Tom Peters

1
Tom Peters Re-Imagine!Business Excellence
in a Disruptive AgeManama/ Kingdom of Bahrain/
14April2004
2
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
3
Slides at tompeters.com
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I. NEW BUSINESS. NEW CONTEXT.
5
All Bets Are Off.
6
Uncertainty is the only thing to be sure of.
Anthony Muh, head of investment in Asia,
Citigroup Asset Management
7
Jobs TechnologyGlobalizationSecurity
8
Jobs New TechnologyGlobalizationSecurity
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14 MILLION service jobs are in danger of being
shipped overseas The Dobbs Report/USNWR/11.03/r
e new UCB study
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Income Confers No Immunity as Jobs Migrate
Headline/USA Today/02.04
11
One Singaporean worker costs as much
as 3 in Malaysia 8
in Thailand 13 in China
18 in India. Source The Straits
Times/08.18.03
12
The proper role of a healthily functioning
economy is to destroy jobs and to put labor to
use elsewhere. Despite this truth, layoffs and
firings will always sting, as if the invisible
hand of free enterprise has slapped workers in
the face. Joseph Schumpeter
13
There is no job that is Americas God-given
right anymore. Carly Fiorina/ HP/ 01.08.2004
14
WHAT ARE PEOPLE GOING TO DO WITH THEMSELVES?
Headline/ Fortune/ 11.03 (We should finally
admit that we do not and cannot know, and regard
that fact with serenity rather than anxiety.)
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Jobs TechnologyGlobalizationSecurity
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lt1000A.D. paradigm shift 1000s of years1000
100 years for paradigm shift1800s gt prior 900
years1900s 1st 20 years gt 1800s2000 10 years
for paradigm shift 21st century 1000X tech
change than 20th century (the Singularity, a
merger between humans and computers that is so
rapid and profound it represents a rupture in the
fabric of human history)Ray Kurzweil
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E.g. Jeff Immelt 75 of admin, back room,
finance digitalized in 3 years.Source BW
(01.28.02)
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I genuinely believe we are living through the
greatest intellectual moment in history.Matt
Ridley, Genome
19
A California biotechnology company has put the
entire sequence of the human genome on a single
chip, allowing researchers to conduct a single
experiment on the complex relationships between
the 30,000 genes that make up a human being.
Financial Times/10.03.2003
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Jobs TechnologyGlobalizationSecurity
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Asias rise is the economic event of our age.
Should it proceed as it has over the last few
decades, it will bring the two centuries of
global domination by Europe and, subsequently,
its giant North American offshoot to an end.
Financial Times (09.22.2003)
22
The world has arrived at a rare strategic
inflection point where nearly half its
populationliving in China, India and Russiahave
been integrated into the global market economy,
many of them highly educated workers, who can do
just about any job in the world. Were talking
about three billion people. Craig
Barrett/Intel/01.08.2004
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China Roars!
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1990-2003 Exports 8X (380B) 6 global exports
2003 vs. 3.9 2000 16 of Total Global Growth in
2002.Source China Takes Off, David Hale
Lyric Hughes Hale/Foreign Affairs/Nov-Dec2003
25
1998-2003 45,000,000 layoffs in state sector
offset by 450B in foreign investment foreign
companies account for 50 of exports vs. 31 in
Mexico, 15 in Korea.Source China Takes
Off, David Hale Lyric Hughes Hale/Foreign
Affairs/Nov-Dec2003
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50 of output from private firms, 37 from
state-owned firms 80 of workforce (incl. rural)
now in private employ.Source China Takes
Off, David Hale Lyric Hughes Hale/Foreign
Affairs/Nov-Dec2003
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200 cities with gt1,000,000 population.Source
China Takes Off, David Hale Lyric Hughes
Hale/Foreign Affairs/Nov-Dec2003
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397,000,000 fixed phone lines 90X since
1989.Source China Takes Off, David Hale
Lyric Hughes Hale/Foreign Affairs/Nov-Dec2003
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2003 China-Hong Kong leading producer in 8 of 12
key consumer electronic product areas (gt50
DVDs, digital cameras gt33.33 DVD-ROM drives,
personal desktop and notebook computers gt25
mobile phones, color TVs, PDAs, car
stereos).Source China Takes Off, David Hale
Lyric Hughes Hale/Foreign Affairs/Nov-Dec2003
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Going Global Flush with billions in foreign
reserves, China is embarking on a buying spree
Cover/ Newsweek/ 03.01.04/ on Chinas aggressive
offshore acquisition activity (buying brands,
technology, etc.)
