence always aim adelaide 05 september 2006

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 economic point of men?


Value added 5

VALUE ADDED #5


Excellence innovate or die

EXCELLENCE. INNOVATE. OR. DIE.


Tom peters excellence always aim adelaide 05 september 2006

A focus on cost-cutting and efficiency has helped many organizations weather the downturn, but this approach will ultimately render them obsolete.Only the constant pursuit of innovation can ensure long-term success.Daniel Muzyka, Dean, Sauder School of Business, Univ of British Columbia (FT/09.17.04)


Tom peters excellence always aim adelaide 05 september 2006

Acquisitions are about buying market share. Our challenge is to create markets. There is a big difference.Peter Job, CEO, Reuters


Pathetic

Pathetic!


Tom peters excellence always aim adelaide 05 september 2006

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.S&P 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


Tom peters excellence always aim adelaide 05 september 2006

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


Tom peters excellence always aim adelaide 05 september 2006

Sluggish + Obese + Unimaginative + More Sluggish + More Obese + More Unimaginative + Even More Sluggish + Even More Obese + Even More Unimaginative =NISSAN + RENAULT + GM= Innovative Challenger for Toyota????


Crappy management gm arrogant overstretched management carlos g great management

??????????????Crappy Management (GM) + Arrogant-Overstretched Management (Carlos G) = Great Management


More than 1 r d spending last 25 years

More than $$$$#1R&D spending, last 25 years?


Tom peters excellence always aim adelaide 05 september 2006

GM


Tom peters excellence always aim adelaide 05 september 2006

I dont believe in economies of scale.You dont get better by being bigger. You get worse.Dick Kovacevich/Wells Fargo/Forbes/08.04 (ROA: Wells, 1.7%; Citi, 1.5%; BofA, 1.3%; J.P. Morgan Chase, 0.9%)


Tom peters excellence always aim adelaide 05 september 2006

Scale?Microsofts Struggle With ScaleHeadline, FT, 09.2005TroublingExits at Microsoft Cover Story, BW, 09.2005Too Big to Move Fast?Headline, BW, 09.2005


Excellence innovation the real story

EXCELLENCE. INNOVATION. THE REAL STORY.


Tom peters excellence always aim adelaide 05 september 2006

World Innovation ForumEVERYTHING YOU THOUGHT YOU KNEW ABOUT INNOVATION IS WRONGTom Peters/New York/0524.2006/Inno.new.LIST.0527


Tom peters excellence always aim adelaide 05 september 2006

What We Know For Sure About InnovationBig mergers [by & large] dont workScale is over-ratedStrategic planning is the last refuge of scoundrelsFocus groups are counter-productiveBuilt to last is a chimera (stupid)Success killsForgetting is impossibleRe-imagine is a charming ideaOrderly innovation process is an oxymoronic phrase (= Believed only by morons with ox-like brains)Tipping points are easy to identify long after they will do you any goodFacts arentAll information making it to the top is filtered to the point of danger and hilaritySuccess stories are the illusions of egomaniacs (and gurus)If you believe the memoirs of CEOs you should be institutionalizedHerd behavior (XYZ is hot) is ubiquitous and amusingTop teams are DittoheadsCEOs have little effect on performanceExpert prediction is rarely better than rolling the dice


Mess rules

MESS.RULES.


Tom peters excellence always aim adelaide 05 september 2006

The Mess Is the Message! Period!An Economic Interpretation of the Constitution of the United States Charles Beard (1913)The Box: How the Shipping Container Made the World Smaller and the World Economy Bigger Marc LevinsonTube: The Invention of Television David & Marshall FisherEmpires of Light: Edison, Tesla, Westinghouse, and the Race to Electrify the World Jill JonnesThe Soul of a New Machine Tracy KidderRosalind Franklin: The Dark Lady of DNA Brenda MaddoxThe Blitzkrieg Myth John Mosier


Tom peters excellence always aim adelaide 05 september 2006

A man of great mediocrity.General George Patton about General Omar Bradley A third-rate general. He never did anything or won any battle that any other general could not have won as well or better.General Omar Bradley about Sir Bernard Montgomery If you want to end the war in any reasonable time, you will have to remove Ikes hand from the control of the land battle.Sir Bernard Montgomery about General Dwight Eisenhower One thing that might help win this war is to get someone to shoot King.General Dwight Eisenhower about Admiral Ernest King Eisenhower, though supposed to be running the land war, is on the golf links at Rhiemsentirely detached and taking practically no part in running the war.Sir Alan Brooke If the unhelpful British attitude continues, then I shall go home.General Dwight EisenhowerSource: David Irving, The War Between the Generals: Inside the Allied High Command


Mintzberg

MINTZBERG.


Tom peters excellence always aim adelaide 05 september 2006

Recently I asked three corporate executives what decisions they had made in the last year that would not have been made were it not for their corporate plans. All had difficulty identifying one such decision. Since all of the plans are marked secret or confidential, I asked them how their competitors might benefit from possession of their plans. Each answered with embarrassment that their competitors would not benefit.

Russell Ackoff (from Henry Mintzberg,

The Rise and Fall of Strategic Planning)


Christensen

Christensen


Tom peters excellence always aim adelaide 05 september 2006

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


Inno64 innovation strategies tactics

Inno64: Innovation Strategies & Tactics


Tom peters excellence always aim adelaide 05 september 2006

Parallel universe/Exec Ed v res MBA

End run regnant powers/JKC

Find done deals-practicing mavericks/Stone-ReGo

Bell curves2016 in 2006

Non-industry benchmarking

Everything = Portfolio

V.C.s all!

Hot language/Wow-Astonish me-Insanely great-immortal-Make something great

Lead customers/PW-Embraer

Lead suppliers /Top decile R&D

Weird alliances

Mottos/Paul Arden (Whatever You Think Think the Opposite)

Hire freaks/Enough weird people?

Weird Boards!!!


Innotacs

InnoTacs


We become who we hang out with

We become who we hang out with!


Tom peters excellence always aim adelaide 05 september 2006

Measure Strangeness/Portfolio QualityStaffConsultantsVendorsOut-sourcing Partners (#, Quality)Innovation Alliance PartnersCustomersCompetitors (who we benchmark against)Strategic Initiatives Product Portfolio (LineEx v. Leap)IS/IT ProjectsHQ LocationLunch MatesLanguageBoard


Futuremark

futuremark


Tom peters excellence always aim adelaide 05 september 2006

Dont benchmark, futuremark!Impetus: The future is already here; its just not evenly distributed William Gibson


Find em

Find em!


Tom peters excellence always aim adelaide 05 september 2006

Somewhere in your organization, groups of people are already doing things differently and better. To create lasting change, find these areas of positive deviance and fan the flames.Richard Pascale & Jerry Sternin, Your Companys Secret Change Agents, HBR


Tom peters excellence always aim adelaide 05 september 2006

Some people look for things that went wrong and try to fix them. I look for things that went right, and try to build off them.Bob Stone (Mr ReGo)


Demos heroes stories

Demos! Heroes! Stories!


Parallel universe

Parallel universe!


Skunkworks paralleluniverse the 1 solution source scott bedbury others 3m google shell navfac

SkunkWorks/ ParallelUniversethe 1% solutionSource: Scott Bedbury (Others: 3M, Google, Shell, NAVFAC)


Venture fund gerstner amex dow marriott grove intel bedbury starbucks

Venture fund: Gerstner/Amex, Dow/Marriott, Grove/Intel, Bedbury/Starbucks


Build a school on top of a school the parallel universe strategy

Build a School on top of a school (The Parallel Universe Strategy)


Heart of strategy

HEART OF STRATEGY


Tom peters excellence always aim adelaide 05 september 2006

Under his former boss, Jack Welch, the skills GE prized above all others were cost-cutting, efficiency and deal-making. What mattered was the continual improvement of operations, and that mindset helped the $152 billion industrial and finance behemoth become a marvel of earnings consistency. Immelt hasnt turned his back on the old ways.But in his GE, the new imperatives are risk-taking, sophisticated marketing and, above all, innovation.BW/2005


Conscious measurement

Conscious measurement


Tom peters excellence always aim adelaide 05 september 2006

Innovation Index:How many of your Top 5 Strategic Initiatives/Key Projects score 8 or higher[out of 10] on a Weird/ Profound/ Wow/Game- changer Scale?


Clarity

Clarity


Tom peters excellence always aim adelaide 05 september 2006

[email protected]: (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.(1-5/Throughout) TALENT JACK!


Action culture

ACTION culture


Tom peters excellence always aim adelaide 05 september 2006

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


Tolerate encourage failure

tolerate [encourage?] failure


Fail fail again fail better samuel beckett

FAIL, FAIL AGAIN. FAIL BETTER.Samuel Beckett


Fail forward fast high tech ceo pennsylvania fail faster succeed sooner david kelley ideo

Fail . Forward. Fast.High Tech CEO, PennsylvaniaFail faster. Succeed Sooner.David Kelley/IDEO


Reward excellent failures punish mediocre successes phil daniels sydney exec

Rewardexcellent failures. Punishmediocre successes.Phil Daniels, Sydney exec


Sam s secret 1

Sams Secret #1!


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


Inno64 innovation strategies tactics1

Inno64: Innovation Strategies & Tactics


Tom peters excellence always aim adelaide 05 september 2006

Parallel universe/Exec Ed v res MBA

End run regnant powers/JKC

Find done deals-practicing mavericks/Stone-ReGo

Bell curves2016 in 2006

Non-industry benchmarking

Everything = Portfolio

V.C.s all!

