Issue Y2K The Great War for Talent!

Issue Y2K The Great War for Talent!

Tom Peters Re-Imagine! Business Excellence in a Disruptive Age REI.Master.20September2005.Part #2 V. NEW BUSINESS.

NEW MARKETS. 15. Re-imagine the Customer I: Trends Worth Trillion$$$ Women Roar.

Re-imagine the Customer I: Trends Worth Trillion$$$ Women Roar. (Stop Being Such Damn Fools I.) Kodak Sharpens Digital Focus On Its Best Customers:

Women* Page 1 Headline/WSJ/0705 *TP: The Big Duh! ????????? 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% 1970-1998 Mens median income: +0.6% Womens median income: + 63% Source: Martha Barletta, Marketing to Women

Business Purchasing Power Purchasing mgrs. & agents: 51% HR: >>50% Admin officers: >50% Source: Martha Barletta, Marketing to Women 91% women:

ADVERTISERS DONT UNDERSTAND US. (58% ANNOYED.) Source: Greenfield Online for Arnolds Womens Insight Team (Martha Barletta, Marketing to Women) FemaleThink/ Popcorn & Marigold Men and women dont think the same way, dont communicate the

same way, dont buy for the same reasons. He simply wants the transaction to take place. Shes interested in creating a relationship. Every place women go, they make connections.

Resting State: 30%, 90%: A woman knows her childrens friends, hopes, dreams, romances, secret fears, what they are thinking, how they are feeling. Men are vaguely aware of some short people also living in the house. Barbara & Allan Pease, Why Men Dont Listen & Women Cant Read Maps

As a hunter, a man needed vision that would allow him to zero in on targets in the distance whereas a woman needed eyes to allow a wide arc of vision so that she could monitor any predators sneaking up on the nest. This is why modern men can find their way effortlessly to a distant pub, but can never find things in fridges, cupboards or drawers.

Barbara & Allan Pease, Why Men Dont Listen & Women Cant Read Maps Female hearing advantage contributes significantly to what is called womens intuition and is one of the reasons why a woman can read between the lines of what people say. Men, however, shouldnt despair.

They are excellent at imitating animal sounds. Barbara & Allan Pease, Why Men Dont Listen & Women Cant Read Maps Senses Vision: Men, focused; Women, peripheral. Hearing: Womens discomfort level I/2 mens.

Smell: Women >> Men. Touch: Most sensitive man < Least sensitive women. Source: Martha Barletta, Marketing to Women Women speak and hear a language of connection and intimacy, and men speak and hear a language of status and independence. Men communicate

to obtain information, establish their status, and show independence. Women communicate to create relationships, encourage interaction, and exchange feelings. Judy Rosener, Americas Competitive Secret Editorial/Men: Tables, rankings.* Editorial/Women:

that cohere.* *Redwood (UK) Narratives Initiate Purchase Men: Study facts & features. Women: Ask lots of people for

input. Source: Martha Barletta, Marketing to Women Thanks, Marti Barletta! A World of Difference Build Sales and Share by Tapping into

the Buying Power of Women T r e n d S i g h t Martha Barletta Author, Marketing to Women President & CEO, The TrendSight Group

Powered by Microsoft Office Live Meeting November 18, 2004 The Perfect Answer Jill and Jack buy slacks in black

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 One good thing about being a man is that men dont have to talk to each other.

Peter Cocotas Woman gets married: puts on weight, increases drinking, depressed Man gets married: weight stabilizes, drinking reduced, happy Source: Richard Scase

Women dont buy They join them. brands. EVEolution

2.6 vs. 21 Purchasing Patterns Women: Harder to convince; more loyal once convinced.

Men: Snap decision; fickle. Source: Martha Barletta, Marketing to Women Enterprise Reinvention! Recruiting Hiring/Rewarding/Promoting Structure Processes Measurement

Strategy Culture Vision Leadership THE BRAND/STORY ITSELF! Psssst! Wanna see

my porn collection? Not a Morality Play It is critical that we all understand that IBM is not marketing to women entrepreneurs because it is the thing to do, or even the right

thing to do. Were marketing to women entrepreneurs because it is a huge opportunity. Cherie Piebes U.S.A. Economic Story #1: 10.6M

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. 10. Womens Market = Opportunity No. 1. Rules for Marketing to Women *Women are not a minority *Beware stereotypes (Home Depot thought women influenced

home-improvement projects but didnt do home renovations) *Focusing on women DOES NOT TURN OFF MEN *Get direct feedback from women (it happens less than you think) *Beware age differences (todays young women like hot cars as much as young men this wasnt always the case)

*To target women, the brand does not need to be rebuilt, but repositioned Source: Investors Business Daily/06.13.05 Why? * Kodak Sharpens Digital Focus On Its Best

Customers: Women* Page 1 Headline/WSJ/0705 *TP: The Big Duh! Albertsons Gets It*

Albertsons CEO Larry Johnston ( a GE alum) on women in top slots: Women have insights into our customers that no manno matter how bright, no matter how hard workingcan match. Thats important when 85 percent of all consumer buying decisions made in our stores are made by women. Retail analyst Burt Flickinger calls the absence of women in top slots,

pre-Johnston, the companys tragic flaw. He adds, It was a bunch of old white guys making erroneous assumptions and erroneous conclusions about women and the multicultural consumers that make up the majority of Albertsons customers. *Only large global corporation with over 50% women (6 of 11) on its Board To be a leader in consumer products,

its critical to have leaders who represent the population we serve. Steve Reinemund/PepsiCo 7-Eleven Males: TAKE PLEDGE2005!

I PLEDGE THAT I WILL NEVER ENGAGE IN ANY SORT OF DISCUSSION OF PRODUCTS-SERVICES-EXPERIENCES THAT INCLUDE WOMEN AS CUSTOMERS-CLIENTS, UNLESS ONE THIRD OR MORE OF THOSE PRESENT & IN POSITIONS OF AUTHORITY ARE WOMEN. IN SUCH SETTINGS, I PLEDGE THAT I WILL WORK TIRELESSLY TO ENSURE THAT WOMENS VIEWS ARE HEARD FIRST & LAST AND ARE CLEARLY INCORPORATED IN A COMMANDING WAY IN ACTION PLANS. I PLEDGE THAT I WILL NOT SIGN OFF ON AN INITIATIVE

AIMED PRIMARILY AT WOMEN UNLESS WOMEN ARE ALMOST UNANIMOUSLY IN AGREEMENT. I FURTHER PLEDGE THAT I WILL BECOME A PIONEER IN GETTING WOMEN-CENTRIC VIEWS CLEARLY INTO THE MAINSTREAM. Customer is King: 4,440

Customer is Queen: 29 KR: The religious use of She! And even if they manage to get the age thing right,

[Marti] Barletta says companies still tend to screw up in fairly predictable ways when they add women to the equation. Too often, their first impulse is to paint the brand pink, lavishing their ads with flowers and bows, or, conversely, pandering with images of women warriors and other cheesy clichs. In other cases they use language intended to be empathetic that come across instead as borderline offensive. One bank

took out an ad saying, We recognize womens special needs, says Barletta. No offense, but doesnt that sound like the Special Olympics? Fast Company/03.04 In Dove Ads, Normal Is the New Beautiful

Headline, Advertising Age Doves Campaign Ads Are Raging Success Because They Are Aspirationable, But Doable* Dr Joyce Brothers/ Advertising Age articleheadline/08.05 *Unilever: For too long beauty has been defined by naqrrow, unattainable stereotypes. Its time to change all that because real beauty comes in many shapes, sizes, colors, and ages. Dr

Brothers: everyday people The disconnect between the Barby-esque model and the average woman begins to fade. looks vs beauty Unilever brand Doves use of six generously proportioned real women to promote its skin-firming preparations must qualify as one of the most talkedabout marketing decisions taken this summer. It was also one of the most successful: Since the campaign broke, sales of the firming lotion have gone

up 700 percent in the UK, 300 percent in Germany and 220 percent in the Netherlands. Financial Times/09.29.04

Real Women Have Curves, and Ads: Marketers Discover Railthin Models Arent Only Choice headline/USA Today/ 08.05 (c.f. Womens Fashion Fall 2005/NYT/09.05) Five Clichs of Women (as Portrayed by Advertisers) Perfect Mum

Alpha Female Fashionista Beauty Bunny Great Granny Source: The Independent /09.29.04 (on forthcoming First London Think Pink Conference) Secrets of Marketing to Women 1. Show her real women and relatable scenarios.

2. Focus on connection and teamwork. 3. Capture her imagination by using stories. 4. Make it multisensory. 5. Add the little extras. 6. Tap the emotional power of music. 7. Create customer evangelists. 8. Form brand alliances. Source: Lisa Johnson & Andrea Learned, Dont Think Pink: What Really Makes Women Buy and How to Increase Your

Share of This Crucial Market 16. Re-imagine the Customer II: Trends Worth Trillion$$$ Boomer Bonanza/ Godzilla Geezer.

Re-imagine the Customer II: Trends Worth Trillion$$$ Boomer Bonanza/ Godzilla Geezer. (Stop Being Such Damn Fools II.)

Subject: Marketers & Stupidity Its 18-44, stupid! Subject: Marketers & Stupidity 18-44 is stupid,

stupid! Or is it: 2000-2010 Stats 18-44: -1% 55+: +21% (55-64: +47%)

44-65: New Customer Majority * *45% larger than 18-43; 60% larger by 2010 Source: Ageless Marketing, David Wolfe & Robert Snyder 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 Boomers: Were not going gently. Were going the way our generation does

everything else. Research it. Make sure youre getting the best deal. Study the alternatives the way we studied alternative famlies and alternative diets and alternative religions. Baby Boomers Want Less Pain And More Grace Before That Good night, reads one headline James Atlas/ My Life in the Middle Ages

Boomers/78.6M: 30% higher spending per person in family ($19,000), vs younger families; center (45-54) has highest household income ($68,000) and highest household spending ($50,000); boomers have lowest poverty rate (7.6%); boomers still buying cool cars; etc. Source: Advertising Age/07.05

Top Franchises: Boomer-driven! *Comfort Keepers. Non-medical home care, such as running errands, doing the laundry, companionship. (472 franchises to date) *Liberty Fitness. Middle-aged (35-65) overweight women who want to avoid the generic fitness clubs. (65) *Sarah Adult Day Services. For seniors who dont need constant care. (27)

*Outdoor Lighting Perspectives. Aimed at boomers, especially in warmer climates, who are turning their homes into year-round vacation properties. (61) *Camp BowWow. Doggie day care, targeting affluent seniors who travel frequently. (52) *Verlo. Personalizes bed mattresses aimed at affluent boomers. (68) Source: CNNMoney/07/05)

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

Households headed by someone 40 or older enjoy 91% ($9.7T) of our populations net worth. The mature market is the dominant market in the U.S. economy, making the majority of expenditures in virtually

every category. Carol Morgan & Doran Levy, Marketing to the Mindset of Boomers and Their Elders 50+ $7T wealth (70%)/$2T annual income 50% all discretionary spending 79% own homes/40M credit card users 41% new cars/48% luxury cars

$610B healthcare spending/ 74% prescription drugs 5% of advertising targets Ken Dychtwald, Age Power: How the 21st Century Will Be Ruled by the New Old Median Household Net Worth

<35: $7K 35-44: $44K 45-54: $83K 55-64: $112K 65-69: $114K 70-74: $120K >74: $100K Source: U.S. Census

Focused on assessing the marketplace based on lifetime value (LTV), marketers may dismiss the mature market as headed The reality is that at 60 a person in the U.S. may enjoy 20 or 30 years of life. Carol Morgan &

to its grave. Doran Levy, Marketing to the Mindset of Boomers and Their Elders Dumb? Or Dumber? While Foxs overall ratings are down about 6% from last year, the network has moved from fourth place into first

among viewers from ages 18 to 49, which all the networks other than CBS define as the only competition that counts. New York Times/11.01.04 Marketers attempts at reaching those over 50 have been miserably unsuccessful. No markets

motivations and needs are so poorly understood.Peter Francese, founding publisher, American Demographics Possession Experiences /Desires for things/Young adulthood/to 38 Catered Experiences/ Desires to be served by others/Middle adulthood

Being Experiences/Desires for transcending experiences/Late adulthood Source: David Wolfe and Robert Snyder/Ageless Marketing Thanks to a rising tide of aging baby boomers determined to unwind and look good as long as they can, the U.S. spa business is

surging. In the past five years the number of spas has more than doubled to more than 12,000. The Wall Street Journal Europe/01.21.2005 Age Power will rule the 21 century, and we are woefully unprepared.

st Ken Dychtwald, Age Power: How the 21st Century Will Be Ruled by the New Old Road Signs of the Times: Creating an easier-to-read typeface for aging drivers The New York Times/ 01.21.2005

Sixty Is the New Thirty Cover/AARP/11.03 No: Target Marketing Yes:

Target Innovation & Target Delivery Systems Marketing to Women, Martha Barletta EVEolution: The Eight Truths of Marketing to Women, Faith Popcorn & Lys Marigold Ageless Marketing, David Wolfe & Robert Snyder

Marketing to the Mindset of Boomers and Their Elders, Carol Morgan & Doran Levy Selling Dreams: How to Make Any Product Irresistible, Gian Luigi Longinotti-Buitoni The Dream Society: How the Coming Shift from Information to Imagination Will Transform Your Business, Rolf Jensen Trading Up: The New American Luxury, Michael Silverstein & Neil Fiske

Bonus. The Hunch of a Lifetime: An Emergent (Market) Nexus I have a sense/hunch theres an interesting nexus among several of the ideas about New Market Realities that I promote namely Women-Boomers-WellnessGreen-Intangibles. Each one drives the Fundamental (Traditional) Economic Value Proposition toward the softer side: From facts- & figures-obsessed males toward relationship-oriented Women. From goods-driven youth toward experiences-craving Boomers. From quick-fix & pill-popping healthcare toward a holistically inclined Wellness Revolution. From mindless exploitation of

the Earths resources toward increased awareness of the fragility and preciousness of our Environment. From goods and services toward Design& Creativity-rich Intangibles-Experiences-Dreams Fulfilled. This so-called softer sideas the disparate likes of IBMs Sam Palmisano and Harley-Davidsons Rich Teerlink teach usis now & increasingly where the loot is, damn near all the loot. That is, the softer side has become the Prime Driver of tomorrows hard economic value. Furthermore, each of the Five Key Ideas (Women-BoomersWellness-Green-Intangibles) feeds off and complements the other four. Dare I use the word synergy? Perhaps. (Or: Of course!) I can imagine an enterprise defining its raison detre in terms of these Five Complementary Key Ideas. (HINT: DAMN FEW DO TODAY.)

An Emergent Nexus Men ..... Women Youth Boomers/Geezers Fix ItHealthcare... Wellness/Prevention Exploit-the-Earth ...... Preserve/Cherish the Planet Tangibles Intangibles Jeffrey Immelt Turns

Green. Has General Electric Gone Ecomad? cover story/Forbes/08.05 Toyota To Add 10 Hybrids To Lineup: Carmaker Projects 600,000* Sales Annually Headline/USA Today/08.05 *25% U.S. sales within this decade

Companies Step Up Wellness Efforts: Rising health costs provide incentive to promote healthier employee lifestyles headline/USA Today/08.05 Fastest growing demographic:

Single-person Households (>50% in the likes of London, Stockholm) Source: Richard Scase Building the Beisbol Brand cover story/NYT Magazine/07.25

(on GM Omar Minaya and the Mets) 2004 Hispanic population: 41.3M Hispanic population 2050: 24.4% Source: Advertising Age VI. NEW BUSINESS. NEW BEDROCK.

17. Re-imagine the Individual I: Welcome to a Brand You World Distinct or Extinct Globalization1.0: Countries globalizing (1492-1800) Globalization2.0: Companies globalizing (1800-2000)

Globalization3.0 : Individuals collaborating & competing globally (2000+) Source: Tom Friedman/The World Is Flat

1. Can someone overseas do it cheaper? 2. Can a computer do it faster? 3. Is what youre selling in demand in an age of abundance? Source: Dan Pink

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

The electrician knows! Steps: One busboy will become a Waiter. One waiter will become a Maitre D. One Maitre D will become a Restaurateur. One restaurateur will become World Famous. Message: IT

STARTS BY BECOMING THE BEST BUSBOY YOU CAN BE! You are the storyteller of your own life, and you can create your own

legend or not. Isabel Allende One of the defining characteristics [of the change] is that it will be less driven by countries or corporations and more driven by real people. It will unleash unprecedented creativity, advancement of knowledge, and

economic development. But at the same time, it will tend to undermine safety net systems and peanalize the unskilled. Clyde Prestowitz, Three Billion New Capitalists Advanced country workers with the same skills as Chinese or Indian workers will not be able to compete unless they are willing to accept Indian or Chinese wages. Moreover, in a

peculiar way, the playing field will tilt toward the two new giants of the global economy. The potential size of their markets, their endless supply of low-cost labor, the unique combination of many highly skilled but low paid professionals, and the investment incentives offered their governments will constitute an irresistible package that will attract investment away not only from the first world but from other developing countries as well. China, for example, could be a real problem for Mexico Clyde Prestowitz, Three Billion New Capitalists

The Rule of Positioning If you cant describe your position in eight words or less, you dont have a position. Jay Levinson and Seth Godin, Get What You Deserve!