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World economic output U.S.A., 21 EU, 16
China, 13 (2X since1991)Source New York
Times/12.14.2003
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With a Small Car, India Takes Big Step Onto
Global Stage Headline, p. 1, WSJ, 02.05.2004
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Indian GDP/1990-2002 Ag, 34 to 21 services,
40 to 56Source The Economist/02.04
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Level 5 (top) ranking/Carnegie Mellon Software
Engineering Institute 35 of 70 companies in
world are from IndiaSource Wired/02.04
35
CLONING COLLEGE South Koreas biomedical
researchers, unhampered by politics, do
world-class research on the cheap Headline,
Newsweek/03.01.04
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Jobs TechnologyGlobalization Security
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This is a dangerous world and it is going to
become more dangerous.We may not be
interested in chaos, but chaos is interested in
us.Source Robert Cooper, The Breaking of
Nations Order and Chaos in the Twenty-first
Century
38
All Bets Are Off!
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There will be more confusion in the business
world in the next decade than in any decade in
history. And the current pace of change will only
accelerate.Steve Case
40
It is the foremost taskand responsibilityof
our generation to re-imagine our enterprises,
private and public. from the Foreword,
Re-imagine
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How we feel about the evolving future tells us
who we are as individuals and as a civilization
Do we search for stasisa regulated, engineered
world? Or do we embrace dynamisma world of
constant creation, discovery and competition?
Do we value stability and control? Or evolution
and learning? Do we think that progress
requires a central blueprint? Or do we see it as
a decentralized, evolutionary process? Do we
see mistakes as permanent disasters? Or the
correctable byproducts of experimentation? Do
we crave predictability? Or relish surprise?
These two poles, stasis and dynamism,
increasingly define our political, intellectual
and cultural landscape. Virginia Postrel, The
Future and Its Enemies
42
Age of AgricultureIndustrial AgeAge of
Information IntensificationAge of Creation
IntensificationSource Murikami Teruyasu,
Nomura Research Institute
43
The Creative Class derives its identity from its
members roles as purveyors of creativity.
Because creativity is the driving force of
economic growth, in terms of influence the
Creative Class has become the dominant class in
society. Richard Florida, The Rise of the
Creative Class (38M, 30)
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Lets competeby training the best workers,
investing in R D, erecting the best
infrastructure and building an education system
that graduates students who rank with the worlds
best. Our goal is to be competitive with the best
so we both win and create jobs. Craig Barrett
(Time/03.01.04)
45
The Winning Edge Peters Big61.
Research-Innovation2. Entrepreneurial Attitude
Support (Especially from Capital
Markets)3. Creative (Obstreperous)
Education4. Free Trade-Open Markets5.
Individual Self-reliance ( Supports
Therefore)6. Cutting-edge Infrastructure
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How Nations Become Wealthy 1.
Property rights 2. Scientific rationalism
3. Capital markets 4. Fast and efficient
communications and transportation
Source The Birth of Plenty How the Prosperity
of the Modern World Was
Created
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2. The Destruction Imperative.
48
It is generally much easier to kill an
organization than change it substantially.
Kevin Kelly, Out of Control
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C.E.O. to C.D.O.
50
Wealth in this new regime flows directly from
innovation, not optimization. That is, wealth is
not gained by perfecting the known, but by
imperfectly seizing the unknown.Kevin Kelly,
New Rules for the New Economy
51
Forbes100 from 1917 to 1987 39 members of the
Class of 17 were alive in 87 18 in 87 F100
18 F100 survivors underperformed the market by
20 just 2 (2), GE Kodak, outperformed the
market 1917 to 1987.SP 500 from 1957 to 1997
74 members of the Class of 57 were alive in 97
12 (2.4) of 500 outperformed the market from
1957 to 1997.Source Dick Foster Sarah
Kaplan, Creative Destruction Why Companies That
Are Built to Last Underperform the Market
52
Far from being a source of comfort, bigness
became a code for inflexibility. John
Micklethwait Adrian Wooldridge, The Company
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Good management was the most powerful reason
leading firms failed to stay atop their
industries. Precisely because these firms
listened to their customers, invested
aggressively in technologies that would provide
their customers more and better products of the
sort they wanted, and because they carefully
studied market trends and systematically
allocated investment capital to innovations that
promised the best returns, they lost their
positions of leadership.Clayton Christensen,
The Innovators Dilemma
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ForgetgtLearnThe problem is never how to get
new, innovative thoughts into your mind, but how
to get the old ones out.Dee Hock
55
Conglomerates dont work. James Surowiecki,
The New Yorker (07.01.2002)
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Acquisitions are about buying market share. Our
challenge is to create markets. There is a big
difference. Peter Job, CEO, Reuters
57
Winning the Merger Game Is Possible--Lots of
deals--Little deals--Friendly deals--Stay
close to core competence--Strategy is easy to
understandSource The Mega-merger Mouse
Trap/Wall Street Journal/02.17.2004/David
Harding Sam Rovit, Bain Co./re Comcast-Disney
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The secret of fast progress is inefficiency,
fast and furious and numerous failures.Kevin
Kelly
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The Gales of Creative Destruction29M -44M
73M4M 4M - 0M
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The Silicon Valley of today is built less atop
the spires of earlier triumphs than upon the
rubble of earlier debacles.Newsweek/ Paul Saffo
(03.02)
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No Wiggle Room! Incrementalism is innovations
worst enemy. Nicholas Negroponte
62
Beware of the tyranny of making Small Changes
to Small Things. Rather, make Big Changes to Big
Things. Roger Enrico, former Chairman, PepsiCo
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II. NEW BUSINESS. NEW TECH.
