The Challenge: To Create More Value in All Negotiations

The Challenge: To Create More Value in All Negotiations

X.always MASTER PART Three 10 MARCH 2007 Tom Peters X25* EXCELLENC E. ALWAYS.

XAlways.MASTER/PART 2.10 March 2007 *In Search of Excellence 1982-2007 VALUE ADDED #11 EXCELLENCE. BEDROCK.

TALENT. Hire very good people! 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 profitability from Pacific $25

million to $80 million in Ed Michaels, War for Talent 2

years. ta C O*

*Chief talent acquisition Officer CRO/Chief Recruiting Officer: #1 strategic issue in commoditized world, enormous financial services company. Agent turnover. 15% retention after 4

years. (Industry average is 11% because thats the way it is ) INVITE THEM TO JOIN US IN A JOURNEY TO EXCELLENCE!

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

Lou Gerstner 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. Leaderships Mt Everest/Mt Excellence

free to do his or her absolute best allow its members to discover their greatness. The role of the Director is to create a space where the actor or actress can

become more than theyve ever been before, more than theyve dreamed of being. Robert Altman, Oscar acceptance

No matter what the situation, [the great managers] first response is always to think about the individual concerned and how things can be arranged to help that individual experience success. Marcus Buckingham, The One Thing You Need to Know

Q C O* *Chief quest-meister

EMPHASIZ E THE SOFT SKILLS. Its simple, really, Tom. Hire for s,

and, above all, promote for s. Starbucks middle manager/field A Few Lessons from the Arts Each hired and developed and evaluated in unique ways (23 contributors = 23 unique contributions = 23 pathways = 23 personalities = 23 sets of motivators)

Attitude/Enthusiasm/Energy paramount Re-lent-less! Practice is cool (G Leonard/Mastery) Team and individual Aspire to EXCELLENCE = Obvious Ex-e-cu-tion Talent = Brand = Duh The Project rules Emotional language

Bit players. No. B.I.W. B.I.W (everything) Delta events = Delta rosters (incl leader/s) PUT HR AT THE HEAD OF THE HEAD TABLE. BEST PEOPLE.

NOBLEST MISSION. DD$21M A review of Jack and Suzy Welchs Winning claims there are but two key differentiators that set GE culture apart from the herd: First: Separating financial forecasting and performance

measurement. Performance measurement based, as it usually is, on budgeting leads to an epidemic of gaming the system. GEs performance measurement is divorced from budgetingand instead reflects how you do relative to your past performance and relative to competitors performance; i.e., its about how you actually do in the context of what happened in the real world, not as compared to a gamed-abstract plan developed last year. Putting on a par with

finance and marketing. Second: HR SO YOURE A PEOPLE PERSON?

PROVE IT. Leaders do people. Period.

Anon. From sweaters to Les Wexner: people! PARCs Bob Taylor:

Connoisseu r of 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 SO YOURE A PEOPLE

PERSON? PROVE IT. < CAPEX > People! Do TALENT!

Things dont stay the same. You have to understand that not only your business situation changes, but the people youre working with arent the same day to day. Someone is sick. Someone is having a wedding. [You must] guage the mood, the thinking level of the team that day. Coach K

[Krzyzewski] 220 workdays = 220 rosters Source: Coach K new goal every game!

Source: Coach K LIVE 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 Portfolio Thinking

G.M. V.C. M.B.S.A. (Brand Yous) (Wow Projects!) (Demos. Heroes. Stories.)

Internal brand promise! EVP/ IBP?* IBP Whats your companys

*Employee Value Proposition, per Ed Michaels et al., The War for Talent; IBP/Internal Brand Promise per TP EVP/IBP = Remarkable challenge, rapid professional growth, respect, satisfaction, fun, stunning opportunity,

exceptional reward, amazing peer group, full membership in Club Adventure, maximized future employability Source: Ed Michaels, The War for Talent; TP We are a Life Success

Company. Dave Liniger, founder, RE/MAX Brand = Talent. The key difference between checkers and

chess is that in checkers the pieces all move the same way, whereas in chess all the pieces move differently. Discover what is unique about each person and capitalize on it. Marcus Buckingham, The One Thing You Need to Know

Re-imagine People Power: The Talent50 The Talent50 1. 2.

3. People first! Soft is Hard. FUNDAMENTAL PREMISE: We are in an Age of Talent/ Creativity/Intellectualcapital Added. 4. Talent excellence in every part of the organization.

5. P.O.T./Pursuit Of Talent = Obsession. 6. HR sits at The Head Table. 7. HR is cool. The Talent50 8. Re-name HR. (Talent Department, Center of Talent Excellence) 9. Theres an HR Strategy

10. There is a FORMAL Recruitment Strategy. 11. There is a FORMAL Leadership Development Strategy. 12. There is a world class Leadership Development Center. 13. There is a FORMAL-STRATEGIC HR Review Process. 14. The Top100, and every units Top10, are consciously managed.

The Talent50 15. People/Talent Reviews are the FIRST reviews. 16. HR Strategy = Business Strategy. 17. Make it a Cause Worth Signing Up For.. 18. Set Sky High Standards. 19. Enlist everyone in Challenge

Century21. 20. Pursue the Best! 21. Up or Out. 22. Ensure that the Review Process has INTEGRITY. 23. Pay! The Talent50

24. Training I: Train! Train! Train! 25. TII: 100% business people. 26. TIII: 100% Leaders. 27. TIV: Boss as Trainer-in-Chief. 28. Open Communication I: NO BARRIERS. 29. Open Communication II: Share Information. (ALL!) 30. Respect!

31. INTEGRITY! 32. Treat the Whole Individual. The Talent50 33. 34. 35. 36.

Places of grace. MBWA: The Rudy Rule. Thank You! Promote for people skills. (ALL ELSE IS SECONDARY.) 37. Honor youth. 38. Early leadership assignments. 39. Fast Tracking is the norm.

40. Create a System of Mentoring. The Talent50 41. Diversity! 42. Diversity starts on the Board of Directors. 43. WOMEN RULE. 44. Weird Wins.

45. We are all unique. 46. Bosses win people over. 47. GOAL: Adventures of Mutual Discovery. 48. Foster Independence. 49. Enthusiasm! Talent = Brand.

50. Marcus Buckingham: The One Thing You Need to Know No matter what the

situation, [the great managers] first response is always to think about the individual concerned and how things can be arranged to help that individual experience success. Marcus Buckingham, The One Thing You Need to Know

The key difference between checkers and chess is that in checkers the pieces all move the same way, whereas in chess all the pieces move differently. Discover what is unique about each person and capitalize on it.

Marcus Buckingham, The One Thing You Need to Know The mediocre manager believes that most things are learnable and therefore that the essence of management is to identify ach persons weaker areas and eradicate

them. The great manager believes the opposite. He believes that the most influential qualities of a person are innate and therefore that the essence of management is to deploy these innate qualities as effectively as possible and so drive performance. Marcus Buckingham, The One Thing You Need to Know

VALUE ADDED #11A EXCELLENCE. WOMEN. RULE.

AS LEADERS, WOMEN RULE: New Studies find that female managers outshine their male counterparts in almost every measure

10 UNASSAILABLE REASONS WOMEN RULE Women make [all] the financial decisions. Women control [all] the wealth. Women [substantially] outlive men. Women start most of the new businesses. Womens work force participation rates have soared worldwide. Women are closing in on same pay for same

job. Women are penetrating senior ranks rapidly [even if the pace is slow for the corner office per se]. Womens leadership strengths are exceptionally well aligned with new organizational effectiveness imperatives. Women are better salespersons than men. Women buy [almost] everythingcommercial

as well as consumer goods. So what exactly is the point of men? VALUE ADDED #12 To The Mat:

The 5 Damn Its Women. PSF. Brand you. R.f.a.

EXCELLENCE. ALWAYS. EXCELLENCE. INDIVIDUAL. BRAND YOU. 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 penalize the unskilled. Clyde Prestowitz, Three Billion New Capitalists

Core Mechanism: Game-changing Solutions PSF (Professional Service Firm model/The Organizing Principle) +

Brand You (Distinct or Extinct/The Talent) + Wow! Projects (Different vs Better/The Work)

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

New Work SurvivalKit.2006 1. MASTERY! (Best/Absurdly Good at Something!) 2. Manage to Legacy (All Work = Memorable/Braggable WOW Projects!) 3. A USP/UNIQUE SELLING PROPOSITION 4. Rolodex Obsession (From vertical/hierarchy/suck up loyalty to horizontal/colleague/mate loyalty)

5. ENTREPRENEURIAL INSTINCT (A sleepless Eye for Opportunity! 6.CEO/LEADER/BUSINESSPERSON/CLOSER (CEO, Me Inc. 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!) The only thing you have power over is to get good at what you do. Thats all there is; there aint

no more! Sally Field ACTING: Think of a person as a troupe of actors. (Many

truths about oneself which must all be understood if one is to know oneself.) Source: A..C. Grayling, The Meaning of Things: Applying Philosophy to Life You can make more friends in two months by becoming interested in other people than you

can in two years by trying to get other people interested in you. Dale Carnegie Be To

somebody or Do to something BOYD: The Fighter Pilot Who Changed the Art of War 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 You are the storyteller of your own life, and you can create your own legend or not. Isabel

Allende Make each day a Masterpiece! JW Make of yourself a light.

Buddha, on his deathbed 12January2006 Happy 300 , Brand You! th

All human beings are entrepreneurs. Muhammad Yunus: When we were in the caves we were all self-employed . . . finding our food, feeding ourselves. Thats where human history began . . . As civilization came we suppressed it. We

became labor because they stamped us, You are labor. We forgot that we are entrepreneurs. Source: Muhammad Yunus/The News HourPBS/1122.2006 In Toms world, its always better to try a swan dive and

deliver a colossal belly flop than to step timidly off the board while holding your nose. Fast Company Life is not a journey to the grave with the intention of

arriving safely in a pretty and well-preserved bodybut rather a skid in broadside, thoroughly used up, totally worn out, and loudly proclaiming, Wow, what a ride! anon. Distinct or

Extinc Joe J. Jones 1942 2006 HE WOULDA DONE SOME REALLY COOL STUFF BUT

HIS BOSS WOULDNT LET HIM! 1 Person! Wendy Kopp, Princeton senior (1989) Teach America (19,000-2,400) 10% Dartmouth, Yale 17,000 to date Principal hirer of college graduates One of the few jobs that people pass up

Goldman Sachs for is Teach America (Edie Hunt, HR) Source: Fortune, 1127.06 eliot + 7 Getting to WOW Through Mastery of The

Sales25. Getting Things Done: The Power & Implementation34

. 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) 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 one- minute (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!

Let Us March! Tom Peters/1023.06 The pen is mightier than the sword, but nothing compares

with the vocal cord. DAW/Vineyard Gazette The problem with communication ...i s the ILLUSION that it has been accomplished.