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 R.D.A. Rate: 15%?, 25%? Therefore: Formal Investment Strategy/

R.I.P.* *Renewal Investment Plan 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 Have you invested as much this year* in your career as in your car? *Absolute$$$, % of Asset Value

Source: Molly Sargent 26.3 New Work SurvivalKit2005 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. Mistress 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!) TP & UA Ops Manager: National

service? Who knows? But we believe that every would-be leader should have waited table for at least two years! * *Customer service, make-each-Customer the Absolute Center of Attention at all times, pursue repeat business, take the blame from one and all, provision of scintillating experience, serve many masters (Client, Maitre d, chef, busboy, owner, etc), hustle but exude calm/grace, multi-task, sunny attitude no

matter how much shit has hit the fan, etc. Distinct or Extinct Make each day a Masterpiece! -JW

IN SILICON VALLEY IF YOU ARE NOT STOLEN AWAY BY SOME COMPANY EVERY FEW YEARS (OR MONTHS) YOU ARE NOT CONSIDERED A HOT PROPERTY. STABILITY IS A MARK OF

SHAME. Source: Juan Enriquez/As the Future Catches You It became clear to me as I listened to peoples stories over the years that work is where lives are really played out. More than in church, this is where we put our blood, sweat and tears. You spend years

getting educated and trained for work, then you go to work, then you recover from work, you raise kids hoping they get workand then life is over. If were going to look hard at impacting culture and history with values that are worth passing on, work is the place. Matthew Fox, Episcopal priest and author of The Reinvention of Work (worthwhile) Do one thing

every day that scares you. Eleanor Roosevelt A position is not an accomplishment. TP WOW!

The Project. Your Current Project? 1. Another days work/Pays the rent. 4. Of value. 7. Pretty Damn Cool/Definitely subversive.

10. WE AIM TO CHANGE THE WORLD. (Insane!/Insanely Great!/WOW!) This is the true joy of Life, the being used for a purpose recognized by yourself as a mighty one the being a force of Nature instead of a feverish,

selfish little clod of ailments and grievances complaining that the world will not devote itself to making you happy. GB Shaw/ Man and Superman (from Mike Ray, The Highest Goal) Your time is limited, so dont waste it living

someone elses life. Steve Jobs Stay Hungry. Stay Foolish. Steve Jobs Implementing

WOW for NonCEOs: The F4 Recipe. THE IDEA: Model F4 Find a Fellow Freak Faraway

Nobody gives you power. You just take it. Roseanne 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 Excellence, to me, is the state of grace that can descend only when one tunes

out all the worlds clamor, listens to an inward voice one recognizes as wiser than ones own, and transcribes without fear. Naomi Wolf We Live In A Brand You World

Tom Peters/12.22.2004 There is no job that is Americas God-given right anymore. Carly Fiorina/ HP/

01.07.2004 We live in a Brand You world. Tom Peters Nobody can prevent you from choosing to

be exceptional. Mark Sanborn, The Fred Factor To live is the rarest thing in the world. Most people exist, that is all. Oscar Wilde If I can reduce my work to

just a job I have to do, then I keep myself safely away from the losses to be endured in putting my hearts desires at stake. David Whyte, Crossing the Unknown Sea: Work as a Pilgrimage of Identity Make each day

a Masterpiece! -JW Make your life itself a creative work of art. Mike

Ray, The Highest Goal This is the true joy of Life, the being used for a purpose recognized by yourself as a mighty one the being a force of Nature instead of a feverish, selfish little clod of ailments and grievances complaining

that the world will not devote itself to making you happy. GB Shaw/ Man and Superman (from Mike Ray, The Highest Goal) If I can reduce my work to just a job I have to do, then I keep myself safely away from the losses to be endured in putting my

hearts desires at stake. David Whyte, Crossing the Unknown Sea: Work as a Pilgrimage of Identity Toward Firm Persuasion Then I asked: Does a firm persuasion that a thing is so make it so? He replied: All poets believe that it does, and in ages of

imagination this firm persuasion removed mountains; but many are not capable of a firm persuasion of anything. William Blake, The Marriage of Heaven and Hell (from David Whyte, Crossing the Unknown Sea: Work as a Pilgrimage of Identity) To have a firm persuasion in our workto feel that what

we do is right for ourselves and good for the world at exactly the same timeis one of the great triumphs of human existence David Whyte, Crossing the Unknown Sea: Work as a Pilgrimage of Identity The antidote to exhaustion is not

rest, it is wholeheartedness. David Whyte, Crossing the Unknown Sea: Work as a Pilgrimage of Identity All of our artistic and religious traditions take equally great pains to inform us that we must never mistake

a good career for good work. Life is a creative, intimate, unpredictable conversation if it is nothing elseand our life and our work are both the result of the way we hold that passionate conversation. David Whyte, Crossing the Unknown Sea: Work as a Pilgrimage of Identity To Be

somebody or to Do something BOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram) Tell me, what is it you plan to do with your one wild and precious

life? Mary Oliver Joe J. Jones 1942 2005 HE WOULDA DONE SOME REALLY COOL STUFF BUT HIS BOSS WOULDNT LET HIM!

T. J. Peters 1942 2--- HE WAS A PLAYER! My Kinda Folks! Tom Peters/0720.2005

My Kinda Folks!* *Do vs Be** (The task, not the title, is important) (**Military strategist extraordinaire Col John Boyd: 2 kinds of people. Do focus obsessively on the work itselfand damn the torpedoes. Be obsess on the politics, the rank, the next promotion or assignment.) *Intuitive > Purely logical. (Routinely make strange

connections) *Incredible passion for the work/Lingering idealism (though also cynicalparadox) *Persistent/Relentless (to a fault) *Like the long shots (Don Quixote-ish) *Stay on the case long after being ordered to drop it *See James Lee Burke, Ian Rankin, John Harvey, etc.

My Kinda Folks! *Cases no one else wants (hot potatoes, dead ends, political nightmares, unimportant victims) *Constant thorns in the side of bureaucracy!!!!!!!!!!!!!!!! *Repeatedly exiled to professional Siberia (so

annoyingly good and so annoying per se that others try to do him terminal professional harm) *Little in the way of career prospects *Have a Godfather (need internal protectionthough even protectors lose patience) *Work

mostly solo (Secretive) *Work old pals network to get info-leads beyond their charter My Kinda Folks! *Master of the End Run!

*Mentor (often to an incredibly talented young woman fighting the sexist culture) *Curmudgeonly *Often their own worst enemies *Drink too much *Dont work out enough *Sneak fast food

*Excessive work has estranged from family *More or less shabbily dressed *Drive shabby cars *Not money/security oriented (ant help themselves, just gotta get involved) My Kinda Folks! *Not money/security oriented (cant help themselves, just gotta get involved)

*Carry a secret/hidden motivator in their kit (e.g. someone close he feels he let down, leading to their death) *GET THE DAMN JOB DONE! (and dont expect/get much appreciation)

Getting to WOW Through Mastery of The Sales 25. The Sales25: Great Salespeople 1. Know the product. (Find cool mentors, and use them.)

2. Know the company. 3. Know the customer. (Including the customers consultants.) (And especially the corporate culture.) 4. Love internal politics at home and abroad. 5. Religiously respect competitors. (No badmouthing, no matter how provoked.) 6. Wire the customers org. (Relationships at all levels &

functions.) 7. Wire the home teams org. and vendors orgs. (INVEST Big Time time in relationships at all levels & functions.) (Take junior people in all functions to client meetings.) Its politics, stupid!

(Play or sit on the sidelines.) Great Salespeople 8. Never overpromise. (Even if it costs you your job.) 9. Sell only by solving problems-creating profitable opportunities. (Our product solves these problems, creates these unimagined INCREDIBLE opportunities, and will make you a ton of moneyheres exactly how.) (IS THIS A PRODUCT SALE OR A WOW-ORIGINAL SOLUTION YOULL BE DINING OFF

5 YEARS FROM NOW? THAT WILL BE WRITTEN UP IN THE TRADE PRESS?) 10. Will involve anybodyincluding mortal enemiesif it enhances the scope of the problem we can solve and increases the scope of the opportunity we can encompass. 11. Know the Brand Story cold; live the Brand Story. (If not, leave.)

Great Salespeople 12. Think Turnkey. (Its always your problem!) 13. Act as orchestra conductor: You are responsible for making the whole-damn-network respond. (PERIOD.) 14. Help the customer get to know the vendors organization & build up their Rolodex. 15. Walk away from bad business. (Even if it gets you fired.) 16. Understand the idea of a good loss. (A bold effort

thats sometimes better than a lousy win.) 17. Think those who regularly say Its all a price issue suffer from rampant immaturity & shrunken imagination. 18. Will not give away the store to get a foot in the door. 19. Are wary & respectful of upstartsthe real enemy. 20. Seek several cool customerswholl drag you into Tomorrowland.

If you dont listen, you dont sell anything. Carolyn Marland/MD/Guardian Group Great Salespeople 21. Use the word partnership obsessively, even though it is way overused. (Partnership includes folks at

all levels throughout the supply chain.) 22. Send thank you notes by the truckload. (NOT ENOTES.) (Most are for little things.) (50% of those notes are sent to those in our company!) Remember birthdays. Use the word we. 23. When you look across the table at the customer, think religiously to yourself: HOW CAN I MAKE THIS DUDE RICH & FAMOUS & GET HIM-HER PROMOTED?

24. Great salespeople can affirmatively respond to the query in an HP banner ad: HAVE YOU CHANGED CIVILIZATION TODAY? 25. Keep your bloody PowerPoint slides simple! Success or Failure? Try Instead Optimism or Failure! From Martin Seligmans Learned Optimism: I believe the traditional wisdom is incomplete. A composer can have all the talent of a Mozart and a passionate desire to succeed, but if he

believes he cannot compose music, he will come to nothing. He will not try hard enough. He will give up too soon when the elusive right melody takes too long to materialize. Success requires persistence, the ability to not give up in the face of failure. I believe that OPTIMISTIC EXPLANATORY STYLE is the key to persistence. The optimistic-explanatory-style theory of success says that in order to choose people for success in a challenging job, you need to select for three characteristics: (1) Aptitude. (2)

Motivation. (3) Optimism. All three determine success. (Note: Seligmans extensive work with Met Life salespeople, among others, proved out the abovein spades.) Pessimist: Good things Im worthless, but got lucky on this one. Bad things Im a bozo who

deserved my sorry fate. Optimist: Good things I deserved that; Im the cats meow. Bad things Im the cats meow, but the cat had an unlucky day; tomorrow will be better for sure. Three for the Ages GETTING TO YES Roger Fisher,

William Ury, Bruce Patton LEARNED OPTIMISM Martin Seligman CRUCIAL CONFRONTATIONS Kerry Patterson, Joseph Grenny, Ron McMillan, Al Switzler Getting Things Done:

The Power & Implementation34. *Send Thank You notes! Its (always) all about relationships. And at the Heart of Effective Relationships is

APPRECIATION. (Oh yeah: Never, ever forget a birthday of a co-worker.) *Bring donuts! Small gestures of appreciation (on a rainy day, after a long days work the day before) are VBDs Very Big Deals. *Make the call! One short, hard-to-make call today can avert a relationship crisis that could bring you down six months from now. *Remember: There are no little gestures of kindness. As boss, stopping by someones cube for 30 seconds to inquire about their sick parent will be remembered for 10 years. (Trust me.) *Make eye contact! No big deal? Wrong! It is all about Connection! Paying

attention! Being there in the Moment Present. So, work on your eye contact, your Intent to Connect. *Smile! Or, rather: SMILE. Rule: Smiles beget smiles. Frowns beget frowns. Rule: WORK ON THIS. *Smile! (If it kills you.) Energy & enthusiasm & passion engender energyenthusiasm-passion in those we work with. *Its all RELATIONSHIPS. Remember: Business is a relationships business. (Period.) Were all in sales! (Period.) Connecting! Making our case! Following up! Networking! Relationships are what we do.

*You = Your Calendar. Your true priorities are given away by your calendar. YOUR CALENDAR NEVER LIES. What are you truly spending your time on? Are you distracted? Focused? *Whats in a number? EVERYTHING! While we all do a hundred things, we may not/should not/cannot have more than 2 (or 3) true strategic priorities at any point in time. BELIEVE IT. *She (he) who is best prepared wins! Out study, out-read, out-research the competition. Know more (lots more!) than the person on the other side of the table. *Excellence is the Ultimate Cool Idea. The very idea of pursuing excellence is a

turn onfor you and me as well as those we work with. (And, I find to my dismay, its surprisingly rare.) *Think WOW! language! Language matters! Hot words generate a Hot Team. Watch your *Take a break! We need all the creativity we can muster these days. So close your office door and do 5 (FIVE) minutes of breathing or yoga; get a bag lunch today and

eat it in the park. *You are the boss! Old ideas of lifetime employment at one company (maybe where Dad/Mom worked) are gone. No matter what your current status, think of your self as CEO of Brand Me, Inc. We are all Small Business Owners of our own careers. *Do something in the next half hour! Dont let yourself get stuck! There is ALWAYS something little you can start/do in the next thirty minutes to make a wee, concrete step forward with a problem-opportunity.

*Test it! NOW! We call this the Quick Prototype Attitude. One of lifes, especially business lifes, biggest problems is: Too much talk, too little do. If youve got a Cool Idea, dont sit on it or research it to death. Grab a pal, an empty conference, and start laying out a little model. That is, begin the process of transforming the Idea to Action ASAP. Incidentally, testing something quarter-baked in an approximation of the real world is the quickest way to learn. *Expand your horizons. Routinely reach out beyond your comfort zone. TAKE A FREAK TO LUNCH TOMORROW! Call somebody interesting youve been meaning to get in touch with; invite them to lunch tomorrow. (Lunch with the same ole gang

means nothing new learned. And thats a guarantee.) (Remember: Discomfort = Growth.) *Build a Web site. The Web is ubiquitous. Play with it! Be a presence! Start You.com ASAP! *Spread the credit! Dont build monuments to yourself, build them to others those whose contributions we wholeheartedly acknowledge will literally follow us into machine gun fire! *Follow Toms patented VFCJ strategy! VFCJ = Volunteer For Crappy Jobs.

That is, volunteer for the crummy little assignment nobody else wants, but will give you a chance to (1) be on your own, (2) express your creativity, and (3) make a noticeable mark when it turns out Wow. *VOLUNTEER! Lifes a maze, and you never know whats connected to what. (Six degrees of separation, and all that.) So volunteer for that Community Center fund raising drive, even though youre busy as all get out. You might end up working side-by-side with the president of a big company whos looking for an enthusiast like you, or someone wealthy who might be interested in investing in the small business you dream of starting.

*Join Toastmasters! You dont need to try and match Ronald Reagans speaking skills, but you do need to be able to speak your piece with comfort, confidence and authority. Organizations like Toastmasters can help enormously. *Dress for success! This one is old as the hills and I hate it!! But its true. FIRST IMPRESSIONS DO MATTER. (A lot!!!) *Follow the Gospel of Experience Marketing in all you do. The shrewdest marketers today tell us that selling a product or service is not enough in

a crowded marketplace for everything. Every interaction must be reframed as a Seriously Cool Experience. That includes the little 15-minute presentation you are giving to your 4 peers tomorrow. *Think of your resume as an Annual Report on Brand Me Inc. Its not about keeping your resume updated. It is about having a Super-cool Annual Report. (Tom Peters Inc 2004.) What are your stunning accomplishments that you can add to that Report each 6 months, or at the most annually? *Build a Great Team even if you are not boss. Best roster wins, right? So, work on your roster. Meet someone new at Church or your kids birthday

party? Add them to your team (Team Tom); you never know when they might be able to assist you or give you ideas or support for something you are working on. *She or he who has the Fattest & and Best-managed Rolodex wins. Your Rolodex is your most cherished possession! Have you added 3 names to it in the last 2 weeks? Have you renewed acquaintance (email, lunch, gym date) with 3 people in your Rolodex in the last month? MANAGE YOUR ROLODEX!

*Start your own business! Sure thats radical. But people are doing it especially womenby the millions. Let the idea percolate. Chat about it, perhaps, with pals. Start a file folder or three on things you Truly Care About that just might be the basis for Cool Self-employment. *Theres nothing cooler than an Angry Customer! The most loyal customers are ones who had a problem with us and then marveled when we went the Extra Ten Miles to fix it! Business opportunity No. 1 = Irate customers converted into fans. So are you on the prowl for customer problems to fix?

*All marketing is Relationship Marketing. In business, profit is a byproduct of bringing em back. Thus, systematic and intense and repeated Follow-up and After-sales Service and Scintillating New Hooks are of the utmost importance. *BRANDING aint just for Big Dudes. This may well be Business Mistake No. 1 the idea that branding is only for the likes of Coke and Sony and Nike. Baloney! Branding applies as much for the one-person accountancy run out of a

spare bedroom as it does for Procter & Gamble. *Credibility! In the end Character Matters Most. Does he/ she give their word, and then stick to it come hell & high water? Can you rely on Her/Him in a pinch? Does she/he CARE? *Grace. Is it a pleasure to do business with you? Is it a pleasure to be a member of your team? Presentation

Excellence: The PresX56 The problem with communication ...is the ILLUSION that it has been accomplished George Bernard Shaw

Presentation Excellence 1. Total commitment to the Problem/Project/Outcome 2. A compelling Story line/Plot 3. Enough data to sink a tanker (98% in reserve) 4. Know the data from memory; ability to manipulate the data in your head 5. Great Stories/Illustrations/Vignettes 6. Superb political antennae (you must play the room like a

Virtuoso and be hyper-attentive to the likes of Body Language) 7. By hook or by crook CONNECT 7A. CONNECT! CONNECT! CONNECT! 8. Punch line/Plot Outline/WOW/Surprise in first one to two minutes Joe Kramer, welder: When my mothers toaster went on

the fritz, I asked myself, If I were that toaster and didnt work, what would be wrong with me? Mihaly Csikszentmihalyi, Flow: The Psychology of Optimal Experience, on empathetic identification* (Joe: burdens vs opportunities to master complex problems) (*BC vs JK)

Presentation Excellence 9. Once youve won stop pushing (dont rub it in) 10. Be in command but dont show off (if youre brilliant theyll figure it out for themselves) 11. Pay attention to the Senior Person present, but not too much (dont look like/act like/be a suck up) 12. Brief the hell out of your champions before the presentation; insist that they make changes/fine tune ... they must own the outcome before the fact!

