Welcome to Tom Peters PowerPoint World! Beyond the set of slides here, you will find at tompeters.com the last eight years of presentations, a basketful of Special Presentations, and, above all, Toms constantly updated Master Presentationfrom which most of the slides in this presentation are drawn. There are about 3,500 slides in the 7-part Master Presentation. The first five chapters constitute the main argument: Part I is context. Part II is devoted entirely to innovationthe sine qua non, as perhaps never before, of survival. In earlier incarnations of the master, innovation stuff was scattered throughout the presentation now it is front and center and a stand-alone. Part III is a variation on the innovation themebut it is organized to examine the imperative (for most everyone in the developed-emerging world) of an ultra high value-added strategy. A value-added ladder (the ladder configuration lifted with gratitude from Joe Pine and Jim Gilmores Experience Economy) lays out a specific logic for necessarily leaving commodity-like goods and services in the dust. Part IV argues that in this age of micro-marketing there are two macro-markets of astounding size that are dramatically under- attended by all but a few; namely women and boomers-geezers. Part V underpins the overall argument with the necessary bedrockTalent, with brief consideration of Education & Healthcare. Part VI examines Leadership for turbulent times from several angles. Part VII is a collection of a dozen Listssuch as Toms Irreducible 209, 209 things Ive learned along the way. Enjoy! Download! Stealthats the whole point!

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Tom Peters X25* EXCELLENCE. ALWAYS. World Marketing and Innovation Forum Ferrovial/19 November 2007 *In Search of Excellence

#1

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

If Not Excellence, What? What?

#2

25

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

#3-4

Conrad Hilton, at a gala celebrating his life, was asked, What was the most important lesson youve learned in your long and distinguished career? His immediate answer: remember to tuck the shower curtain inside the bathtub

Execution is strategy. Fred Malek

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

Realism is the heart of execution. Larry Bossidy & Ram Charan/Execution: The Discipline of Getting Things DoneRealism is the heart of execution. Larry Bossidy & Ram Charan/Execution: The Discipline of Getting Things Done

TGR TGR

Experiences are as distinct from services as services are from goods. 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

Candy in Singapore (Operational Excellence+)

Disneys Parking Lot Attendants = Alpha and Omega

C X O C X O* *Chief e X perience Officer

First Step (?!): Hire a theater director, as a consultant or FTE!

#5

one idea one idea

you only find oil if you drill wells. 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

We made mistakes, of course. Most of them were omissions we didnt think of when we initially wrote the software. We fixed them by doing it over and over, again and again. We do the same today. While our competitors are still sucking their thumbs trying to make the design perfect, were already on prototype version # 5. By the time our rivals are ready with wires and screws, we are on version ready with wires and screws, we are on version # 10. It gets back to planning versus acting: We act from day one; others plan how to plan for months. Bloomberg by Bloomberg # 10. It gets back to planning versus acting: We act from day one; others plan how to plan for months. Bloomberg by Bloomberg

#6

The last word: There is no last word.

Headline, Wall Street Journal, 3 October 2007: Wal*Mart Era Wanes Amid Big Shifts In Retail: Rivals Find Strategies To Defeat Low Prices; World Has Changed Sentence #1: The Wal*Mart Era, the retailers time of overwhelming business and social influence in America, is drawing to a close.

Buy a very large one and just wait. 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

Dick Kovacevich: You dont get better by being bigger. You get worse.

Mr. Foster and his McKinsey colleagues collected detailed performance data stretching back 40 years for 1,000 U.S. companies. They found that none of the long- term survivors managed to outperform the market. Worse, the longer companies had been in the database, the worse they did. Financial Times

C.E.O. C.D.O. C.E.O. to C.D.O.

#7

TP: TP: How to flush $500,000 down the toilet in one easy lesson!!

People! People!

Wegmans

#1/100 Best Companies to Work for /2005

Brand = Talent.

#7a

Leadersdo people. Period. Leadersdo people. Period. Anon.

LeadersSERVE people. Period. LeadersSERVE people. Period. inspired by Robert Greenleaf

Employee retention & satisfaction: overwhelmingly, based on their immediate manager! Source: Marcus Buckingham & Curt Coffman, First, Break All the Rules: What the Worlds Greatest Managers Do Differently

#8

Strive for Excellence. Ignore success. Strive for Excellence. Ignore success. Bill Young, race car driver (courtesy Andrew Sullivan)

Excellence1982: The Bedrock Eight Basics 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 Properties

Breakthrough 82* People! People!Customers!Action!Values! *In Search of Excellence

2007. SEPTEMBER. SYDNEY. DRUCKER TRIBUTE.

I have always believed that the purpose of the corporation is to be a blessing to the employees. * Boyd Clarke I have always believed that the purpose of the corporation is to be a blessing to the employees. * Boyd Clarke *TP: An organization is, in fact and after all is said and done, a/the house in which most of us live most of the time. is said and done, a/the house in which most of us live most of the time.