George Bernard Shaw Speech is power: speech is to persuade, to convert, to compel. Ralph Waldo

Emerson Everyone lives by selling something. Robert Louis Stevenson If you dont listen, you

dont sell anything. Carolyn Marland/Managing Director/Guardian Group If all my possessions were taken from me with one exception, I would choose to keep

the power of speech, for by it I would regain all the rest. Daniel Webster The only reason to give a speech is to change the

world. JFK In classical times when Cicero had finished speaking, the people said, How well he spoke, but when Demosthenes had finished speaking,

Let us march. they said, Adlai Stevenson Let us march.

Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge Its always Showtime.

David DAlessandro, Career Warfare The Interviewing Excellence: The IntX31 EXCELLENCE. THE WORK MATTERS.

Its always showtime. David DAlessandro, Career Warfare When was the last time you asked, What

do I want to be? Sara Ann Friedman, Work Matters The Work Matters! What we do matters to us.

Work may not be the most important thing in our lives or the only thing. We may work because we must, but we still want to love, to feel pride in, to respect ourselves for what we do and to make a difference. Sara Ann Friedman, Work Matters: Women Talk About Their Jobs and Their Lives

If you ask me what I have come to do in this world, I who am an artist, I will reply: I am here to live my life out loud. mile Zola

How Would You Play Today If You Knew You Could Not Play Tomorrow Source: Slogan for Loyolas lacrosse season, from coach Diane Geppi-Aikens (Lucky Every Day: The Wisdom of Diane Geppi-Aikens, by Chip Silverman)

She made us close our eyes and hear the singers she was passionate about: Roberta Flack and Aretha Franklin. Listen to the joy Its not the words or the music. They sing with such great passion, such heart and soul. You can feel how the singers love

in their voices, urged Diane. what theyre doing. Its not just a job to them. If you want to excel at anything, you must be passionate. Otherwise, why waste your time? Source: Lucky Every Day: The Wisdom of Diane Geppi-Aikens, by Chip Silverman

VALUE ADDED #13 EXCELLENCE. MOTIVATIONAL STUFF. Do one thing

every day that scares you. Eleanor Roosevelt ARE YOU BEING REASONABLE? Most people are reasonable; thats why they only do reasonably well.

Source: Paul Arden, Whatever You Think Think the Opposite "The reasonable man adapts himself to the world. The unreasonable one persists in trying to adapt the world to himself. Therefore, all progress depends upon the unreasonable man. GB Shaw,

Man and Superman: The Revolutionists' Handbook. If its not fun youre not doing it right. Fran Tarkenton The [Union senior] officers rode past the Confederates smugly without any sign

of recognition except by one. When General Grant reached the line of ragged, filthy, bloody, despairing prisoners strung out on each side of the bridge, he lifted his hat and held it over his head until he passed the last man of that living funeral cortege. He was the only officer in that whole train who recognized us as being on the

face of the earth.* *quote within a quote from diary of a Confederate soldier The Power of Optimism. 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 optimisticexplanatory-style theory of success says that in order to choose people for success in a challenging job, you need to select for (1) Aptitude. (2) Motivation. (3) Optimism. All three determine three characteristics:

success. 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. Stop Doing

It! The one thing you need to know about sustained individual success: Discover what you dont like stop

doing and doing it. Marcus Buckingham, The One Thing You Need to Know Start Doing It!

A year from now you may wish You had started today. Karen Lamb

BONUS Stating the Obvious: THE PROBLEM IS RARELY THE PROBLEM. THE PROBLEM IS RARELY/NEVER THE

PROBLEM. THE RESPONSE TO THE PROBLEM INVARIABLY ENDS UP BEING THE REAL PROBLEM.* PROBLEM ** *Watergate, M Stewart, BR **And: PERCEPTION IS ALL THERE IS!

OFTEN AS NOT/MORE OFTEN THAN NOT THE UNDERLYING PROBLEM IS NOT MUCH OF A PROBLEM. PERCEPTION IS

ALL THERE IS. PERIOD.* PERIOD *From Whole Foods to IBM to the corner deli THERE ONCE WAS A TIME WHEN A THREE-MINUTE PHONE CALL WOULD HAVE

AVOIDED SETTING OFF THE DOWNWARD SPIRAL THAT RESULTED IN A COMPLETE RUPTURE. Relationships (of all varieties)

: POWER WORDS! Im sorry. Stating the Obvious II: MORE POWER WORDS/IDEAS

Thank You! MBWA* *5,000 miles for a 5-minute face-to -face meeting (courtesy superagent Mark McCormick) FLOWER

POWER POWER IDEAS! You must care. General Melvin Zais Only connect !

E.M. Forster, Howards End Only connect! That was the whole of her sermon. Only connect the prose and the passion, and both will be exalted, And human love will be seen

at its height. Live in fragments no longer. Only connect ... E.M. Forster, Howards End bedrock behaviors Home Run

Being there! * ** *** **** *No more, no less **A body can pretend to care, but they cant pretend to be there. Texas Bix Bender *** GEN Melvin Zais on COs and inspections ****Silence is golden! [Utter silence is golden-er.]

Period! Shake hands Smile Eye contact Period+! Shake hands

Smile Eye contact Thank you Flowers Open pose ROIR Period+!

Shake hands Smile Eye contact Thank you Flowers Open pose ROIR VALUE

ADDED #13A Peter & Mary on their fellow humans Drucker on

his fellow humans Source: Interview, Management Today (Australia); 01-02.2006 The purpose of professional schools is to educate competent mediocrities.*

. PD *Warren Bennis & Peter Drucker: On Organizing Genius, Drucker communication to Bennis:It should have been organizing idiots. Source: Management Today (Australia); 01-02.2006 Mary oliver+ on her/their fellow humans

Tell me, what is it you plan to do with your one wild and precious life? Mary Oliver Every child is

born an artist. The trick is to remain an artist. Picasso The key question isnt What fosters creativity? But it is why in Gods name isnt everyone creative? Where was the human potential lost? How

was it crippled? I think therefore a good question might be not why do people create? But why do people not create or innovate? We have got to abandon that sense of amazement in the face of creativity, as if it were a miracle if anybody created anything. Abe Maslow

Joe J. Jones 1942 2006 HE WOULDA DONE SOME REALLY COOL STUFF BUT HIS BOSS WOULDNT LET HIM! We make our

own traps. We construct our own cage. We build our own roadblocks. Source: Douglas Kennedy, State of the Union [The novel] traced the very ordinary life of a very ordinary womana life with few moments of high drama,

but which was also remarkable. The extraordinary in the It was a theme I often discussed with my students how we can never consider anybodys life ordinary, how every human existence is a novel with its own compelling narrative. Even if, on the surface, it seems

ordinary. prosaic, the fact remains that each individual life is charged with contradictions and complexities. And no matter much we wish to keep things simple and uneventful, we cannot help but collide mess. It is our destinybecause mess, the drama we create for ourselves, is an intrinsic part of being alive. Hannah, from State of the Union by Douglas Kennedy

If you ask me what I have come to do in this world, I who am an I am here to live my life out loud.

artist, I will reply: mile Zola The Work Matters! What we do matters to us. Work may not be the most important thing in our lives or

the only thing. We may work because we must, but we still want to love, to feel pride in, to respect ourselves for what we do and to make a difference. Sara Ann Friedman, Work Matters: Women Talk About Their Jobs and Their Lives the delight of being totally

within ones own elementof identifying fully with ones work and seeing it as an expression of ones character this affection must be so strong that it persists during leisure hours and even makes its way into dreams the mind knows no deadlines or constraints and is open to its inner

energies Robert Grudin/ The Grace of Great Things: Creativity and Innovation 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 Self-reliance never comes naturally to adults because they have been so conditioned

to think non-authentically that it feels wrenching to do otherwise. Self Reliance is a last resort to which a person is driven in desperation only when he or she realizes that imitation is suicide, that he must take himself for better, for worse, as his portion.

Lawrence Buell, Emerson For Marx, the path to social betterment was through collective resistance of the proletariat to the economic injustices of the capitalist system that produced such misshapenness and fragmentation. For Emerson, the key was to jolt individuals into realizing the

untapped power of energy, knowledge and creativity of which all people, at least in principle, are capable. He too hated all systems of human oppression; but his central project, and the basis of his legacy, was to unchain individual minds. Lawrence Buell, Emerson

Grant+ Respect The [Union senior] officers rode past the Confederates smugly without any sign of recognition except by one. When General Grant reached the line of ragged, filthy, bloody, despairing prisoners strung out on each side of

the bridge, he lifted his hat and held it over his head until he passed the last man of that living funeral cortege. He was the only officer in that whole train who recognized us as being on the face of the earth.* *quote within a quote from diary of a Confederate soldier It was much later that I realized

Dads secret. He gained respect by giving it. He talked and listened to the fourth-grade kids in Spring Valley who shined shoes the same way he talked and listened to a bishop or a He was seriously interested in who you were and what

you had to say. college president. Sara Lawrence-Lightfoot, Respect I wasnt bowled over by [David Boies] intelligence. What impressed me was that when he asked a question, he waited

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

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

OD Consultant The deepest human need is the need to beappreciated. William James

Ph.D. in leadership. Short course: Make a short list of all things done to you that you abhorred. Dont do them to others. Ever. Make another list of things done to you that you loved. Do them to others. Always. Dee Hock

We behaved as if we were guests in their house. We treated them not as a defeated people, but as allies. Our success became their success. How One Soldier Brought Democracy to Iraq: The Mayor of Ar Rutbah

(MAJ James Gavrilis/USA Special Forces) Geron-imo! Life is not a journey to the grave with the intention of arriving safely in a pretty and wellpreserved bodybut rather a skid in broadside,

thoroughly used up, totally worn out, and loudly proclaiming, Wow, what a ride! anon. "Life is not a journey to the grave with the intention of arriving safely in one pretty

and well preserved piece, but to skid across the line broadside, thoroughly used up, worn out, leaking oil, shouting GERONIMO! Bill McKenna, professional motorcycle racer (Cycle magazine 02.1982) "The object of life's

journey is not to arrive at the grave safely in a well preserved body, but rather to skid in sideways, totally worn out, shouting, 'Holy Shit, What a Ride!!! Mavis Leyrer (feisty OCTOGENARIAN, living in Seattle)

HANDS THAT SHAPE HUMANITY. HTSH/Hands That Shape Humanity: Engage!* Commit! Engage! Try! Fail! Get up! Try again! Fail again! Try again! But never,

ever stop moving on! Progress for humanity is engendered by those in any station who join and savor the fray by giving one hundred percent of themselves to their modest or immodest dreams! Not by those fearful souls who remain glued to the sidelines, stifled by tradition, awash in cynicism and

petrified of losing face or giving offense to the reigning authorities. Key words: Commit! Engage! Try! Fail! Persist! *HTST/Hands That Shape Humanity, Tom Peters contribution of Its

always showtime. David DAlessandro, Career Warfare VALUE ADDED #14

EXCELLENCE. AWOL: THE SCHOOLS FIASCO. My wife and I went to a [kindergarten] parent-teacher conference and were informed that our budding refrigerator artist, Christopher, would be receiving a grade of Unsatisfactory in art. We were shocked. How

could any childlet alone our childreceive a poor grade His teacher informed us that he had refused to color within the lines, which was a state requirement for demonstrating grade-level motor skills.

skills in art at such a young age? Jordan Ayan, AHA! 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 participating in the systematic suppression

of creative genius. genius Source: Gordon MacKenzie, Orbiting the Giant Hairball 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 successfailure 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

15 Leading Biz Schools Design/Core: 0 Design Design/Elective: 1 Creativity/Core: 0 Creativity/Elective: 4

Innovation/Core: 0 Innovation Innovation/Elective: 6 Source: DMI/Summer 2002/Research by Thomas Lockwood M.I.A.*: Talk. (Present.) Listen. (Interview.)