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3. IS/IT/WebIS/IT Is Strategy!
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100 square feet
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Invisible Supplier Has Penneys Shirts All
Buttoned Up From Hong Kong, It Tracks Sales,
Restocks Shelves, Ships Right to the Store.
Headline, Wall Street Journal (09.11.03)
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Our entire facility is digital. No paper, no
film, no medical records. Nothing. And its all
integratedfrom the lab to X-ray to records to
physician order entry. Patients dont have to
wait for anything. The information from the
physicians office is in registration and vice
versa. The referring physician is immediately
sent an email telling him his patient has shown
up. Its wireless in-house. We have 800
notebook computers that are wireless. Physicians
can walk around with a computer thats
pre-programmed. If the physician wants, well go
out and wire their house so they can sit on the
couch and connect to the network. They can review
a chart from 100 miles away. David Veillette,
CEO, Indiana Heart Hospital (HealthLeaders/12.2002
)
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MIT Everywhere EVERY LECTURE, EVERY LECTURE,
EVERY QUIZ, ALL ONLINE, FOR FREE. MEET THE GLOBAL
GEEKS GETTING AN MIT EDUCATION, OPEN
SOURCE-STYLE. Headline/Wired/09.03
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e-piphanyepicurious.com
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flash mobs (!)
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Ebusiness is about rebuilding the organization
from the ground up. Most companies today are not
built to exploit the Internet. Their business
processes, their approvals, their hierarchies,
the number of people they employ all of that is
wrong for running an ebusiness.Ray Lane,
Kleiner Perkins
72
Theres no use trying, said Alice. One cant
believe impossible things. I daresay you
havent had much practice, said the Queen. When
I was your age, I always did it for half an hour
a day. Why, sometimes Ive believed as many as
six impossible things before breakfast.Lewis
Carroll
73
Inet allows you to dream dreams you could
never have dreamed before!
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IS/IT is strategy!
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5 F500 have CIO on Board While some of the
worlds most admired companiese.g.,Tesco,
WalMartare transforming the business landscape
by including technology experts on their boards,
the vast majority are missing out on ways to
boost productivity, competitiveness and
shareholder value.Source Burson-Marsteller
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4. The White Collar Revolution.
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108 X 5vs. 8 X 1 540 vs. 8 (-98.5)
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Steel 75,000,000 tons in 82 to 102,000,000 tons
in 02. 289,000 steelworkers in 82 to 74,000
steelworkers in 02. Source Fortune/11.24.03
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Organizations will still be critically important
in the world, but as organizers, not
employers! Charles Handy
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Ford Vehicle brand owner (design, engineer,
and market, but not actually make)Source The
Company, John Micklethwait Adrian Wooldridge
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III. NEW BUSINESS. NEW VALUE PROPOSITION.
82
5. The PSF SolutionThe Professional Service
Firm Model.
83
Answer PSF!Professional Service
FirmDepartment Head to Managing Partner,
HR IS, etc. Inc.
84
DD21M
85
6. The Heart of the Value Added Revolution PSFs
Unbound/ The Solutions Imperative.
86
The surplus society has a surplus of similar
companies, employing similar people, with similar
educational backgrounds, coming up with similar
ideas, producing similar things, with similar
prices and similar quality.Kjell Nordström
and Jonas Ridderstråle, Funky Business
87
Companies have defined so much best practice
that they are now more or less identical.Jesper
Kunde, Unique Now ... or Never
88
Customers will try low cost providers
because the Majors have not given them any clear
reason not to.Leading Insurance Industry
Analyst
89
We make over three new product announcements a
day. Can you remember them? Our customers
cant!Carly Fiorina
90
09.11.2000 HP bids 18,000,000,000for
PricewaterhouseCoopersconsulting business!
91
These days, building the best server isnt
enough. Thats the price of entry.Ann
Livermore, Hewlett-Packard
92
Gerstners IBM Systems Integrator of choice.