Hot language/Wow-Astonish me-Insanely great-immortal-Make something great

Lead customers/PW-Embraer

Lead suppliers /Top decile R&D

Weird alliances

Mottos/Paul Arden (Whatever You Think Think the Opposite)

Hire freaks/Enough weird people?

Weird Boards!!!


Value added 6

VALUE ADDED #6


Excellence innovation revolution organization

EXCELLENCE. INNOVATION. REVOLUTION.ORGANIZATION.


Excellence the se22 origins of sustainable entrepreneurship

Excellence: The SE22:Origins of Sustainable Entrepreneurship


Tom peters excellence always aim adelaide 05 september 2006

SE22/Origins of Sustainable Entrepreneurship

1. Genetically disposed to Innovations that upset apple carts (3M, Apple, FedEx, Virgin, BMW, Sony, Nike, Schwab, Starbucks, Oracle, Sun,

Fox, Stanford University, MIT)

2. Perpetually determined to outdo oneself, even to

the detriment of todays $$$ winners (Apple, Cirque du Soleil, Nokia, FedEx)

3. Treat History as the Enemy (GE)

4. Love the Great Leap/Enjoy the Hunt (Apple, Oracle, Intel, Nokia, Sony)

5. Use Strategic Thrust Overlays to Attack Monster Problems (Sysco, GSK, GE, Microsoft)

6. Establish a Be on the COOL Team Ethos. (Most PSFs, Microsoft)

7. Encourage Vigorous Dissent/Genetically Noisy (Intel, Apple,

Microsoft, CitiGroup, PepsiCo)

8. Culturally as well as organizationally Decentralized

(GE, J&J, Omnicom)

9. Multi-entrepreneurship/Many Independent-minded Stars (GE,PepsiCo)


Tom peters excellence always aim adelaide 05 september 2006

HOW THE COAST GUARD GETS IT RIGHTHeadline, Time, 10.31.2005*Autonomy*Flexibility*Perhaps the most important distinction of the Coast Guard is that it trusts itself


Itinerant potential machines

Itinerant. Potential. Machines.


Tom peters excellence always aim adelaide 05 september 2006

POTENTIAL MACHINES-ORGANISMS. Dont know whats coming next. But are ready to jump at opportunities, especially those that challenge-overturn our own way of doing things.


Tom peters excellence always aim adelaide 05 september 2006

ORGANIZATION = STRATEGY: THE GUERRILLA ADVANTAGE

Tom Peters/04August2006


Tom peters excellence always aim adelaide 05 september 2006

Small units agile lethal invisible guerrilla network warfare distributed dispersed mobile .. Flat [hierarchy] improvisational etc.


Crazy times call for crazy organizations subtitle the tom peters seminar 1993

Crazy Times Call for Crazy OrganizationsSubtitle, The Tom Peters Seminar (1993)


Value added 7

VALUE ADDED #7


Excellence 4 40

EXCELLENCE. 4/40.


Tom peters excellence always aim adelaide 05 september 2006

4/40


De cent ral iz a tion

De-cent-ral-iz-a-tion!


Tom peters excellence always aim adelaide 05 september 2006

Decentralization is not a piece of paper. Its not me. Its either in your heart, or not.Brian Joffe/BIDvest


Ex e cu tion

Ex-e-cu-tion!


Tom peters excellence always aim adelaide 05 september 2006

Execution is the jobof the business leader.Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done


Tom peters excellence always aim adelaide 05 september 2006

Execution isasystematic processof rigorously discussing hows and whats, tenaciously following through, and ensuring accountability.Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done


Ac count a bil ity

Ac-count-a-bil-ity!


Tom peters excellence always aim adelaide 05 september 2006

GE has set a standard of candor. There is no puffery. There isnt an ounce of denial in the place.Kevin Sharer, CEO Amgen, on the GE mystique (Fortune)


6 15a m

6:15A.M.


Work hard work smart

????????Work Hard > Work Smart


Tom peters excellence always aim adelaide 05 september 2006

A man approached JP Morgan, held up an envelope, and said, Sir, in my hand I hold a guaranteed formula for success, which I will gladly sell you for $25,000.Sir, JP Morgan replied, I do not know what is in the envelope, however if you show me, and I like it, I give you my word as a gentleman that I will pay you what you ask.The man agreed to the terms, and handed over the envelope.JP Morgan opened it, and extracted a single sheet of paper. He gave it one look, a mere glance, then handed the piece of paper back to the gent.And paid him the agreed-upon $25,000


Tom peters excellence always aim adelaide 05 september 2006

1. Every morning, write a list of the things that need to be done that day.2.Do them.Source: Hugh MacLeod/tompeters.com/NPR


Decentralization execution accoutability 6 15a m

DECENTRALIZATION.EXECUTION.ACCOUTABILITY.6:15A.M.


Value added 7a

VALUE ADDED #7A


Excellence action roots

EXCELLENCE. ACTION.ROOTS.


Grant nelson boyd bossidy perot peters waterman hamlet 11 august 2006

GRANTNELSONBOYDBOSSIDYPEROT+PETERS-WATERMANHAMLET+11 August 2006


Grant

GRANT


The only way to whip an army is to go out and fight it grant source john mosier grant

The only way to whip an army is to go out and fight it.GrantSource: John Mosier, Grant


Tom peters excellence always aim adelaide 05 september 2006

recognized the value of momentum throw [opponent] off balance blitzkrieg traveling light headquarters in the saddleJean Edward Smith/GRANT


Tom peters excellence always aim adelaide 05 september 2006

"The art of war is simple enough. Find out where your enemy is. Get at him as soon as you can. Strike at him as hard as you can and as often as you can, and keep moving on."Grant, courtesy Richard Cauley at tompeters.com

(original source unknown)


Tom peters excellence always aim adelaide 05 september 2006

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


Nelson

NELSON


Tom peters excellence always aim adelaide 05 september 2006

The Nelson Bakers Dozen

1. Simple-clear scheme (Plan) (Not wildly imaginative) (Patton: A good plan

executed with vigor right now tops a perfect plan executed next week.)2. SOARING/BOLD/CLEAR/UNEQUIVOCAL/WORTHY/NOBLE/INSPIRING

GOAL/MISSION/PURPOSE/QUEST3. Conversation: Engagement of All Leaders4. Leeway for Leaders: Select the Best/Dip Deep/Initiative demanded/Accountability

swift/Micromanagement absent5. LED BY LOVE(Lambert),NOT AUTHORITY(Identify with sailors!)6. Instinct/Seize the Moment/Impetuosity (Boyds OODA Loops: React more

quickly than opponent, destroy his world view)7. VIGOR! (Zander: leader as Dispenser of Enthusiasm)8. Peerless Basic Skills/Mastery of Craft (Seamanship)9. Workaholic! (Duty first, second, and third)10. LEAD BY CONFIDENT & DETERMINED & CONTINUOUS & VISIBLE

EXAMPLE(In Harms Way)

11. Genius (Transform the world to conform to their ideas, Triumph over rules)

(Gandhi, Lee-Singapore) , not Greatness (Make the most of their world)

12. Luck! (Right time, right place; survivor) (Lucky Eagle vs Bold Eagle)

13. Others principal shortcoming:ADMIRALS MORE FRIGHTENED OF LOSING THAN ANXIOUS TO WIN

Source: Andrew Lambert, Nelson: Britannias God of War


Tom peters excellence always aim adelaide 05 september 2006

On NELSON:[other] admirals more frightened of losing than anxious to win


Tom peters excellence always aim adelaide 05 september 2006

BOYD


He who has the quickest o o d a loops wins observe orient decide act col john boyd

He who has the quickest O.O.D.A. Loops* wins!*Observe. Orient. Decide. Act. /Col. John Boyd


Tom peters excellence always aim adelaide 05 september 2006

Blitzkrieg is far more than lightning thrusts that most people think of when they hear the term; rather it was all about high operational tempo and the rapid exploitation of opportunity. Robert Coram, BoydRe-arrange the mind of the enemy T.E. LawrenceFloat like a butterfly, sting like a beeAliBOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram)


Bossidy

BOSSIDY


Tom peters excellence always aim adelaide 05 september 2006

Execution is the jobof the business leader.Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done


Perot

PEROT+


Ready fire aim ross perot vs aim aim aim eds vs gm 1985

READY.FIRE!AIM.Ross Perot (vs Aim! Aim! Aim!/EDS vs GM/1985)


We have a strategic plan it s called doin g thin g s herb kelleher

We have a strategic plan. Its called doing things. Herb Kelleher


Tom peters excellence always aim adelaide 05 september 2006

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 youre finding it when youre drawing maps and

studying logs, but you have to drill.

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


Tom peters excellence always aim adelaide 05 september 2006

You only find oil if you

drill wells.

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


Peters waterman

PETERS-WATERMAN+


Tom peters excellence always aim adelaide 05 september 2006

In Search of Excellence/1982/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


Do it fix it try it tom peters business week 07 1978 principal 1 first anticipation of excellence

Do it. Fix it. Try it.Tom Peters/Business Week/07.1978 (Principal #1/first anticipation of Excellence)


Peters the act think chronicles

PETERS: THE ACT. THINK.CHRONICLES


Think vs do

ThinkvsDo


A b vs b a

A>BvsB>A


Tom peters excellence always aim adelaide 05 september 2006

CK Chesterton:How do I know what I think until I see what I say?