13. Dont try to score off your detractors be especially courteous to them (even if/especially if theyre jerks) 14. Adjust as you go: LET THE GROUP ARRIVE AT YOUR CONCLUSION! THEY MUST OWN IT (I knew that) IN THE END! Presentation Excellence 15. No more than THREE key points! Come at them in several different ways. 16. No more than ONE point per slide!

17. Slides: NO CLUTTER!!!!!!!!!!!!!!!!!!!!! (no wee print/ charts/graphs) 18. Slides: Good quotes from the field. (Remember youre telling a story) 19. Be aware of differing cognitive styles, especially M-F 20. There must be surprise some key facts that are not commonly known/are counter-intuitive (no reason to do the presentation in the first place if there are no Surprises) 21. Summarize the argument/story from time to time

22. Include an Action Agenda that involves some small items that will be started/accomplished in the next 72 HOURS (this ices commitment/practicality) Presentation Excellence 23. If you dont know something ADMIT IT! (this is actually a good thingas opposed to appearing as a know it all) 24. ASK FOR THE SALE! (Remember to be a closer) 25. This is War (a war for Hearts & Mind), but never forget that

you are the Supplicant! 26. Data are imperative, but also play to Emotion. 27. Consider bringing along a customer (internal or perhaps external) for support 28. Be precisely clear where/when you intend to prototype and that the prototype guinea pig is lined up (better yet, do the first, at least partial, prototype before the presentation) 29. Compromise but dont yield! (Lost battles are normal, no matter how agonizing)

30. Assume that you may be cut off at any moment, and be prepared to give on the spot a compelling 30-second to oneminute (no longer!) Brilliant Summary including Sales Pitch Presentation Excellence 31. Follow the Law of Recency: Make sure that you have been in the field with the key operating players more recently than anyone in the room 32. Make it clear that youve done a Staggering Amount of Homework, even though you are exhibiting but a tiny fraction

allude to the tons of research that are available if desired by participants; offer deeper one-on-one briefings if desired 33. SMILE! RELAX (to a point) (fake it if necessary) (up tight is disastrous) (remember you are doing them a favor by sharing this Compelling Opportunity!) 34. EYE CONTACT!!!!!!! 35. Be shrewd: Override some interruptions; be attentive to others (distraction is okay and normal within limits!) 36. Becoming an Excellent Presenter is as tough as becoming a

great baseball pitcher. THIS IS IMPORTANT and Presentation Excellence is never accidental! (Work your buns off!) Presentation Excellence 37. Practice but dont leave your game in the locker room. 38. Seek tips on how various participants play the [presentation] game 39. A Presentation is an Act (FDR: The President must be the nations number one actor)

40. Remember, the presentation is about Change RESISTANCE IS NORMAL (in fact if theres little resistance then your Project is hardly a game changer) 41. Dress well. Dont over-dress. 42. Be early (obvious, but worth saying) 43. GET THE A/V RIGHT/PERFECT. 44. Dont bring a supporting horde a couple of back-ups is okay/enough 45. No matter how good you are youll have crappy days

WEEP AND THEN GET BACK ON THE HORSE Presentation Excellence 46. Speak in Plain English keep the jargon to a minimum 47. Make your Personal Commitment clear as a bell! 48. Emphasize competitive advantage and timeliness (act now), without stooping to ridiculous war-like language (tear the heart out of the competition) (in audiences with heavy female component, if you are male, avoid repetitive football

analogues) 49. Underscore the USP/Unique Selling Proposition 50. Emphasize the Positive 51. Sell Novelty yet fit with core values 52. Remember JFKs immortal words: The only reason to give a speech is to change the world Presentation Excellence 53. Say what you have to say Clearly and then Say It Again &

Again from slightly different angles 54. Make it clear that you are a Man/Woman of Action and Execution Excellence is your First, Middle, and Last Name! 55. Energy! Enthusiasm! (dont know the answer to, If you aint got it how do you get it?) 56. Enjoy it! This is a Hoot! THE ULTIMATE TURN ON! Remember your Goal: Change the world!

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. The Interviewing Excellence: The

IntX31 Interviewing Excellence 1. INTERVIEWING IS AN ART WORTH MASTERING! (Think Christine Amanpour, Mike Wallace) 2. Dont overschedule2 or 3 in depth interviews are a solid days work. (More than that is lunacy and will lead to shallow results.) 3. Save, if possible, the Big Guy/Gal until lastthat is, until you know what the hell youre doing!

4. Find a comfy/safe/neutral setting. THIS IS ALL IMPORTANT! (Worst case: You on the other side of his/her desk.) 5. Start with a little bit (LITTLE) of local small talk. But get some tips on the interviewee ahead of time; he may be one of the brusque ones who considers any small talk a waste of his Imperial Time. 6. DO YOUR DAMN HOME WORK! (On the interviewee, the subject matter.) 7. Concoct a LONG LIST of questions. (Youll ony use 10% ot it, but thats okay.)

Interviewing Excellence 8. Prepare a SHORT LIST of questions you must get answered. 9. Begin by briefly reviewing your assignmentwhy youre here. 10. ALWAYS ASK FOR EXAMPLES! (When she says Customer Service is in good shape, you ask for specificshard data, recent Customer Service successes (and failures). And: PRECISELY WHO YOU CAN FOLLOW UP WITH TO GET MORE DETAIL. 11. STORIES! STORIES! STORIES! (You are in the Story Collection Business.)

12. Dress well. DONT OVERDRESS. (Look like they look, more or less; perhaps a touch more formalthis is a Serious Affair you are engaging in.) 13. Assume youll never get another chance to talk to this person. 14. Be personable, but more or less match the interviewees style. (THIS IS HARD WORK!) 15. THINK SMALL! Please walk me in great detail through the [complaint resolution] process. Here, lets diagram it. Interviewing Excellence

16. For Gods sake, get to the Front Line! (The devil is in the details, and the details are to be found on the loading dock at 3a.m.) (YES 3A.M.) 17. Dont quit until you understand. THE INTERVIEWEE ALWAYS TALKS IN SHORTHANDusing the jargon of the Corporate Culture. Youve got to crack the code. (THIS IS ABOUT THE HARDEST THING TO DO, ESPECIALLY IF YOU ARE YOUNG AND UNCERTAIN: Tell yourself you are here to ask Dumb Questionsthis is not a job interview. Again, think Mike Wallace: So did you in fact murder Mrs. Smith?) 18. Ignore generalizations! YOU ARE HERE IN SEARCH OF SPECIFICS!!!

19. CONTEXT! Get the corporate culturee.g. Shell is not ExxonMobil! Find out (from a set of interviewees) Core Values (in theory and in practice). Interviewing Excellence 20. Engage the Interviewee! GET HER TO DO SOME OF THE WORK! E.g., write out her view of the Ten Key Operative Core Valuesor some such. 20A. ENGAGE! ENGAGE! ENGAGE! 21. You must come across as trustworthy. YOU ARE A DUMBO HERE TO

LEARNNOT AN FBI AGENT IN DISGUISE. 22. Take me through yesterday. Get past the theoretical crap. Give me in excruciating detail an average day: YESTERDAY! (One hour/meeting at a time.) 23. If youre comfortable, lets go over your Calendar for the last month, so I can understand the flow of things. (Remember TPs Rule #1: YOU = YOUR CALENDAR.) 24. DONT LET YOUR NOTES AGE!! Immediately after the interview set aside some time to do a stream of consciousness recap. And to clean up the

obscure scrawl on your notes. Interviewing Excellence 25. Ask the interview if you can get back to her by phone tomorrow to fill in holes that your tin ear missed. NO MORE THAN TEN MINUTES. 26. LEARNING! Tag along with great interviewers in your organization. (I made three PBS films with a Director who had been Mike Wallaces director at 60 Minutesoh my God, how much I learnedor, rather, how little I learned: He could drag stuff out of people that you couldnt believe. (Secret: Im just a

dumb old fart trying to figure out what goes on here. HELP ME. PLEASE.) 27. Work on your Level of Dis-satisfaction: BE MAD AS HELL WHEN YOU SPENT 1.5 HOURS ON AN INTERVIEW WITHOUT REVALATIONS! 28. No, youre not FBIBUT YOU ARE HERE TO FERRET OUT THE NON-OBVIOUS. So: Keep Digging! (Think Woodward & Bernstein.) Interviewing Excellence 29. Repeat: INTERVIEWING IS A CRUCIALLY IMPORTANT ART. Study it! Work on it! Its no different than golf or underwater basket-weaving. The

more & harder you work, the better you get. 30. Yes, we need facts (e.g., stories), but remember alWays: INTERVIEWS ARE PURE & SIMPLE ABOUT EMOTIONAL INTERACTION! 31. Tom Wrap-up Note: FEW THINGS IN LIFE PISS ME OFF MORE THAN GOING THROUGH SOMEONES INTERVIEW NOTES AND FINDING A DEARTH OF SOLID EVIDENCEexamples., stories, detailed process maps, etc. (I BLOODY HATE Generalizations!) (Think doctors office: Come hell & high water they stert with weight, blood pressure, pulse.)

17A. Re-imagine the Individual II: New Healthcare/Wellcare for a Brand You World 2 38 m

s TPs: State of Healthcare Acute Care/Quality: 5* Growls Prevention/Wellness: ????? Big Pharma: 4 Growls *5 Growls = Worst possible

Rule #1. Attend the Duh Factor! Model The Way! DO NOT SERVE BOUNTIFUL BASKETFULS OF FATTY-SUGARY CRAP & BUCKETSFUL OF HIGH-OCTANE COFFEE AT BREAKS DURING HEALTHCARE MEETINGS. Think: Fruit! Think: Tea! Think: Duh!

Healthcares 1-2 Punch 1. Hospital quality control, at least in the U.S.A., is a bad, bad joke: Depending on whose stats you believe, hospitals kill 100,000 or so of us a yearand wound many times that number. Finally, they are getting around to dealing with the issue. Well, thanks. And what is it weve been buying for our Trillion or so bucks a year? The fix is eminently do-able which makes the condition even more intolerable. (Disgrace is far too kind a label for the condition. Whos to blame? Just about

everybody, starting with the docs who consider oversight from anyone other than fellow clan members to be unacceptable.) 2. The systemtraining, docs, insurance incentives, culture, patients themselvesis hopelessly-mindlessly-insanely (as I see it) skewed toward fixing things (e.g. Me) that are brokennot preventing the problem in the first place and providing the Maintenance Tools necessary for a healthy

lifestyle. Sure, bio-medicine will soon allow us to understand and deal with individual genetic pre-dispositions. (And hooray!) But take it from this 61-year old, decades of physical and psychological self-abuse can literally be reversed in relatively short order by an encompassing approach to life that can only be described as a Passion for Wellness (and Well-being). Patientslike meare catching on in record numbers; but the system is highly resistant. (Again, the doctors are among the biggest sinnersno surprise, following years of acculturation as the man-with-the-white-coat-who-will-now-miraculously-dispensefix it-pills-for-you-the-unwashed. (Come to think of it, maybe Ill start wearing a White Coat to my doctors officeafter all, I am the Professional-in-Charge when it comes to my Body & Soul. Right?)

Toms Rant Patient Safety (Curb the Killing Fields!) Planetree Alliance/Griffin Hospital (Put the Care back in Healthcare!) Canyon Ranch

(Re-imagine: Wellness-Prevention!) Welcome to the Homer Simpson Hospital a/k/a The Killing Fields Toms Cold Fury at Healthcare Professionals, Especially Acute Care Operatives

1. You are killers: Quality remains a bad joke. 2. Pick off bunches of Low-hanging Fruit. (E.g., Toms 1st Executive order as Your Next President: Providing a Handwritten Prescription is punishable by not less than 60 days of Hard Time.) 3. The science in medicine is often fanciful: Most scientific treatments are unverified. (So quit the kneejerk denigration of alternative therapiestrust me, Breathing Meditation beats Univasc; Good Nutrition beats Lipitor; Regular Exercise beats bypass surgery.) 4. You continue to obsess only on after-the-act fixes, the automatic resort to

Chemicals and Knives, rather than P-W-H-C Prevention-WellnessHealing-Care. 5. Your Mindful Lifelong (mine) Failure to focus on P-W-H-C will probably cost me a decade of longevity, Canyon Ranch/Lenox not withstanding. THAT PISSES ME OFF. (For one thing, I need those 10 years to spread the P-W-H-C Credo to healthcare professionals.) 6. You are hereby ordered to stop using the term healthcare: You havent earned the right to utter the word care! 7. $$$$$ Are Not the Issue/Excuse I: Quality Is free!!! (There are MANY who are Getting This Right without Buckets of $$$$$.)

8. $$$$$ Are Not the Issue/Excuse II: Planetree Alliance/Griffin Hospital Models The Way on P-W-H-C Every Day. IT CAN BE DONE! 9. ALL THESE PROBLEMS CAN BE FIXED! WE KNOW HOW! THERE ARE NO EXCUSES EXCEPT LACK OF GUTS & WILL! Its Attitude, Baby! 10. All members of staffregardless of professional disciplineare Healing Arts Practitioners. OR TURN IN YOUR EMPLOYEE BADGE. NOW. 10.27.2004/La Jolla

TP to Healthcare CIOs: You are not CIOs. You are Executive Members of an Integrated Healing Services Team (Healing Arts Team?) with a specialism in IS/IT.

Dear Mr. & Mrs. Smith, XYZ hospital regrets to inform you . . Sincerely, A. S. Jackson, Administrator T. D. Jones, M.D.

R.L. Smith, CIO You want implementation tips. I want Ownership, Accountability & Attitude!

Quality: COULD IT TRULY BE THIS HealthGrades/Denver: 195,000

hospital deaths per year in the U.S., 2000-2002 = 390 full jumbos/747s in the drink per year. Comments: This should give you pause when you go to the hospital. Dr. Kenneth Kizer, National Quality . There is little evidence that

patient safety has improved in the last five years. Dr. Samantha Collier Forum Source: Boston Globe/07.27.04 As many as 98,000 Americans die each year because of medical errors despite an unprecedented

focus on patient safety over the last five years, according to a study released today [Journal of the American Medical Association]. Nationwide the pace of change is painstakingly slow. USA Today/ 05.18.2005 Hospital infections kill an estimated 103,000

people in the United States a year, as many as AIDS, breast cancer and auto accidents combined. Today, experts estimate that more than 60 percent of staph infections are M.R.S.A. [up from 2 percent in 1974]. Hospitals in Denmark, Finland and the Netherlands once faced similar rates, but brought them down to below 1 percent. How? Through the rigorous enforcement of rules on hand washing, the meticulous cleaning of equipment and hospital rooms, the use of gowns and disposable aprons to prevent

doctors and nuirsesfron spreading germs on clothing and the testing of incoming patients to identify and isolate those carrying the germ. Many hospital administrators say they cant afford to take the necessary precautions. Betsy McCaughey, founder of the Committee to Reduce Infection Deaths (New York Times/06.06.2005) This should give you pause when you go to the hospital.

There is little evidence that patient safety has improved in the last five years. 2 38 m s

Hospitals Pay Appropriate Attention To Medical Errors Yes . 1% Aware And Trying Hard ... 8% Aware But Tepid Response 22% No .. 25% An Inexcusable Tragedy .. 44% Source: 12.2004 Poll/tompeters.com

About Time! 100,000 Lives Campaign* *Don Berwick/Institute for Healthcare Improvement Electronic Medical Records Get Closer USA Today/06.07.05

Connecting for Healthcoalition pushing hcare connectivity Here comes Steve ! (Case) Big Pharma: 4 Growls

1. Discovery 2. Distn 3. Quality 4. Mergers Ontario To Split Health Ministry Headline/ Globe And Mail /06.05 (New ministry

will focus on Prevention/ Wellness/Eldercare) Companies Step Up Wellness Efforts: Rising health costs provide incentive to promote healthier employee lifestyles headline/USA Today/08.05

Prevention Program At Dow Chemical Aims To Save Money IBD/08.05 We must touch his weakness with a delicate

hand. There are some faults so nearly allied to excellence that we can scarce weed out the fault without eradicating the virtue. Oliver Goldsmith 18. Re-imagine Excellence I: The

Talent Obsession. Agriculture Age (farmers) Industrial Age (factory workers) Information Age (knowledge workers) Conceptual Age (creators and empathizers)

Source: Dan Pink, A Whole New Mind Human creativity is the ultimate economic resource. Richard Florida, The Rise of the Creative Class

Brand = Talent. 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 He revived the company not by rolling up his sleeves and building shoe molds in the design lab, nor by dreaming up new ads or slogans. Instead [Nike CEO Phil] Knight did what he does best: find and motivate talented people, then

let them do their thing. He brought in outsiders, stars like Mindy Grossman from Ralph Lauren Fortune/04.05 The Dawn of the Creative Age Theres a whole new class of workers in the U.S. thats 38million strong: the creative class. At its core are the scientists, engineers, architects, designers, educators, artists, musicians and entertainers whose economic function is to create new ideas, new technology, or new content. Also included are the

creative professions of business and finance, law, healthcare and related fields, in which knowledge workers engage in complex problem solving that involves a great deal of independent judgment. Today the creative sector of the U.S. economy, broadly defined, employs more than 30% of the workforce (more than all of manufacturing) and accounts for more than half of all wage and salary income (some $2 trillion) almost as much as the manufacturing and service sectors together. Indeed, the United States has now entered what I call

the Creative Age. Richard Florida/ HBR/10.04 U.S. Patent Office/Patents Granted 1985 Venezuela Argentina Mexico Brazil

South Korea 15 12 35 30 50 1998

... 29 46

77 88 3,362 Source: Juan Enriquez/As the Future Catches You THE FUTURE BELONGS TO SMALL POPULATIONS WHO BUILD

EMPIRES OF THE MIND AND WHO IGNORE THE TEMPTATION OFOR DO NOT HAVE THE OPTION OFEXPLOITING NATURAL RESOURCES. Source: Juan Enriquez/As the Future Catches You PARCs Bob Taylor: Connoisseur

of Talent Headhunter Excellence? (CEO Performance vs S&P 500) Korn Ferry/Tom Neff: +1.1% Heidrick & Struggles/ Gerry Roche: -5.2% Selection