Global Services 35B. Pledge/99 Business
Partner Charter. 72 strategic partners, aim for
200. Drop many in-house programs/products.
(BW/12.01).
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Is There a There There The Ericsson Case1.
50 Mfg to Solectron/Flextronics2. Substantial
RD to India3. Division for licensing
technology4. JV with Sony on crown jewel
handsets5. Net a wireless specialist that
depends on services more than manufacturing, on
knowledge more than metal
Source BW/11.04.02
94
Flextronics--14B 100K employees 60 p.a.
growth (93-00)-- contract mfg to
EMS/Electronics Manufacturing Services (design,
mfg, logistics, repair) total package of
outsourcing solutions (Pamela Gordon, Technology
Forecasters)-- The future of manufacturing
isnt just in making things but adding value
(3,500 design engineers)Source Asia
Inc./02.2004
95
Customer Satisfaction to Customer
SuccessWere getting better at Six Sigma
every day. But we really need to think about the
customers profitability. Are customers bottom
lines really benefiting from what we provide
them?Bob Nardelli, GE Power Systems
96
Keep In Mind Customer Satisfaction versus
Customer Success
97
UPS wants to take over the sweet spot in the
endless loop of goods, information and capital
that all the packages it moves
represent.ecompany.com/06.01 (E.g., UPS
Logistics manages the logistics of 4.5M Ford
vehicles, from 21 mfg. sites to 6,000 NA dealers)
98
And
the Winners Are Televisions 12Cable TV
service 5Toys -10Child care 5Photo
equipment -7Photographers fees 3Sports
Equipment -2Admission to sporting event
3New car -2Car repair 3Dishes
flatware -1Eating out 2Gardening supplies
-0.1Gardening services 2Source
WSJ/05.16.03
99
IV. NEW BUSINESS. NEW BRAND.
100
7. A World of Scintillating Experiences.
101
Experiences are as distinct from services as
services are from goods.Joseph Pine James
Gilmore, The Experience Economy Work Is Theatre
Every Business a Stage
102
Club Med is more than just a resort its a
means of rediscovering oneself, of inventing an
entirely new me. Source Jean-Marie Dru,
Disruption
103
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
104
WHAT CAN BROWN DO FOR YOU?
105
Bob Lutz I see us as being in the art business.
Art, entertainment and mobile sculpture, which,
coincidentally, also happens to provide
transportation. Source NYT 10.19.01
106
Lexus sells its cars as containers for our sound
systems. Its marvelous.Sidney Harman/ Harman
International
107
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.
108
ltTGWvs. gtTGR
109
8. The Mostly Ignored Soul of Experiences
Design Rules!
110
And Tomorrow Fifteen years ago companies
competed on price. Now its quality. Tomorrow
its design.Robert Hayes
111
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.Norio
Ohga
112
Design is treated like a religion at
BMW.Fortune
113
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 fundamental soul of a
man-made creation.Steve Jobs
114
Hypothesis DESIGN is the principal difference
between love and hate!
115
Thaksinomics (after Taksin Shinawatra, PM)/
Bangkok Fashion City/ managed asset reflation
(add to brand value of Thai textiles by
demonstrating flair and design excellence)Sourc
e The Straits Times/03.04.2004
116
9. It all adds up to THE BRAND.
117
The Heart of Branding
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WHO ARE WE?
119
WHATS OUR STORY?
120
We are in the twilight of a society based on
data. As information and intelligence become the
domain of computers, society will place more
value on the one human ability that cannot be
automated emotion. Imagination, myth, ritual -
the language of emotion - will affect everything
from our purchasing decisions to how we work with
others. Companies will thrive on the basis of
their stories and myths. Companies will need to
understand that their products are less important
than their stories.Rolf Jensen, Copenhagen
Institute for Future Studies
121
EXACTLY HOW ARE WE DRAMATICALLY DIFFERENT?
122
Bahrain v. Singapore (??)
123
V. NEW BUSINESS. NEW WORK.
124
10. Toward Work that Matters The WOW Project.
125
Lets make a dent in the universe.
Steve Jobs
126
Astonish me! / S.D.Build something great! /
H.Y.Immortal! / D.O.
127
The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
128
Reward excellent failures. Punish mediocre
successes.Phil Daniels, Sydney exec
129
VI. NEW BUSINESS. NEW YOU.
130
11. Re-inventing the Individual Welcome to a
Brand You World
131
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
132
In a global economy, the government cannot give
anybody a guaranteed success story, but you can
give people the tools to make the most of their
own lives. WJC, from Philip Bobbitt, The Shield
of Achilles War, Peace, and the Course of History
133
My ancestors were printers in Amsterdam from
1510 or so until 1750, and during that entire
time they didnt have to learn anything
new.Peter Drucker, Business 2.0 (08.22.00)
134
Knowledge becomes obsolete incredibly fast. The
continuing professional education of adults is
the No. 1 industry in the next 30 years mostly
on line.Peter Drucker,Business 2.0
(22August2000)
135
Edward Jones Training Machine146
hours/employee/yearNew hires 4X avg.3.8 of
payroll 1, The 100 Best Companies To Work
For/Fortune/01.2003
136
Invent. Reinvent. Repeat.Source HP banner ad
137
Personal Brand Equity Evaluation

• I am known for 2 to 3 things next year at this
  time Ill also be known for 1 more thing.