Reporter:Mr Drucker, why are you still giving speeches at 90?

PD:How else can I figure out what Im thinking?


Tp no plan total accountability tk perfect plan no accountability lg ibm

TP: No plan, total accountabilityTK: Perfect plan, no accountability**LG & IBM


Tom peters excellence always aim adelaide 05 september 2006

Experiment fearlesslySource: BW0821.06, Type A Organization Strategies/ How to Hit a Moving TargetTactic #1


Tom peters excellence always aim adelaide 05 september 2006

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 No. 5. By the time our rivals are ready with wires and screws, we are on version No. 10.It gets back to planning versus acting: We act from day one; others plan how to planfor months.Bloomberg by Bloomberg


Hamlet

HAMLET+


By indirections find directions out hamlet ii i

By indirections find directions out.Hamlet, II. i


Tom peters excellence always aim adelaide 05 september 2006

My only goal is to have no goals. The goal, every time, is that film, that very moment.Bernardo Bertolucci


Value added 8

VALUE ADDED #8


Excellence bedrock purpose

EXCELLENCE. BEDROCK.PURPOSE.


Tom peters excellence always aim adelaide 05 september 2006

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)


Tom peters excellence always aim adelaide 05 september 2006

Management has a lot to do with answers. Leadership is a function of questions. And the first question for a leader always is:Whodowe intendtobe?Not What are we going to do? but Who do we intend to be?Max De Pree, Herman Miller


Tom peters excellence always aim adelaide 05 september 2006

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?


Excellence enthusiasm energy passion

EXCELLENCE.ENTHUSIASM.ENERGY. PASSION.


Nothing is so contagious as enthusiasm samuel taylor coleridge

Nothing is so contagious as enthusiasm.Samuel Taylor Coleridge


Enthusiasm the ultimate virus

Enthusiasm, the ultimate virus.


Most important he u pp ed the ener gy level at motorola fortune on ed zander 08 05

Most important, heuppedthe energy levelat Motorola.Fortune on Ed Zander/08.05


Tom peters excellence always aim adelaide 05 september 2006

Q:If it were your $50K [lifes savings] and my $50K, what sort of Waiters would we look for?A: Enthusiasts!


Excellence determination

EXCELLENCE. DETERMINATION.


De term in a tion

DE-TERM-IN-A-TION


Blood y mind ed ness

BLOOD-Y-MIND-ED-NESS


Bloodyminded unreasonably stubborn source the random house dictionary of the english language

Bloodyminded: Unreasonably stubbornSource: The Random House Dictionary of the English Language


Tom peters excellence always aim adelaide 05 september 2006

It is no use saying We are doing our best. You have got to succeed in doing what is necessary.WSC


Tom peters excellence always aim adelaide 05 september 2006

Whenever anything is being accomplished, I have learned, it is being done by a monomaniac with a mission.Peter Drucker


Value added 9

VALUE ADDED #9


Motivational stuff

motivational stuff


Tom peters excellence always aim adelaide 05 september 2006

Do one thing every day that scares you.

Eleanor Roosevelt


Tom peters excellence always aim adelaide 05 september 2006

ARE YOU BEING REASONABLE? Most people are reasonable; thats why they only do reasonably well.Source: Paul Arden, Whatever You Think Think the Opposite


Tom peters excellence always aim adelaide 05 september 2006

"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.


If it s not fun you re not doing it right fran tarkenton

If its not fun youre not doing it right.Fran Tarkenton


Tom peters excellence always aim adelaide 05 september 2006

The [Union senior] officers rode past the Confederates smugly without any sign of recognition except by one. When General Grant reached the line of ragged, filthy, bloody, despairing prisoners strung out on each side of the bridge, he lifted his hat and held it over his head until he passed the last man of that living funeral cortege. He was the only officer in that whole train who recognized us as being on the face of the earth.*

*quote within a quote from diary of a Confederate soldier


Stop doing it

Stop Doing It!


Tom peters excellence always aim adelaide 05 september 2006

The onething 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


Start doing it

Start Doing It!


Tom peters excellence always aim adelaide 05 september 2006

A year from now

you may wish

You had

started today.

Karen Lamb


Tom peters excellence always aim adelaide 05 september 2006

ONE WORD+


Tom peters excellence always aim adelaide 05 september 2006

ONE WORD+

Drill more wells

R.F.A.

Accountability

Realism

Decentralization

Execution

Action bias

Most mistakes wins

6:15am

Energy

Enthusiasm

Do>Plan

Act>Think

Behavior>Attitude

Passion


Tom peters excellence always aim adelaide 05 september 2006

ONE WORD+

Emotion

Intuition

Sell

O.O.D.A.

Integrity

Weird

Appreciate

Celebrate

Respect

Listen

Wander

Calendar rules

Calendar doesnt lie

To dont

Max priorities = 3


Tom peters excellence always aim adelaide 05 september 2006

ONE WORD+

5 min/5,000 miles

Women

Decency

Grace

Innovate or Die

Re-imagine

Fight irrelevance

Just Do It

Care (You Must)

Flowers (Say It With)

Im sorry

Thank You

Insanely Great

Silence

2-cent candy


Tom peters excellence always aim adelaide 05 september 2006

ONE WORD+

MBWA

Why?

PSF

Wow!

! (red)

Buy a Mirror

Know thyself

Invite

Quest

Adventure

Talent

Brand You

Lovemark

Experience

Dreamketing


Tom peters excellence always aim adelaide 05 september 2006

ONE WORD+

Gasp-worthy

Insanely great

Different>better

Impact>longevity

Dramatic Difference

Only ones do what we do

Smile

$798

7-7-7

Design rules

Beautiful Systems

450/8

VP S.O.U.B.

Women buy all

Women lead better


Tom peters excellence always aim adelaide 05 september 2006

ONE WORD+

Boomers-geezers own all

2.6/21

25

25

3,000,000,000

(900,000,000)

26 minutes

43 hours

Perception Is All There Is

Enthusiasm: The Ultimate Virus


Value added 10

VALUE ADDED #10


Excellence bedrock talent

EXCELLENCE. BEDROCK.TALENT.


Brand talent

Brand = Talent.


Tom peters excellence always aim adelaide 05 september 2006

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.


Tom peters excellence always aim adelaide 05 september 2006

Leaderships Mt Everest/Mt Excellencefree to do his or her absolute best allow its members to discover their greatness.


Tom peters excellence always aim adelaide 05 september 2006

The role of the Director is to create a space where the actor or actress can become more than theyve ever been before, more than theyve dreamed of being. Robert Altman, Oscar acceptance


C r o chief recruitment officer

CRO**Chief RecruitmentOfficer


Tom peters excellence always aim adelaide 05 september 2006

CRO/Chief Recruiting Officer: #1 strategic issue in commoditized world, enormous financial services company. Agent turnover. 15% retention after 4 years. (Industry average is 11% because thats the way it is )


C q o chief quest meister

CQO**Chief quest-meister


We are a life success company founder re max

We are a life Success Companyfounder, RE/MAX


Tom peters excellence always aim adelaide 05 september 2006

No matter what the situation, [the great managers]first response is always to think about the individual concerned and how things can be arranged to help that individual experience success.Marcus Buckingham, The One Thing You Need to Know


Tom peters excellence always aim adelaide 05 september 2006

The key difference between checkers and chess is that in checkers the pieces all move the same way, whereas in chess all the pieces move differently. Discover what is unique about each person and capitalize on it.Marcus Buckingham,The One Thing You Need to Know


Tom peters excellence always aim adelaide 05 september 2006

Our MissionTo develop and manage talent;to apply that talent,throughout the world, for the benefit of clients;to do so in partnership; to do so with profit.WPP


Leaders do people period anon

Leadersdo people. Period.Anon.


Les wexner from sweaters to p eo p le

Les Wexner:From sweaters to people!


Tom peters excellence always aim adelaide 05 september 2006

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


Parc s bob taylor connoisseur of talent

PARCs Bob Taylor:Connoisseur of Talent


Hire ver y good people

Hire very good people!


Tom peters excellence always aim adelaide 05 september 2006

We believe companies can increase their market cap 50 percent in 3 years. Steve Macadam at Georgia-Pacificchanged 20 of his 40 box plant managers to put more talented, higher paid managers in charge.He increased profitability from $25 million to $80 million in 2 years.Ed Michaels, War for Talent


Dd 21m

DD$21M


Tom peters excellence always aim adelaide 05 september 2006

A review of Jack and Suzy Welchs Winning claims there are but two key differentiators that set GE culture apart from the herd:

First:Separating financial forecasting and performance measurement.Performance measurement based, as it usually is, on budgeting leads to an epidemic of gaming the system. GEs performance measurement is divorced from budgetingand instead reflects how you do relative to your past performance and relative to competitors performance; i.e., its about how you actually do in the context of what happened in the real world, not as compared to a gamed-abstract plan developed last year.

Second:Putting HR on a par with finance and marketing.


Tom peters excellence always aim adelaide 05 september 2006

A Few Lessons from the ArtsEach hired and developed and evaluated in unique ways (23 contributors; 23 unique contributions; 23 pathways; 23 personalities; 23 sets of motivators)Attitude/Enthusiasm/Energy paramountRe-lent-less!Practice is cool (G Leonard/Mastery)Team and individual Aspire to EXCELLENCE = ObviousEx-e-cu-tionTalent = Brand = DuhThe Project rulesEmotional languageBit players. No.B.I.W. (everything)Delta events = Delta rosters (incl leader/s)


Re ima g ine peo p le power the talent 50

Re-imaginePeople Power: The Talent50


50 talent brand

50.Talent = Brand.