Organizations exist to serve. Period. Leaders live to serve. Period. Passionate servant leaders, determined to create a legacy of earthshaking transformation in their domain create/must necessarily create organizations which are … no less than Cathedrals in which the full and awesome power of the Imagination and Spirit and native Entrepreneurial flair of diverse individuals is unleashed … In passionate pursuit of jointly perceived soaring purpose and personal and community and client service Excellence.

The role of the Director is to create a space where the actors and actresses can become more than theyve ever been before, more than theyve dreamed of being. Robert Altman, Oscar acceptance speech

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

#9

Hard Is Soft Soft Is Hard

Hard Is Soft (Plans, # s ) Soft Is Hard (people, customers, values, relationships))

it is the game. 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

#10a

Hard Is Soft Soft Is Hard

95%

What I learned from my years as a hostage negotiator is that we do not have to feel powerlessand that bonding is the antidote to the hostage situation. George Kohlrieser, Hostage at the Table

#9b

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

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-making 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-making Source: Horacio Falcao, Cover story/May 2006, World Business, Say It Like a Woman: Why the 21 st -century negotiator will need the female touch

#9c

Hard Is Soft Soft Is Hard

R.O.I.R.

R eturn O n I nvestment In R elationships

Courtesies of a small and trivial character are the ones which strike deepest in the grateful and appreciating heart.Courtesies of a small and trivial character are the ones which strike deepest in the grateful and appreciating heart. Henry Clay

THE PROBLEM IS RARELY/NEVER THE PROBLEM. THE RESPONSE TO THE PROBLEM INVARIABLY ENDS UP BEING THE REAL PROBLEM THE PROBLEM IS RARELY/NEVER THE PROBLEM. THE RESPONSE TO THE PROBLEM INVARIABLY ENDS UP BEING THE REAL PROBLEM.

Im really sorry. Im really sorry.

#10

Dont forget the it!

It suddenly occurred to me …

It suddenly occurred to me that in the space of two or three hours he never talked about cars. Les Wexner It suddenly occurred to me that in the space of two or three hours he never talked about cars. Les Wexner

I never, ever thought of myself as a businessman. I was simply interested in creating things I would be proud of. I never, ever thought of myself as a businessman. I was simply interested in creating things I would be proud of.Richard Branson

#10A

Who buys it I: Sunset for men!

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

Women are the majority market Fara Warner/The Power of the Purse

Home Furnishings … 94% Vacations … 92% Houses … 91% D.I.Y. … 80% Consumer Electronics … 51% Cars … 68% (90%) All consumer purchases … 83% Bank Account … 89% Household investment decisions … 67% Small business loans/biz starts … 70% Health Care … 80% ????????? Home Furnishings … 94% Vacations … 92% (Adventure Travel … 70%/ $55B travel equipment) Houses … 91% D.I.Y. (major home projects) … 80% Consumer Electronics … 51% (66% home computers) Cars … 68% (90%) All consumer purchases … 83% Bank Account … 89% Household investment decisions … 67% Small business loans/biz starts … 70% Health Care … 80%

The Perfect Answer Jill and Jack buy slacks in black…

10 UNASSAILABLE REASONS WOMEN RULE Women Women Women make [all] the financial decisions. Women control [all] the wealth. Women Women [substantially] outlive men. Women Women start most of the new businesses. Womens Womens work force participation rates have soared worldwide. Women Women are closing in on same pay for same job. Women Women are penetrating senior ranks rapidly [even if the pace is slow for the corner office per se]. Womens Womens leadership strengths are exceptionally well aligned with new organizational effectiveness imperatives. Women Women are better salespersons than men. Women Women buy [almost] everythingcommercial as well as consumer goods. So what exactly is the point of men?

#10B

Who buys it II: Sunrise for old folks!

!!!!!!!!!!!!!!!!! People turning 50 today have more than half of their adult life ahead of them. People turning 50 today have more than half of their adult life ahead of them. Bill Novelli, 50+: Igniting a Revolution to Reinvent America

18-44: -1% 55+: +21% (55-64: +47% ) Stats 18-44: -1% 55+: +21% (55-64: +47% )

We are the Aussies & Kiwis & Americans & Canadians. We are the Western Europeans & Japanese. We are the fastest growing, the biggest, the wealthiest, the boldest, the most (yes) ambitious, the most experimental & exploratory, the most different, the most indulgent, the most difficult & demanding, the most service & experience obsessed, the most vigorous, (the least vigorous,) the most health conscious, the most female, the most profoundly important commercial market in the history of the worldand we will be the Center of your universe for the next twenty- five years. We have arrived!

#11

If Not Excellence, What? What?