• My current Project is challenging me
• New things Ive learned in the last 90 days
  include
• My public recognition program consists of
• Additions to my Rolodex in the last 90 days
  include
• My resume is discernibly different from last
  years at this time

138
The Rule of PositioningIf you cant describe
your position in eight words or less, you dont
have a position. Jay Levinson and Seth
Godin, Get What You Deserve!
139
You are the storyteller of your own life, and
you can create your own legend or not.Isabel
Allende
140
12. Boss Job One The Talent Obsession.
141
When land was the scarce resource, nations
battled over it. The same is happening now for
talented people.Stan Davis Christopher
Meyer, futureWEALTH
142
Age of AgricultureIndustrial AgeAge of
Information IntensificationAge of Creation
IntensificationSource Murikami Teruyasu,
Nomura Research Institute
143
Brand Talent.
144
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
145
From 1, 2 or youre out JW to Best
Talent in each industry segment to build best
proprietary intangibles EMSource Ed
Michaels, War for Talent
146
Where do good new ideas come from? Thats
simple! From differences. Creativity comes from
unlikely juxtapositions. The best way to maximize
differences is to mix ages, cultures and
disciplines.Nicholas Negroponte
147
CM Prof Richard Florida on Creative Capital
You cannot get a technologically innovative
place unless its open to weirdness, eccentricity
and difference.Source New York
Times/06.01.2002
148
The Cracked Ones Let in the LightOur business
needs a massive transfusion of talent, and
talent, I believe, is most likely to be found
among non-conformists, dissenters and
rebels.David Ogilvy
149
Talent Department
150
People DepartmentCenter for Talent
ExcellenceSeriously Cool People Who Recruit
Develop Seriously Cool PeopleEtc.
151
13. Brand Talent Addressing the Education
Fiasco. (American Style.)
152
My education was a prolonged and concerted
attack on my individuality. Neil Crofts,
Authentic
153
J. D. Rockefellers General Education Board
(1906) In our dreams people yield themselves
with perfect docility to our molding hands. The
task is simple. We will organize children and
teach them in a perfect way the things their
fathers and mothers are doing in an imperfect
way.John Taylor Gatto, A Different Kind of
Teacher
154
My wife and I went to a kindergarten
parent-teacher conference and were informed that
our budding refrigerator artist, Christopher,
would be receiving a grade of Unsatisfactory in
art. We were shocked. How could any childlet
alone our childreceive a poor grade in art at
such a young age? His teacher informed us that he
had refused to color within the lines, which was
a state requirement for demonstrating
grade-level motor skills. Jordan Ayan, AHA!
155
How many artists are there in the room? Would
you please raise your hands. FIRST GRADE En
masse the children leapt from their seats, arms
waving. Every child was an artist. SECOND GRADE
About half the kids raised their hands, shoulder
high, no higher. The hands were still. THIRD
GRADE At best, 10 kids out of 30 would raise a
hand, tentatively, self-consciously. By the time
I reached SIXTH GRADE, no more than one or two
kids raised their hands, and then ever so
slightly, betraying a fear of being identified by
the group as a closet artist. The point is
Every school I visited was participating in the
suppression of creative genius.Gordon
MacKenzie, Orbiting the Giant Hairball A
Corporate Fools Guide to Surviving with Grace
156
Ye gads Thomas Stanley has not only found no
correlation between success in school and an
ability to accumulate wealth, hes actually found
a negative correlation. It seems that
school-related evaluations are poor predictors of
economic success, Stanley concluded. What did
predict success was a willingness to take risks.
Yet the success-failure standards of most schools
penalized risk takers. Most educational systems
reward those who play it safe. As a result, those
who do well in school find it hard to take risks
later on.Richard Farson Ralph Keyes, Whoever
Makes the Most Mistakes Wins
157
VII. NEW BUSINESS (NEW) BRAND INSIDE RULES
158
14. THINK WEIRD the HVA/ High Value Added
Bedrock.