Excellence by invitation

EXCELLENCE. BY INVITATION.


Tom peters excellence always aim adelaide 05 september 2006

In the end, management doesnt change culture. Management invitesthe workforce itself to change the culture.Lou Gerstner


Tom peters excellence always aim adelaide 05 september 2006

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


Value added 10a

VALUE ADDED #10A


Excellence women rule

EXCELLENCE. WOMEN.RULE.


Tom peters excellence always aim adelaide 05 september 2006

AS LEADERS, WOMEN RULE:New Studies find that female managers outshine their male counterparts in almost every measureTitle, Special Report/BusinessWeek


Tom peters excellence always aim adelaide 05 september 2006

Womens Negotiating Strengths*Ability to put themselves in their counterparties shoes*Comprehensive, attentive and detailed communication style*Empathy that facilitates trust-building*Curious and attentive listening*Less competitive attitude*Strong sense of fairness and ability to persuade*Proactive risk manager*Collaborative decision-makingSource: Horacio Falcao, Cover story/May 2006, World Business, Say It Like a Woman: Why the 21st-century negotiator will need the female touch


Tom peters excellence always aim adelaide 05 september 2006

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


Women dominate economic growth

Women Dominate Economic Growth.


Tom peters excellence always aim adelaide 05 september 2006

Forget China, India and the Internet: Economic Growth Is Driven by Women. Headline, Economist,

April 15, 2006, Leader, page 14


Tom peters excellence always aim adelaide 05 september 2006

Impact! Add It Up!Primary markets/Everything(Men buy things that other men will buy for women. I buy things that women want.successful jeweler/F. Women are the majority market Fara Warner/The Power of the Purse. Women as Purchasing Officers, CIOs, etc.)Greater global workforce participation rate(bigger contributor to GDP growth than technology, China, IndiaEconomist)Higher wages(more seniority, promotionseven if not to CEO; greater pay equityeven if not equal)Business decision makers(more seniority, promotionseven if not to CEO)Women-owned businesses(answer to the Glass Ceiling10.6M in USA; recipients of micro-lendingdeveloping world)


Value added 10b

VALUE ADDED #10B


Excellence individual brand you

EXCELLENCE. INDIVIDUAL.BRAND YOU.


Tom peters excellence always aim adelaide 05 september 2006

If there is nothing very special about your work,no matter how hard you apply yourself you wont get noticed, and that increasingly means you wont get paid much either.Michael Goldhaber, Wired


Tom peters excellence always aim adelaide 05 september 2006

New Work SurvivalKit.2006

1. Mastery!(Best/Absurdly Good at Something!)2. Manage to Legacy(All Work = Memorable/Braggable WOW Projects!)

3. A USP/Unique Selling Proposition(R.POV8: Remarkable Point of

View captured in 8 or less words) 4. Rolodex Obsession(From vertical/hierarchy/suck up loyalty to

horizontal/colleague/mate loyalty)5. Entrepreneurial Instinct(A sleepless Eye for Opportunity! E.g.: Small

Opp for Independent Action beats faceless part of Monster Project)6. CEO/Leader/Businessperson/Closer (CEO, Me Inc. Period! 24/7!)7. Master of Improv(Play a dozen parts simultaneously, from

Chief Strategist to Chief Toilet Scrubber)8. Sense of Humor(A willingness to Screw Up & Move On)

9. Comfortable with Your Skin(Bring interesting you to work!)10. Intense Appetite for Technology(E.g.: How Cool-Active is your

Web site? Do you Blog?)11. Embrace Marketing(Your own CSO/Chief Storytelling Officer)12. Passion for Renewal(Your own CLO/Chief Learning Officer)

13. Execution Excellence!(Show up on time! Leave last!)


Distinct or extinct

Distinct or Extinct


To be somebody or to do something boyd the fighter pilot who changed the art of war robert coram

To Be somebody or to Do somethingBOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram)


You are the storyteller of your own life and you can create your own legend or not isabel allende

You are the storyteller of your own life, and you can create your own legend or not.Isabel Allende


It s alwa y s showtime david d alessandro career warfare

Its always showtime.David DAlessandro, Career Warfare


Tom peters excellence always aim adelaide 05 september 2006

In Toms world, its 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 /October2003


Tom peters excellence always aim adelaide 05 september 2006

Life is not a journey to the grave with the intention of arriving safely in a pretty and well-preserved bodybut rather a skid in broadside, thoroughly used up, totally worn out, and loudly proclaiming, Wow, what a ride! anon.


Value added 11

VALUE ADDED #11


Excellence bedrock self management

EXCELLENCE. BEDROCK.SELF-MANAGEMENT.


X step 1 buy a mirror

X.Step #1:Buy a Mirror!


You must be the change you wish to see in the world gandhi

You must bethe change you wish to see in the world.Gandhi


Tom peters excellence always aim adelaide 05 september 2006

Before you can inspire with emotion, you must be swamped with it yourself. Before you can move their tears, your own must flow. To convince them, you must yourself believe.Winston Churchill


Tom peters excellence always aim adelaide 05 september 2006

To change minds effectively, leaders make particular use of two tools: the stories that they tell and the lives that they lead. Howard Gardner, Changing Minds


Mbwa hs 25

MBWA**HS/25+


You your calendar calendars never lie

You = Your calendar**Calendars NEVER lie!!


Mark mccormack 5 000 miles for a 5 min meeting

Mark McCormack:5,000 miles for a 5 min. meeting!


Getting to wow through mastery of the sales 25

Getting to WOW Through Mastery of The Sales25.


Getting things done the power implementation 34

Getting Things Done:The Power & Implementation34.


Presentation excellence the presx56

Presentation Excellence: The PresX56


The interviewing excellence the intx31

The Interviewing Excellence:The IntX31


Value added 12

VALUE ADDED #12


Excellence leading

EXCELLENCE. LEADING.


Leadership 23

Leadership23


Tom peters excellence always aim adelaide 05 september 2006

Leadership23/ML1. Enthusiasm. Energy. Exuberance.2. Action. Execution.3. Tempo. Metabolism.4. Relentless.5. Master of Plan B.6. Accountability.7. Meritocracy.8. Leaders do people. Mentor. (Success

creation business.)9. Women. Diversity.10. Integrity. Credibility. Humanity. Grace.11. Realism.12. Cause. Adventures. Quests.


Tom peters excellence always aim adelaide 05 september 2006

Leadership23/ML13. Legacy.14. Best story wins.15. On the edge. (Wildest chimera of a

moonstruck mind.)

16. Reward excellent failures. Punish

mediocre successes.17. Different > Better. (Only ones who do

what we do.)18. MBWA. Customer MBWA.19. Laughs.20. Repot. Curiosity. Why?21. You = Calendar. To Dont. Two.22. Excellence. Always.

23. Nelsonian! (Other admirals more afraid

of losing than anxious to win.)


Tom peters excellence always aim adelaide 05 september 2006

EnthusiasmEnergyExuberanceVoracious CuriosityIrritability/Dis-satisfactionRelentlessnessSelf-relianceCloser (Execution)excellence


Tom peters excellence always aim adelaide 05 september 2006

EnthusiasmEnergyExuberanceVoracious Curiosityartistic inclinationIrritability/Dis-satisfactionRelentlessnessSelf-relianceCloser (Execution)engagementexcellence


Tom peters excellence always aim adelaide 05 september 2006

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!


Tom peters excellence always aim adelaide 05 september 2006

Sir Richards Rules:Follow your passions.Keep it simple.Get the best people to help you.Re-create yourself.Play.Source: Fortune on Branson


Let us march tom peters 0523 06

Let Us MarchTom Peters/0523.06


Tom peters excellence always aim adelaide 05 september 2006

In classical times when Cicero had finished speaking, the people said, How well he spoke, but when Demosthenes had finished speaking, they said, Let us march.Adlai Stevenson


Let us march

Let us march.


Tom peters excellence always aim adelaide 05 september 2006

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


Excellence stretch

EXCELLENCE. STRETCH.


Tom peters excellence always aim adelaide 05 september 2006

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


Excellence kaboom

EXCELLENCE. KABOOM.


Tom peters excellence always aim adelaide 05 september 2006

Beware of the tyranny of making SmallChanges to SmallThings. Rather, make BigChanges to BigThings.Roger Enrico, former Chairman, PepsiCo


Tom peters excellence always aim adelaide 05 september 2006

Five MYTHS About Changing Behavior*Crisis is a powerful impetus for change*Change is motivated by fear*The facts will set us free*Small, gradual changes are always easier to make and sustain*We cant change because our brains become hardwired early in lifeSource: Fast Company/05.2005


Excellence offense

EXCELLENCE. OFFENSE.


Tom peters excellence always aim adelaide 05 september 2006

Nelsons secret:[Other] admirals more frightened of losing than anxious

to win


Excellence thrills transcendence wow now

EXCELLENCE.THRILLS.TRANSCENDENCE.WOW. NOW.!


Tom peters excellence always aim adelaide 05 september 2006

Radically Thrilling Language!

Radically Thrilling.