Best Person Track Record People Development People will follow into hell Fit Attitude Enthusiasm Energy Sense of Humor

Do vs Be Action Bias Try It Now Commitment to Change Proclivity for risk-taking Contrarian Political Skills Salesmanship Curiosity

Obstreperousness Value Consistency Impeccable Integrity Hard Worker The Eye-sparkle Factor: Some peoples eyes have an engaging, infectious sparkle. Some dont. Hire [only?] those have it? I was lecturing on talent selectionand the use of unconventional

measures for so doing. At a break I made the following comment to a youthful Participant: Suppose you & I were opening the restaurant of our dreams. Wed both put in $75,000 effectively our lifes savings. We were betting the farm. We had a great idea, a very good location, a terrific chef. Now the time had come to hire waiters & waitresses. Numerous applicants had satisfactory+ restaurant experience, but several didnt. One young woman [man] in particular was a rank amateurbut had the most compelling sparkle in her/his eye. How would that sparkle rank in your hire-no hire consideration? No great

surprise, we both agreed, despite a 30-year experience differential, that the sparkle pretty much ruled. (Or some like measurese.g., hustle, enthusiasm.) Fact is, the Participant in question ran a 40person bit of an IS/IT department. And my real goal was to urge her to use the eye-sparkle Factor in IS/IT hiring almost to the same degree as in our choice of a waiter/waitress! Q: If it were your $50K [lifes savings] and my $50K, what sort of Waiters

would we look for? A: Enthusiasts! In most companies, the Talent Review Process is a farce. At GE, Jack Welch and his two top HR people visit each division for a day. They review the top 20 to 50 people by name. They talk about The

Talent Review Process is a contact sport at GE; it has the intensity and the importance of the budget process at most companies. Ed Michaels Talent Pool strengthening issues. DD$21M

From 1, 2 or youre out [JW] to Best Talent in each industry segment to build best proprietary intangibles [EM] Source: Ed Michaels, War for Talent

We believe companies can increase their market cap 50 percent in 3 years. Steve Macadam at Georgia- changed 20 of his 40 box plant managers to put more talented, higher paid managers in charge. He increased Pacific

profitability from $25 million to $80 million in 2 years. Ed Michaels, War for Talent Did We Say Talent Matters? The top software developers are more productive than average software developers not by a factor of 10X or 100X, or even 1,000X, but

10,000X. Nathan Myhrvold, former Chief Scientist, Microsoft THE HEART OF CELERA IS THE WORLDS LARGEST PRIVATE SUPERCOMPUTER FED 24 HOURS A DAY BY SEQUENCING

ROBOTS AND CREATED-PROGRAMMEDCONTROLLED BY A DOZEN GREAT MINDS. Source: Juan Enriquez/As the Future Catches You Wegmans: #1/100 Best Companies to Work for 84%: Grocery stores are all alike

46%: additional spend if customers have an emotional connection to a grocery store rather than are satisfied (Gallup) Going to Wegmans is not just shopping, its an event. Christopher Hoyt, grocery consultant You cannot separate their strategy as a retailer from their strategy as an employer. Darrell Rigby, Bain & Co.

The Cracked Ones Let in the Light Our business needs a massive transfusion of talent, and talent, I believe, is most nonconformists, dissenters and rebels.David Ogilvy likely to be found among

In fact, the revelation here that they were often at each others' throats suggests that intra-Python conflict may have been the catalyst that produced their inimitable humor. The "Pythons" Autobiography by the "Pythons" /review by Barry Forshaw Social cohesion does not appear related to performance and so team members do not seem to have to like each other to perform well together. It

seems that conflict and rivalry within a team can be a spur to success e.g. the West German rowing eight in the 1960's Olympic games won gold, but had been on the point of splitting up because of internal disputes. courtesy Trevor Gay 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 Top performing companies are two to four times more likely than the rest to pay

what it takes to prevent losing top performers. Ed Michaels, War for Talent (05.17.00) Costco *$17/hour (42% above Sams); very

good health plan; low t/o, low shrinkage *Low margins (When I started, Sears, Roebuck was th Costco of the country, but they allowed someone to come in under themJim Sinegal) Source: How Costco Became the Anti-Wal*Mart/NYT/07.17.05 H.R. to H.E.D. ???

Human Enablement Department Firms will not manage the careers of their employees. They will provide opportunities to enable the employee to develop

identity and adaptability and thus be in charge of his or her own career. Tim Hall et al., The New Protean Career Contract Whats your companys EVP? Employee Value Proposition, per Ed

Michaels et al., The War for Talent; IBP/Internal Brand Promise per TP EVP = Challenge, professional growth, respect, satisfaction, opportunity, reward Source: Ed Michaels et al., The War for Talent

Our Mission To 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

Omnicom's acquisitions: not for size per se; buying talent; deepen a relationship with a client. (Advertising Age/ 07.05) Omnicom very simply is about talent. Its about the acquisition of talent, providing the atmosphere so talent is attracted to it. (John Wren)

I have always believed that the purpose of the corporation is to be a blessing to the employees. Boyd Clarke Creativity Index:

The 3 Ts Technology (HT Index/firms & $$$, Innovation Index/patent growth)

Talent (% with bachelors degrees+) Tolerance (Melting Pot Index/foreigners, Bohemian Index/artists et al., Gay Index/rel. #s)

Source: Richard Florida, The Rise of the Creative Class RE/MAX RE/MAX2004 100K associates/5K offices (52 countries) 20-22 transactions/agent vs 7-10 $360B-$400B transactions

32 consecutive years of growth Source: Everybody Wins, Phil Harkins & Keith Hollihan RE/MAX Find Princes & Princesses who say Yes to the dream! (Eagles dont flock) Agent-centric! (Agent is the Customer!) Culture of mutual support! Pace line Project Leadership!

Clear/Simple Top Line measures! Relentlessly focus on the Brand! Source: Everybody Wins, Phil Harkins & Keith Hollihan Talent! 1000/204/4* * Princes & Princesses who said Yes to the Dream (top agents, confident to operate without a safety net)

Source: Everybody Wins, Phil Harkins & Keith Hollihan Support Success! 100% commission Personal promotion PA (Skilled!) Pay you the day you close Source: Everybody Wins, Phil Harkins & Keith Hollihan

The organization would ultimately win not because it gave agents more money, but because it gave them a chance for better lives. Everybody Wins, Phil Harkins & Keith Hollihan

A Life Success Company RE/MAX: Source: Everybody Wins, Phil Harkins & Keith Hollihan Agent-centric: Youre

not in the real estate business anymore; youre in the real estate agent business! Source: Everybody Wins, Phil Harkins & Keith Hollihan Richard Pilarski, a RE/MAX broker in northern

Toronto, acknowledges that he earns more aggregate money, with less aggravation, from 5 strong performers than from one superperformer, so why bother? Its all about the culture of excellence thats created as a result of having superperformers. As anyone who has been involved in sports can confirm, a competitive individuals performance improves when the overall level of play gets raised. Eagles try harder when they are surrounded by other

eagles. Everybody Wins, Phil Harkins & Keith Hollihan 18A. Re-imagine People Power: The Talent50 The Creative

wideopen game. Age is a Richard Florida, The Rise of the Creative Class There is no job that is Americas

God-given right anymore. Carly Fiorina/HP/ 01.08.2004 Importance of Success Factors by Various Gurus/Estimates by Tom Peters

Strategy Systems People Passion Porter 50% 20 20

10 Drucker 30% 35

20 15 Bennis 25% 20

30 25 Hardball: Are You Playing to Play or Playing to Win? by George Stalk & Rob Lachenauer/HBS Press The 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. 0. Innovation (product development, research & development, new products), 1. People First! When land was the scarce

resource, nations battled The same is happening now for talented people. over it. Stan Davis & Christopher Meyer, futureWEALTH

Talent! Tina Brown: The first thing to do is to hire enough talent that a critical mass of excitement starts to grow. Source: Business2.0

Whoops: Jack didnt have a vision!* *GE = Talent Machine (Ed Michaels) Headhunter Excellence? (CEO Performance vs S&P 500) Korn Ferry/Tom Neff: +1.1% Heidrick & Struggles/

Gerry Roche: -5.2% 2. Soft Is Hard. ! 3. FUNDAMENTAL PREMISE: We Are in an Age

of Talent/Creativity/ Intellectual-capital Added. Human creativity is the ultimate economic resource. Richard Florida,

The Rise of the Creative Class Age of Agriculture Industrial Age Age of Information Intensification Age of Creation Intensification Source: Murikami Teruyasu, Nomura Research Institute Agriculture Age (farmers)

Industrial Age (factory workers) Information Age (knowledge workers) Conceptual Age (creators and empathizers) Source: Dan Pink, A Whole New Mind The Dawn of the Creative Age Theres a whole new class of workers in the U.S. thats 38-million strong: the

creative class. At its core are the scientists, engineers, architects, designers, educators, artists, musicians and entertainers whose economic function is to create new ideas, new technology, or new content. Also included are the creative professions of business and finance, law, healthcare and related fields, in which knowledge workers engage in complex problem solving that involves a great deal of independent judgment. Today the creative sector of the U.S. economy, broadly defined, employs more than 30% of the workforce (more than all of manufacturing) and accounts for more than half of all wage and salary income (some $2

trillion)almost as much as the manufacturing and service sectors together. Indeed, the United States has now entered what I call the Creative Age. Americas Looming Creativity Crisis/ Richard Florida/HBR U.S. Patent Office/Patents Granted 1985

... 1998 Venezuela Argentina Mexico Brazil

15 12 35 30 29 46 77

88 South Korea 50 3,362 (67X) Source: Juan Enriquez/As the Future Catches You

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 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! grade in art at such a young age? 15 Leading Biz Schools 0

Design/Core: Design/Elective: 1 0 Creativity/Core: Creativity/Elective: 4

0 Innovation/Core: Innovation/Elective: 6 Source: DMI/Summer 2002 Research by Thomas Lockwood 4. Talent Excellence in

Every Part of Every Organization. Wegmans: #1/100 Best Companies to Work for 84%: Grocery stores are all alike 46%: additional spend if customers have an emotional connection to a grocery store rather than are satisfied (Gallup) Going to Wegmans is not just shopping, its an event.

Christopher Hoyt, grocery consultant You cannot separate their strategy as a retailer from their strategy as an employer. Darrell Rigby, Bain & Co.

5. P.O.T./ Pursuit Of Talent = OBSESSION. 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 PARCs Bob Taylor: Connoisseur of Talent

Les Wexner: From sweaters to people! 6. Talent Masters Understand Talents Intangibles.

Visibly energetic/Passionate/Enthusiastic about everything. Engaging/Inspires others. (Inspires the interviewer!) Loves messes & pressure. Impatient/ Action fanatic. A finisher. Exhibits: Fat WOW Project Portfolio. (Loves to talk about her work.) Smart. Curious/ Eclectic interests/ A little (or more) weird. Well-developed sense of humor/ Fun to be around.

****** No. 1 re bosses: Exceptional talent selection & development record. (Former co-workers: Did you visibly grow while working with X? /How has the department/team grown on a world-class scale during Xs tenure?) Q: If it were your $50K and my $50K, what sort of Waiters

would we look for? [lifes savings] A: Enthusiasts! 7. HR Is Cool.

Chicago: HRMAC support function / cost center / bureaucratic drag or

Are you Rock Stars of the Age of Talent HR doesnt tend to hire a lot of independent thinkers or people who stand up as

moral compasses. Garold Markle, Shell Offshore HR Exec (FC/08.05) 8. HR Sits at The Head Table. DD$21M

9. Re-name HR. Talent Department People Department Center for Talent Excellence

Seriously Cool People Who Recruit & Develop Seriously Cool People Etc. H.R. to H.E.D. ??? Human Enablement Department

10. There Is an HR Strategy/ HR Vision Our Mission To 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 Omnicom very simply is about talent. Its about the acquisition of talent,

providing the atmosphere so talent is attracted to it. John Wren Whats your companys EVP? Employee Value Proposition, per Ed Michaels et al., The War for Talent;

IBP/Internal Brand Promise per TP EVP = Challenge, professional growth, respect, satisfaction, opportunity, reward Source: Ed Michaels et al., The War for Talent 11. Acquire

for Talent! Omnicom's acquisitions: not for buying talent; deepen a size per se;

relationship with a client. Source: Advertising Age 12. There Is a FORMAL Recruitment Strategy.

Cirque du Soleil! Cirque du Soleil: Talent (12 fulltime scouts, database of 20,000). R&D (40% of profits; 2X avg corp). Controls (shows are profit centers; partners like Disney offset costs; $100M on $500M). Scarcity builds buzz/brand (1 new show per year. People tell me were leaving money on the table by not duplicating our shows. Theyre right. Daniel Lamarre,

president). Source: The Phantasmagoria Factory/Business 2.0/1-2.2004 13. There Is a FORMAL Leadership Development Strategy. 14. There is a World

Class Leadership Development CENTER. Crotonville!* *No B-schools! DD: 0 to 60mph in a flash

(months) Getting to WOW Through Mastery of The Sales 25. Getting Things Done:

The Power & Implementation34. Presentation Excellence: The PresX56

The Interviewing Excellence: The IntX31 15. There Is a FORMAL STRATEGIC HR Review Process.

16. The Top100, and Every Units Top10, Are Consciously Managed. In most companies, the Talent Review Process is a farce. At GE, Jack Welch and his two top HR people visit each division for a day. They review the top 20 to

50 people by name. They talk about Talent Pool The Talent Review Process is a contact sport at GE; it has the intensity and the importance of the budget process at most companies. strengthening issues.

Ed Michaels 17. People/ Talent Reviews Are the FIRST Reviews. 18.

HR Strategy = BUSINESS Strategy. 19. Make it a Cause Worth Signing Up For. G.H.:

Create a cause, not a business. 20. Unleash Their Full

Potential! Organizing Genius / Warren Bennis and Patricia Ward Biederman Groups 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. Yes!!!!!!!!!!!!!!!!!

free to do his or her absolute best allow its members to discover their greatness. Firms will not manage the careers of their employees. They will

provide opportunities to enable the employee to develop identity and adaptability and thus be in charge of his or her own career. Tim Hall et al., The New Protean Career Contract A Life Success

Company RE/MAX: Source: Everybody Wins, Phil Harkins & Keith Hollihan Agent-centric: Youre not in the real estate business

anymore; youre in the real estate agent business! Source: Everybody Wins, Phil Harkins & Keith Hollihan 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 21. Set Sky High Standards. From 1, 2 or youre out [JW] to

Best Talent in each industry segment to build best proprietary intangibles [EM] Source: Ed Michaels, War for Talent 22. Enlist Everyone in Challenge

Century21. 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 Distinct or Extinct New Work SurvivalKit.2005 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!) 23. Pursue the Best!

Differentiation is all about being extreme, rewarding the best and weeding out the ineffective. You build strong teams by treating individuals differently. Just look at the way baseball teams pay 20-game winning pitchers and 40-plus

homerun hitters. Jack Welch best person in the world Arthur Blank Did We Say Talent Matters?

The top software developers are more productive than average software developers not by a factor of 10X or 100X, or even 1,000X, but 10,000X. Nathan Myhrvold, former Chief Scientist, Microsoft

THE HEART OF CELERA IS THE WORLDS LARGEST PRIVATE SUPERCOMPUTER FED 24 HOURS A DAY BY SEQUENCING ROBOTS AND CREATED-PROGRAMMEDCONTROLLED BY A DOZEN GREAT MINDS.

Source: Juan Enriquez/As the Future Catches You 24. Up or Out. We believe companies can increase their market cap 50 percent in 3 years. Steve Macadam at Georgia-

changed 20 of his 40 box plant managers to put more talented, higher paid managers in charge. He increased Pacific profitability from $25 million to $80 million in 2 years. Ed Michaels, War for Talent

25. Ensure that the Review Process Has INTEGRITY. 25 = 100* * But what do I do thats more important than developing people? I dont do the damn work. They do.

26. Pay Up! Top performing companies are two to four times more likely than the rest to pay what it

takes to prevent losing top performers. Ed Michaels, War for Talent (05.17.00) Costco *$17/hour (42% above Sams); very good health plan; low t/o, low shrinkage

*Low margins (When I started, Sears, Roebuck was th Costco of the country, but they allowed someone to come in under themJim Sinegal) Source: How Costco Became the Anti-Wal*Mart/NYT/07.17.05 27. Training I: Train! Train! Train!

26.3 3 Weeks in May Training & Prep: 187 Work: 41 (Other: 17) 1%

vs. 367% Divas do it. Violinists do it. Sprinters do it. Golfers do it. Pilots do it. Soldiers do it. Surgeons do it. Cops do it.

Astronauts do it. Why dont businesspeople do it? 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 Edward Jones Training Machine* 146 hours/employee/year New hires: 4X avg. 3.8% of payroll

* #1, The 100 Best Companies To Work For/Fortune/01.2003 28. Training II: 100% Business People. 29. Training III: 100% LEADERS.

I start with the premise that the function of leadership is to produce more leaders, not more followers. Ralph Nader 30. Training IV:

Boss as Trainerin-Chief. Workout = 24 DPY in the Classroom 31. Open Communication: NO BARRIERS.

The organizations we created have become tyrants. They have taken control, holding us fettered, creating barriers that hinder rather than help our businesses. The lines that we drew on our neat organizational diagrams have turned into walls

that no one can scale or penetrate or even peer over. Frank Lekanne Deprez & Ren Tissen, Zero Space: Moving Beyond Organizational Limits 32. Respect! 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 He was seriously interested in who you were and what you had to say. bishop or a college president. Sara Lawrence-Lightfoot, Respect

What creates trust, in the end, is the leaders manifest respect for the followers.

Jim OToole, Leading Change 33. Embrace the Whole Individual. 34. Build Places of Grace.