159
Saviors-in-WaitingDisgruntled
CustomersOff-the-Scope CompetitorsRogue
EmployeesFringe SuppliersWayne Burkan, Wide
Angle Vision Beat the Competition by Focusing on
Fringe Competitors, Lost Customers, and Rogue
Employees
160
CUSTOMERS Future-defining customers may account
for only 2 to 3 of your total, but they
represent a crucial window on the
future.Adrian Slywotzky, Mercer Consultants
161
If you worship at the throne of the voice of
the customer, youll get only incremental
advances.Joseph Morone, President, Bentley
College
162
COMPETITORS The best swordsman in the world
doesnt need to fear the second best swordsman in
the world no, the person for him to be afraid of
is some ignorant antagonist who has never had a
sword in his hand before he doesnt do the thing
he ought to do, and so the expert isnt prepared
for him he does the thing he ought not to do and
often it catches the expert out and ends him on
the spot. Mark Twain
163
To grow, companies need to break out of a
vicious cycle of competitive benchmarking,
imitation and pursuit. W. Chan Kim Renee
Mauborgne, Think for Yourself Stop Copying a
Rival, Financial Times/08.11.03
164
The short road to ruin is to emulate the methods
of your adversary. Winston Churchill
165
Employees Are there enough weird people in the
lab these days?V. Chmn., pharmaceutical house,
to a lab director (06.01)
166
Suppliers There is an ominous downside to
strategic supplier relationships. An SSR supplier
is not likely to function as any more than a
mirror to your organization. Fringe suppliers
that offer innovative business practices need not
apply. Wayne Burkan, Wide Angle Vision Beat
the Competition by Focusing on Fringe
Competitors, Lost Customers, and Rogue Employees
167
Boards Extremely contentious boards that regard
dissent as an obligation and that treat no
subject as undiscussable Jeffrey Sonnenfeld,
Yale School of Management
168
The Bottleneck is at the Top of the
BottleWhere are you likely to find people
with the least diversity of experience, the
largest investment in the past, and the greatest
reverence for industry dogma? At the top!
Gary Hamel, Strategy or Revolution/ Harvard
Business Review
169
We become who we hang out with!
170
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!
171
Innovation Index How many of your Top 5
Strategic Initiatives score 7 or higher (out of
10) on a Weirdness/Profundity Scale?
172
VIII(. NEW BUSINESS. NEW LEADERSHIP.
173
15. The Passion Imperative The Leadership50
174
The Basic Premise.
175
1. Leadership Is a Mutual Discovery Process.
176
Ninety percent of what we call management
consists of making it difficult for people to get
things done. P.D.
177
I dont know.
178
Quests!
179
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.
180
The Leadership Types.
181
2. Great Leaders on Snorting Steeds Are Important
but Great Talent Developers (Type I Leadership)
are the Bedrock of Organizations that Perform
Over the Long Haul.
182
Whoops Jack didnt have a vision!
183
3. But Then Again, There Are Times When This
Cult of Personality (Type II Leadership) Stuff
Actually Works!
184
A leader is a dealer in hope.Napoleon
(TPs writing room pics)
185
4. Find the Businesspeople! (Type III
Leadership)
186
I.P.M. (Inspired Profit Mechanic)
187
5. All Organizations Need the Golden Leadership
Triangle.
188
The Golden Leadership Triangle (1)
Creator-Visionary (2) Talent Fanatic-Mentor-V.C.
(3) Inspired Profit Mechanic.
189
The Essential Tension Keeper of the
Flame of Creation (Brahma Creator)
Keeper of the Flame of Preservation (Vishnu
Preserver) Keeper of the Flame of
Destruction (Shiva Destroyer)
190
6. Leadership Mantra 1 IT ALL DEPENDS!
191
Renaissance Men are a snare, a myth, a delusion!
192
7. The Leader Is Rarely/Never the Best Performer.
193
The Leadership Dance.
194
8. Leaders SHOW UP!
195
A body can pretend to care, but they cant
pretend to be there. Texas Bix Bender
196
9. Leaders LOVE the MESS!
197
If things seem under control, youre just not
going fast enough.Mario Andretti
198
10. Leaders DO!
199
The Kotler Doctrine1965-1980
R.A.F.(Ready.Aim.Fire.)1980-1995
R.F.A.(Ready.Fire!Aim.)1995-????
F.F.F.(Fire!Fire!Fire!)
200
11. Leaders Re-do.
201
If Microsoft is good at anything, its avoiding
the trap of worrying about criticism. Microsoft
fails constantly. Theyre eviscerated in public
for lousy products. Yet they persist, through
version after version, until they get something
good enough. Then they leverage the power theyve
gained in other markets to enforce their
standard.Seth Godin, Zooming
202
12. BUT Leaders Know When to Wait.
203
Tex Schramm The too hard box!
204
13. Leaders Are Optimists.
205
Hackneyed but none the less true LEADERS SEE
CUPS AS HALF FULL.