BMW Z4 (ad)


C t o chief thrills officer

CTO**Chief Thrills Officer


S y non y ms purity transcendence virtue elegance majesty anton y ms mediocrity1

SynonymsPurityTranscendenceVirtueEleganceMajestyAntonymsMediocrity


C t o chief transcendence officer

CTO**Chief Transcendence Officer


It s alwa y s showtime david d alessandro career warfare1

Its always showtime.David DAlessandro, Career Warfare


C w o chief wow officer

CWO**Chief WOW Officer


C o chief officer

C!O*Chief ! Officer


Tom peters excellence always aim adelaide 05 september 2006

A year from now

you may wish

You had

started today.

Karen Lamb


Ex celle alw ays

EXCELLE ALWAYS.


Tom peters excellence always aim adelaide 05 september 2006

You only find oil if you drill wells.T he Hunters, by John Masters,

Canadian O & G wildcatter


Ex celle alw ays1

EXCELLE ALWAYS.


Value added 13

VALUE ADDED #13


The irreducible209 sales122 60tibs tom peters 0607 20061

TheIrreducible209+/Sales122/60TIBsTom Peters/0607.2006


The irreducible209

TheIrreducible209


Tom peters excellence always aim adelaide 05 september 2006

A frustrated participant at a seminar for investment bankers in Mauritius listened impatiently to my explanation of differences of opinion among me, Mike Porter, Gary Hamel, Jim Collins, etc. Finally, hed had enough. What, if anything, he asked, do you believe for sure?I mumbled something, but his query started rumbling around in my mind. Three days later, wandering on a Sunday in London, the idea of the irreducibles occurred to meand I started jotting down notes on stuff I do indeed believe for sure. Before I knew it, a few days later, the list had grown to 209 items. Hence The Irreducible209 that follows.Tom Peters


Tom peters excellence always aim adelaide 05 september 2006

1. Hare 1, Tortoise 0. (Hare-y times.)

2. Tempo. (O.O.D.A.)

3. MBWA.

4. Appreciation. (Motivator #1.)

(Cant be faked. Good.)

5. Decency.

6. Hurry.

7. Time out.

8. One matters.

9. Big change. Short time. (Alt not work.)

10. Excellence. Always.

11. Passion. Energy. Hustle. Enthusiasm.

Exuberance. (Move mountains. No alt.)

12. You must care.

13. Emotion.

14. Hard is soft. (Soft is hard.)


Tom peters excellence always aim adelaide 05 september 2006

15. Men. Women. Different. Contend. Connect.

16. Women. Buy. All. (RU listening?)

17. Quality. (Mind-blowing. Beyond 6-Sigma.)

18. Re-invent. Re-pot. (Required.)

19. Jaywalk.

20. Big change. Small # of people. (Always.)

21. Experiment. Now.

22. Failure. Normal.

23. Most failures, most success.

(Fail. Forward. Fast.)

24. Reward excellent failures. Punish

mediocre successes.

25. Women leaders. (Altered times.)

26. Extremism. (Good business. Bad politics.)

27. Innovation source. Only. Extreme irritation.

28. Smile.


Tom peters excellence always aim adelaide 05 september 2006

29. You must care.

30. Mentor. (Highest ROI.)

31. Best roster wins.

32. Wow. (Okay in biz.)

33. We all have customers. (Biz. Personal.)

34. All contacts = Experiences.

35. Cirque du Soleil. (Peerless.)

36. Leaders create space for growth.

37. Quests. (Only.)

38. High aspirations, high results.

(Self-fulfilling prophecy.)

39. Attitude 1, Skills 0. (Mostly.)

(Attitude 1, Skill 0.3?)

40. Sometimes: Skill 1, Attitude 0.1.

41. Must love, not like.

42. Wegmans. (No excuses. Mere groceries.)

43. Less than your best. Cheating.


Tom peters excellence always aim adelaide 05 september 2006

44. Brand You. (No alt.)

45. Self-sufficiency. (Biggest LT turn-on.)

46. In the moment.

47. The moment wins.

48. Tomorrow = Never.

49. Action 1, Plan 0.1.

50. Execution can be a system.

51. Realism.

52. Own up. Move on.

53. Accountability.

54. Work hard > Work smart. (Mostly.)

55. Feedback. Necessary. Fast. (R.F.A. in

RFA times.)

56. Customers. Listen. Lead. (Paradox.)

57. On stage. Always. (GW, FDR, RG =

Supreme actors.)


Tom peters excellence always aim adelaide 05 september 2006

58. Master statistical analysis.

59. Excellence = Set the table.

60. Legacy. (Will it have mattered?)

61. Great. (Why not?)

62. Radicals rule. (Think Olympics.)

63. !!! = Good.

64. Red 1, Brown 0. (Red times.)

65. Talk. Listen. (Big 2. Master.)

66. Politics. (Normal-inevitable state

of affairs. Master.)

67. Student. Forever.

68. Why? (Question #1.)

69. Dont belittle.

70. Respect.

71. All we have: this moment.

(Moments matter most?)

72. Now. (Procrastination. Death.)


Tom peters excellence always aim adelaide 05 september 2006

73. Exercise.

74. Paint. (Leader. Portraits of Excellence.)

75. Best story wins.

76. You must be the change you wish

to see in the world.

77. Two big ones. Max. (Priorities.)

78. No I in Team. (I in Win.)

79. I in Win. (No I in Team.)

80. Different 1, Better 0. (Better = 0.1)

81. Imitation = Mistake. (Learn, from who?)

82. Choose/battle the right competitor.

83. Schools. Creativity. Entrepreneurship.

(Not.)

84. MBAs. Creativity. Entrepreneurship.

Leadership. (Not.)

85. Design. Under-rated. Wildly.

(Still.) (Everything.)


Tom peters excellence always aim adelaide 05 september 2006

86. You = Calendar. (Calendar. Never. Lies.)

87. Laugh.

88. Handshake. (Quantity. Quality.)

89. Dont fold your hands in front of your chest. Ever. (Never.)

90. Grace. (Works in biz.)

91. Weird. Wins. (Weird times.)

92. Crazy times. Crazy orgs.

93. Internet. All.

94. Women. Boomers-Geezers. Market. All.

95. Passion. (Repeat. So what?)

96. Energy. (Repeat. So what?)

97. Hustle. (Repeat. So what?)

98. Enthusiasm. (Repeat. So what?)

99. Exuberance. (Repeat. So what?)

100. Smile. (Repeat. So what?)

101. Care. (Repeat. So what?)


Tom peters excellence always aim adelaide 05 september 2006

102. Simplicity. Redundancy. Resilience. Bloody-

mindedness. Visible optimism. (Success.)

103. Act. (Repeat. So what?)

104. Appreciate. (Repeat. So what?)

105. Fun. (Biz. Why not?)

106. Joy. (Biz. Why not?)

107. Sales = Life.

108. Marketing = Life.

109. Long-term. Top line.

110. Great company = Creates the most

individual success stories. (RE/MAX)

111. Talent first, performance byproduct.

112. Sustained Wow* 1, Shareholder

value, 0.2 (*Product, People.)

113. Commitment, by invitation only.

114. Creativity, by invitation only.

115. HR = #1. (Ought to.)

116. Face-to-face. (5K miles, 5 minutes.)


Tom peters excellence always aim adelaide 05 september 2006

117. Negotiation. Make all winners.

(Save face.)

118. Grace makes enemies friends.

119. Network.

120. Invest in relationships. (Think ROIR.

Return On Investment inRelationships.)

118. Relationship investment. Forethought.

Calendar item. Intensity.

119. Innovation. Easy. (Hang out

with weird.)

120. Weird = Win. (Weird times.)

121. The bottleneck is at the top

of the bottle.

122. Good Board = Weird Board.

(At least, surprising.)

123. No contention, no progress.


Tom peters excellence always aim adelaide 05 september 2006

124. Crucial conversations. Crucial

confrontations. (Study. Learn. Do.)

125. Honest feedback.

126. Gaspworthy. Yes.

127. Insanely great.

128. Astonish me.

129. Make it immortal.

130. Will you remember it in 20 years?

131. No small opportunities. (Reframe.)

132. One playmate, one playpen = Enough.

133. End run. Sensible.

134. Allies are there for the finding.

135. Find successes. Build on successes.

(Pos > Neg. Encourage > Fix.)

136. Somebodys doing it today. Find em.

137. Someone is living 2016 in 2006.

(Find em. Study em.)


Tom peters excellence always aim adelaide 05 september 2006

138. Dont benchmark, futuremark.

(2016. Happening. Somewhere.)

139. PMA. It works.

140. There are no experts. (You are the expert.)

141. Life is short.

142. Sustained success. Fat chance.

Make today matter. (Sustained. Ha.)

143. Collaborate. (Networked world.)

144. Go solo. (Individual. Unit of

Intellectual Capital.)

145. There are no perfect plans. (Do. Wins.)

146. Plans motivate. (Right or wrong.

Sense of purpose.)

147. Never rest.

148. Get some sleep.

149. Winning = Embracing paradox.

150. Ambiguity = Opportunity.


Tom peters excellence always aim adelaide 05 september 2006

151. Resilience.

152. Relentless-ness.

153. None. Above. Comeuppance.

(GM. Sears. U.S. Steel. DEC.)

154. Be yourself. Period.

155. Never work with jerks. Including

customers. (Life. Too short.)

156. Under-promise, over-deliver.

157. Talent. (Powerful word.)

158. Customer = Anyone whose actions

affect your results.

159. Competition stinks. (Seek the soft

spots where you can dominate.)

