First page, first item in the LA Times “Homes” section Sunday/03 December : - PowerPoint PPT Presentation

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  1. Tom Peters’ X25*:EXCELLENCE. ALWAYS.John Laing HomesCosta Mesa/05 December 2006*In Search of Excellence 1982-2007

  2. First page, first item in the LA Times “Homes” section Sunday/03 December: "MAJOR PRICE REDUCTION! EXCEPTIONAL VALUE $43,000,000"

  3. Slides* at …tompeters.com*also “long”

  4. “It is not the strongest of the species that survives, nor the most intelligent, but the one mostresponsive tochange.”—Charles Darwin

  5. On NELSON:“[other] admirals more frightened of losing than anxious to win”

  6. "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

  7. “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

  8. Downturn = Opportunity*1% in 60 minutes*Gamechanger while others sleep (Sysco)*Trimming fat*Remember the one who brung you … now more than ever*Sell! Sell! Sell!

  9. *Identify 1% in cost reductions in 60 minutes … *”We’ll know we’re playing defense if …” (5 things)*”We’ll know we’re playing offense if …” (5 things)

  10. Tom Peters’ X25*:EXCELLENCE. ALWAYS.John Laing HomesCosta Mesa/05 December 2006*In Search of Excellence 1982-2007

  11. EXCELLENCE. ALL . YOU. NEED. TO. KNOW.

  12. 25

  13. EXCELLENCE. STARTERS.BASICS.K.I.S.S.

  14. “Why in the world did you go to Siberia?”

  15. Raging Success = P-SQUARED. C. E-CUBED.

  16. People.Product.Clients.Execution.Enthusiasm.Excellence.

  17. People.Product.Clients.Execution.Enthusiasm.Excellence.Resilience.Relentless. Senility.

  18. 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”

  19. EXCELLENCE. ASPIRATION.

  20. 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.

  21. Enterprise* ** (*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

  22. “Excellence can be obtained if you: ... care more than others think is wise; ... risk more than others think is safe; ... dream more than others think is practical; ... expect more than others think is possible.” Source: Anon. (Posted @ tompeters.com by K.Sriram, November 27, 2006 1:17 AM)

  23. “In-sane-ly-great”

  24. EXCELLENCE. REVENUE.MATTERS.MOST.

  25. “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 my gosh, you need revenues to grow earnings over time.’ Well, Duh!”—Dick Kovacevich, Wells Fargo

  26. EXCELLENCE. SELL. SELL.SELL.

  27. . “Everyone lives by selling something.” – Robert Louis Stevenson

  28. SellSellSell

  29. CRO**Chief Revenue Officer

  30. MBA-On-A-Single-SlideP = R - C

  31. “If you want to gain competitive advantage fast, the best place to do it is in sales.”—Larry Webb

  32. “I am not a ‘management guru,’ I am not a ‘public speaker,’ and I am nota ‘network marketer.’ I am a ‘direct marketer,’ a proud as punch travelingsalesman, knocking on any door I can find—and peddling ideas whenever I can wedge my foot in.”—Tom Peters, Direct Marketing Association, Annual Meeting, 2006

  33. Incidentally …

  34. “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 day’s events?Who is better at keeping in touch with others?”Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men, Nicki Joy & Susan Kane-Benson

  35. EXCELLENCE. VALUE ADDED.UP THE LADDER.

  36. EXCELLENCE.VALUE-ADDED LADDER I. SOLVE IT.

  37. $55B

  38. Home Depot Business ToolBox:Payroll processing. Credit card processing. Personnel paperwork. Mobile phones. Shipping. Health insurance. 12K customers (plumbers, electricians, small homebuilders and contractors).Source: Forbes, 0918.06

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

  40. The Value-added Ladder/SUCCESS-MAKINGGamechanging SolutionsServicesGoods Raw Materials

  41. EXCELLENCE.VALUE-ADDED LADDER II. EXPERIENCE IT.

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

  43. Experience: “Rebel Lifestyle!”“What we sell is the ability for a 43-year-old accountant to dress in black leather, ride through small towns and have people be afraid of him.”Harley exec, quoted in Results-Based Leadership

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

  45. The Value-added Ladder/ MEMORABLE CONNECTIONSpellbinding ExperiencesGamechanging SolutionsServicesGoods Raw Materials

  46. Beyond the “Transaction”/ “Satisfaction” Mentality“Good hotel”/ “Happy guest”/“Exceeded Expectations”vs.“Great Vacation”/ “Great Conference”/ “Operation PersonalRenewal”

  47. CXO**Chief eXperience Officer

  48. “Most executives have no idea how to add value to a market in the metaphysical world.But that is what the market will cry out for in the future. There is no lack of ‘physical’ products to choose between.”Jesper Kunde, Unique Now ... or Never [on the excellence of Nokia, Nike, Lego, Virgin et al.]

  49. Extraction & Goods: Male dominanceServices & Experiences:Female dominance

  50. EXCELLENCE.EXPERIENCE. DRAMATIC.DIFFERENCE.DOABLE.