Sell. (Life = Sales.) Do. (ExecutionImplementation.) Talent. (Recruit-Develop-Retain.) Project Management. (Create. Solicit support. Execution. Adoption-Client Culture Change.) Product. (It.) Innovation. (Design. Creativity. Buzz-building. Politics.) Leadership. (USMA, etc.) E.Q. (Connect.) Culture Change. (Lasting impact.) Diversity. (Crosscultural Effectiveness.) Career Creation. (Brand You life-lifestyle.) Wellness. (Life.)

*B.Schools (M.I.A. or at most B.I.A.barely in action) New Economy Biz Degree Programs MBA (Master of Business Administration) 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) Enthusiasm Fact: Last 4 Deans Finance, Economics, Accounting, Finance.

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? HR

VALUE ADDED #15 EXCELLENCE. BEDROCK. LEADERSHIP. EXCELLENCE.

BEDROCK. PURPOSE. I never, ever thought of myself as a businessman. I was interested in creating things I

would be proud of. Richard Branson Management has a lot to do with answers. Leadership is a function of questions. And the first question for a leader always

Who do we intend to be? is: Not What are we going to 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 People want to be part of something larger than themselves. They want to be part of something theyre really proud of, that theyll fight for, sacrifice for ,

trust. Howard Schultz, Starbucks (IBD/09.05) 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? EXCELLENCE. THE STORY. THE MESSAGE.

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 Message clarity = CALENDAR + MBWA + Language + Perceived INTENSITY/ENTHUSIASM/ ENERGY + Concrete-Visible support + Prototypes + Tolerance for Failure/Good

losses + Promotions + Tempo + Resilience + Celebration + Perceived RELENTLESSNESS + Training EXCELLENCE. BY INVITATION. 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 [Yet] I came to see in my time at IBM that

culture isnt just one aspect of the gameit is the game. Lou Gerstner, people is very, very hard. Who Says Elephants Cant Dance In the end, management doesnt

change culture. Management invites the workforce itself to change the culture. Lou Gerstner

EXCELLENCE. OF SERVICE. Servant Leadership/Robert Greenleaf 1. Do those served grow as persons? 2. Do they, while being served, become healthier wiser, freer,

more autonomous, more likely themselves to become servants? EXCELLENCE. BETTER IS BETTER. Hire up!

Source: Doris Kearns Goodwin, Team of Rivals EXCELLENCE. ENTHUSIASM. ENERGY. PASSION. 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 Enthusiasm, the ultimate

virus. Whenever anything is being accomplished, I have learned, it is being done by a monomaniac with a mission. Peter Drucker

Most important, upped the energy level at he Motorola. Fortune on Ed Zander/08.05

Q: If it were your $100K [lifes savings] and my $100K, what sort of Waiters would we look for? A:

Enthusiasts! EXCELLENCE. ENTHUSIASM. ENERGY. PASSION. EXUBERANCE.

Ex-ub-erance! Exuberance: The Passion for Life, by Kay Redfield Jamison+ I believe exuberance is incomparably more important than we acknowledge. If, as has been claimed, enthusiasm finds the opportunities and energy makes the most of them, a mood of mind that yokes the two of them is formidable indeed.

The Greeks bequeathed to us one of the most beautiful words in our languagethe word enthusiasmen theosa god within. The grandeur of human actions is measured by the inspiration from which they spring. Happy is he who bears a god within, and who obeys it.Louis Pasteur Exuberance is, at its quick, contagious. As it spreads pell-mell through a group, exuberance excites, it delights, and it dispels tension. It alerts the group to

change and possibility. Exuberance: The Passion for Life, by Kay Redfield Jamison+ A leader is someone who creates infectious enthusiasm.Ted Turner Glorious was a term [John] Muir would invoke time and again despite his conscious attempts to eradicate it from his writing. Glorious and joy and

exhilaration: no matter how often he scratched out these words once he had written them, they sprang up time and again To meet Roosevelt, said Churchill, with all his buoyant sparkle, his iridescence, was like opening a bottle of champagne. Churchill, who knew both champagne and human nature, recognized ebullient leadership when he saw it.

Exuberance: The Passion for Life, by Kay Redfield Jamison+ At a time of weakness and mounting despair in the democratic world, Roosevelt stood out by his astonishing appetite for life and by his apparently complete freedom from fear of the future; as a man who welcomed the future eagerly as such, and conveyed the feeling that whatever the times might bring, all would be grist to his mill, nothing would be too formidable or

crushing to be subdued. He had unheard of energy and gusto and was a spontaneous, optimistic, pleasureloving ruler with unparalleled capacity for creating confidence.Isaiah Berlin on FDR Exuberance: The Passion for Life, by Kay Redfield Jamison+ Churchill had a very powerful mind, but a romantic and unquantitative one. If he thought about a course of action long enough, if he achieved it alone in his

own inner consciousness and desired it passionately, he convinced himself it must be possible. Then, with incomparable invention, eloquence and high spirits, he set out to convince everyone else that it was not only possible, but the only course of action open to man.C.P. Snow We are all worms. But I do believe that I am a glow-worm.Churchill on Churchill The multitudes were swept forward till their pace was

the same as his.Churchill on T.E. Lawrence He brought back a real joy to music.Wynton Marsalis on Louis Armstrong EXCELLENCE. RELENTLESSNESS. RE-LENTLESSNESS

BLOOD-YMIND-EDNESS Bloodyminded: Unreasonably stubborn Source: The Random House Dictionary of the English Language It is no use

saying We are doing our best. You have got to succeed in doing what is necessary. WSC "The reasonable man adapts

himself to the world. The unreasonable one persists in trying to adapt the world to himself. Therefore, all progress depends upon the unreasonable man. GB Shaw, Man and Superman: The Revolutionists' Handbook. This [adolescent] incident [of getting from point A to point B] is notable

not only because it underlines Grants fearless horsemanship and his determination, but also it is the first known example of a very important Grant had an extreme, almost phobic dislike of turning back and retracing his steps. If he peculiarity of his character:

set out for somewhere, he would get there somehow, whatever the difficulties that lay in his way. This idiosyncrasy would turn out to be one the factors that made him such a formidable general. Grant would always, always press onturning back was not an option for him. Michael Korda, Ulysses Grant First-level Scientific Success The smartest guy

in the room wins Or First-level Scientific Success Fanaticism Persistence-Dogged Tenacity Patience (long haul/decades)-Impatience (in a hurry/do it yesterday)

Passion Energy Relentlessness (Grant-ian) Enthusiasm Driven (nuts!)

(Brutal?) Competitiveness Entrepreneurial Pragmatic (R.F!A.) Scrounge (gets the logistics-infrastructure bit) Master of Politics (internal-external) Tactical Genius Pursuit of (Oceanic) Excellence! High EQ/Skillful in Attracting + Keeping Talent/Magnetic Prolific (ground up more pig brains)

Egocentric Sense of History-Destiny Futuristic-In the Moment Mono-dimensional (Work-life balance? Ha!) Exceptionally Intelligent Exceptionally Clever (methodological shortcuts/methodological genius)

Luck Whenever anything is being accomplished, I have learned, it is being done by a monomaniac with a mission. Peter Drucker

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 Passion wrong. as the secret to learning is an odd secret to propose, but I believe that it works at

passion all levels and at all ages. Sadly, is not a word often heard in the elephant organizations, nor in schools, where it can seem disruptive. EXCELLENCE.

AGILITY. The most successful people are those who are good at plan B. James Yorke, mathematician, on chaos

theory, in The New Scientist EXCELLENCE. SHOWING UP. 2 MBW A

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

You = Your calendar* *Calendars NEVER lie!! 5,000 miles for a 5 min. meeting! Mark McCormack:

The First step in a dramatic organizational change program is obvious dramatic personal change! RG Message clarity = CALENDAR +

MBWA + Language + Perceived INTENSITY/ENTHUSIASM/ ENERGY + Concrete-Visible support + Prototypes + Tolerance for Failure/Good losses + Promotions + Tempo + Resilience + Celebration + Perceived RELENTLESSNESS + Training

EXCELLENCE. STRETCH. 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 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 EXCELLENCE. KABOOM. No Wiggle Room! Incrementalism

is innovations worst enemy. Nicholas Negroponte Beware of the tyranny of making Small Changes to Small Things. Rather,

Big Changes to Big Things. make Roger Enrico, former Chairman, PepsiCo Line Extensions:

86 percent of new products. 62 percent of revenues. 39 percent of profit. Source: Blue Ocean Strategy, Chan Kim and Rene Mauborgne 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 EXCELLENCE.

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

"Life is not a journey to the grave with the intention of arriving safely in one pretty and well preserved piece, but to skid across the line broadside, thoroughly used up, worn out, leaking oil, shouting GERONIMO! Bill McKenna, professional motorcycle racer (Cycle magazine)

You only find oil if you drill wells. The Hunters, by John Masters, Canadian O & G wildcatter

Insanel great VALUE ADDED #15A EXCELLENCE.

BEDROCK. LEADERSHIP. 9Ps. L23. PURPOSE. PASSION. Potential. Presence. Personal.

PERSISTENCE. PEOPLE. Potent. Positive. PURPOSE. PASSION. Potential. Presence.

Personal. PERSISTENCE. PEOPLE. Potent. Positive. People want to be part of something larger than themselves. They want to

be part of something theyre really proud of, that theyll fight for, sacrifice for , trust. Howard Schultz, Starbucks (IBD/09.05)

Management has a lot to do with answers. Leadership is a function of questions. And the first question for a leader always Who do we intend to be? is:

Not What are we going to 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? PURPOSE. PASSION.

Potential. Presence. Personal. PERSISTENCE. PEOPLE. Potent. Positive. Nothing is so

contagious as enthusiasm. Samuel Taylor Coleridge Whenever anything is being accomplished, I have learned, it is being done by a monomaniac with a

mission. Peter Drucker Great leaders move us. They ignite our passion and inspire the best in us. When we try to explain why they are so effective, we speak of strategy, vision or powerful ideas. But the reality is much more primal:

Great leadership works through the emotions. Daniel Goleman, The New Leaders PURPOSE. PASSION. Potential. Presence.

Personal. PERSISTENCE. PEOPLE. Potent. Positive. In the end, management doesnt change culture.

Management invites the workforce itself to change the culture. Lou Gerstner The role of the Director is to

create a space where the actors become more than theyve ever been before, more than theyve dreamed of being. and actresses can

Robert Altman, Oscar acceptance speech 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. Leaderships Mt Everest/Mt Excellence

free to do his or her absolute best allow its members to discover their greatness. Servant Leadership/Robert Greenleaf 1. Do those served grow as

persons? 2. Do they, while being served, become healthier, wiser, freer, more autonomous, more likely themselves to become servants? PURPOSE. PASSION. Potential.

