Tom Peters’ Leadership 40 Leading in Totally Screwed-Up Times APTA/Salt Lake/30September2003

“Uncertainty is the only thing to be sure of. –Anthony Muh, head of investment in Asia, Citigroup Asset Management “If you don’t like change, you’re going to like irrelevance even less.” —General Eric Shinseki, Chief of Staff, U. S. Army

The Basic Premise.

1. Leadership Is a … Mutual Discovery Process.

“I don’t know.”

2. Leaders Try … Not to Screw Things Up

“ Ninety percent of what we call ‘management’ consists of making it difficult for people to get things done.” – P.D.

The Leadership Types.

3. 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.

25/8/53

4. But Then Again, There Are Times When This “Cult of Personality” (Type II Leadership) Stuff Actually Works!

“A leader is a dealer in hope.” Napoleon (+TP’s writing room pics)

5. Find the “Businesspeople”! (Type III Leadership)

I.P.M. (Inspired Profit Mechanic)

6. All Organizations Need the Golden Leadership Triangle.

The Golden Leadership Triangle: (1) Talent Fanatic … (2) Visionary … (3) Inspired Profit Mechanic.

7. The Leader Is Rarely/Never the Best Performer.

33 Division Titles. 26 League Pennants. 14 World Series: Earl Weaver—0. Tom Kelly—0. Jim Leyland—0. Walter Alston—1AB. Tony LaRussa—132 games, 6 seasons. Tommy Lasorda—P, 26 games. Sparky Anderson—1 season.

The Leadership Dance.

8. Leaders … SHOW UP!

Rudy!

9. Leaders … LOVE the MESS!

“If things seem under control, you’re just not going fast enough.” Mario Andretti

10. Leaders DO!

The Kotler Doctrine: : R.A.F. (Ready.Aim.Fire.) : R.F.A. (Ready.Fire!Aim.) 1995-????: F.F.F. (Fire!Fire!Fire!)

11. Leaders Re -do.

“If Microsoft is good at anything, it’s avoiding the trap of worrying about criticism. Microsoft fails constantly. They’re eviscerated in public for lousy products. Yet they persist, through version after version, until they get something good enough. Then they leverage the power they’ve gained in other markets to enforce their standard.” Seth Godin, Zooming

12. BUT … Leaders Know When to Wait.

Tex Schramm: The “too hard” box!

13. Leaders … DELIVER!

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

14. Leaders Are … Optimists.

Hackneyed but none the less true: LEADERS SEE CUPS AS “HALF FULL.”

Half-full Cups: “[Ronald Reagan] radiated an almost transcendent happiness.” Lou Cannon, George ( )

15. BUT … Leaders Are Realists/Leaders Win Through LOGISTICS!

The “Gus [Pagonis] Imperative”!

16. Leaders FOCUS!

“To Don’t ” List

Danger: S.I.O. (Strategic Initiative Overload)

It’s Relationships, Stupid.

17. Leaders Trust in TRUST !

Credibility !

18. Leaders Know … Women Roar/ Women Rule.

“AS LEADERS, WOMEN RULE: New Studies find that female managers outshine their male counterparts in almost every measure” Title, Special Report, Business Week,

If It Ain’t Broke … Break It.

19. Leaders … FORGET!/ Leaders … DESTROY!

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

20. Leaders … HONOR THE USURPERS.

Saviors-in-Waiting Disgruntled Customers Upstart Competitors Rogue Employees Fringe Suppliers Wayne Burkan, Wide Angle Vision

21. Leaders Make [Lotsa] Mistakes – and MAKE NO BONES ABOUT IT!

Sam’s Secret #1!

22. Leaders Make … BIG MISTAKES!

“Reward excellent failures. Punish mediocre successes.” Phil Daniels, Sydney exec (and, de facto, Jack)

Create.

23. Leaders … Make Their Mark / Leaders … Do Stuff That Matters

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

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. Michelangelo

Trends.

24. Leaders “Get” the … Big2 Trends

Trends I: Women Roar.