206
Half-full Cups Ronald Reagan radiated an
almost transcendent happiness.Lou Cannon,
George (08.2000)
207
14. Leaders DELIVER!
208
Leaders dont want to win. Leaders need to
win.49
209
It is no use saying We are doing our best. You
have got to succeed in doing what is necessary.
WSC
210
15. BUT Leaders Are Realists/Leaders Win
Through LOGISTICS!
211
16. Leaders FOCUS!
212
To Dont List
213
17. Leaders Set CLEAR DESIGN SPECS.
214
Danger S.I.O. (Strategic Initiative Overload)
215
JackWorld/1_at_T (1) Neutron Jack. (Banish
bureaucracy.) (2) 1, 2 or out Jack. (Lead or
leave.) (3) Workout Jack. (Empowerment, GE
style.) (4) 6-Sigma Jack. (5) Internet Jack.
(Throughout) TALENT JACK!
216
18. Leaders Send V-E-R-Y Clear Signals About
Design Specs!
217
Ridin with Roger What have you done to
DRAMATICALLY IMPROVE quality in the last 90 days?
218
If It Aint Broke Break It.
219
19. Leaders FORGET!/Leaders DESTROY!
220
ForgetgtLearnThe problem is never how to get
new, innovative thoughts into your mind, but how
to get the old ones out.Dee Hock
221
Cortez!
222
20. BUT Leaders Have to Deliver, So They Worry
About Throwing the Baby Out with the Bathwater.

223
Damned If You Do, Damned If You Dont, Just
Plain Damned.Subtitle in the chapter, Own Up
to the Great Paradox Success Is the Product of
Deep Grooves/ Deep Grooves Destroy Adaptivity,
Liberation Management (1992)
224
21. Leaders HONOR THE USURPERS.
225
Saviors-in-WaitingDisgruntled
CustomersUpstart CompetitorsRogue
EmployeesFringe SuppliersWayne Burkan, Wide
Angle Vision
226
22. Leaders Make Lotsa Mistakes and MAKE NO
BONES ABOUT IT!
227
Fail faster. Succeed sooner.David Kelley/IDEO
228
23. Leaders Make BIG MISTAKES!
229
Reward excellent failures. Punish mediocre
successes.Phil Daniels, Sydney exec (and, de
facto, Jack)
230
Create.
231
24. Leaders Know that THERES MORE TO LIFE THAN
LINE EXTENSIONS. Leaders Love to CREATE NEW
MARKETS.
232
No one ever made it into the Business Hall of
Fame on a record of line extensions.
233
Acquisitions are about buying market share. Our
challenge is to create markets. There is a big
difference. Peter Job, CEO, Reuters

234
25. Leaders Make Their Mark / Leaders Do
Stuff That Matters
235
I never, ever thought of myself as a
businessman. I was interested in creating things
I would be proud of. Richard Branson
236
Legacy!
237
CEO Assignment2002 (Bermuda) Please leap
forward to 2007, 2012, or 2022, and write a
business history of Bermuda. What will have been
said about your company during your tenure?
238
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?
239
26. Leaders Push Their Organizations W-a-y Up the
Value-added/ Intellectual Capital Chain
240
09.11.2000 HP bids 18,000,000,000for
PricewaterhouseCoopersConsulting business!
241
27. Leaders LOVE the New Technology!
242
100 square feet
243
28. Needed? Type IV Leadership Technology
Dreamer-True Believer
244
The Golden Leadership Quadrangle (1)
Creator-Visionary (2) Talent Fanatic-Mentor-V.C.
(3) Inspired Profit Mechanic. (4) Technology
Dreamer-True Believer
245
Talent.
246
29. When It Comes to TALENT Leaders Always
Swing for the Fences!
247
30. Leaders Dont Create Followers THEY CREATE
LEADERS!
248
I start with the premise that the function of
leadership is to produce more leaders, not more
followers.Ralph Nader
249
31. Leaders Win Followers Over
250
WHAT AN IDIOT Instead of employees being in the
drivers seat, now were in the drivers seat.
251
PJ Coaching is winning players over.
252
Passion.
253
32. Leaders Out Their PASSION!
254
G.H. Create a cause, not a business.
255
33. Leaders Know ENTHUSIASM BEGETS ENTHUSIASM!
256
BZ I am a Dispenser of Enthusiasm!
257
You cant behave in a calm, rational manner.