Presence. Personal. PERSISTENCE. PEOPLE. Potent. Positive. 2

PURPOSE. PASSION. Potential. Presence. Personal. PERSISTENCE. PEOPLE.

Potent. Positive. The First step in a dramatic organizational change program is obvious dramatic personal change! RG

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

Its always showtime. David DAlessandro, Career Warfare PURPOSE. PASSION. Potential.

Presence. Personal. PERSISTENCE. PEOPLE. Potent. Positive. Relentless: One of

my superstitions had always been when I started to go anywhere or not to turn back , or stop, to do anything, until the thing intended was

accomplished. Grant This [adolescent] incident [of getting from point A to point B] is notable not only because it underlines Grants fearless horsemanship and his determination, but also it is the first known example of a very important Grant had an extreme, almost phobic dislike of turning back

and retracing his steps. If he peculiarity of his character: set out for somewhere, he would get there somehow, whatever the difficulties that lay in his way. This idiosyncrasy would turn out to be one the factors that made him such a formidable general. Grant would always, always press onturning back was not an option for him. Michael Korda, Ulysses Grant

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

"The reasonable man adapts himself to the world. The unreasonable one persists in trying to adapt the world to himself. Therefore, all progress depends upon the unreasonable man. GB Shaw, Man and Superman: The Revolutionists' Handbook.

Success seems to be largely a matter of hanging

on after others have let go. Feather, author William The most successful

people are those who are good at plan B. James Yorke, mathematician, on chaos theory, in The New Scientist "Life is not a journey to the grave with the intention of

arriving safely in one pretty and well preserved piece, but to skid across the line broadside, thoroughly used up, worn out, leaking oil, shouting GERONIMO! Bill McKenna, professional motorcycle racer (Cycle magazine) PURPOSE.

PASSION. Potential. Presence. Personal. PERSISTENCE. PEOPLE. Potent. Positive.

Leaders do people. Period. Anon.

Leaders SERVE people. Period. Anon.

Servant Leadership/Robert Greenleaf 1. Do those served grow as persons? 2. Do they, while being served, become healthier wiser, freer, more autonomous, more likely themselves to become servants?

< CAPEX > People! PURPOSE. PASSION. Potential. Presence. Personal. PERSISTENCE.

PEOPLE. Potent. Positive. Beware of the tyranny of making Small Changes to Small

Things. Rather, Big Changes to Big Things. make Roger Enrico, former Chairman, PepsiCo

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! PURPOSE. PASSION. Potential.

Presence. Personal. PERSISTENCE. PEOPLE. Potent. Positive. [other]

admirals more frightened of losing than anxious to win On NELSON: Parcells thought that Taylors size and speed were closer to the beginning than the end of the explanation. [The difference was] Taylors peculiar energy and mind:

relentless, manic, with grandiose ambitions and private Parcells believed that even in the NFL a lot of players were more concerned with seeming to want to win than with actual winning, and that many of them did not know the difference. What they wanted, deep down, was to keep their jobs, make their

money, and go home. Lawrence Taylor wanted standards of performance. to win. He expected more of himself on the field than any coach would dare to ask of any player. Michael Lewis, The Blind Side 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

PURPOSE. PASSION. Potential. Presence. Personal. PERSISTENCE. PEOPLE. Potent. Positive.

Excellence can be obtained if you: ... care more than others think is wise; ... risk more than others think is safe; ... dream more than others think is practical; ... expect more than others think is possible. Source: Anon. (Posted @ tompeters.com by

K.Sriram, November 27, 2006 1:17 AM) "Life is not a journey to the grave with the intention of arriving safely in one pretty and well preserved piece, but to skid across the line broadside, thoroughly used up, worn out, leaking oil,

shouting GERONIMO! Bill McKenna, professional motorcycle racer (Cycle magazine) EXCELLE ALWAYS. EXCELLENCE. THE LEADERSHIP23.

Leadership23/ML 1. 2. 3. 4. 5. 6. 7. 8.

Enthusiasm. Energy. Exuberance. Action. Execution. Tempo. Metabolism. Relentless. Master of Plan B. Accountability. Meritocracy. Leaders do people. Mentor. (Success

creation business.) 9. Women. Diversity. 10. Integrity. Credibility. Humanity. Grace. 11. Realism. 12. Cause. Adventures. Quests. Leadership23/ML 13. 14.

15. Legacy. Best story wins. On the edge. (Wildest chimera of a moonstruck mind.) 16. Reward excellent failures. Punish mediocre successes. 17. Different > Better. (Only ones who do

what we do.) 18. MBWA. Customer MBWA. 19. Laughs. 20. Repot. Curiosity. Why? 21. You = Calendar. To Dont. Two. 22. Excellence. Always. 23. Nelsonian! (Other admirals more afraid of losing than anxious to win.)

Enthusiasm Energy Exuberance Voracious Curiosity Irritability/Dis-satisfaction Relentlessness Self-reliance Closer (Execution) excellence

EXCELLE ALWAYS. Leaders: gotta say it! No leader sets out to be a

leader per se, but rather to express him- or herself freely and fully. That is, leaders have no interest in proving themselves, but an abiding interest in expressing themselves. Warren Bennis,

On Becoming a Leader Everyone lives by selling something. Robert Louis Stevenson Its always

showtime. David DAlessandro, Career Warfare VALUE ADDED #15B EXCELLENCE. LET US MARCH.

In classical times when Cicero had finished speaking, the people said, How well he spoke, but when Demosthenes had finished speaking, Let us

march. they said, Adlai Stevenson Let us march. No leader sets out to be a

leader per se, but rather to express him- or herself freely and fully. That is leaders have no interest in proving themselves, but an abiding interest in expressing themselves. Warren Bennis, On Becoming a Leader

EXCELLENCE. THRILLS. TRANSCENDENCE. WOW. NOW. ! Radically Thrilling Language!

Radically Thrilling. BMW Z4 (ad) T C O*

*Chief Thrills Officer Synonyms Purity Transcendence Virtue Elegance

Majesty Antonyms Mediocrity TR C

O* *Chief Transcendence Officer W C O*

*Chief WOW Officer ! C *Chief

O* ! Officer EXCELLENCE. TECHNICOLOR.

EXCELLE ALWAYS. A year from now you may wish You had started today. Karen Lamb

"Life is not a journey to the grave with the intention of arriving safely in one pretty and well preserved piece, but to skid across the line broadside, thoroughly used up, worn out, leaking oil, shouting GERONIMO! Bill McKenna, professional motorcycle racer (Cycle magazine)

You only find oil if you drill wells. The Hunters, by John Masters, Canadian O & G wildcatter

Its always showtime. David DAlessandro, Career Warfare I dont know if it is possible. I do know its

necessary. TP/Chile: EXCELLE ALWAYS. VALUE ADDED #16

LEADERSHIP. OTHER. Leadership: Alternative Version #1 Leadership

Excellence for Totally Screwed-Up Times: The Passion Imperative. Lead It Loud!

Ouc at the Top of the Bottle Where are you likely to find people with the least diversity of experience, the largest investment in the past, and the greatest reverence for industry dogma?

At the Create a Cause! Create a cause, not a business.

G.H.: People want to be part of something larger than themselves. They want to be part of something theyre really proud of, that theyll

fight for, sacrifice for , trust. Howard Schultz, Starbucks (IBD/09.05) the wildest chimera of a moonstruck mind The Federalist on TJs Louisiana

Purchase Think Legacy! Management has a lot to do with answers. Leadership is a function of questions. And the

first question for a leader always Who do we intend to be? is: Not What are we going to 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 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? presidencys last day. When 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? Find em! Jack didnt have a

vision! The Secret: From sweaters to Les Wexner: people!

Respect em! Amen! What creates trust, in the end, is the leaders manifest respect for the followers.

Jim OToole, Leading Change Dont belittle! OD Consultant It was much later that I realized Dads secret. He gained respect by giving it. He

talked and listened to the fourth-grade kids in Spring Valley who shined shoes the same way he talked and listened to a bishop or a college He was seriously interested in who you were and what you had to say.

president. Sara Lawrence-Lightfoot, Respect I wasnt bowled over by [David Boies] intelligence. What impressed me was that when he asked a question, He not

only listened, he made me feel like I was the only person in the room. Lawyer Kevin _____, on his first, inadvertent he waited for an answer. meeting with David Boies, from Marshall Goldsmith, The One Skill That Separates, Fast Company, 07.05

We behaved as if we were guests in their house. We treated them not as a defeated people, but as allies. Our success became their success. How One Soldier Brought Democracy to Iraq: The Mayor of Ar Rutbah (MAJ James Gavrilis/USA Special Forces)

Resilience Simplicity Authenticity (O.O.D.A.) (K.I.S.S.) (No B.S.)

Ed Sims/Air New Zealand (Airline to Middle Earth) Mentor em 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, Missioncentrism, Do>Be Bill: De-centralization, Recognition, Supportstaff Centrism, Measurement (K.I.S.S.), Soft Power (Paint n Pride), Rapid Culture Change 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 Quests ! I dont know.

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. Leaderships Mount Everest allow its

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

to discover their greatness. The role of the Director is to create a space where the actor or actress can become more than theyve ever been

before, more than theyve dreamed of being. Robert Altman, Oscar acceptance We are a life Success Company

If your actions inspire others to dream more, learn more, do more and become more, you are a leader." John Quincy Adams Never doubt that a

small group of committed people can change the world. Indeed it is the only thing that ever has. Margaret Mead In the end, management doesnt

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

change culture. Management invites the workforce itself to change the culture. Lou Gerstner Alt: Grand Adventure

The Nub of Leadership: Helping/Inviting Others to Discover Their Greatness Tom Peters & Friends/10.04.05 The Context

The Creative Age is a wide-open game. Richard Florida, The Rise of the Creative Class A focus on cost-cutting and efficiency

has helped many organizations weather the downturn, but this approach will Only the constant pursuit of innovation can ensure long-term success. ultimately render them obsolete.

Daniel Muzyka, Dean, Sauder School of Business, Univ of British Columbia (FT/09.17.04) If you dont like change, youre going to like irrelevance even less.

General Eric Shinseki, Chief of Staff, U. S. Army It is not the strongest of the species that survives, nor the most the

one most responsive to change. intelligent, but Charles Darwin The Invitation

"If your actions inspire others to dream more, learn more, do more and become more, you are a leader." I don't think we inspire people

to become more, I think we help them discover who they really are. In a way, we help them become who they already are. Who they were created to be. We don't take them BEYOND their being, we help remove unnatural obstacles that keep them

from being. Dustin/Comment/tp.com/09.05 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 allow its members to discover their greatness. Group is to

Leaderships Mount Everest! allow its members to discover their greatness.

Item #1 from Tom Peters Leadership50: 1. Leadership Is a Mutual Discovery Process. Leaders-Teachers-Mentors Do Not Transform People! Instead leaders-mentors-teachers (1) provide

a context which is marked by (2) access to a luxuriant portfolio of meaningful opportunities (projects) which (3) allow people to fully 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 leaders-teachers-mentors) had never dreamed existedand then the leaders-teachers-mentors (6) applaud like hell, stage photo-ops, and ring the church bells 100 times to commemorate the bravery of their followers explorations! In the end, management doesnt

change culture. Management invites the workforce itself to change the culture. Lou Gerstner Are you Ready?