????????? Home Furnishings … 94% Vacations … 92% (Adventure Travel … 70%/ $55B travel equipment) Houses … 91% D.I.Y. (“home projects”) … 80% Consumer Electronics … 51% Cars … 60% (90%) All consumer purchases … 83% Bank Account … 89% Health Care … 80%

Read This Book … EVEolution: The Eight Truths of Marketing to Women Faith Popcorn & Lys Marigold

EVEolution: Truth No. 1 Connecting Your Female Consumers to Each Other Connects Them to Your Brand

“The ‘Connection Proclivity’ in women starts early. When asked, ‘How was school today?’ a girl usually tells her mother every detail of what happened, while a boy might grunt, ‘Fine.’ ” EVEolution

“Women don’t buy brands. They join them.” EVEolution

Trends II: Boomer Bonanza/ Godzilla Geezer.

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

“Marketers attempts at reaching those over 50 have been miserably unsuccessful. No market’s motivations and needs are so poorly understood.” — Peter Francese, founding publisher, American Demographics

“ ‘Age Power’ will rule the 21 st century, and we are woefully unprepared.” Ken Dychtwald, Age Power : How the 21 st Century Will Be Ruled by the New Old

New Model.

25. Leaders … Understand the Enormity of the White Collar Revolution.

E.g. … Jeff Immelt: 75% of “admin, back room, finance” “digitalized” in 3 years. Source: BW ( )

26. Leaders … Turn All Departments into “PSFs.”

Answer: PSF! [Professional Service Firm] Department Head to … Managing Partner, HR [IS, etc.] Inc.

27. Leaders Push Their Organizations W-a-y Up the Value-added/ Intellectual Capital Chain

“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)

28. Leaders Know that the “HVA/Solutions Revolution” rests upon creating … Awesome Experiences.

“ 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

“Club Med is more than just a ‘resort’; it’s a means of rediscovering oneself, of inventing an entirely new ‘me.’ ” Source: Jean-Marie Dru, Disruption

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

WHAT CAN BROWN DO FOR YOU?

Experience … Cirque du Soleil

DO YOU MEASURE UP?* *If not, why not?

Technology.

29. Leaders LOVE the New Technology!

100 square feet

Talent.

30. When It Comes to TALENT … Leaders Always Swing for the Fences!

Message: Some people are better than other people. Some people are a helluva lot better than other people.

Passion.

31. Leaders Know: ENTHUSIASM BEGETS ENTHUSIASM!

BZ: “I am a … Dispenser of Enthusiasm!”

32. Leaders Focus on the SOFT STUFF!

“Soft” Is “Hard ” - ISOE

The “Job” of Leading.

33. Leaders Know It’s ALL SALES ALL THE TIME.

TP: If you don’t LOVE SALES … find another life. (Don’t pretend you’re a “leader.”) (See TP’s The Project50.)

Joe J. Jones 1942 – 2002 HE WOULDA DONE SOME REALLY COOL STUFF BUT … HIS BOSS WOULDN’T LET HIM!

34. Leaders Give … RESPECT!

“It was much later that I realized Dad’s 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

35. Leaders Say “ Thank You.”

“The two most powerful things in existence: a kind word and a thoughtful gesture.” Ken Langone, CEO, Invemed Associates [from Ronna Lichtenberg, It’s Not Business, It’s Personal]

36. But … Leaders Also Break a Lot of China

Characteristics of the “Also rans”* “Minimize risk” “Respect the chain of command” “Support the boss” “Make budget” *Fortune, article on “Most Admired Global Corporations”

37. Leaders … Are The Brand

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

38. Leaders … Have a GREAT STORY!

“A key – perhaps the key – to leadership is the effective communication of a story.” Howard Gardner Leading Minds: An Anatomy of Leadership

The End Game.

39. Leaders ??? :

“LEADERS NEED TO BE THE ROCK OF GIBRALTAR ON ROLLER BLADES”

40. Leaders Know WHEN TO LEAVE!

It is the foremost task— and responsibility— of our generation to re-imagine our enterprises, private and public. —from the Foreword, Re-imagine