Youve got to be out there on the lunatic
fringe. Jack Welch, on GEs quality program
258
Im looking for insane commitment. Twyla
Tharp, The Creative Habit
259
34. Leaders Are in a Hurry
260
35. Leaders Focus on the SOFT STUFF!
261
Soft Is Hard- ISOE
262
Message Leadership is all about love! Passion,
Enthusiasms, Appetite for Life, Engagement,
Commitment, Great Causes Determination to Make
a Damn Difference, Shared Adventures, Bizarre
Failures, Growth, Insatiable Appetite for
Change. Otherwise, why bother? Just read
Dilbert. TPs final words CYNICISM SUCKS.
263
The Job of Leading.
264
36. Leaders Know Its ALL SALES ALL THE TIME.
265
TP If you dont LOVE SALES find another life.
(Dont pretend youre a leader.) (See TPs
The Project50.)
266
37. Leaders LOVE POLITICS.
267
TP If you dont LOVE POLITICS find another
life. (Dont pretend youre a leader.)
268
38. But Leaders Also Break a Lot of China
269
39. Leaders Give RESPECT!
270

• 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

271
Amen!What creates trust, in the end, is the
leaders manifest respect for the followers.
Jim OToole, Leading Change
272
40. Leaders Say Thank You.
273
The two most powerful things in existence a
kind word and a thoughtful gesture.Ken
Langone, CEO, Invemed Associates from Ronna
Lichtenberg, Its Not Business, Its Personal
274
41. Leaders Are Curious.
275
TP/08.2001 The Three Most Important Letters
WHY?
276
42. Leadership Is a Performance.
277
It is necessary for the President to be the
nations No. 1 actor.FDR
278
43. Leaders Are The Brand
279
You must be the change you wish to see in the
world.Gandhi
280
44. Leaders Have a GREAT STORY!
281
A key perhaps the key to leadership is
the effective communication of a story.Howard
Gardner Leading Minds An Anatomy of Leadership
282
Introspection.
283
45. Leaders Enjoy Leading.
284
Warren, I know you want to be president. But
do you want to do president?
285
46. Leaders KNOW THEMSELVES.
286
Individuals (would-be leaders) cannot engage in a
liberating mutual discovery process unless they
are comfortable with their own skin. (Leaders
who are not comfortable with themselves become
petty control freaks.)
287
47. But Leaders have MENTORS.
288
The Word According to TP Upon having the
Leadership Mantle placed upon ones head, he
shall never hear the unvarnished truth again!
(Therefore, he needs one faithful compatriot to
lay it on with no jelly.)
289
48. Leaders Take Breaks.
290
Zombie!Zombie!Zombie!Zombie!
291
The End Game.
292
49. Leaders ???
293
Leadership is the PROCESS of ENGAGING PEOPLE in
CREATING a LEGACY of EXCELLENCE.
294
Its only business, not personal IT ALWAYS
IS PERSONAL.
295
LEADERS NEED TO BE THE ROCK OF GIBRALTAR ON
ROLLER BLADES
296
50. Leaders Know WHEN TO LEAVE!
297
Sir Richards RulesFollow your
passions.Keep it simple.Get the best people
to help you.Re-create yourself.Play.Source
Fortune/10.03
298
Successful Businesses Dozen Truths TPs
30-Year Perspective1. Insanely Great Quirky
Talent.2. Disrespect for Tradition.3. Totally
Passionate (to the Point of Irrationality) Belief
in What We Are Here to Do.4. Utter
Disbelief at the BS that Marks Normal Industry
Behavior.5. A Maniacal Bias for Execution and
Utter Contempt for Those Who Dont Get
It.6. Speed Demons.7. Up or Out. (Meritocracy
Is Thy Name. Sycophancy Is Thy Scourge.)8.
Passionate Hatred of Bureaucracy.9. Willingness
to Lead the Customer and Take the Heat
Associated Therewith. (Mantra Satan Invented
Focus Groups to Derail True Believers.)10.
Reward Excellent Failures. Punish Mediocre
Successes. 11. Courage to Stand Alone on Ones
Record of Accomplishment Against All the
Forces of Conventional Wisdom.12. A Crystal
Clear Understanding of Brand Power.
299
T. J. Peters 1942 2--- HE WOULDA DONE
SOME REALLY COOL STUFF BUT HIS BOSS
WOULDNT LET HIM!
300
T. J. Peters 1942 2--- HE WAS A PLAYER!
301
It is the foremost taskand responsibilityof
our generation to re-imagine our enterprises,
private and public. from the Foreword,
Re-imagine Business Excellence in a Disruptive
Age
302
The Re-imagineers Credo or, Pity the Poor
BrownTechnicolor Times demand Technicolor
Leaders and Boards who recruit Technicolor
People who are sent on Technicolor Quests to
execute Technicolor (WOW!) Projects in
partnership with Technicolor Customers and
Technicolor Suppliers all of whom are in
pursuit of Technicolor Goals and Aspirations
fit for Technicolor Times.WSC
303
Thank You!