Human creativity is the ultimate economic resource. Richard Florida,

The Rise of the Creative Class Imagine dream more, learn more, do more , become more help them become who they already are, who they were created to be free to do his or her absolute best allow members to discover

their greatness allow people to fully express their innate curiosity; to go to-create places they had never dreamed existed invite the workforce itself to change the culture Go to the people Live with them

Learn from them Love them Start with what they know Build with what they have But with the best leaders When the work is done The task accomplished The people will say We have done this

ourselves. Lao Tzu (700 BC) End Alt: Grand Adventure Trumpet an Exhilarating

Story! Leaders dont just make products and make Leaders make meaning.

decisions. John Seely Brown Best Story Wins! 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

Wow ! Live Your Story! MBWA* *HS/25+

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 Only Connect

Im always stopping by our stores at least 25 a week. Im also in other places: Home Depot, Whole Foods, Crate & Barrel. I try to be a sponge to pick up as much as I can. Howard Schultz I called 60 CEOs in the first

week of the year] to wish them happy New Year. Hank Paulson, CEO, Goldman Sachs 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 nations No. 1 actor. FDR

You must be the change you wish to see in the

world. Gandhi You = Your calendar* *Calendars NEVER lie!! Only Connect Im always stopping by our

stores at least 25 a week. Im also in other places: Home Depot, Whole Foods, Crate & Barrel. I try to be a sponge to pick up as much as I can. Howard Schultz I called 60 CEOs in the first week of the year] to wish them

happy New Year. Hank Paulson, CEO, Goldman Sachs Im always stopping by our stores at least 25 a week.

Im also in other places: Home Depot, Whole Foods, Crate & Barrel. I try to be a sponge to pick up as much as I can. Howard Schultz Works 100% of

the time! (Heads for the front-line folks, asks them for inputand is comfortable with them*) *Didnt hurt that he spoke Spanish Try It! Sams Secret

#1! Fail faster. Succeed sooner. David Kelley/IDEO Success is the

ability to go from one failure to another with no loss of enthusiasm. WSC Reward excellent failures. Punish

mediocre successes. Phil Daniels, Sydney exec Insist on Speed! We dont sell insurance anymore.

We sell speed. Peter Lewis, Progressive If things seem under control, youre just not going fast

enough. Mario Andretti Strategy meetings held once or twice a year to Strategy meetings needed several times a week Source: New York Times on Meg Whitman/eBay

Demand Action! We have a strategic plan. Its

called doing The most successful people are those who are good at plan B.

James Yorke, mathematician, on chaos theory in The New Scientist 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!) 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 Strategy? In retail, execution is the last ninety-five percent. Former BigCo CEO/Retail

Most anybody can sell. Damn few can close. Former BigCo CEO/Retail 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 Relentless! * *Churchill, Grant, Patton, Welch, Bossidy, Nardelli (GE execs),

UPS, FedEx, Microsoft/Gates-Ballmer, Eisner, Weill, eBay, NixonKissinger, Gerstner, Rice, Jordan, Armstrong This [adolescent] incident [of getting from point A to point B] is notable not only because it underlines Grants fearless horsemanship and his determination, but also it is the first known example of a very important peculiarity of his character: Grant had an extreme, almost phobic dislike of turning back

and retracing his steps. If he set out for somewhere, he would get there somehow, whatever the difficulties that lay in his way. This idiosyncrasy would turn out to be one the factors that made him such a formidable general. Grant would always, always press onturning back was not an option for him. Michael Korda, Ulysses Grant 1 of 2,400

6:15A.M. Cut the Crap! Realism is the heart of execution. Larry Bossidy & Ram Charan/Execution:

The Discipline of Getting Things Done robust dialogue Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done GE has set a standard of candor.

There is no puffery. There isnt an ounce of denial in the place. Kevin Sharer, CEO Amgen, on the GE mystique (Fortune) Eat Change!

We eat change for breakfast! Harry Quadracci, QuadGraphics Put Women in Charge!

AS LEADERS, WOMEN RULE: New Studies find that female managers outshine their male counterparts in almost every measure

Title, Special Report/BusinessWeek 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. Judy B. Rosener, Americas Competitive Secret: Women Managers Dispense Enthusiasm!

BZ: I am a Dispenser of Enthusiasm! Nothing is so contagious as enthusiasm.

Samuel Taylor Coleridge Most important, upped the energy level at he 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 Excellence. Always. Leader Job No.1 Paint

Portraits of Excellence! Cirque du Soleil! 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!

ExIn*: 1982-2002/Forbes.com DJIA: $10,000 yields $85,000 EI: $10,000 yields $140,050 *Excellence Index/Basket of 32 publicly traded stocks Excellence =

1 Engaged. In Search of Excellence What is

all about? What is In Search of Excellence all about: People. Emotion. Engagement. Empowerment. Caring.

Tell me, what is it you plan to do with your one wild and precious life? Mary Oliver

Radiate Passion! Never apologize for showing feeling. When you so, you apologize for the truth.

Disraeli The eloquent man is he who is no beautiful speaker, but who is inwardly and desperately drunk with a certain belief.

Ralph Waldo Emerson Charles Handy on the Alchemists: Passion was what drove passion for their product, passion

these people, for 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. Stay Hungry. Stay Foolish.

Steve Jobs Keep It Simple! Sir Richards Rules: Follow your passions. Keep it simple.

Get the best people to help you. Re-create yourself. Play. Source: Fortune on Branson JWs 4Es Energy

Enthusiasm Edge* Execution *Speed, RFA, Competitive Avoid Moderation! 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! One who does less than he can is a thief.

Gandhi 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 You cant behave in a calm, rational

manner. Youve got to be out there on the lunatic fringe. Jack Welch I dont know if its possible. I do know its

necessary. TP/Chile: ! ALT Ending No Less Than Excellence.

Ever. Gaspworthy! Remember Lord Nelson! Nelsons secret:

[Other] admirals more frightened of losing than anxious Leadership: Alternate

Version #2 The Passion Imperative: The 50 Leadership

I. 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 Quests !

I dont know. 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. 2. Leaders

DECENTRALIZE! DECENTRAL-IZE! 2. Leaders DePuySpine/J&J* 70/3 50+

game-changers! *Still decentralized after all these years! HPs Big Duh! Decentralize ($90B) Undo Matrix Accountability Source: HP Says Goodbye To Drama/

BW/09.05/re Mark Hurds first 5 months II. The Leadership Types. 3. Great Leaders Declaiming a Grand Vision from the Mountaintop Are

Great Talent Developers (Type I Leadership) are the Bedrock Important but of Organizations that Perform Over the Long Haul. Leaders

do people. Period. Anon. 4. But Then Again, There Are Times When This

Visionary Stuff (Type II Leadership) Actually Works! A leader is a dealer in hope. Napoleon

(+TPs writing room pics) 5. Find & embrace the Businesspeople! (Type III Leadership) I.P.M.

(Inspired Profit Mechanic) 6. All Organizations Need the Golden Leadership Triangle. The Golden Leadership

Triangle: (1) Talent Fanatic (2) Creator-Visionary (3) Inspired Profit Mechanic. 7. Leadership Mantra #1: IT

ALL DEPENDS! Reg = #1* Jack = #1** *National exemplar **National exemplar Renaissance Men

are a snare, a myth, a delusion! III. The Leadership Dance.

8. Leaders SHOW UP! MBWA 9. Leaders LOVE the MESS!

Im not comfortable unless Im uncomfortable. Jay Chiat

10. Leaders DO! We have a strategic plan. Its called doing things. Herb Kelleher

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

If it works, its obsolete. Marshall McLuhan 12. BUT Leaders Know When to Wait.

Tex Schramm: The too hard box!

13. Leaders Are Optimists. Hackneyed but none the LEADERS SEE CUPS AS HALF FULL.

less true: Ronald Half-full Cups: Reagan radiated an almost

transcendent happiness. Lou Cannon 14. 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)

15. Leaders FOCUS! To Dont List

The one thing you need to know about sustained individual success: Discover what you dont like doing and stop doing it. Marcus Buckingham, The One Thing You Need to Know

16. Leaders Set CLEAR DESIGN SPECS. Really Important Rogers Rule of

Stuff: Three! IV. If Its Not Broken Break It!

17. 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

18. Leaders Do Not Mindlessly Bulk Up. I am often asked by would-be entrepreneurs seeking escape from life within huge corporate structures, How do I build a small firm for myself? The

Buy a very large one and just wait. answer seems obvious: Paul Ormerod, Why Most Things Fail: Evolution, Extinction and Economics Not a single company that

qualified as having made a sustained transformation ignited its leap with a big acquisition or merger. Moreover, comparison companiesthose that failed to make a leap or, if they did, failed to sustain itoften tried to make themselves great with a big acquisition or merger. They failed to grasp the simple truth that while you

can buy your way to growth, you cannot buy your way to greatness. Jim Collins/Time/11.29.04 19. Leaders Make [Lotsa] Mistakes and MAKE NO BONES ABOUT IT! Sams

Secret #1! 20. Leaders Make/ Tolerate/ Encourage BIG

MISTAKES! Reward excellent failures. Punish mediocre successes. Phil Daniels, Sydney exec (and Jack) V. Create.

21. Leaders Put INNOVATION First! A focus on cost-cutting and efficiency has helped many organizations weather the downturn, but this approach will

ultimately render them obsolete. Only the constant pursuit of innovation can ensure long-term success. Daniel Muzyka, Dean, Sauder School

of Business, Univ of British Columbia (FT/09.17.04) 22. Leaders Love the Top Line! Analysts said we dont care about revenue, just give us the bottom line.

They preferred cost cutting, as long as they could see two or three years of EPS growth. I preached revenue and the analysts eyes would glaze over. Now revenue is in because so many got They said, Oh my gosh, you need revenues to grow earnings

over time. Well, Duh! caught, and earnings went to hell. Dick Kovacevich, Wells Fargo (in ABA Banking Journal) R

C *Chief O* Revenue Officer

23. Leaders Are Not COPYCATS. To grow, companies need to break out of a

vicious cycle of competitive benchmarking and imitation. W. Chan Kim & Rene Mauborgne, Think for Yourself Stop Copying a Rival, Financial Times/08.11.03 24. Leaders Relentlessly Pursue

DRAMATIC DIFFERENCE! $798 25. Leaders Bet the Farm on the New

Technology! Power Tools for Power Solutions/ Strategies! TP

Beware of the tyranny of making Small Changes to Small Things. Rather, Big Changes to Big Things. make

Roger Enrico, former Chairman, PepsiCo The Golden Leadership Quadrangle: (1) Talent Fanatic (2) CreatorVisionary (3) Inspired Profit Mechanic (4) Technology DreamerTrue Believer

26. Leaders Make Their Mark / Leaders Do Stuff That Matters I never, ever thought of myself as a businessman. was interested in

creating things I would be proud of. Richard Branson I Management has a lot to do

with answers. Leadership is a function of questions. And the first question for a leader always Who do we intend to be? is: Not What are we going to do?

but Who do we intend to be? Max De Pree, Herman Miller VI. Value Added 27. Leaders Push Their Organizations W-a-y Up the Value-added/

Intellectual Capital Chain And the M Stands for ? Systems Integrator of choice.