160. K.I.S.S./Keep It Simple, Stupid.

161. Beauty. (Good biz word.)

162. See the beauty in a hamburger bun.

(Go. Ray.)


Tom peters excellence always aim adelaide 05 september 2006

163. Own up. Quick. ( Denial. Cancer.)164. Celebrate. Often.165. 78 people = 78 approaches. (Each. Unique.)166. Weed. Ceaselessly. (Prune. Stupid. Rules. Non-stop.)167. Get out of the way. (You = The problem.)168. Smile. Sunny. Optimism. (If it kills you.)169. Flowers. (Cheery workplace.)170. Enjoy. (Or get the hell.)171. Be intolerant of sour. (1 = Major pollution)172. No quick trigger on promotion. (Too important.)173. Evaluation = Lots of study-time.174. Evaluation = Life or death to evaluee.175. 360 evaluation. No fad.176. Exit when youre done. (Done. Sooner than you think.)


Tom peters excellence always aim adelaide 05 september 2006

177. Today. Now. My Project. Am. Is. I. Period.

178. Beautiful systems. (Good biz phrase.

Not oxymoron.)

179. Build on strengths > Fix weaknesses.

180. To dont = To do. (To dont >

To do ?)

181. Leaders Do People. (Period.)

182. Leaders enjoy leading.

183. Serious leadership training = Serious.

184. Priorities. Obvious. (Or else.)

185. 5 Priorities = 0 Priorities.

(3 Priorities = 0 Priorities?)

186. People. First. Last. Always.

187. It. Is. Always. The. People.


Tom peters excellence always aim adelaide 05 september 2006

188. Handshake. (Quantity. Quality.)189. Dont fold your hands in front of your chest. Ever. (Never.)190. Simplicity. Redundancy. Resilience. Bloody-mindedness. Visible optimism. (Success.) (Repeat.)191. Employee Entrance = GuestEntrance.192. Put the customer SECOND. (Thanks, Hal.)193. Flowers. (Or did I say that before? No matter if I did.)194. Big Mergers dont work. Small acquisitions can/do workif you dont screw with their energy.


Tom peters excellence always aim adelaide 05 september 2006

195. Instinctively head for the front line. (In all contexts.)196. Success = DDMMPR/"D-squared,

M-squared, PR = DramDiff +

Money-Financial Acumen + Good

Marketing Instincts + Stellar People

+ Resilience (The fab five: What.

Every. Small. Biz. Needs.) (Big too.)

197. Core Mechanism (Game-changing

Solutions): PSF (Professional Service

Firm model) + Wow! Projects

(Different vs Better) + Brand You (Distinct or Extinct)

198. 2011/2016 has already happened.

Find it.


Tom peters excellence always aim adelaide 05 september 2006

199. Kids know kids. Oldies know oldies. Women know women. (Staff accordingly.)200. Everybody is my customer.201. Cosset vendors.202. I want to run a Housekeeping department. (And you?)203. The military doesnt follow the military model. (Initiative = Excellence.)204. No such thing as going to absurd lengths to serve the Customer. (HSM & Lefties.)205. Forget the customer. All = Clients.206. It takes decades to get over sleights. (So dont sleight.)207. Dont dumb down. Ever.


208 no less than excellence ever 209 excellence always

208.NO LESS THANEXCELLENCE. EVER.209.EXCELLENCE. ALWAYS.


Tom peters excellence always aim adelaide 05 september 2006

Work In ProgressXXX. One size fits. One. Only. (Evaluations. Period.)XXX. Teaching. Individualized. Only. (6 billion people = 6 billion learning trajectories.) (Montessori.)XXX. First impression. Matters. Shapes all that comes. Hard to overcome. (Understatement.)XXX. Jerks. Dont work with. (Life = Too short.)XXX. Manage [the hell out of] first impressions.XXX. Last impression. Matters. Dominates memory. Hard to overcome. (Understatement.)XXX. Manage [the hell out of] last impressions.XXX. Plain English.XXX. K.I.S.S. (450/8.)XXX. $798. $55,000,000,000. 3,000,000,000. 7AM-7PM. 6:15AM.XXX. Donnelly Weatherstrip rules.XXX. Managers do things right. Leaders do the right thing. NOT.


Tom peters excellence always aim adelaide 05 september 2006

GE (more or less):The Sales122: 122 Ridiculously Obvious Thoughts About Selling StuffTom Peters/0402.2006


Tom peters excellence always aim adelaide 05 september 2006

This list was first prepared for GE Energy sales & marketing people in January. It started with a half-dozen items, and grew like Topsy. Possibly, given its origins, its a little tilted toward complex, engineering-based sales. In any event, it makes a perfect companion to The Irreducibles209. This, too, is effectively a list of irreducibles.Tom Peters


Tom peters excellence always aim adelaide 05 september 2006

1. Strategy overrated, simply doin stuff underrated. See Kelleher and Bossidy: We have a strategic plan, its called doing things.Herb Kelleher. Execution is a systematic process of rigorously discussing hows and whats, tenaciously following through, and ensuring accountability. Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done. Action has its own logicask Genghis Khan, Rommel, COL John Boyd, U.S. Grant, Patton, W.T. Sherman.

2. What are you personally great at? (Key word: great.) Play to strengths! Distinct or Extinct. You should aim to be outrageously good/B.I.W. at a niche area (or more).

3. Are you a personality, a de facto brand in the industry? The Dr Phil of ...

4. Opportunism (with a little forethought) mostly wins. (Successful people are the ones who are good at Plan B.)

5. Little starts can lead to big wins. Most true winnersthink search & Googlestart as something small. Many big dealsDisney & Pixarcould have been done as little-er deals if youd had the guts to jump before the value became obvious.


Tom peters excellence always aim adelaide 05 september 2006

6. Non-obvious targets have great potential. Among many other things, everybody goes after the obvious ones. Also, the non-obvious are often good Partners for technology experiments.

7. The best relationships are often (usually?) not top to top! (Often the best: hungry division GMs eager to make a mark.)

8. ITS RELATIONSHIPS, STUPIDDEEP AND FROM MULTIPLE FUNCTIONS.

9. In any public-sector business, you must become an avid student of the politics, the incentives and constraints, mostly non-economic, facing all of the players. Politicians are usually incredibly logicalif you (deeply!) understand the matrix in which they exist.

10. Relationships from within our firm are as importantoften more importantas those from outsideagain broad is as important as deep. Alliesavid supporters!within and from non-obvious places may be more important than relationships at the Client organization. Goal: an insanely unfair market share of insiders time devoted to your projects!


Tom peters excellence always aim adelaide 05 september 2006

Everyone lives by

selling something.

Robert Louis Stevenson


Tom peters excellence always aim adelaide 05 september 2006

11. Interesting outsiders are essential to innovative proposal and sales teams. An exciting sales-proposal team is as important as a prestigious one.

12. Is the proposal-sales team weird enoughweirdos come up with the most interesting, game-changer ideas. Period.

13. Lunch with at least one weirdo per month. (Goal: always on the prowl for interesting new stuff.)

14. Gratuitous comment: Lunches with good friends are typically a waste of (professional) time.

15. Dont short-change (time, money, depth) the proposal process. Miss one tiny nuance, one potential incentive that makes my day for a key Client playerand watch the whole gig be torpedoed.

16. Sticking with it sometimes pays, sometimes notit takes a lot of tries to forge the best path in. Sometimes you never do, after a literal lifetime. (Ah, life.)

17. WOMEN ARE SIMPLY BETTER AT RELATIONSHIPSdont get hung upparticularly in tech firmson what industries-countries women cant do. (Or some such bullshit.)


Tom peters excellence always aim adelaide 05 september 2006

18. Work incessantly on your storymost economic value springs from a good story (think Perrier)! In sensitive public or quasi-public negotiations, a compelling story is of immense valuepolitics is about the tension among competing stories. (If you dont believe me, ask Karl Rove or James Carville.) (Storytelling is the core of culture. Branded Nation: The Marketing of Megachurch, College Inc., and Museumworld, James Twitchell)

19. Call this 18A, or 18 repeat: Become a first-rate Storyteller! (A key perhaps the key to leadership is the effective communication of a story.Howard Gardner, Leading Minds: An Anatomy of Leadership)

20. Risk Assessment & Risk Management is more about stories than advanced mathi.e., brilliant scenario construction.

21. Good listeners are good sales people. Period.

22. Lousy listeners are lousy sales people. Period.

23. GREAT LISTENERS ARE GREAT SALES PEOPLE. (Listening skills are hard to learn and subject to immense effort in pursuit of Mastery. A virtuoso listener is as rare as a virtuoso cello player.) (If you dont listen, you dont sell anything.Carolyn Marland/MD/Guardian Group)


Tom peters excellence always aim adelaide 05 september 2006

24. Things that are funny to me (American) are often-mostly not funny to those in other cultures. (Humor is as fine-edged as it gets, and rarely travels.)

25. You dont know Jack Squat about other peoples culturesespecially if you are a typically myopic American. (Like me.)

26. Are you a great interviewer? Its a make or break skill. (Think Barbara Walters skill at extracting unwanted truths from pros in persona-protection ... in front of 10s of millions of people.

27. Are you a great (not merely good) presenter? Mastering presentation skills is a lifes workwith stupendous payoff.

28. Work like hell on the Big 2: LISTENING/INTERVIEWING, PRESENTING. These are the essence of [sales] lifeand usually picked-up in an amateurish fashion. Mistake! (Become a professional student of these two areas, achieve Mastery.)