My favorite word is grace grace, saving grace, grace under fire, Grace Kelly. How we live whether its amazing contributes to beauty whether

its how we treat other people or the environment.Celeste Cooper, designer Rodales on Grace elegance charm loveliness poetry in motion kindliness .. benevolence benefaction

compassion beauty 35. MBWA*: Visible Leadership! *Managing By Wandering Around The first and greatest imperative of command

is to be present in person. Those who impose risk must be seen to share it. John Keegan, The Mask of Command 36. Thank You!

The deepest human need need to be appreciated. is the William James

37. Promote for people skills. (THE REST IS DETAILS.) 33 Division Titles. 26 League Pennants. 14 World Series: Earl Weaver0. Tom Kelly0. Jim Leyland0.

Walter Alston1AB. Tony LaRussa 132 games, 6 seasons. Tommy LasordaP, 26 games. Sparky Anderson1 season. When assessing candidates, the first thing I looked for was energy and enthusiasm for execution. Does she

talk about the thrill of getting things done, the obstacles overcome, the role her people played or does she keep wandering back to strategy or philosophy? Larry Bossidy, Honeywell/AlliedSignal, in Execution 38. Honor Youth.

Why focus on these late teens and twentysomethings? Because they are the first young who are both in a position to change the world, and are actually doing so. For the first time in history, children are more comfortable, knowledgeable and literate than their parents about an innovation central to society. The Internet has

triggered the first industrial revolution in history to be led by the young. The Economist 39. Provide Early Leadership Assignments. The

WOW! Project Think BIG Think DIFFERENT Think COOL Appropriate benchmark: earn a place in the history books be able to say

to your grandson/daughter, I was project manager of the Big Dig TP/Bentley magazine Your Current Project? 1. Another days work/Pays the rent. 4. Of value. 7. Pretty Damn Cool/Definitely

subversive. 10. WE AIM TO CHANGE THE WORLD. (Insane!/Insanely Great!/WOW!) The Project 50 Create Sell Implement Exit Traditional

Emphasis 10% 0% 90% 0%

Our View 30% 30% 30%

10% 40. Create a FORMAL System of Mentoring. W. L. Gore Quad/Graphics

41. Diversity! Diversity defines the health and wealth of nations in a new century. Mighty is the mongrel. The hybrid is hip. The impure, the mlange, the adulterated, the blemished, the rough, the black-and-blue, the mixand-match these people are inheriting the earth. Mixing is the new norm. Mixing trumps isolation. It spawns creativity, nourishes the human spirit, spurs

economic growth and empowers nations. G. Pascal Zachary, The Global Me: New Cosmopolitans and the Competitive Edge CM Prof Richard Florida on Creative You cannot get a technologically innovative place unless its open to

weirdness, eccentricity and difference. Capital: Source: New York Times 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 Duh!

We want our associate population to mirror our customer population at every level, from the executive suite all the way to the retail floor. In the marketplace, basically what I want to do is draw a concentric circle around every one of our 2,300 stores, and I want the assortment in that store to match the ethnicity of the neighborhood its in. Some neighborhoods are all Hispanic, so we can put in a full Hispanic format. Thats what Super Saver is. All the signage is in both

languages. Theres a 100 percent Spanish-speaking staff in the store. Larry Johnston, CEO, Albertsons 42. WOMEN RULE.* *Duh. AS LEADERS, WOMEN RULE: New Studies find

that female managers outshine their male counterparts in almost every measure Title, Special Report, Business Week American women possess leadership abilities that are particularly effective in todays organizations, yet their

abilities remain undervalued and underutilized. In the future, what will distinguish one organization and one country from another will be its use of human resources. Today human resource utilization is not only a matter of social justice but a bottom-line issue. Judy Rosener, Americas Competitive Secret Womens Strengths Match New Economy

Imperatives: Link [rather than rank] workers; favor interactive-collaborative leadership style [empowerment beats top-down decision making]; sustain fruitful collaborations; comfortable with sharing information; see redistribution of power as victory, not surrender; favor multi-dimensional feedback; value technical & interpersonal skills, individual & group contributions equally; readily accept ambiguity; honor intuition as well as pure

rationality; inherently flexible; appreciate cultural diversity. Source: Judy B. Rosener, Americas Competitive Secret 63 of 2,500 top earners in F500 8% Big 5 partners 14% partners at top 250 law firms 43% new med students; 26% med faculty; 7% deans

Source: Susan Estrich, Sex and Power U.S. M.Mgt. 41% T.Mgt. 4% Peak Partic. Age 45 % Coll. Stud.

52% G.B. E.U. Ja. 29% 18% 6% 3% 2% <1% 22 27

19 50% 48% 26% Source: Judy Rosener, Americas Competitive Secret Deloitte was doing a great job of hiring highperforming women; in fact, women often earned higher performance ratings than men in their first years with the firm. Yet the percentage of women decreased with step up the career ladder. Most

women werent leaving to raise families; they had weighed their options in Deloittes maledominated culture and found them wanting. Many, dissatisfied with a culture they perceived as endemic to professional service firms, switched professions. Douglas McCracken, Winning the Talent War for Women [HBR] The process of assigning plum

accounts was largely unexamined. Male partners made assumptions: I wouldnt put her on that kind of company because its a tough manufacturing environment. That client is difficult to deal with. Travel puts too much pressure on women. Douglas McCracken, Winning the Talent War for Women [HBR]

The Core Argument 1. We are in a War for Talent. 2. The war will intensify. 3. Women are under-represented in our leadership ranks. 4. Women and men are different. 5. Womens strengths match the New Economys leadership needsto a striking degree.

6. Women are also the principal purchasers of goods and servicesretail and commercial. 7. Ergo, women are a large part of the answer to the War for Talent issue/opportunity. 43. Hire (& Protect!) Weird! enough

weird people in Are there the lab these days? V. Chmn., pharmaceutical house, to a lab director The Cracked Ones Let in the Light

Our business needs a massive transfusion of talent, and talent, I believe, is most likely nonconformists, dissenters and rebels. to be found among David Ogilvy

Deviance tells the story of every mass market ever created. What Deviants, Inc. starts out weird and dangerous becomes Americas next big corporate

payday. So are you looking for the next mass market idea? Its out there way out there. Source: Ryan Matthews & Watts Wacker, Fast Company (03.02) Saviors-in-Waiting Disgruntled Customers Off-the-Scope Competitors

Rogue Employees Fringe Suppliers Wayne Burkan, Wide Angle Vision: Beat the Competition by Focusing on Fringe Competitors, Lost Customers, and Rogue Employees Why Do I love Freaks? (1) Because when Anything Interesting happens it was a freak who did it. (Period.)

(2) Freaks are fun. (Freaks are also a pain.) (Freaks are never boring.) (3) We need freaks. Especially in freaky times. (Hint: These are freaky times, for you & me & the CIA & the Army & Avon.) (4) A critical mass of freaks-in-our-midst automatically make uswho-are-not-so-freaky at least somewhat more freaky. (Which is a Good Thing in freaky timessee immediately above.) (5) Freaks are the only (ONLY) ones who succeedas in, make it into the history books. (6) Freaks keep us from falling into ruts. (If we listen to them.)

(We seldom listen to them.) (Which is why most of usand our organizationsare in ruts. Make that chasms.) 44. Cherish Boldness! No Wiggle Room! Incrementalism

is innovations worst enemy. Nicholas Negroponte 44. We Are All Unique. One size NEVER fits

all. One size fits Beware Standardized Evals: one. Period. 48 Players = 48 Projects = 48 different success

measures. 46. Bosses Win People Over. WHAT AN IDIOT: Instead of employees being in the drivers seat, now were in the drivers

seat. Coaching is winning players over. PJ:

47. GOAL: Voyages of Mutual Discovery. I am inalterably opposed to organization change, empowerment, motivation. The goal: to awaken the latent talent

already within, by providing opportunities worthy of the individuals investment of her or his most precious resources time and emotional commitment. Leaders (Teachers) Do Not Transform People! Instead leaders (1) provide a context which is marked by (2) access to a luxuriant portfolio of meaningful

opportunities (projects) which (3) allow people to fully (and safely, mostlycaveat: they dont engage unless theyre mad about something) express their innate curiosity and (4) engage in a vigorous discovery voyage (alone and in small teams, assisted by an extensive self-constructed network) by which those people (5) go to-create places they (and their mentors-teachers-leaders) had never dreamed existedand then the leaders

(6) applaud like hell and stage photo-ops to commemorate the bravery of their followers explorations! 48. Foster Independence. You must realize that how you invest your human capital matters as much as how you invest your

financial capital. Its rate of return determines your future options. Take a job for what it teaches you, not for what it pays. Instead of a potential employer asking, Where do you see yourself in 5 years? youll ask, If I invest my mental assets with you for 5 years, how much will they appreciate? How much will my portfolio of career options grow?

Stan Davis & Christopher Meyer, futureWEALTH THE rise up and flee your cubicle STREET JOURNAL Adventures in Capitalism THE I work for a company called

Me STREET JOURNAL Adventures in Capitalism Thriving in 24/7 (Sally Helgesen) START AT THE CORE. Nimbleness only possible if we locate our inner voice, take regular inventory of where we are. LEARN TO ZIGZAG. Think gigs. Think lifelong

learning. Forget old loyalty. Work on optimism. CREATE OUR OWN WORK. Articulate your value. Integrate your passions. I.D. your market. Run your own business. WEAVE A STRONG WEB OF INCLUSION. Build your own support network. Master the art of looking people up. 49.

Enthusiasm! BZ: I am a Dispenser of Enthusiasm! A leader is a dealer in

hope. Napoleon New Economy Biz Degree Programs MBA (Master of Business Administration) MMM1 (Master of Metaphysical Management) MMM2 (Master of Metabolic Management) MGLF (Master of Great Leaps Forward)

MTD (Master of Talent Development) W/MwGTDw/oC (Woman/Man Who Gets Things Done without Certificate) DE (Doctor of Enthusiasm) 50. Talent = Brand.

The Top 5 Revelations Better talent wins. Talent management is my job as leader. Talented leaders are looking for the moon and stars. Over-deliver on peoples dreams they are volunteers. Pump talent in at all levels, from all

conceivable sources, all the time. Source: Ed Michaels et al., The War for Talent Brand = Talent. 19. Re-imagine Excellence II: Meet the

New Boss Women Rule! AS LEADERS, WOMEN RULE: New Studies find that female managers outshine their male counterparts in almost

every measure Title, Special Report/BusinessWeek Lawrence A. Pfaff & Assoc. 2 Years, 941 mgrs (672M, 269F); 360 feedback Women: 20 of 20; 15 of 20 with statistical significance (incl. decisiveness, planning, setting stds.)

Men are not rated significantly higher by any of the raters in any of the areas measured. (LP) On average, women and men possess a number of different innate skills. And current trends suggest that many sectors of the twentyfirst-century economic community

are going to need the natural talents of women. Helen Fisher, The First Sex: The Natural Talents of Women and How They Are Changing the World Womens Strengths Match New Economy Imperatives: Link [rather than rank] workers; favor interactive-collaborative leadership style [empowerment beats top-down decision making];

sustain fruitful collaborations; comfortable with sharing information; see redistribution of power as victory, not surrender; favor multi-dimensional feedback; value technical & interpersonal skills, individual & group contributions equally; readily accept ambiguity; honor intuition as well as pure rationality; inherently flexible; appreciate cultural diversity. Source: Judy B. Rosener, Americas Competitive Secret: Women Managers

80 percent of [women] respondents said they were comfortable with power and liked what they could accomplish with it. But women are redefining power, the survey showed; rather measuring it by traditional means of having more people report to them or competing successfully for plum assignments, they say power means harnessing the support

of co-workers and subordinates, empowering teams, and building networks of allies to change their organizations. Simmons College/03.05 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

Investors are looking more and more for a relationship with their financial advisers. They want someone they can trust, someone who listens. In my experience, in general, women may be better at these

relationship-building skills than are men. Hardwick Simmons, CEO, Prudential Securities U.S. M.Mgt. 41% T.Mgt. 4%

Peak Partic. Age 45 % Coll. Stud. 52% G.B. E.U. Ja. 29% 18% 6% 3% 2% <1%

22 27 19 50% 48% 26% Source: Judy Rosener, Americas Competitive Secret Tomoyo Nonaka, CEO, Sanyo

first woman CEO of a major electronics company in Japan (FT/07.06.05) U.S.A. Economic Story #1:

10.6M To be a leader in consumer products, its critical to have leaders who represent the population we serve. Steve Reinemund/PepsiCo

Society is based on male standards with women seen as anomalies deviating from the male norm. Bi Puvaneu, Institute for Future Studies (Stockholm)

Women who seek to be equal with men lack ambition. Timothy Leary Now and in the future, the teams led by the most moms win. The new model still demands they have leadership DNA, but it

also embraces a kindler, gentler, more confident version of the old model; a big heart and a strong character are now as important as being a strong person. Leaders who only have the hard skills simply arent suited for todays business climate. Many of these types are still running companies, but the tide is turning and their days are numbered. As everyone is well aware, company populations are going to become more rather than less diverse, companies will be dealing with more rather than fewer changes, and the pace is going to quicken even further. As a

result, leaders must become much more efficient at managing chaos and much more competent at dealing with the human side. Overall, they must possess the interpersonal skills and character to adapt to both new realities. Moe Grzelakowski, Maternal Trends in the Business World (Mother Leads Best: 50 Women Who Are Changing the Way Organizations Define Leadership) On MBAs Men Are from Mars and Women from Venus: Women MBA graduates make

better managers as they gain intrinsic benefits such as confidence, credibility and assertiveness, job satisfaction and interpersonal skills. This makes them more productive. Men, however are more blinkered and see their MBA only as a way to gain status and pay. The Times (London), on research at Brunel University/01.20.2005

Childrearing Skills of Particular Value to Organizational Leadership: *Selflessness *Confidence *Humility *Groundedness *Honesty Moe Grzelakowski, Maternal Trends in the Business World (Mother Leads Best: 50 Women Who Are Changing

the Way Organizations Define Leadership) Parting Thoughts TPs BakersDozen Commandments: Tech to Top 1. Enthusiasm, Optimism and Energy carry the day. 2. She who delivers the Best Projects wins. (Be-Do.) (Your inherent advantages enhance the odds of delivering

ladle dropper projects. USE THEM.) 3. There are sympathizers. FIND THEM. (Make your own McKinsey.) 4. Indirection rules; frontal attacks are for boneheads. (My mission is that of a molemy existence only to be known by upheavals. John Fisher) 5. Accept a Lateral Move to get X-functional

experience. (!!!!!!!!!!!!!!!!!!!!) 6. Take a crappy line job whenever its offered! (Theres no such thing as a crappy line job!) TPs BakersDozen Commandments: Tech to Top 7. Understand the Soft New Value-added Equation and Master/Exploit it. 8. DO GREAT THINGS FOR CUSTOMERS! (Its the best form of protection from idiots!)

9. Always Champion Change and find a Protector! 10. Life (SUCCESS) = Mastery of Sales & Politics. (Believe it!) 11. Get involved in Recruiting and Development Activities! (Were all in HR.) (Find Radical Young Women and become their Champion.)

TPs BakersDozen Commandments: Tech to Top 12. If it aint working, get the hell out. (What about starting your own business?) 13. Youve got the Right Stuff: Use it. Exploit it. Dont hide it under a bushel. GO WHERE YOU ARE APPPRECIATED. 20. Re-imagine

Excellence III: New Education for R-World. Every time I pass a jailhouse or a school, I feel sorry for the people inside. Jimmy Breslin, on summer school in NYC [If they havent learned

in the winter, what are they going to remember from days when they should be swimming?] The main crisis in school today is irrelevance. Daniel Pink, Free Agent Nation

Our schools are not teaching people how to think. Thomas Alva Edison It is nothing short of a miracle that modern methods of instruction have not yet entirely strangled the holy curiosity

of inquiry. Albert Einstein The last few decades have belonged to a certain kind of person with a certain kind of mindcomputer programmers who could crank code, lawyers who could craft contracts, MBAs who could crunch numbers. But the keys to the kingdom are changing The future belongs to a very different kind of person with a very different kind of mind

creators and empathizers, pattern recognizers and meaning makers. These peopleartists, inventors, designers, storytellers, caregivers, consolers, big picture thinkerswill now reap societys richest rewards and share its greatest joys. Dan Pink, A Whole New Mind hands.

The last few decades have belonged to a certain kind of person with a certain kind of mindcomputer programmers who could crank code, lawyers who could craft contracts, MBAs who could crunch numbers. But the keys to the kingdom are changing The future belongs to a very different kind of person with a very different kind of mind creators and empathizers, pattern recognizers and meaning makers. These peopleartists,

inventors, designers, storytellers, caregivers, consolers, big picture thinkerswill now reap societys richest rewards and share its greatest joys. Dan Pink, A Whole New Mind hands. Left-brain style thinking used to be the driver, and right-brain style thinking the

passenger. Now R-Directed Thinking is suddenly grabbing the wheel, stepping on the gas, and determining where were going and how were going to get there. L-Directed aptitudesthe kind measured by the SAT and employed by CPAsare still necessary. But theyre no longer sufficient. Dan Pink, A Whole New Mind

L-Directed Thinking: sequential, literal, functional, textual, analytic to R-Directed Thinking: simultaneous, metaphorical, aesthetic, contextual, synthetic Source: Dan Pink/A Whole New Mind

Future CEOs May Need to Have Broad LiberalArts Foundation wsj.com/04.05: Hard is soft. Soft is hard.

J. D. Rockefellers General Education Board In our dreams people yield themselves with perfect docility to our molding hands. The task is simple. (1915): 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 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

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! grade in art at such a young age?