Gerstners IBM: (BW) IBM Global Services: $55B 28. Leaders Turn Every

Department into an Innovation leader/Valueadding PSF!* *Professional Service Firm Disintermediation is overrated. Those who fear disintermediation should in fact be afraid

disintermediation is just another way of saying that youve become irrelevant to your customers. of irrelevance John Battelle/Point/Advertising Age/07.05

Answer: PSF! Department Head to Managing Partner, IS [HR, R&D, etc.] Inc.

29. Leaders Know that the Value-added Revolution rests Emphasizing Experiences! upon: One companys answer:

C XO* *Chief e Xperience Officer

We dont have a good language to talk about this kind of thing. In most peoples vocabularies, design means veneer. But to me, nothing could be further from the meaning of design. Design is the fundamental soul of a man-made creation.

Steve Jobs 30. Leaders Pursue the Big Two NEW MARKET OPPORTUNITIES

Women! 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. Good Thinking, Guys! Kodak Sharpens Digital Focus On Its Best

Customers: Women Page 1 Headline/WSJ/0705 BoomersGeezers 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

VII. Talent. 31. When It Comes TALENT to

Leaders Always Go Berserk! BRAND = 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 profitability from Pacific $25 million to $80 million in 2 years.

Ed Michaels, 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 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)

DD$21 M 32. Leaders Know 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 8/50

0 33. Leaders Hire WEIRD Are there enough weird people

in the lab these days? V. Chmn., pharmaceutical house, to a lab director 34. Leaders Strongly Urge All Employees Follow the BRAND YOU ADVENTURE

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 VIII. Passion. 35. Leaders Sell

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

want to be part of something larger than themselves. They want to be part of something theyre really proud of, that theyll fight for, sacrifice for , trust. Howard Schultz, Starbucks (IBD/09.05)

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

36. Leaders Know: ENTHUSIASM BEGETS ENTHUSIASM! ENERGY BEGETS ENERGY! Nothing is so contagious as enthusiasm.

Samuel Taylor Coleridge Most important, he upped the energy level at Motorola. Fortune on Ed Zander/08.05 37. Leaders

Focus on the SOFT STUFF! Hard Is Soft. Soft Is Hard. In Search of Excellence

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 EGGS.)

IX. The Job of Leading. 38. Leaders Know Its

ALL SALES ALL THE TIME. If you dont LOVE SALES find another life. TP: (Dont pretend youre a leader.)

39. Leaders Groove on POLITICS. If you dont LOVE POLITICS

find another life. TP: (Dont pretend youre a leader.) 40. Leaders Give RESPECT!

What creates trust, in the end, is the leaders manifest respect for the followers. Jim OToole, Leading Change It was much later that I realized

Dads secret. He gained respect by giving it. He talked and listened to the fourth-grade kids in Spring Valley who shined shoes the same way he talked and listened to a bishop or a college president. He was seriously interested in who

you were and what you had to say. 41. Leadership Is a Performance. It is necessary for the

President to be the No. 1 actor. nations FDR

42. Leaders GREAT STORY! Have a Leaders dont just make products and Leaders

make meaning. make decisions. 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! 43. Leaders abide by the word Excellence!

"If your actions inspire others to dream more, learn more, do more and become more, you are a leader." John Quincy Adams 44. Leaders

Are The Brand You must be the change you wish

to see in the world. Gandhi You cant lead a cavalry charge if you think you look funny on a horse.

John Peers, President, Logical Machines Corporation X. Introspection. 45. Leaders ENJOY

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

LAUGH! 47. Leaders KNOW THEMSELVES.

Step #1: Buy a Mirror! The First step in a dramatic organizational change

program is obvious dramatic personal change! RG XI. The End Game. 48. Great Leaders Play

Offense! [Other] admirals more frightened of losing than anxious to Nelsons secret:

49. Great Leaders Live on the Edge! 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! 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 You cant behave in a calm, rational

manner. Youve got to be out there on the lunatic fringe. Jack Welch 51. Leaders (and Management Gurus)

WHEN TO LEAVE! Know 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!

TP/Chile: I dont know if its possible. I do know its necessary.

! VALUE ADDED #17 EXCELLENC E. ALWAYS. Lists.

The Irreducible209+ One Word+ The Cup Challenge The Sales122 60TIBs Tom-A-to,Tom-ah-to The Irreducible209

A frustrated participant at a seminar for investment bankers in Mauritius listened impatiently to my explanation of differences of opinion among me, Mike Porter, Gary Hamel, Jim Collins, etc. Finally, What, if anything, he asked, do you believe for sure?

hed had enough. I mumbled something, but his query started rumbling around in my mind. Three days later, wandering on a Sunday in London, the idea of the irreducibles occurred to meand I started jotting down notes on stuff I do indeed believe for sure. Before I knew it, a few days later, the list had grown to

209 items. Hence The Irreducible209 that follows. Tom Peters 1. 2.

3. 4. Hare 1, Tortoise 0. (Hare-y times.) Tempo. (O.O.D.A.) MBWA. Appreciation. (Motivator #1.) (Cant be faked. Good.) 5. Decency.

6. Hurry. 7. Time out. 8. One matters. 9. Big change. Short time. (Alt not work.) 10. Excellence. Always. 11. Passion. Energy. Hustle. Enthusiasm. Exuberance. (Move mountains. No alt.) 12. You must care.

13. Emotion. 14. Hard is soft. (Soft is hard.) 15. 16. 17. 18. 19. 20.

21. 22. 23. Men. Women. Different. Contend. Connect. Women. Buy. All. (RU listening?) Quality. (Mind-blowing. Beyond 6-Sigma.) Re-invent. Re-pot. (Required.) Jaywalk.

Big change. Small # of people. (Always.) Experiment. Now. Failure. Normal. Most failures, most success. (Fail. Forward. Fast.) 24. Reward excellent failures. Punish mediocre successes. 25. Women leaders. (Altered times.) 26. Extremism. (Good business. Bad politics.)

27. Innovation source. Only. Extreme irritation. 28. Smile. 29. 30. 31. 32. 33. 34.

35. 36. 37. 38. You must care. Mentor. (Highest ROI.) Best roster wins. Wow. (Okay in biz.)

We all have customers. (Biz. Personal.) All contacts = Experiences. Cirque du Soleil. (Peerless.) Leaders create space for growth. Quests. (Only.) High aspirations, high results. (Self-fulfilling prophecy.) 39. Attitude 1, Skills 0. (Mostly.) (Attitude 1, Skill 0.3?)

40. Sometimes: Skill 1, Attitude 0.1. 41. Must love, not like. 42. Wegmans. (No excuses. Mere groceries.) 43. Less than your best. Cheating. 44. 45. 46. 47.

48. 49. 50. 51. 52. 53. 54. 55.

Brand You. (No alt.) Self-sufficiency. (Biggest LT turn-on.) In the moment. The moment wins. Tomorrow = Never. Action 1, Plan 0.1. Execution can be a system. Realism. Own up. Move on.

Accountability. Work hard > Work smart. (Mostly.) Feedback. Necessary. Fast. (R.F.A. in RFA times.) 56. Customers. Listen. Lead. (Paradox.) 57. On stage. Always. (GW, FDR, RG = Supreme actors.) 58.

59. 60. 61. 62. 63. 64. 65. 66.

Master statistical analysis. Excellence = Set the table. Legacy. (Will it have mattered?) Great. (Why not?) Radicals rule. (Think Olympics.) !!! = Good. Red 1, Brown 0. (Red times.) Talk. Listen. (Big 2. Master.) Politics. (Normal-inevitable state

of affairs. Master.) 67. Student. Forever. 68. Why? (Question #1.) 69. Dont belittle. 70. Respect. 71. All we have: this moment. (Moments matter most?) 72. Now. (Procrastination. Death.)

73. 74. 75. 76. Exercise. Paint. (Leader. Portraits of Excellence.) Best story wins. You must be the change you wish

to see in the world. 77. Two big ones. Max. (Priorities.) 78. No I in Team. (I in Win.) 79. I in Win. (No I in Team.) 80. Different 1, Better 0. (Better = 0.1) 81. Imitation = Mistake. (Learn, from who?) 82. Choose/battle the right competitor. 83. Schools. Creativity. Entrepreneurship. (Not.)

84. MBAs. Creativity. Entrepreneurship. Leadership. (Not.) 85. Design. Under-rated. Wildly. (Still.) (Everything.) 86. 87. 88. 89.

You = Calendar. (Calendar. Never. Lies.) Laugh. Handshake. (Quantity. Quality.) Dont fold your hands in front of your chest. Ever. (Never.) 90. Grace. (Works in biz.) 91. Weird. Wins. (Weird times.) 92. Crazy times. Crazy orgs.

93. Internet. All. 94. Women. Boomers-Geezers. Market. All. 95. Passion. (Repeat. So what?) 96. Energy. (Repeat. So what?) 97. Hustle. (Repeat. So what?) 98. Enthusiasm. (Repeat. So what?)

99. Exuberance. (Repeat. So what?) 100. Smile. (Repeat. So what?) 101. Care. (Repeat. So what?) 102. Simplicity. Redundancy. Resilience. Bloodymindedness. Visible optimism. (Success.) 103. Act. (Repeat. So what?)

104. Appreciate. (Repeat. So what?) 105. Fun. (Biz. Why not?) 106. Joy. (Biz. Why not?) 107. Sales = Life. 108. Marketing = Life. 109. Long-term. Top line. c.r.o. 110. Great company = Creates the most individual success stories. (RE/MAX) 111. Talent first, performance byproduct.

112. Sustained Wow* 1, Shareholder value, 0.2 (*Product, People.) 113. Commitment. by invitation only. 114. Creativity. by invitation only. 115. HR = #1. (Ought to.) 116. Face-to-face. (5K miles, 5 minutes.) 117. Negotiation. Make all winners. (Save face.)

118. Grace makes enemies friends. 119. Network. 120. Invest in relationships. (Think ROIR. Return On Investment in Relationships.) 118. Relationship investment. Forethought. Calendar item. Intensity. 119. Innovation. Easy. (Hang out with weird.)

120. Weird = Win. (Weird times.) 121. The bottleneck is at the top of the bottle. 122. Good Board = Weird Board. (At least, surprising.) 123. No contention, no progress. R.O.I.R. *

*Return On Investment In Relationships 124. Crucial conversations. Crucial confrontations. (Study. Learn. Do.) 125. Honest feedback. 126. Gaspworthy. Yes. 127. Insanely great. 128. Astonish me. 129. Make it immortal.

130. Will you remember it in 20 years? 131. No small opportunities. (Reframe.) 132. One playmate, one playpen = Enough. 133. End run. Sensible. 134. Allies are there for the finding. 135. Find successes. Build on successes. (Pos > Neg. Encourage > Fix.) 136. Somebodys doing it today. Find em. 137. Someone is living 2016 in 2006.