29. Are you good at flowers? Think: FLOWER POWER! (see Harvey Mackays Mackay 66what you should know about a Client; e.g., birthdays & anniversaries.) (My flowers budget is out of control. Hooray for me.)

30. You cant do it allbe clear at what you are good at, bad at, indifferent at. Hubris sucks.


Tom peters excellence always aim adelaide 05 september 2006

If you dontlisten,

youdont sell

anything.Carolyn Marland/

Managing Director/

Guardian Group


Tom peters excellence always aim adelaide 05 september 2006

31. The point is not to prove yourself. (Thats ego-talk.) Let the best person present to the Clientperhaps a lower level geek. (Control freaks get their just desserts in the long haulor sooner.)

32. The numbers will more or less take care of themselves over the long haulif the relationship/s is/are solid gold.

33. The Gold Standard in selling: INDISPENSABLE to the Client. No other goal is worthy.

34. Never stop growing-broadening-deepening the relationship. The key to indispensability is to get the Client more and more and more and then more imbedded in our web. Hence the so-called selling process is only the first step!

35. USE THE WORD WE CONSTANTLY & RELIGIOUSLY! (E.g.: Wethe Client & meare going to change the world with this service.)

36. Dont waste your time on jerksitll rarely work out in the mid- to long-term.

37. Genius is walking away from lousy scores (deals)and accepting the attendant heat. Big Business is the premier home to Big Egos overpaying by a factor of 2 to 22 with billion$$$$ at stake. (Think Jerry Levin and AOL Time Warner.)


Tom peters excellence always aim adelaide 05 september 2006

38. You havent a clue as to how this situation will actually play outbe prepared to move fast in a different direction.

39. Keep your word.

40. KEEP YOUR WORD.

41. Underpromise (i.e., dont over-promise; i.e., cut yourself a little slack) even if it costs you businesswinning is a long-term affair. Over-promising is Sign #1 of a lack of integrity. You will pay the piper.

42. There is such a thing as a good lossif youve tested something new and developed good relationships. A half-dozen honorable, ingenious losses over a two-year period can pave the way for a Big Victory in a New Space in year 3.

43. Its a competitive world out there. New, innovative products are harder to sell than old stand-bys. Nonetheless, you will be a long-term star to the extent that you are willing to push the harder-to-sell-at-the-moment Innovative Products that cement long-term Client success (Indispensability!) even if it means a #s hit this quarter. PART OF YOUR JOB: TAKE CLIENTS ON AN ADVENTURE THAT PUTS THEM AHEAD OF THE GAME CALLED (GAMECHANGINGhopefully) COMPETITIVE ADVANTAGE!


Tom peters excellence always aim adelaide 05 september 2006

44. Think legacywhat the hell is all this really about for you and the world? (Tell me, what is it you plan to do with your one wild and precious life? Mary Oliver)

45. THERE ARE NO MODERATES IN THE HISTORY BOOKS!

46. Keep it simple! (Damn it!) No matter how sophisticated the product. If you cant explain it in a phrase, a page, or to your 14-year-old ... you havent got it right yet.

47. Know more than the next guy. Homework pays. (of course its obviousbut in my work it is too often honored in the breach.)

48. Regardless of project size, winning or losing invariably hinges on a raft of little stuff. Little stuff is and always has been everything!!!!!!!!!!!!!!!!!!!!or, one mans little stuff is another mans 7.6 Richter deal-breaker.

49. In public settings in particular, face saving is all. When something changes, allow the other guy to come out looking like a winner, especially if he has lost. (Even if you must accept the egg on your facehe will always remember you!)

50. Dont hold grudges. (It is the ultimate in small mindednessand incredibly wasteful and ineffective. Theres always tomorrow.)


Tom peters excellence always aim adelaide 05 september 2006

51. ITS ALWAYS THE POLITICSwee private-sector deal or giant public sector deal. (Every player, small or large, is angling for something. Master the calculus of advantage.)

52. To beat the turnover problem in key Client posts amidst long negotiations, invest outrageous amounts of time building a wide & deep set of relationships with mid-level (& lower!!) plodding careerists. The invisible careerists are the bedrock upon which repeated success is built! (My Capitol Hill Axiom: Its the 24-year-old LA who in the end briefs the Senator right before she goes to the Floor to vote.)

53. Speaking of she: Gender differences are Enormousdealing with a woman and dealing with a man are different kettles of fishyou must become an A+ student of gender differences. (E.g.: Men are typically more interested in the short-term score. Women are more interested in the long-term consequences.)

54. LITTLE PEOPLE OFTEN HAVE BIG FRIENDS.

55. This is not war, damn it. All parties can win (or not lose, anyway). And losing bidders can walk away from a deal with increased respect for you and your team.


Tom peters excellence always aim adelaide 05 september 2006

56. Never, ever dump on a competitorthe Tom Watson IBM glory-days mantra.

57. Never forget the Law of Cousins! In developing nations in particular, power brokers at all levels are at least cousins! Consideration for a second cousin can pay off big time.

58. Speaking of favors, jail sucks.

59. Work hard beats work smart. (Mostly.)

60. REPEAT: HE/SHE WHO HAS THE MOST-BEST RELATIONSHIPS WINS. RELATIONSHIPS ARE THE ESSENCE OF THE WORK OF THE SALESPERSON. THE HARD ... AND LONG ... WORK OF THE SALESPERSON.

61. Mano v mano hardball is seldom the answerend runs based and patient multi-level relationship building via deeper-wider networks win.

62. If the deal is wired from below, truly wired, than the so-called big negotiations are essentially irrelevant.

63. If every quarter is a little better than the prior quarterthen you are not taking any serious risks.

64. Phones beat email.


Tom peters excellence always aim adelaide 05 september 2006

Nothing is so

contagious as

enthusiasm.

Samuel Taylor Coleridge


Tom peters excellence always aim adelaide 05 september 2006

65. A THREE-MINUTE CALL TODAY CAN AVOID A GAME-LOSER OF A FIASCO NEXT MONTH. There was always a time when a little thing could have been addressed that headed off a subsequent big thing. As to avoiding that call, didnt someone say, Pride goeth before the fall?

66. Be hyper-organized about relationship managementyou are in the anthropology business. Study the great pols! Brilliant NRM (network relationship management) is not accidental! It is not catch-as-catch can. (Football analogies are cutebut deep political understanding pays the private-school tuition.)

67. Obsess on ROIR (Return On Investment In Relationships).

68. THANK YOU NOTES: Worlds highest-return investment!!

69. The way to anyones heart: Doing a nice thing for their kid. (But, gawd, does this take a gentle touch.)

70. Scoring off other people is stupid. Winners are always in the business of creating the maximum # of winnersamong adversaries at least as much as among partners.

71. Your colleagues successes are your successes. Period. (Trust me, my greatest personal successfinancially as well as artisticallyhas been creating a bigger pond in which everyone wins, even if my market share is down.)


Tom peters excellence always aim adelaide 05 september 2006

72. Lend a helping hand, especially when you dont have the time. E.g. share relationshipsthe more you give away the more you get in return (just like they say in church).

73. Listen up: 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. (I.e., Respect is Cool.)

74. Mentoring is a thrilland the practical payoff is enormous. The best mentors have the whole world working its buns off for them!

75. Hire for enthusiasm. Promote for enthusiasm. Cherish enthusiasm. REMOVE NON-ENTHUSIASTSTHEY ARE CANCERS. (Nothing is so contagious as enthusiasm.Samuel Taylor Coleridge. A man without a smiling face must not open a shop.Chinese Proverb.)

76. ITS ALWAYS YOUR PROBLEMyou sold it to them.


Tom peters excellence always aim adelaide 05 september 2006

77. Its never over: While there may be an excellent service activity in your company, the relationship belongs to You! Hence the aftersales moments of truth are at least asif not more than*--important to the Continuing Relationship as the sale transaction itself. (*I vote for more than.) Youll get your biggest points with the Client for being an effective after-the-fact go-between with your company.

78. Dont get too hung up on systems integrationfirst & foremost, the individual bits have got to work.

79. For Gods sake dont over promise on systems integrationits nigh on impossible to deliver.

80. On the other hand winners clamber Up the Value-added Ladder, and offer ever so much more than mere product. ALL SUCCESSFUL SALES PEOPLE ARE IN THE SOLUTIONS BUSINESSno matter how jargony that may sound.


Tom peters excellence always aim adelaide 05 september 2006

81. Systems / Solutions selling means grappling directly with culture change in Client organizations. (The business of selling is not just about matching viable solutions to the customers that require them. Its equally about managing the change process the customer will need to go through to implement the solution and achieve the value promised by the solutionJeff Thull, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale)

82. Shit happens. Thats what they pay you for.

83. This is not a GE or Ben & Jerrys saleit is a Joe Jones/Jane Jones sale. YOU ARE THE BRAND THE CLIENT BUYSespecially over the long haul.

84. Duh: You make money, the company makes moneyon repeat business.

85. Masteryes, youthe PR Game. Word of Mouth is not accidental! You want Word of Mouth? Make it happen!

86. GOAL #1: MAKE YOUR CLIENT A HEROYOU ARE NOT THERE TO GET CREDIT. (Taking credit is for egomaniacs. And losers.)

87. Decent margins, over the mid- to long-term, are a product of better relationships, not better negotiating skill. (Mostly.)