How many artists are there in the room? Would you please raise your hands. FIRST GRADE: En mass 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 was participating in the suppression of creative genius. Source: Gordon MacKenzie,Orbiting the Giant Hairball:A Corporate Fools Guide to Surviving with Grace Our education system is a second-rate, factory-style organization, pumping out obsolete information in obsolete

ways. [Schools] are simply not connected to the future of the kids theyre responsible for. Alvin Toffler, Business 2.0 (09.00) Teach To Test? Whatever be the qualifications of your tutors, your improvement must chiefly depend on yourselves. They cannot think or labor for you, they can only put you in the

best way of thinking or laboring for yourselves. If therefore you get knowledge you must acquire it by your own industry. You must form all conclusions and all maxims for yourselves, from premises and data collected and considered by yourself. And it is the great object of [our educational institutions] to remove every bias the mind and to give the greatest scope for true freedom of

thinking. The renowned scientist Joseph Priestly. Date: might be under, 1794. Occasion: speech at the dedication of New College, London. TomResolution2005 (full year): Every project, small or large, this year will have to answer the question, Does this change the world? HP ran a banner ad, HAVE YOU CHANGED CIVILIZATION TODAY? Ill make that the first &

last question I ask myself each day! TomResolution2005 (within the next 10 minutes): I will be hall monitor for my attitude concerning each & every human contact I have this year, starting IMMEDIATELY. Do I exude Passion & Optimism & Connection of the sort that invariably engages others? (Hint: This applies as much to the 30-second exchange I have with a checkout clerk at Shaws grocery in Manchester VT as it does in a speech to very senior execs in Zurich on January 11.)

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 My education was a prolonged and

concerted attack on my individuality. Neil Crofts, Authentic Survey finds that only 20% of 1,500 companies

see individual drive as a desirable trait Source: Fortune/Ask Annie/11.29.2004 20A. Re-imagine Excellence IV: New Business Education for

C*-World. (*C = Crazy) New Economy Biz Degree Programs MBA (Master of Business Administration) MMM1 (Master of Metaphysical Management) MMM2 (Master of Metabolic Management) MGLF (Master of Great Leaps Forward)

MTD (Master of Talent Development) W/MwGTDw/oC (Guy/Gal Who Gets Things Done without Certificate) DE (Doctor of Enthusiasm) 15 Leading Biz Schools Design/Core: 0 Design/Elective: 1

Creativity/Core: 0 Creativity/Elective: 4 Innovation/Core: 0 Innovation/Elective: 6 Source: DMI/Summer 2002 Research by Thomas Lockwood The MFA is the new

MBA. Dan Pink, A Whole New Mind Human creativity is the ultimate economic resource. Richard Florida,

The Rise of the Creative Class There is little evidence that mastery of the knowledge acquired in business schools enhances peoples careers, or that even attaining the MBA credential itself has much effect on graduates salaries or career

attainment. Jeffrey Pfeffer (tenured professor, Stanford GSB/2004) Fact: Last 4 Deans Finance, Economics, Accounting, Finance. Query: WILL THERE EVER BE ONE FROM THE TOP LINE SIDE: INNOVATION (Ha, Ha), ENTREPRENEURSHIP,

MARKETING, SALES (Ha Ha)? OR THE PEOPLE SIDE: HR? Hardball: Are You Playing to Play or Playing to Win? by George Stalk & Rob Lachenauer/HBS Press The 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.

New Economy Biz Degree Programs MBA (Master of Business Administration) MMM1 (Master of Metaphysical Management) MMM2 (Master of Metabolic Management) MGLF (Master of Great Leaps Forward) MTD (Master of Talent Development) W/MwGTDw/oC (Guy/Gal Who Gets Things Done

without Certificate) DE (Doctor of Enthusiasm) 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.] New Economy Biz Degree Programs MBA (Master of Business Administration) MMM1 (Master of Metaphysical Management)

MMM2 (Master of Metabolic Management) MGLF (Master of Great Leaps Forward) MTD (Master of Talent Development) W/MwGTDw/oC (Guy/Gal Who Gets Things Done without Certificate) DE (Doctor of Enthusiasm)

Strategy meetings held once or twice a year to Strategy meetings needed several times a week Source: New York Times on Meg Whitman/eBay New Economy Biz Degree Programs MBA (Master of Business Administration) MMM1

(Master of Metaphysical Management) MMM2 (Master of Metabolic Management) MGLF (Master of Great Leaps Forward) MTD (Master of Talent Development) W/MwGTDw/oC (Guy/Gal Who Gets Things Done without Certificate) DE (Doctor of Enthusiasm)

Have you changed civilization today? Source: HP banner ad New Economy Biz Degree Programs MBA (Master of Business Administration) MMM1

(Master of Metaphysical Management) MMM2 (Master of Metabolic Management) MGLF (Master of Great Leaps Forward) MTD (Master of Talent Development) W/MwGTDw/oC (Guy/Gal Who Gets Things Done without Certificate) DE (Doctor of Enthusiasm)

New Economy Biz Degree Programs MBA (Master of Business Administration) MMM1 (Master of Metaphysical Management) MMM2 (Master of Metabolic Management) MGLF (Master of Great Leaps Forward) MTD (Master of Talent Development) W/MwGTDw/oC (Guy/Gal Who Gets Things Done

without Certificate) DE (Doctor of Enthusiasm) When assessing candidates, the first thing I looked for was energy and enthusiasm for execution. Does she talk about the thrill of getting things

done, the obstacles overcome, the role her people played or does she keep wandering back to strategy or philosophy? Larry Bossidy, Honeywell/AlliedSignal, in Execution New Economy Biz Degree Programs MBA (Master of Business Administration) MMM1 (Master of Metaphysical Management)

MMM2 (Master of Metabolic Management) MGLF (Master of Great Leaps Forward) MTD (Master of Talent Development) W/MwGTDw/oC (Guy/Gal Who Gets Things Done without Certificate) DE (Doctor of Enthusiasm)

Importance of Success Factors by Various Gurus/Estimates by Tom Peters Strategy Systems Passion Execution Porter 50% 20

15 15 Drucker 35%

30 15 20 Bennis 25%

20 30 25 Peters

15% 20 35 30 Exec Ed! (generic, alliances with corporations, alliances with other biz

schools, alliances with other colleges on campus, entrepreneurs/small biz, unconventional financing) Part-time! Off-campus! Web!!!!!!!! (courses, recruitment, lifelong networking, ) Women!!!!!!!!! Diversity! Unconventional sources!

Unconventional evaluations! (1-ton cookie) (students & faculty) Unconventional placement! International (Gartens mergers?) Curriculum Flip Noble Bill

This is not to denigrate emphasis on leadership, entrepreneurship, management and global business WFS Source: Brave New World, Bold New B-School/ Tim Westerbeck/BizEd/08.04

Change focus: Coping with (mastering) corporate life to mastering Brand You management (Corporation to Individual?) Who wants to be a master of

ADMINISTRA TION? Why do only the service academies teach leadership as a rigorous discipline worthy of study and experiential learning? (Is there much difference between a Company

Commander and a Department Head?)* *Best MBA: USNA

* Emphasize Certificates over Degrees. * Train for a Brand You World, not a corporate world! * Teach/imbue creativity, independence, risk taking, small business skills, life in a value-adding PSF/Professional Service Firm. * Turn Project Management into a major educational focus. (Career Success = Portfolio of WOW Projects) * Focus on Small biz/Women-owned businesses(10.6M!). * Create new Co-partnering corporate models.

* Let 100 schools contend! (We need new models!) * D-school (and other mixed models) * Its R&D, stupid! (Become Industry Change Agentse.g. Healthcare.) * The Web is it! * Create communities of learning/Invent new modes of outreach/ team learning. * Measure every student contact by the Scintillating Experience (Cirque du Soleil) Standard! * Under-promise, Over-deliver!

Big Idea/Meta-Idea/Premier Engine of Value Added (1) The Talent: Best Roster of Entrepreneurial-minded Brand Yous. (2) The (Virtual) Organization: Internal or External PSF/Professional Service Firm working with Best Anywhere = Engine of Value Added through the Application of

Creative Intellectual Capital (3) The Work Product: Game Changer WOW Projects VII. Re-imagine Managing: BRAND INSIDE. A PEERLESS BRAND

INSIDE: THE NEW BASIS FOR AN IMPERATIVE VALUE-ADDED REVOLUTION 21. Re-imagine the Brand Promise: The

Brand INSIDE Obsession. 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 The New Enterprise Value-Added Equation/Mark2005 (1) 100% WOW PROJECTS (New Org DNA/The Work)

+ (2) Incredible TALENT Transformed into (3) Entrepreneurial BRAND YOUs and (4) Launched on Awesome QUESTS = (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 Big Idea/Meta-Idea/Premier Engine of Value Added (1) The Talent: Best Roster of Entrepreneurial-minded Brand Yous.

(2) The (Virtual) Organization: Internal or External PSF/Professional Service Firm working with Best Anywhere = Engine of Value Added through the Application of Creative Intellectual Capital (3) The Work Product: Game Changer WOW Projects 22. Re-imagine

Tomorrows Organizations: Itinerant Potential Machines. It is not the strongest of the species that survives, nor the most

intelligent, but the one most responsive to change. Charles Darwin (courtesy HP) I wanted GE to operate with the speed, informality, and open communication of a corner store. Corner stores often have strategy rigtht. With their limited resources,

they have to rely on laser-like focus on doing one thing very well. Jack Welch/Fortune/04.05 TALENT POOL TO DIE FOR. Youthful. Insanely energetic. Value creativity. Risk taking is routine. Failing is normal if youre stretching. Want to make their bones in the revolution. Love the new

technologies. Well rewarded. Dont plan to be around 10 years from now. TALENT POOL PLUS. Seek out and work with worlds best as needed (its often needed). We aim to change the world, and we need gifted colleagueswho well may not be on our payroll.

BRASSY-BUT-GROUNDED-LEADERSHIP. Say I dont knowand then unleash the TALENT. Have a vision to be DRAMATICALLY DIFFERENT but dont expect the co. to be around forever. Will scrap pet projects, and change course 180 degreesand take a big write-off in the process. NO REGRETS FROM SCREW-UPS WHOSE TIME HAS NOT-YET-COME. GREAT REGRETS AT TIME & $$$ WASTED ON ME TOO PRODUCTS

AND PROJECTS. BRASSY-BUT-GROUNDED-LEADERSHIP. (Cont.) Visionary leaders matched by leaders with shrewd business sense: HOW DO WE TURN A PROFIT ON THIS GORGEOUS IDEA? Appreciate market creation as much as or more than market share growth. ARE INSANELY AWARE THAT MARKET LEADERS

ARE ALWAYS IN PRECARIOUS POSITIONS, AND THAT MARKET SHARE WILL NOT PROTECT US, IN TODAYS VOLATILE WORLD, FROM THE NEXT KILLER IDEA AND KILLER ENTREPRENEUR. (Gates. Ellison. Venter. McNealy. Walton. Case. Etc.) ALLIANCE MANIACS. Dont assume that the best resides within. WORK WITH A

SHIFTING ARRAY OF STATE-OF-THE-ART PARTNERS FROM ONE END OF THE SUPPLY CHAIN TO THE OTHER. Including vendors and consultants and especially PIONEERING CUSTOMERS who will pull us into the future. TECHNOLOGY-NETWORK FANATICS. Run the whole-damn-company, and relations with all

outsiders, on the Internet at Internet speed. Reluctant to work with those who dont share this (radical) vision. 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.

23. Re-imagine Excellence: X05 Walgree ns Good to Great: Fannie Mae Kroger Walgreens Philip

Morris Pitney Bowes Abbott Kimberly-Clark Wells Fargo SET THE AGENDA. Great Companies (Period.)

AGENDA SETTERS: Set the Table/ Pioneers/ Questors/ Adventurers US Steel Ford Macys Sears Litton Industries ITT The Gap Limited Wal*Mart P&G 3M Intel IBM Apple Nokia Cisco Dell MCI Sun Oracle Microsoft Enron Schwab GE

Southwest Laker People Express Ogilvy Chiat/Day Virgin eBay Amazon Sony BMW CNN And the Winner is 1. Audacity of Vision 2. Innovation/R&D/Design 3. Talent Acquisition & Development

4. Resultant Experience 5. Strategic Alliances 6. Operations 7. Financial Management 8. Overall/Sustaining Excellence 9. Wow! 10. Lovemark! Cirque du

Soleil! X04 Cirque du Soleil Mollies Infosys FBR/Friedman Billings Ramsey London Drugs Build-A-Bear Griffin Health Services/Planetree Alliance ... The Met/Big Picture schools Progressive Commerce Bank Whole Foods Apple

Kevin Roberts Richard Branson (HSM/WSB/CR/4S*) *My partners: Washington Speakers Bureau, HSM, Canyon Ranch, Four Seasons Cirque du Soleil !

Cirque du Soleil: Talent (12 full-time scouts, database of 20,000). R&D (40% of profits; 2X avg corp). Controls (shows are profit centers; partners like Disney offset costs; $100M on $500M). Scarcity builds buzz/ brand (1 new show per year. People tell me

were leaving money on the table by not duplicating our shows. Theyre right.Daniel Lamarre, president). Source: The Phantasmagoria Factory/Business 2.0/1-2.2004 Cirque du Soleil *$500M-$600M revenue *#22 Interbrand/brand impact (>Microsoft, Disney, VW, McDonalds)

*Every time we come to a comfort zone, we will find a way out (Daniel Lamarre/President) *No Cloning! *Reinvent the brand with EACH new show (max 1/year) *70% of profits into R&D! *A typical day at the office for me begins by asking, What is impossible that I am going to do today? (Daniel Lamarre) *No deal until creative challenge (no matter $$ on the table) *Diverse creative teams! (Dont come out until youve done

something great.) *Recruit the near-great (not prima donnas) (crazy interviews) Source: Fast Company/07.05 Mollie s Infosys

! Infosys/Planet-warping Aspirations By making the Global Delivery Model both legitimate and mainstream, we have brought the battle to our territory. That is, after all, the purpose of strategy. We have become the leaders, and incumbents [IBM, Accenture] are followers, forever playing catch-up. However, creating a new business innovation is not enough for rules to be changed. The innovation must impact clients, competitors, investors, and society. We have seen all this in

spades. Clients have embraced the model and are demanding it in even greater measure. The acuteness of their circumstance, coupled with the capability and value of our solution, has made the choice not a choice. Competitors have been dragged kicking and screaming to replicate what we do. They face trauma and disruption, but the game has changed forever. Investors have grasped that this is not a passing fancy, but a potential restructuring of the way the world operates and how value will be created in the future.

Narayana Murthy, chairmans letter, Infosys Annual Report 2003 +49%/profits +52%/revenue Source: WSJ/10.13.2004/Infosys 2nd-Period Profit Rose Amid Demand for Outsourcing FBR

! I Borrowed Your Watch: Heres What Time It Is Make a Difference Add Exceptional Value Enduring Relationships with Companies that Have the Potential to Be Great After-market Performance Focus/Strong Sectoral Approach Focus/Underserved Middle Market/Mid-cap Cos

Dramatic Difference Research Roots Research Investment Unique Analytic Process Highly Disciplined Fundamental Intrinsic Value Analysis Partnership Culture Mutual Support Enthusiasm Make a Difference

D.C. as D.C. D.C. as not Wall Street Visibility/Tell Story/Brand FBR: Fundamental Intrinsic Value Analysis Focus (You know what youre doing) Difference (You know how youre doing it)

Culture (You understand the roots) London Drugs !

At London Drugs, everyone cares about everything. Wynne Powell

London Drugs *Each major department a category killer (pharmacy, computers, photo-photo finishing, cosmetics) *Service added/ Experience (e.g., consultation booths for pharmaceutical Clients) *Brilliant, eye-popping design-merchandising *Price point: peanuts to super-premium *Massive training, very low staff t/o *Big-bet experimentation-innovation

*Locales begging for LD *Financials to die for *IS/IT/SC pioneers (compared favorably to Wal*Marts supplychain management; exquisite vendor-partner programs) *Effectively deflected Wal*Mart incursion *Philosophy: fun, enthusiasm, innovation, commitment, care, talent development Build-ABear!

Build-A-Bear * 1997 to 2004: $0 to $300M * Maxine Clark/CEO (25 yrs May Dept Stores) * Build-A-Bear Workshops * Engagement! (Where Best Friends Are Made) * Theater! * http://www.buildabear.com/buildaparty Best Web Site?

buildabear.com Griffin Health Services Corporation/ Griffin Hospital/ Planetree Alliance

! Planetree is about human beings caring for other human beings. Putting Patients First, Susan Frampton, Laura Gilpin, Patrick Charmel (Ladies and gentlemen serving ladies and gentlemen4S credo)

It was the goal of the Planetree Unit to help patients not only get well faster but also to stay well longer. Putting Patients First, Susan Frampton, Laura Gilpin, Patrick Charmel Those of us working in healthcare have an obligation

to be of service in this world, to be bringers of light and hope. Our work is spiritual by its nature, as the Planetree model has acknowledged for decades. Our definition of spirituality is coming into a right relationship with all that is, establishing a loving, nurturing, caring relationship. Planetrees has been to refocus our attention on the power of relationships, and, in particular, the mind-body-spirit relationship essential to healing. It has opened a door that will

never be closed. Leland Kaiser, Holistic Hospitals Source: Putting Patients First, Susan Frampton, Laura Gilpin, Patrick Charmel The 9 Planetree Practices 1. The Importance of Human Interaction 2. Informing and Empowering Diverse Populations: Consumer Health Libraries and Patient Information 3. Healing Partnerships: The Importance of Including Friends

and Family 4. Nutrition: The Nurturing Aspect of Food 5. Spirituality: Inner Resources for Healing 6. Human Touch: The Essentials of Communicating Caring Through Massage 7. Healing Arts: Nutrition for the Soul 8. Integrating Complementary and Alternative Practices into Conventional Care 9. Healing Environments: Architecture and Design Conducive

to Health Source: Putting Patients First, Susan Frampton, Laura Gilpin, Patrick Charmel Big Picture schools/ The Met !