(Find em. Study em.) 138. Dont benchmark. futuremark. 139. PMA. It works. (Positive. Mental. Attitude.) 140. There are no experts. (You are the expert.) 141. Life is short. 142. Sustained success. Fat chance. Make today matter. (Sustained. Ha.)

143. Collaborate. (Networked world.) 144. Go solo. (Individual. Unit of Intellectual Capital.) 145. There are no perfect plans. (Do. Wins.) 146. Plans motivate. (Right or wrong. Sense of purpose.) 147. Never rest. 148. Get some sleep. 149. Winning = Embracing paradox.

150. Ambiguity = Opportunity. 151. 152. 153. Resilience. Relentless-ness. None. Above. Comeuppance.

No. ultimate. business model. (GM. Sears. U.S. Steel. DEC.) 154. Be yourself. Period. 155. Never work with jerks. Including customers. (Life. Too short.) 156. Under-promise, over-deliver. 157. Talent. (Powerful word.) 158. Customer = Anyone whose actions affect your results.

159. Competition stinks. (Seek the soft spots where you can dominate.) 160. K.I.S.S./Keep It Simple, Stupid. 161. Beauty. (Good biz word.) 162. See the beauty in a hamburger bun. (Go. Ray.) 163. 164.

165. 166. Own up. Quick. ( Denial. Cancer.) Celebrate. Often. 78 people = 78 approaches. (Each. Unique.) Weed. Ceaselessly. (Prune. Stupid. Rules. Non-stop.) 167. Get out of the way. (You = The problem.)

168. Smile. Sunny. Optimism. (If it kills you.) 169. Flowers. (Cheery workplace.) 170. Enjoy. (Or get the hell.) 171. Be intolerant of sour. (1 = Major pollution) 172. No quick trigger on promotion. (Too important.) 173. Evaluation = Lots of study-time. 174. Evaluation = Life or death to evaluee. 175. 360 evaluation. No fad.

176. Exit when youre done. (Done. Sooner than you think.) 177. Today. Now. My Project. Am. Is. I. Period. 178. Beautiful systems. (Good biz phrase. Not oxymoron.) 179. Build on strengths > Fix weaknesses. 180. To dont = To do. (To dont > To do ?)

181. Leaders Do People. (Period.) 182. Leaders enjoy leading. 183. Serious leadership training = Serious. 184. Priorities. Obvious. (Or else.) 185. 5 Priorities = 0 Priorities. (3 Priorities = 0 Priorities?) 186. People. First. Last. Always. 187. It. Is. Always. The. People.

188. Handshake. (Quantity. Quality.) 189. Dont fold your hands in front of your chest. Ever. (Never.) 190. Simplicity. Redundancy. Resilience. Bloody-mindedness. Visible optimism. (Success.) (Repeat.) 191. Employee Entrance = Guest Entrance. 192. Put the customer SECOND.

(Thanks, Hal.) 193. Flowers. (Or did I say that before? No matter if I did.) 194. Big Mergers dont work. Small acquisitions can/do workif you dont screw with their energy. 195. Instinctively head for the front line. (In all contexts.)

196. Success = DDMMPR/"D-squared, M-squared, PR = DramDiff + Money-Financial Acumen + Good Marketing Instincts + Stellar People + Resilience (The fab five: What. Every. Small. Biz. Needs.) (Big too.) 197. Core Mechanism (Game-changing Solutions): PSF (Professional Service

Firm model) + Wow! Projects (Different vs Better) + Brand You (Distinct or Extinct) 198. 2011/2016 has already happened. Find it. 199. Kids know kids. Oldies know oldies. Women know women. (Staff accordingly.)

200. Everybody is my customer. 201. Cosset vendors. 202. I want to run a Housekeeping department. (And you?) 203. The military doesnt follow the military model. (Initiative = Excellence.) 204. No such thing as going to absurd lengths to serve the Customer. (HSM & Lefties.)

205. Forget the customer. All = Clients. 206. It takes decades to get over sleights. (So dont sleight.) 207. Dont dumb down. Ever. 208. 209.

NO LESS THAN EXCELLENCE. EVER. EXCELLENCE. ALWAYS. Work In Progress XXX. One size fits. One. Only. (Evaluations. Period.) XXX. Teaching. Individualized. Only. (6 billion people =

6 billion learning trajectories.) (Montessori.) XXX. First impression. Matters. Shapes all that comes. Hard to overcome. (Understatement.) XXX. Jerks. Dont work with. (Life = Too short.) XXX. Manage [the hell out of] first impressions. XXX. Last impression. Matters. Dominates memory. Hard to overcome. (Understatement.) XXX. Manage [the hell out of] last impressions. XXX. Plain English.

XXX. K.I.S.S. (450/8.) XXX. $798. $55,000,000,000. 3,000,000,000. 7AM-7PM. 6:15AM. XXX. Donnelly Weatherstrip rules. XXX. Managers do things right. Leaders do the right thing. NOT. ONE WORD+

ONE WORD+ Drill more wells R.F.A. Accountability Realism Decentralization Execution Action bias Most mistakes wins

6:15am Energy Enthusiasm Do>Plan Act>Think Behavior>Attitude Passion ONE WORD+

5 min/5,000 miles Women Decency Grace Innovate or Die Re-imagine Fight irrelevance Just Do It Care (You Must)

Flowers (Say It With) Im sorry Thank You Insanely Great Silence 2-cent candy ONE WORD+ Emotion

Intuition Sell O.O.D.A. Integrity Weird Appreciate Celebrate Respect Listen

Wander Calendar rules Calendar doesnt lie To dont Max priorities = 3 ONE WORD+ Gasp-worthy Insanely great

Different>better Impact>longevity Dramatic Difference Only ones do what we do Smile $798 7-7-7 Design rules Beautiful Systems

450/8 VP S.O.U.B. Women buy all Women lead better ONE WORD+ MBWA Why? PSF

Wow! ! (red) Buy a Mirror Know thyself Invite Quest Adventure Talent Brand You

Lovemark Experience Dreamketing ONE WORD+ Boomers-geezers own all 2.6/21 25 25

3,000,000,000 (900,000,000) 26 minutes 43 hours Perception Is All There Is Enthusiasm: The Ultimate Virus For Starbucks

The Cup Challenge* Tom Peters/1107.2006 *Potential Quotes for Cups ! Enthusiasm! The Ultimate

Virus! Re-imagine! Re-do! Re-vise! Re-vo-lu-tion! Passion! Energy!

Enthusiasm! Passion! Energy! Enthusiasm! "Enthusiasm! Enthusiasm! Enthusiasm!" "Enthusiasm Moves Mountains!" "Nothing Matches Enthusiasm as a 'Motivator'!" Technicolor Times Demand Technicolor Actions

Technicolor Times Demand Technicolor People Wow. Now. Re-imagine! Re-imagine! Re-do! Re-vise! Re-vo-lu-tion! Excellence. Always.

No Less Than Excellence. Ever. No Excellence. no excuse.

"Respect!" Leaders Do People. Period. Credibility. Asset No. 1. Tell the Truth. Truth Wins. Challenge. Challenge. Challenge. Two Big Goals. Tops.

Focus. Your Calendar Never Lies Good Story. Good Leader. Best Story Wins. Live the Story. Change the World. Accept Nothing Less. "Dream!" Dream. The Only Worthwhile Reality. Beware Those Who Agree With You

Seek Dissidents. Nurture Dissidents. Cherish Dissidents Do. Do. Do. Do.

Do. Do. Do. Do. Do. Do

y it. Try it. Try it. T t. Try it. Try it. Try it ry it. Try it. Try it. Tr t. Try it. Try it. Try it ry it. Try it. try it. Try Tr t. Try it. try it. Try it.

it ry it. Try it. Try it. Tr iMplementation The last 98% Do it. Now.

start. Now. Most. Relentless. wins. Excellence!

Demand Excellence! Demand Excellence. The Greatest Gift. Excellence, Lifes Gold Standard Stop Talking! Start Doing! Execute. Execute. Execute. Good Execution Beats Good Strategy

Agility Trumps Size "Women make the best bosses!" Women Rule. Believe It. "You must care!" Listen. Ask. Why? distinct.

Or Extinct. 2007. Self-reliance. No option. 2007.

Excellence. No option. Excellence. Not optional. its a brand you world.

Me Too = Me Different beats Better. Distinct or Extinct. Innovate or Die

Me Too = Me Dead Talent Time! Best Talent Wins. Best Roster Wins. Moderation Fails in Immoderate Times Moderation

Fails in Immoderate Times freaks win in freaky times. Seek Dissidents. Nurture

Dissidents. Cherish Dissidents. best talent wins. women = best leaders. Women = biggest

market. Women = control wealth. Women = rule. Roir/return on investment in relationships

Respect = magic. thank you = magic. thank you =

magic GE (more or less) : The Sales122:

122 Ridiculously Obvious Thoughts About Selling Stuff Tom Peters/0402.2006 This list was first prepared for GE Energy sales & marketing people in January. It started with a half-dozen items, and grew like Topsy. Possibly, given its origins, its a

little tilted toward complex, engineeringbased sales. In any event, it makes a perfect companion to The Irreducibles209. This, too, is effectively a list of irreducibles. Tom Peters 1. Strategy overrated, simply doin stuff underrated. See Kelleher and Bossidy: We have a strategic plan, its called doing things.Herb Kelleher. Execution is a systematic

process of rigorously discussing hows and whats, tenaciously following through, and ensuring accountability. Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done. Action has its own logicask Genghis Khan, Rommel, COL John Boyd, U.S. Grant, Patton, W.T. Sherman. 2. What are you personally great at? (Key word: great.) Play to strengths! Distinct or Extinct. You should aim to be outrageously good/B.I.W. at a niche area (or more). 3. Are you a personality, a de facto brand in the industry?

The Dr Phil of ... 4. Opportunism (with a little forethought) mostly wins. (Successful people are the ones who are good at Plan B.) 5. Little starts can lead to big wins. Most true winnersthink search & Googlestart as something small. Many big deals Disney & Pixarcould have been done as little-er deals if youd had the guts to jump before the value became obvious. Everyone lives

by selling something. Robert Louis Stevenson 6. Non-obvious targets have great potential. Among many other things, everybody goes after the obvious ones. Also, the non-obvious are often good Partners for technology experiments. 7. The best relationships are often (usually?) not top to

top! (Often the best: hungry division GMs eager to make a mark.) 8. ITS RELATIONSHIPS, STUPIDDEEP AND FROM MULTIPLE FUNCTIONS. 9. In any public-sector business, you must become an avid student of the politics, the incentives and constraints, mostly non-economic, facing all of the players. Politicians are usually incredibly logicalif you (deeply!) understand the matrix in which they exist.

10. Relationships from within our firm are as important often more importantas those from outsideagain broad is as important as deep. Alliesavid supporters!within and from non-obvious places may be more important than relationships at the Client organization. Goal: an insanely unfair market share of insiders time devoted to your projects! C(I)>C(X

) 11. Interesting outsiders are essential to innovative proposal and sales teams. An exciting sales-proposal team is as important as a prestigious one. 12. Is the proposal-sales team weird enoughweirdos come up with the most interesting, game-changer ideas. Period. 13. Lunch with at least one weirdo per month. (Goal: always on the prowl for interesting new stuff.)