Tom peters excellence always aim adelaide 05 september 2006

You cant behave

in a calm, rational

manner. Youve got

to be out there on

the lunatic fringe.

Jack Welch


Tom peters excellence always aim adelaide 05 september 2006

88. In the immortal words of ex-GE Vice Chairman Larry Bossidy, more or less, Realism rocks. (Bullshit artist and great salesperson, contrary to conventional wisdom, are Diametric Opposites. Truthteller and Great Salesperson is more like it.)

89. Be the first to tell the Client bad news (e.g., slipped delivery); his intelligence sources will tell him fastyou want to be there first with your story and to enhance your rep as Truthteller!

90. Work like hell to get a reputation as a valued industry expert, to become an industry resource.

91. Work the Trade Association angle for all its worthit may take a decade to pay offe.g., when you become an officer or are on an important panel or testify Before Congress.

92. PAY YOUR DUES IN THE CLIENT ORG AND IN YOUR OWN ORG!

93. Its all bloody tactics.

94. You must ... LOVE .... the product! (Period.)

95. YOU MUST LOVE THE PRODUCT!

96. Dont over-schedule. Running late is inexcusable at any level of seniority; it is the ultimate mark of self-importance mixed with contempt.


Tom peters excellence always aim adelaide 05 september 2006

97. Women are better salespeople. (See Addendum.)

98. Women alone understand Women.

99. Actually, Women by and large understand Men better than Men understand Men.

100.Women purchasers buy Stories and recommendations.

101. Women take longer to become Loyal purchasers, but then stay Loyal.

102. Men buy Stats.

103. Men decide fast, but are fickle.

104. Men & Women are VERY, VERY Different.

105. Women buy most things. Consumer. Increasingly, professional goods and services.

106. Womens Market is Opportunity #1.

107. Boomers. Many, many. Lots & lots & lots of $$$.

108. Boomers-Geezers are very different purchasers than those in other categories.


Tom peters excellence always aim adelaide 05 september 2006

109. It takes time to get to know people. (DUH.)

110. The very idea of efficiency in relationship development is ... STUPID.

111. MBWA (still) rules.

112. Preparing the soil is the first 98 percent. (Or more.)

113. WORK THE PHONES!

114. Rule 5K-5M: 5K miles for a 5-Minute meeting often makes sense. (Yes, often.) (Even with constrained travel budgets.) (Thanks, super-agent Mark McCormack.)

115. Become a student! Study great salespeople! (Including Presidents.) (Natural is a little bit truebut then Naturals are always the ones who study hardeste.g., Jerry Rice.)

116. Become a student! Yes, you can study Relationship Building. So, study

117. Beware complexifiers and complicators. (Truly smart people ... Simplify things.)


Tom peters excellence always aim adelaide 05 september 2006

118. The smartest guy in the room rarely winsalas, he usually is aware hes the

smartest guy. (And neednt waste his time on that soft relationship crap.)

119. Be kind. It works.

120. Be especially kind when there are screw-ups. (Theres plenty of time later to

Play the Great Accountability Game.)

121. Presidents never tire of being treated like Presidents.

122. Luck matters.

So: Good luck!


Tom peters excellence always aim adelaide 05 september 2006

ADDENDUM: Women Rock as Salespersons (From Item #98.)

And the answers are?

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


Tom s 60tibs tib this i believe

Toms 60TIBs**TIB = This I Believe


Tom peters excellence always aim adelaide 05 september 2006

1. TECHNICOLOR RULES! (Passion Moves Mountains!)2. Audacity Matters!3. Revolution Now!4. Question Authority! (& Hire Disrespectful People.) 5. Disorganization Wins! (LOVE THE MESS!)


Tom peters excellence always aim adelaide 05 september 2006

6. Think 3M: Markets Matter Most. ONLY EXTREME COMPETITION STAVES OFF STALENESS. (You can take the boy out of Silicon Valley, but you cant take Silicon Valley out of the boy!)7. Three Hearty Cheers for Weirdos. (Bill Gates, Steve Jobs, Larry Ellison, Scott McNealy, Craig Venter et al.) 8. Message 2003: Technology Change (Info-sciences, Biosciences) Is in Its Infancy! (WE AINT SEEN NOTHIN YET!)9. Everything Is Up For Grabs! Volatility Is Thy Name! (Forever & Ever. Amen.) RE-INVENT OR DIE! 10. Big Sucks. (Mostly.) (VERY Mostly.)


Tom peters excellence always aim adelaide 05 september 2006

11. Permanence Is a Snare & a Delusion. (Forget Built to Last. Its Yesterdays Idea.)12. Kaizen (Continuous Improvement) Is Dangerous.13. DESTRUCTION RULES!14. Forget It! (Learning = Easy. Forgetting = Nigh on Impossible.) 15. Innovation Is Easy: Hang Out with Freaks. (Employees, Board Members, Customers, Suppliers, Alliance Partners, Consultants.)


Tom peters excellence always aim adelaide 05 september 2006

16. Boring Begets Boring. (Cool Begets Cool.)17. Think Portfolio. (Were All V.C.s.)18. Perception Is All There Is. (Insiders ALWAYS overestimate the Radicalism of What Theyre Up To.)19. Action ALWAYS Takes Precedence. Think: R.F!A./Ready. Fire! Aim. (REWARD SUCCESS. REWARD FAILURE. PUNISH INACTION.) 20. He Who Makes & Tests the Quickest & Coolest Prototypes Reigns!


Tom peters excellence always aim adelaide 05 september 2006

21. Haste Makes Waste. (SO GO WASTE!)22. Screw-ups are the Mark of Excellence. (Do It Right the First Time Is a Very Stupid Idea.) 23. Play Hard! Play Now! (Cherish Play!)24. TALENT TIME! (He/She Who Has the Best Roster Rules!)25. Re-do Education. Totally. (FOSTER CREATIVITY NOT UNIFORMITY.) (THE NOISIEST CLASSROOM WINS.)


Tom peters excellence always aim adelaide 05 september 2006

26. Diversitys Hour Is Now!27. SHE Is the Best Leader!28. MARKETING MANTRA: Embrace the BIG THREE Demographics. (1) SHE is the Customer. (For everything.) (2) Rapidly Aging Boomers Have ALL THE MONEY. (3) Green Matters. (TRILLIONS OF $$$$$ Are at Stake.) (NOBODY Gets It.) (Mere Programs Will Not Suffice.)29. Re-boot Healthcare. (UNDERSTATEMENT.)30. WHAT ARE WE SELLING? Experiences & Solutions > Quality & Satisfaction. (The Traditional Value-added Equation Is Being Set on Its Ear.)


Tom peters excellence always aim adelaide 05 september 2006

31. DESIGN = New Seat of the Soul. 32. Branding Is for EVERYONE. He Who Has the BEST STORY Takes Home the Marbles.33. DRAMATIC DIFFERENCE = Only Difference.34. WORDS/Language Matters a Lot. (E.g.: Three Hearty Cheers for Wow!)35. WHAT MATTERS IS STUFF THAT MATTERS. (Query #1: Are You Proud of It?)


Tom peters excellence always aim adelaide 05 september 2006

36. eALL. (IS/IT: Half-way = No Way.)37. DREAM Big! DREAM Enormous. DREAM Gargantuan. (These Are XXXL Times.)38. THINK MIKE! (Michelangelo: The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it.)39. There Is Only ONE BIG ISSUE. Cross- functional Communication.40. Stop Doing Dumb Shit. (SYSTEMATIZE THE PROCESS OF UN-DUMBING.)


Tom peters excellence always aim adelaide 05 september 2006

41. Beautiful Systems Are BEAUTIFUL.42. The WHITE-COLLAR REVOLUTION Will Devour Everything in Its Path. 43. Take Charge of Your Destiny! BrandYou Moment! DISTINCT OR EXTINCT!44. Powerlessness Is a State of Mind! Think: King. Gandhi. De Gaulle.45. Pursue Adventure in Every Task.


Tom peters excellence always aim adelaide 05 september 2006

46. EXCELLENCE Is a State of Mind. (Excellence Takes a Minute.) (No Bull.)47. SHOW UP! (If You Care, Youre There.)48. YOUR CALENDAR KNOWS ALL. (You = Calendar.) (Mind Your TO DONT List.)49. LIFE IS SALES. (The Rest Is Details.)50. Boss Mantra #1: I DONT KNOW. (I Dont Know = Permission to Explore.)


Tom peters excellence always aim adelaide 05 september 2006

51. Management Role 1: GET OUT OF THE WAY. (Clear the Way.) (Manager = Hurdle Removal Professional.)52. Epitaph from Hell: He Woulda Done Some Truly Cool Stuff But His Boss Wouldnt Let Him.53. Change Takes However Long You Think It Takes. (Eschew Incrementalism.)54. Respect! (Rule 1: Dont Belittle!)55. Thank You Trumps All!


Tom peters excellence always aim adelaide 05 september 2006

56. Integrity Matters! Integrity = Credibility. (Dennis K. Is a Jerk.)57. SOFT IS HARD. HARD IS SOFT. (Numbers Are Soft. People Are Not.)58. Try Sunny! (Sunny Begets Sunny. Gloomy Begets Gloomy.)59. DISPENSE ENTHUSIASM!60. FUN Is Not a 4-Letter Word. So, too JOY. (And GRACE.)


Ex celle alw ays2

EXCELLE ALWAYS.


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