Engage the kids around their passions. Dennis Littky/ The Met-Big Picture

The Real Goals of Education/Dennis Littky/The Big Picture *Be lifelong learners *Be passionate *Be ready to take risks *Be able to problem solve and think critically *Be able to look at things differently *Be able to work independently and with others *Be creative *Care and want to give back to their community

*Persevere *Have integrity and self-respect *Have moral courage *Be able to use the world around them well *Speak well, write well, read well, and work well with numbers *AND TRULY ENJOY THEIR LIFE AND WORK EBF* to

EBI** * Education By Fiat ** Education By Interest Progressive !

Progressive Is * [Peter] Lewis has created an organization filled with sharp, type-A personalities who are encouraged to take riskseven if that sometimes leads to mistakes. * One thing that weve noticed is that theyve always been very good at avoiding denial. They react quickly to changes in the marketplace.Keith Trauner/portfolio manager * When four successive hurricanes hit Florida and neighboring states in August and September, Progressive sent more than

1,000 claims adjusters to the Southeast. Result: 80% of 21,000 filed claims had been paid by mid-October, an impressive figure. This pleased policy holders and probably helped Progressive because delays in claims payments typically mean higher costs. Source: Barrons/ Polished Performer: The Car Insurance Games Best Managers Have Put Progressive in the Fast Lane/11.01.04 We dont sell insurance

We sell speed. anymore. Peter Lewis, Progressive Commerce Bank!

Commerce Bank: From Service to Experience 7X. 730A800P. F12A.* *93-03/10 yr annual return: CB: 29%; WM: 17%; HD: 16%. Mkt Cap: 48% p.a. Thesaurus of WOW! They hate it if you call them bankers. They love it, on the other hand, when you

ask to see their #sstupendous. They are Commerce Bank. These absurdly fast growing, insanely profitable retailers, rewriting the rules of East Coast retail banking, sent me a copy of their booklet, Traditions. It explicates their Wow the Customer Philosophy. At the end theres A Collection of Commerce Lingo. I wont define (use your imagination), but simply offer a small sample: Fans, Not Customers. Say YES 1 to say YES, 2 to say NO. (A staffer

has to get a supervisors approval to say no to anything.) Recover!!! To Err Is Human; To Recover Is Devine. Leave Em Speechless. Positive Behavior. Positive Language. Kill A Stupid Rule. (Get cash rewards for exposing dumb internal rules that impede our ability to WOW!) Make the WOW! Answer Guide Your Best Friend. Buzz Bee. CommerceWOW!Zone. (A K-12 financial education program.) Doctor WOW! Ten-Minute Principle. (Stores open 10 minutes before posted hours, stay open 10 minutes after posted hoursand the hours, such as open 7 days a week, are already incredibly generous & tradition-shattering.) Wall of WOW! WOW! Awards. (The

annual recognition ceremonyRadio City Music Hall, with the Rockettes, in 05.) WOW! Patrol. WOW! Spotlight. WOW Van. WOW Wiz. (A service superstar.) Etc. The Kevin & Richard Show!

Kevin Roberts Credo 1. Ready. Fire! Aim. 2. 3. 4. 5. 6. 7. 8.

9. If it aint broke ... Break it! Hire crazies. Ask dumb questions. Pursue failure. Lead, follow ... or get out of the way! Spread confusion. Ditch your office.

Read odd stuff. 10. Avoid moderation! Sir Richards Rules: Follow your passions. Keep it simple. Get the best people to help

you. Re-create yourself. Play. Source: Fortune on Branson/10.03 24. Re-imagine Managing: The Revised Search for Excellence.

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 life

Source: Fast Company/05.2005 Benchmarking? Try the Corner Deli or the Local Hairdresser! Secret Service: Hidden Systems that Deliver Unforgettable Service/John DiJulius/John Roberts Hair Studio & Spa. The Fantastic Hairdresser/former London hairdresser Alan Austin-Smith.

Zingermans Guide to Giving Great Service/Zingermans co-founder Ari Weinzweig/Ann Arbor MI deli/Mission statement: We share the Zingermans experience selling food that makes you happy, giving service that makes you smilein passionate pursuit of our mission, showing love and caring in all our actions to enrich as many lives as we possibly can. (Dont you wish your bank or phone company or car dealer would live byor even vaguely imagine living bysuch a Credo?)

I wanted GE to operate with the speed, informality, and open communication of a corner store. Corner stores often have strategy right. With their limited resources, they have to rely on laserlike focus on doing one thing very well. Jack Welch/Fortune/04.05

Incentives that work: Clear/ unequivocal. Huge consequences. Different from now. Stable (for a few years). Stand out (1 of 1). Giant aspirations (B.H.A.G.) Basis for deep dip promotion/s. Don Kennedy/

Stanford: from quantity (raw #) to quality (top 3) WHAT GETS MEASURED GETS DONE: % students (MBA); % students (Continuing Ed); % students (Ph.D.). % faculty; % tenured faculty. % Advisory Board. % senior administrators.

% cases focusing on Women managers. Etc. What Gets Measured/ Obsessed About Gets Done Roger Milliken Roger Enrico Bill Creech Richard Haass

Jack Welch Donald Kennedy Freddie Mac/Fannie Mae Monkeys cant live in midair! Bob Townsend

Carlsberg: Takeaways Encourage risk-taking: Hot language/WOW! Jaywalk, foot-wiggle: Energy & Enthusiasm (I know it when I see it) Make your rep away from home: PepsiCo v Coke; Citi v Chase Should be SURPRISED at every meeting Be-Do (+ Leaps) I do people

Absurdly smart people (Gates) Eval = Time (4 X 25) You = Calendar Hire better than me C.I. = Disaster Lincoln/The Master of the Game/ Doris Kearns Goodwin

*Empathy *Humor *Magnanimity *Generosity of Spirit *Perspective *Self-control *Sense of Balance *A social Conscience

Steps: One busboy will become a Waiter. One waiter will become a Maitre D. One Maitre D will become a Restaurateur. One restaurateur will become World Famous. Message: IT STARTS BY BECOMING THE BEST BUSBOY YOU CAN BE!

TP & UA Ops Manager: National service? Who knows? But we believe that every would-be leader should have waited table for at least two years! * *Customer service, make-each-Customer the Absolute Center of Attention at all times, pursue repeat business, take the blame from one and all, provision of scintillating experience,

serve many masters (Client, Maitre d, chef, busboy, owner, etc), hustle but exude calm/grace, multi-task, sunny attitude no matter how much shit has hit the fan, etc. The Ten Faces of Innovation/Tom Kelley *The Anthropologist. Master of human behavior gets the user. *The Experimenter. Mr/Ms Fast Prototyper. *The Cross-pollinator. Explores odd connections. *The Hurdler. Master remover of B.S. roadblocks.

*The Collaborator. Brings intriguing combinations of people together. *The Director. Brings out the creative best from an odd mix of talents. *The Experience Architect. Turns products into performances. *The Set Designer. Creates fabulous office environments that foster constant innovation. *The Caregiver. Anticipates customer needs like a magician. *The Storyteller. Creates narratives that capture the spirit of the group and its products/services/experiences.

TPs Three Pieces of Advice for Entrepreneurs: Niche/niche customer/Dramatic Difference; work like the nd blazes on a 2 act; good CFO from the get go.

If you dont listen, you dont sell anything. Carolyn Marland/MD/Guardian Group I wasnt bowled over by [David Boies] intelligence What impressed me

was that when he asked a question, he waited for an answer. He not only listened, he made me feel like I was the only person in the room. Lawyer Kevin _____, on his first, inadvertent meeting with David Boies, from Marshall Goldsmith, The One Skill That Separates, Fast Company, 07.05

GEN Powells Two Cardinal Success Tips for Managers: (1) Take care of your troops; (2) focus on the job at hand, not the next job/ advancement.

Source: Pat Williams First Strategic Objective in a Major Change/Transformation CHANGE YOURSELF! (in a Program:

measurable way) You = Your Calendar Do one thing every day that

scares you. Eleanor Roosevelt [Other] admirals more frightened of

losing than anxious to win Nelsons secret: barns burnt down now I can see the moon Mashahide/Zen poet

[Other] admirals more frightened of losing than anxious to win SP: But can you turn a defensive player into an offensive player? Yes! TP:

Work with him/her to re-frame their principal project to the point that the ego is engaged and it becomes a life compulsion. * * If you and I had $150K in the bank and on the line and the Build a School on top of a school (The Parallel

Universe Strategy) What I Learned HWBjr: Excellence, Accountability, Initiative, K.I.S.S., Leader Love Dick: Empowerment, Entrepreneurship, Challenge, Execution (Project > Paper), Accountability, MBWA, K.I.S.S., Fanatic Customer-centrism (Customer>Command, Marines>Regiment),

Leader Love, Output, Do>Be Nameless: Tangible vs Palpable (Bureaucracy, Control, Tight Leashes, Command-centric, Demoralization, Paper > Project, Product = Paper, K.I.C.S.) What I Learned Ben: Decency, Soft Power, Fanatic Customercentrism (Do>Be) Walter: Fanatic Mission-centrism, Soft Power,

Relationship-management, Execution, Accountability, Early to Bed Bob: Pos>Neg/Recognition, K.I.S.S., The Way of the Demo (Execution), Hero-building, Mission-centrism, Do>Be Bill: De-centralization, Recognition, Supportstaff Centrism, Measurement (K.I.S.S.), Soft Power (Paint n Pride), Rapid Culture Change Selection

Best Person Track Record People Development People will follow into hell Fit Attitude Enthusiasm Energy Sense of Humor

Do vs Be Action Bias Try It Now Commitment to Change Proclivity for risk-taking Contrarian Political Skills Salesmanship Curiosity

Obstreperousness Value Consistency Impeccable Integrity Hard Worker Headhunter Excellence? (CEO Performance vs S&P 500) Korn Ferry/Tom Neff: +1.1% Heidrick & Struggles/

Gerry Roche: -5.2% The Ten Faces of Innovation/Tom Kelley *The Anthropologist. Master of human behavior gets the user. *The Experimenter. Mr/Ms Fast Prototyper. *The Cross-pollinator. Explores odd connections. *The Hurdler. Master remover of B.S. roadblocks. *The Collaborator. Brings intriguing combinations of people together. *The Director. Brings out the creative best from an odd mix of talents.

*The Experience Architect. Turns products into performances. *The Set Designer. Creates fabulous office environments that foster constant innovation. *The Caregiver. Anticipates customer needs like a magician. *The Storyteller. Creates narratives that capture the spirit of the group and its products/services/experiences. Lincoln/The Master of the Game/

Doris Kearns Goodwin *Empathy *Humor *Magnanimity *Generosity of Spirit *Perspective *Self-control *Sense of Balance

*A social Conscience GH (+TP): Get better vs Get different

Hard is soft. Soft is hard. This I Believe: The 60 TIBs Tom Peters/08.2005 60TIBs

1. Technicolor rules 2. Audacity matters! 3. Revolution now! 4. Question authority! (And hire disrespectful people 5. Disorganization wins! (Love the mess!) 6. Think 3M: Markets Matter Most. (Only extreme competition staves off staleness.) 7. Three hearty cheers for weirdos 8. Message 2003: Technology change (info-science,

bio-science) is in its infancy. (Greatest understatement: We aint seen nothin yet!) 9. Everything is up for grabs! Volatility is thy name! (Forever. And ever.) Re-imagine ... or perish. 10. Big Stinks. (Mostly.) 60TIBs 11. Permanence is a snare and a delusion. (Forget built to last. Its yesterdays idea, if that.)

12. Kaizen (Continuous Improvement) is ... Very Dangerous Stuff. 13. Destruction rules! 14. Forget it! (Message: Learning = Easy. Forgetting = Nigh-on-impossible.) 15. Innovation = Easy. (True.) (Message: Hang out with Freaks!) 16. Boring begets boring. (Cool begets cool.) 17. Think Portfolio. We are all VCs.* (*Venture Capitalists.) 18. Perception is all there is. (Insiders ... always ...

overestimate the radicalism of what theyre up to.) 19. Action ... ALWAYS ... takes precedence. 20. He who makes the Quickest & Coolest Prototypes Reigns! (Think: Demos. Stories. Heroes.) 60TIBs 21. Haste makes waste. (So ... go waste!) 22. Screw-ups are ... The ... Mark of Excellence. (Corollary: Do it right the first time is an ... Obscenity.)

23. Play hard! Right 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 the gold.) 26. Diversitys hour is now! 27. S-H-E is the best leader. 28. Marketing mantra: Pocket Trillion$$$. Embrace the Big Two: (1) She is the customer! (2) Boomers/Geezers have all the loot!

29. Re-boot health care. 30. Q: What are we selling? A: Experiences and solutions, far more than top quality and satisfaction. (Message: the traditional value-added equation is being set on its ear.) 60TIBs 31. Design = New Seat of the Soul. 32. Branding is for ... EVERYONE. Whoever has ... THE BEST STORY ... takes home the most marbles.

33. Dramatic Difference = Only Difference worthy of the name. 34. Words matter. (A lot!) 35. What matters is ... Stuff That Matters. 36. eALL. (IS/IT: Half-way = No-way.) 37. DREAM! Dream ... BIG! Dream ... ENORMOUS! Dream GARGANTUAN! (This is an XXXXL Time!) 38. Thanks Mike! 39. There is (Perhaps?!) only ... One Big Issue. Crappy X-Functional Communications.

40. Stop doing dumb stuff. (Systematize the process of un-dumbing.) 60TIBs 41. Beautiful systems ... are ... b-e-a-u-t-i-f-u-l! 42. The ... WHITE-COLLAR REVOLUTION ... will ... Devour ... Everything ... in Its Path. 43. Take charge of your destiny. (No option.) It is a Brand New, Brand You World. (Distinct or ... Extinct.)

44. Powerlessness is a State of Mind! (Think King. Think Gandhi. Think de Gaulle.) 45. Pursue ... Adventures ... in every task. 46. Excellence is a state of mind. (Excellence takes but a ... Minute. No baloney.) 47. Show up! (If you care, you are there.) 48. Your calendar knows all. (You = Your calendar.) 49. Life Is Sales. (The rest is details.) 50. Boss mantra No. 1: I Dont Know (I.D.K. = Ultimate

Permission to Explore.) 60TIBs 51. Management Rule/Role No. 1: GET THE HELL OUT OF THE WAY. (Manager = Hurdle Removal Professional.) 52. Avoid the epitaph from hell! Namely: Joe J. Jones 1942-2005 He would have done

Some really cool stuff But ... His boss wouldnt let him. 53. Change takes however long you think it takes. 54. Respect! 60TIBs 55. Thank you trumps all! 56. Integrity matters! (Integrity = Credibility.)

57. Soft is Hard. Hard is Soft. (Numbers are soft. People are hard.) 58. Try sunny! Dispense enthusiasm! 59. Fun ... is not a ... Four-Letter Word (so, too, Joy). 60. Grace. VIII. NEW BUSINESS. NEW LEADERSHIP.

25. Re-imagine Leadership for Totally Screwed-Up Times: The Passion Imperative. Create a Cause

! Create a cause, not a business. G.H.: If you want to build

a ship, dont drum up people together to collect wood and dont assign them tasks and work, but rather teach them to long for the sea. Antoine de Saint-Exupery A leader is a dealer in

hope. Napoleon (+TPs writing room pics) USN&WR/What traits do successful activists share? They have hope, and

they imbue others with hope. Studs Terkel, age 91: the wildest chimera of a moonstruck mind

The Federalist on TJs Louisiana Purchase In the end, management doesnt change culture. Management invites the workforce itself to

change the culture. Lou Gerstner Resilience Simplicity Authenticity Ed Sims/Air New Zealand (Airline to Middle Earth) Think

Legacy! Management has a lot to do with answers. Leadership is a function of questions. And the first question Who do we intend to be? Not What are we going to

for a leader always is: do? but Who do we intend to be? Max De Pree, Herman Miller In 1933, Thomas J. Watson Sr. gave a speech at the Worlds Fair, World Peace through

We stood for something, right? World Trade. Sam Palmisano There was no question that whenever

Larry Summers decided to step down as president of Harvard, he would leave the university bigger, richer, more powerful, and more influential. The only question was whether he would leave it better. Richard Bradley, Harvard Rules

CEO Assignment2002 (Bermuda): Please leap forward to 2007, 2012, or 2022, and write a business history of What will have been said about your company during your tenure? Bermuda.

To win this race, Kerry needs to stop focusing on Election Day and start thinking about his would-be What does he want his legacy to be? When presidencys last day. sixth-graders in the year 2108 read about the Kerry

presidency, what does he want the one or two sentences that accompany his photo to say? Kenneth Baer/Washington Post/092604

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? Good Is Good Business Bill George, Authentic Leadership: Rediscover the Secrets to Creating Lasting Value Sydney Harman, Mind Your Own Business: A Maverick's Guide to Business, Leadership, and Life Max De Pree, Leadership Is an Art

Ira Jackson and Jane Nelson, Profits with Principles I dont know what the hell were going to do, or how were going to do it, but Im damn clear that were going to move beyond good projects and step up to the

plate on fundamental change on the last 18 months of my watch. 3 star admiral, U S Navy, April 05 Trumpet an Exhilarating Story!

Leaders dont just make products and make decisions. Leaders make meaning. John Seely Brown A key perhaps the key to leadership is

the effective communication of a story. Howard Gardner/Leading Minds: An Anatomy of Leadership Language Power!

the language we speak determines how we react to the world around us Diane Ackerman/ An Alchemy of Mind The essence of American presidential leadership, and the secret of

presidential success, is storytelling. Evan Cornog, The Power and the Story: How the Crafted Presidential Narrative Has Determined Political Success from George Washington to George W. Bush Scratch the surface in a Boardroom, and youll find were all cavemen with

waiting for someone to tell us a good story. briefcases Alan Kay,

as reported by Dan Pink Leader Job 1 Paint Portraits of Excellence! An empire not of

land, an empire of the mind Alexander the Great It had been a scene that those in the room would long remember. Washington had performed his role to perfection. It was not enough that a leader look the part; by Washingtons rules he must know how to act it

John Adams would later describe Washington approvingly as one of the great actors of the age. with self-command and precision. David McCullough, 1776

Live Your Story! 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 It is necessary for the President to be the No. 1 actor. nations

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

Make It a Grand Adventure! Ninety percent of what we call management consists of making it difficult for people to

get things done. Peter Drucker If you have ten thousand regulations you destroy all respect for law. WSC I dont

know. Quests! [Other] admirals more frightened of losing than anxious to win SP: But can you turn a defensive player into an offensive player?

Yes! TP: Work with him/her to re-frame their principal project to the point that the ego is engaged and it becomes a life compulsion. *

* If you and I had $150K in the bank and on the line and the Organizing Genius / Warren Bennis and Patricia Ward Biederman Groups 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. Yes!!!!!!!!!!!!!!!!!

free to do his or her absolute best allow its members to discover their greatness. The final test of a leader is that he leaves behind him in other

men the conviction and the will to carry on. Walter Lippmann Until there is commitment there is hesitancy, the chance to draw back. Concerning all acts of initiative and creation, there is one elementary truth, the ignorance of which kills countless ideas

and splendid plans: that the moment one definitely commits oneself, then providence moves too. All sorts of things occur to help one that would never otherwise have occurred. Whatever you can do or dream you can, begin it. Boldness has genius, power and magic in it. Begin it now! Johann Wolfgang von Goethe

Nobody can prevent you from choosing to be exceptional. Mark Sanborn, The Fred Factor To live is the rarest thing in the world. Most people exist, That is all.

Oscar Wilde Make your life itself a creative work of art. Mike Ray, The Highest Goal Never doubt that a small group of

committed people can change the world. Indeed it is the only thing that ever has. Margaret Mead Although I appreciate what Jim Collins was railing ategomaniacal leaders such as Al

Chainsaw Dunlap, Dennis Shower Curtain Kozlowski, and Jeffrey Off Balance Sheet Skillingthe most effective leaders are not self-effacing and humble. In fact, a powerful ego, defined as the need to stake grand claims, is one of their most defining characteristics (although, obviously, not the only one). Marcus Buckingham, The One Thing You Need to Know

A: insecure, insensitive, opinionated, verbose, compulsive, headstrong, belligerent, proud, and lacking in self-awareness and self-discipline. Q: the father of

American capitalism Alexander Hamilton Source: Review in Strategy + Business/Winter 2004 of Ron Chernows Alexander Hamilton Im looking for insane commitment.

Twyla Tharp, The Creative Habit Insist on Speed! Strategy meetings held once or twice a year to Strategy

meetings needed several times a week Source: New York Times on Meg Whitman/eBay Read It Closely: We dont sell We sell speed.

insurance anymore. Peter Lewis, Progressive He who has the quickest O.O.D.A. Loops* wins! *Observe. Orient. Decide. Act. /

Col. John Boyd Boyd At the heart of Boyds thinking is an idea labeled OODA Loops. OODA stands for the Observe-Orient-Decide-Act cycle. In short, the player with the quickest OODA Loops disorients the enemy to an extreme degree. In the world of aerial combat, for example, the confused adversary subjected to an opponent with short

OODA cycles often flies into the ground rather than becoming the victim of machine gun fire or a missile. Boyd is careful to distinguish between raw speed and maneuverability. In aerial dogfighting in Korea (Boyds incubator), Soviet MiGs flown by Chinese pilots were faster and could climb higher, but our F-86 had faster transientsit could change direction more quickly; hence our technically inferior craft (by conventional design standards) achieved a 10:1 kill ratio.

OODA Loop/Boyd Cycle Unraveling the competition/ Quick Transients/ Quick Tempo (NOT JUST SPEED!)/ Agility/ So quick it is disconcerting (adversary over-reacts or under-reacts)/ Winners used tactics that caused the enemy to unravel before the fight (NEVER HEAD TO HEAD) BOYD: The Fighter Pilot Who Changed

the Art of War (Robert Coram) Fast Transients Buttonhook turn (YF16: could flick from one maneuver to another faster than any aircraft) BOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram)

Maneuverists BOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram) Lead the Action Faction! The Kotler Doctrine:

1965-1980: R.A.F. (Ready.Aim.Fire.) 1980-1995: R.F.A. (Ready.Fire!Aim.) 1995-????: F.F.F. (Fire!Fire!Fire!)

We have a strategic plan. Its called doing things. Herb Kelleher I used to think that the mark of a good businessman was to not

make mistakes. But then I met a lot of successful businessmen and realized that the key to their success waqs they were willing to try a lot of things. That also means being willing to make mistakes. Gordon Segal, CEO, Crate & Barrel

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. 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 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 YOU HAVE TO DRILL! This is so simple it sounds stupid, but it is amazing how

you only find oil if you drill wells. few oil people really understand that You may think youre finding it when youre

drawing maps and studying logs, but you have to drill. I dont know what it is that makes an oil finder. But while I cant define it, I can generally recognize it when I see it. Mostly, its attitude. Focus. Intensity. It seems to be associated with a fierce desire to know everything, to rub your nose in every piece of information. And yet there is a playfulness about the expert finders. A sense of fun. Beware of the too serious man. Source:The Hunters, by John Masters, Canadian O & G wildcatter Paranoia was nothing new in my life. You cant let it

get in the way of work. The trick, as I was told as a trainee by what I then regarded as wise old instructors, is to avoid getting into situations from which there is no escape. Always case the joint before you go in, always sit with your back to the wall, always make sure theres a back door. A majority of my classmates took this advice to heart and were not much good to themselves or to anyone else thereafter. In practice, you have to walk right in and sit right down. Sometimes getting out

the back door involves breaking somebodys neck on a dark stairway. protagonist, from Old Boys by Charles McCarry (p192) To Be somebody or to Do something BOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram)

Play Hard! Kevin Roberts Credo 1. Ready. Fire! Aim. 2. 3. 4. 5. 6.

7. 8. 9. If it aint broke ... Break it! Hire crazies. Ask dumb questions. Pursue failure. Lead, follow ... or get out of the way!

Spread confusion. Ditch your office. Read odd stuff. 10. Avoid moderation! Reward excellent failures.

Punish mediocre successes. Phil Daniels, Sydney exec [Other] admirals more frightened of

losing than anxious to win Nelsons secret: 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 Dispense Enthusiasm! BZ: I am a

Dispenser of Enthusiasm! Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge

Most important, he upped the energy level at Motorola. Fortune on Ed Zander/08.05 A man without a smiling face

must not open a shop. Chinese Proverb* *Courtesy Tom Morris, The Art of Achievement James Woolsey, former CIA director: If

youre enthusiastic about the things youre working on, people will come ask you to do interesting things. 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 [Feldstein] is like a

pied piper. Marty infects everyone with his zeal for applied economics. Laurence Kotlikof, Chairman, Economics Dept, Boston University [Economist Martin Feldstein] is a giant, not just

because of his ideas, but because of his excitement about thee ideas themselves Brian Hall/Harvard/ Investors Business Daily/06.10.05 Charles Handy on the alchemists: Passion was what drove these people, passion

for their product or their cause. If you care enough, you will find out what you need to know. Or you will experiment and not worry if the experiment goes wrong. Passion as the secret to learning is an odd secret to propose, but I believe that it works at all levels and at all ages. Sadly, passion is not a word often heard in the elephant organizations, nor in schools, where it can seem disruptive.

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/QUEST 3. Conversation: Engagement of All Leaders 4. Leeway for Leaders: Select the Best/Dip Deep/Initiative demanded/Accountability swift/Micromanagement absent

5. 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) (Gandhi: You must be the change you wish to see in the world/ Giuliani: Show up!)

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 Nelsons Way: A Bakers Dozen 1. Simple scheme.

2. Noble purpose! 3. Engage others. 4. Find great talent, let it soar! 5. Lead by Love! 6. Trust your gut, not the focus group: Seize the Moment! 7. Vigor! 8. Master your craft. 9. Work harder than the next person. 10. Show the way, walk the talk, exude confidence! Start a Passion

Epidemic! 11. Change the rules: Create your own game! 12. Shake of the pain, get back up off the ground, the timing may well be right tomorrow! (E.g., Get lucky!) 13. By hook or by crook, quash your fear of failure, savor your quirkiness and participate fully in the fray! Source: Andrew Lambert, Nelson: Britannias God of War Fisherisms

Do right and damn the odds. Stagnation is the curse of life. The best is the cheapest. Emotion can sway the world. Mad things come off. Haste in all things. Any fool can obey orders. History is a record of exploded ideas. Life is phrases.

Source: Jan Morris, Fishers Face, Or, Getting to Know the Admiral extraordinary arrogance, superciliousness, humor, kindness, effrontery Jan Morris on Lord Admiral

Jack Fisher, Fishers Face, Or, Getting to Know the Admiral We must have no tinkering! No pandering to sentiment! No regard for susceptibilities! We must be ruthless, relentless, and remorseless. Jan Morris, Fishers Face, Or, Getting to Know the Admiral

Free the Lunatic Within! You cant behave in a calm, rational manner. Youve got to be out there on

the lunatic fringe. Jack Welch Stay Hungry. Stay Foolish. Steve Jobs

If I had any epitaph that I would rather have more than any other, it would be to say disturbed the sleep of my generation. that I had

Adlai Stevenson 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 The future is disorder. A door like this has opened up five or six times since we got up on our hind legs. It is the best possible time to be

alive, when almost everything you know is wrong. Valentine, the mathematician, in Arcadia, by Tom Stoppard (courtesy David Wolfe) The Passion Imperative: The

Leadership 50 The Basic Premise. 1. Leadership Is a Mutual

Discovery Process. Ninety percent of what we call management consists of making it difficult for people to get things done. Peter Drucker

I dont know. Quests! Organizing Genius / Warren Bennis and Patricia Ward Biederman

Groups 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. Yes!!!!!!!!!!!!!!!!! free to do his or her absolute best allow its members to discover their greatness.

Nobody can prevent you from choosing to be exceptional. Mark Sanborn, The Fred Factor To live is the rarest thing in the world. Most people exist, That is all.

Oscar Wilde Make your life itself a creative work of art. Mike Ray, The Highest Goal The Leadership

Types. 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. Whoops: Jack didnt have a vision! 3. 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 4. Find the Businesspeople!

(Type III Leadership) I.P.M. (Inspired Profit Mechanic) 5. All Organizations

Need the Golden Leadership Triangle. The Golden Leadership Triangle: (1) Talent Fanatic-Mentor (2) Creator-Visionary

(3) Inspired Profit Mechanic. 6. Leadership Mantra #1: IT ALL DEPENDS!

Renaissance Men are a snare, a myth, a delusion! 7. The Leader Is Rarely/Never the Best Performer.

The Leadership Dance. 8. Leaders SHOW UP! A body can pretend to care,

but they cant pretend to be there. Texas Bix Bender 9. Leaders LOVE the MESS!

If things seem under control, youre just not going fast enough. Mario Andretti 10. Leaders

DO! We have a strategic plan. Its called doing things. Herb Kelleher The Kotler Doctrine:

1965-1980: R.A.F. (Ready.Aim.Fire.) 1980-1995: R.F.A. (Ready.Fire!Aim.) 1995-????: F.F.F. (Fire!Fire!Fire!)

He who has the quickest O.O.D.A. Loops* wins! *Observe. Orient. Decide. Act. / Col. John Boyd 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. 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 11. Leaders Re -do. 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

12. BUT Leaders Know When to Wait. Tex Schramm: The

too hard box! 13. Leaders Are Optimists. [Ronald Reagan] radiated an

almost transcendent happiness. Half-full Cups: Lou Cannon, George (08.2000) Hackneyed but none the less LEADERS SEE

CUPS AS HALF FULL. true: 14. Leaders DELIVER!

It is no use saying We are doing our best. You have got to succeed in doing what is necessary. WSC 15. BUT

Leaders Are Realists/Leaders Win Through LOGISTICS! 16. Leaders FOCUS!

To Dont List 17. Leaders CLEAR DESIGN SPECS. Set

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

JackWorld/ [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. (Throughout)

TALENT JACK! 18. Leaders Send V-E-R-Y Clear Signals About Design Specs! Ridin with Roger: What

have you done to DRAMATICALLY IMPROVE quality in the last 90 days? If It Aint 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. BUT Leaders Have to Deliver, So They Worry About Throwing the Baby Out with the Bathwater. 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) 21. Leaders HONOR THE USURPERS.

Saviors-in-Waiting Disgruntled Customers Upstart Competitors Rogue Employees Fringe Suppliers Wayne Burkan, Wide Angle Vision 22. Leaders Make

[Lotsa] Mistakes and MAKE NO BONES ABOUT IT! Fail faster. Succeed sooner. David Kelley/IDEO

23. Leaders Make BIG MISTAKES! Reward excellent failures. Punish mediocre successes. Phil Daniels, Sydney exec (and, de facto, Jack)

Create. 24. Leaders Know that THERES MORE TO LIFE THAN LINE EXTENSIONS. Leaders Love to CREATE NEW MARKETS.

Acquisitions are about buying market share. Our challenge is to create markets. There is a big difference. Peter Job, CEO, Reuters 25. 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 Legacy! Management has a lot to do with answers. Leadership is a function of questions. And the first question

Who do we intend to be? Not What are we going to for a leader always is: do? but Who do we intend to be? Max De Pree, Herman Miller 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?

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

LOVE the New Technology! 28. Needed? Type IV Leadership: Technology Dreamer-True Believer

The Golden Leadership Quadrangle: (1) Talent Fanatic-Mentor (2) Creator-Visionary (3) Inspired Profit Mechanic (4) Technology DreamerTrue Believer Talent.

29. When It Comes to TALENT Leaders Always Go Berserk! 30. Leaders Dont Create Followers:

THEY CREATE LEADERS! I start with the premise that the function of leadership is to produce more leaders, not more

followers.Ralph Nader 31. Leaders Develop Leadership Tems that Look Like the Market Albertsons Gets It* Albertsons CEO Larry Johnston (a GE alum) on women in top slots:

Women have insights into our customers that no manno matter how bright, no matter how hard workingcan match. Thats important when 85 percent of all consumer buying decisions made in our stores are made by women. Retail analyst Burt Flickinger calls the absence of women in top slots, pre-Johnston, the companys tragic flaw. He adds, It was a bunch of old white guys making erroneous assumptions and erroneous conclusions about women

and the multicultural consumers that make up the majority of Albertsons customers. *Only large global corporation with over 50% women (6 of 11) on its Board Passion. 32. Leaders Sell

PASSION! Create a cause, not a business. G.H.:

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

Resilience Simplicity Authenticity Ed Sims/Air New Zealand (Airline to Middle Earth) 33. Leaders Know: ENTHUSIASM BEGETS ENTHUSIASM!

BZ: I am a Dispenser of Enthusiasm! Most important, he upped the energy level at

Motorola. Fortune on Ed Zander/08.05 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 Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge

James Woolsey, former CIA director: If youre enthusiastic about the things youre working on, people will come ask you to do interesting

things. A man without a smiling face must not open a shop. Chinese Proverb* *Courtesy Tom Morris, The Art of Achievement

34. Leaders Are in a Hurry Read It Closely: We dont sell We sell speed.

insurance anymore. Peter Lewis, Progressive 35. Leaders Focus on the SOFT STUFF!

Soft Is Hard - ISOE 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.] The Job of Leading. 36.

Leaders Know Its ALL SALES ALL THE TIME. If you dont LOVE SALES find another life. (Dont pretend

TP: youre a leader.) (See TPs The Project50.) 37. Leaders LOVE

POLITICS. If you dont LOVE POLITICS find another life. (Dont pretend TP: youre a leader.)

38. But Leaders Also Break a Lot of China 39. Leaders Give

RESPECT! Amen! What creates trust, in the end, is the leaders manifest respect for the followers. Jim OToole, Leading Change

40. Leaders Say Thank You. The two most powerful things a kind

word and a thoughtful gesture. in existence: Ken Langone, CEO, Invemed Associates [from Ronna Lichtenberg, Its Not Business, Its Personal]

41. Leaders Are Curious. The Three Most Important Letters TP/08.2001:

WHY? 42. Leadership Is a Performance. It is necessary for the

President to be the No. 1 actor. nations FDR

43. Leaders Are The Brand You must be

the change you wish to see in the world. Gandhi 44. Leaders GREAT STORY!

Have a Leaders dont just make products and make decisions. Leaders make meaning. John Seely Brown

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

Leader Job 1 Paint Portraits of Excellence! Introspection. 45. Leaders

Enjoy Leading. Warren, I know you want to be president. But do you want to do president? 46. Leaders

KNOW THEMSELVES. 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.) 47. But Leaders have MENTORS.

Upon having the Leadership Mantle placed upon ones head, he/she shall never hear the unvarnished truth again!* The Word According to TP: (*Therefore, she/he needs one

faithful compatriot to lay it on with no jelly.) 48. Leaders Take Breaks. The End Game.

49. Leaders ??? : Leadership is the PROCESS of ENGAGING PEOPLE in CREATING a LEGACY of EXCELLENCE.

LEADERS NEED TO BE THE ROCK OF GIBRALTAR ON ROLLER BLADES 50. Leaders Free the Lunatic Within!

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 "If your actions inspire others to dream more, learn more, do more and become more, you are a leader." John Quincy Adams Kevin Roberts Credo

1. Ready. Fire! Aim. 2. 3. 4. 5. 6. 7. 8. 9.

If it aint broke ... Break it! Hire crazies. Ask dumb questions. Pursue failure. Lead, follow ... or get out of the way! Spread confusion. Ditch your office. Read odd stuff.

10. Avoid moderation! You cant behave in a calm, rational manner. Youve got to be out there on the lunatic fringe.

Jack Welch 51. Leaders Know WHEN TO LEAVE!

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 ! Here lies the mighty gentleman

who rose to such heights of valor that death itself did not triumph over his life with his death. He did not esteem the world; he was the frightening threat to the world, in this respect, for it was his great good fortune to live a madman, and die sane. Epitaph, Don Quixote

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