14. Gratuitous comment: Lunches with good friends are typically a waste of (professional) time. 15. Dont short-change (time, money, depth) the proposal process. Miss one tiny nuance, one potential incentive that makes my day for a key Client playerand watch the whole gig be torpedoed. 16. Sticking with it sometimes pays, sometimes notit takes a lot of tries to forge the best path in. Sometimes you never do, after a literal lifetime. (Ah, life.)

17. WOMEN ARE SIMPLY BETTER AT RELATIONSHIPSdont get hung upparticularly in tech firmson what industriescountries women cant do. (Or some such bullshit.) 18. Work incessantly on your storymost economic value springs from a good story (think Perrier)! In sensitive public or quasi-public negotiations, a compelling story is of immense valuepolitics is about the tension among competing stories. (If you dont believe me, ask Karl Rove or James Carville.) (Storytelling is the core of culture.

Branded Nation: The Marketing of Megachurch, College Inc., and Museumworld, James Twitchell) 19. Call this 18A, or 18 repeat: Become a first-rate Storyteller! (A key perhaps the key to leadership is the effective communication of a story.Howard Gardner, Leading Minds: An Anatomy of Leadership) 20. Risk Assessment & Risk Management is more about stories than advanced mathi.e., brilliant scenario construction.

21. Good listeners are good sales people. Period. 22. Lousy listeners are lousy sales people. Period. 23. GREAT LISTENERS ARE GREAT SALES PEOPLE. (Listening skills are hard to learn and subject to immense effort in pursuit of Mastery. A virtuoso listener is as rare as a virtuoso cello player.) (If you dont listen, you dont sell anything.Carolyn Marland/MD/Guardian Group) 24. Things that are funny to me (American) are often-mostly not

funny to those in other cultures. (Humor is as fine-edged as it gets, and rarely travels.) 25. You dont know Jack Squat about other peoples cultures especially if you are a typically myopic American. (Like me.) 26. Are you a great interviewer? Its a make or break skill. (Think Barbara Walters skill at extracting unwanted truths from pros in persona-protection ... in front of 10s of millions of people. 27. Are you a great (not merely good) presenter? Mastering

presentation skills is a lifes workwith stupendous payoff. 28. Work like hell on the Big 2: LISTENING/INTERVIEWING, PRESENTING. These are the essence of [sales] lifeand usually picked-up in an amateurish fashion. Mistake! (Become a professional student of these two areas, achieve Mastery.) 29. Are you good at flowers? Think: FLOWER POWER! (see Harvey Mackays Mackay 66what you should know about a Client; e.g., birthdays & anniversaries.) (My flowers budget is out of control. Hooray for me.)

30. You cant do it allbe clear at what you are good at, bad at, indifferent at. Hubris sucks. FLOWER POWER 31. The point is not to prove yourself. (Thats ego-talk.) Let the best person present to the Clientperhaps a lower level geek. (Control freaks get their just desserts in the long haul

or sooner.) 32. The numbers will more or less take care of themselves over the long haulif the relationship/s is/are solid gold. 33. The Gold Standard in selling: INDISPENSABLE to the Client. No other goal is worthy. 34. Never stop growing-broadening-deepening the relationship. The key to indispensability is to get the Client more and more and more and then more imbedded in our web. Hence the so-called selling process is only the first step!

35. USE THE WORD WE CONSTANTLY & RELIGIOUSLY! (E.g.: Wethe Client & meare going to change the world with this service.) 36. Dont waste your time on jerksitll rarely work out in the mid- to long-term. 37. Genius is walking away from lousy scores (deals)and accepting the attendant heat. Big Business is the premier home to Big Egos overpaying by a factor of 2 to 22 with billion$$$$ at stake. (Think Jerry Levin and AOL Time Warner.)

If you dont listen, you dont sell anything. Carolyn Marland/ Managing Director/ 38. You havent a clue as to how this situation will actually play

outbe prepared to move fast in a different direction. 39. Keep your word. 40. KEEP YOUR WORD. 41. Underpromise (i.e., dont over-promise; i.e., cut yourself a little slack) even if it costs you businesswinning is a long-term affair. Over-promising is Sign #1 of a lack of integrity. You will pay the piper. 42. There is such a thing as a good lossif youve tested something new and developed good relationships. A half-dozen

honorable, ingenious losses over a two-year period can pave the way for a Big Victory in a New Space in year 3. 43. Its a competitive world out there. New, innovative products are harder to sell than old stand-bys. Nonetheless, you will be a long-term star to the extent that you are willing to push the harder-to-sell-at-the-moment Innovative Products that cement long-term Client success (Indispensability!) even if it means a #s hit this quarter. PART OF YOUR JOB: TAKE CLIENTS ON AN ADVENTURE THAT PUTS THEM AHEAD OF THE GAME CALLED

(GAMECHANGINGhopefully) COMPETITIVE ADVANTAGE! You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in

you. Dale Carnegie 44. Think legacywhat the hell is all this really about for you and the world? (Tell me, what is it you plan to do with your one wild and precious life? Mary Oliver) 45. THERE ARE NO MODERATES IN THE HISTORY BOOKS! 46. Keep it simple! (Damn it!) No matter how sophisticated

the product. If you cant explain it in a phrase, a page, or to your 14-year-old ... you havent got it right yet. 47. Know more than the next guy. Homework pays. (of course its obviousbut in my work it is too often honored in the breach.) 48. Regardless of project size, winning or losing invariably hinges on a raft of little stuff. Little stuff is and always has been everything!!!!!!!!!!!!!!!!!!!!or, one mans little stuff is another mans 7.6 Richter deal-breaker.

49. In public settings in particular, face saving is all. When something changes, allow the other guy to come out looking like a winner, especially if he has lost. (Even if you must accept the egg on your facehe will always remember you!) 50. Dont hold grudges. (It is the ultimate in small mindedness and incredibly wasteful and ineffective. Theres always tomorrow.) 51. ITS ALWAYS THE POLITICSwee private-sector deal or

giant public sector deal. (Every player, small or large, is angling for something. Master the calculus of advantage.) 52. To beat the turnover problem in key Client posts amidst long negotiations, invest outrageous amounts of time building a wide & deep set of relationships with mid-level (& lower!!) plodding careerists. The invisible careerists are the bedrock upon which repeated success is built! (My Capitol Hill Axiom: Its the 24-year-old LA who in the end briefs the Senator right before she goes to the Floor to vote.)

53. Speaking of she: Gender differences are Enormous dealing with a woman and dealing with a man are different kettles of fishyou must become an A+ student of gender differences. (E.g.: Men are typically more interested in the short-term score. Women are more interested in the longterm consequences.) 54. LITTLE PEOPLE OFTEN HAVE BIG FRIENDS. 55. This is not war, damn it. All parties can win (or not lose, anyway). And losing bidders can walk away from a deal with increased respect for you and your team.

56. Never, ever dump on a competitorthe Tom Watson IBM glory-days mantra. 57. Never forget the Law of Cousins! In developing nations in particular, power brokers at all levels are at least cousins! Consideration for a second cousin can pay off big time. 58. Speaking of favors, jail sucks. 59. Work hard beats work smart. (Mostly.) 60. REPEAT: HE/SHE WHO HAS THE MOST-BEST

RELATIONSHIPS WINS. RELATIONSHIPS ARE THE ESSENCE OF THE WORK OF THE SALESPERSON. THE HARD ... AND LONG ... WORK OF THE SALESPERSON. 61. Mano v mano hardball is seldom the answerend runs based and patient multi-level relationship building via deeperwider networks win. 62. If the deal is wired from below, truly wired, than the socalled big negotiations are essentially irrelevant. 63. If every quarter is a little better than the prior quarter then you are not taking any serious risks. 64. Phones beat email.

Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge 65. A THREE-MINUTE CALL TODAY CAN AVOID A GAME-LOSER OF A FIASCO NEXT MONTH. There was always a time when a little

thing could have been addressed that headed off a subsequent big thing. As to avoiding that call, didnt someone say, Pride goeth before the fall? 66. Be hyper-organized about relationship managementyou are in the anthropology business. Study the great pols! Brilliant NRM (network relationship management) is not accidental! It is not catch-as-catch can. (Football analogies are cutebut deep political understanding pays the private-school tuition.) 67. Obsess on ROIR (Return On Investment In Relationships).

68. THANK YOU NOTES: Worlds highest-return investment!! 69. The way to anyones heart: Doing a nice thing for their kid. (But, gawd, does this take a gentle touch.) 70. Scoring off other people is stupid. Winners are always in the business of creating the maximum # of winnersamong adversaries at least as much as among partners. 71. Your colleagues successes are your successes. Period. (Trust me, my greatest personal successfinancially as well as artisticallyhas been creating a bigger pond in which everyone

wins, even if my market share is down.) 72. Lend a helping hand, especially when you dont have the time. E.g. share relationshipsthe more you give away the more you get in return (just like they say in church). 73. Listen up: It was much later that I realized Dads secret. He gained respect by giving it. He talked and listened to the fourth-grade kids in Spring Valley who shined shoes the same way he talked and listened to a

bishop or a college president. He was seriously interested in who you were and what you had to say. Sara LawrenceLightfoot, Respect. (I.e., Respect is Cool.) 74. Mentoring is a thrilland the practical payoff is enormous. The best mentors have the whole world working its buns off for them! 75. Hire for enthusiasm. Promote for enthusiasm. Cherish enthusiasm. REMOVE NON-ENTHUSIASTSTHEY ARE CANCERS. (Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge. A man without a smiling face

must not open a shop.Chinese Proverb.) 76. ITS ALWAYS YOUR PROBLEMyou sold it to them. 77. Its never over: While there may be an excellent service activity in your company, the relationship belongs to You! Hence the aftersales moments of truth are at least asif not more than*--important to the Continuing Relationship as the sale transaction itself. (*I vote for more than.) Youll get your biggest points with the Client for being an

effective after-the-fact go-between with your company. 78. Dont get too hung up on systems integrationfirst & foremost, the individual bits have got to work. 79. For Gods sake dont over promise on systems integrationits nigh on impossible to deliver. 80. On the other hand winners clamber Up the Value-added Ladder, and offer ever so much more than mere product. ALL SUCCESSFUL SALES PEOPLE ARE IN THE SOLUTIONS BUSINESSno matter how jargony that may sound.

81. Systems / Solutions selling means grappling directly with culture change in Client organizations. (The business of selling is not just about matching viable solutions to the customers that require them. Its equally about managing the change process the customer will need to go through to implement the solution and achieve the value promised by the solutionJeff Thull, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale)

82. Shit happens. Thats what they pay you for. 83. This is not a GE or Ben & Jerrys saleit is a Joe Jones/Jane Jones sale. YOU ARE THE BRAND THE CLIENT BUYS especially over the long haul. 84. Duh: You make money, the company makes moneyon repeat business. 85. Masteryes, youthe PR Game. Word of Mouth is not accidental! You want Word of Mouth? Make it happen! 86. GOAL #1: MAKE YOUR CLIENT A HEROYOU ARE NOT THERE

TO GET CREDIT. (Taking credit is for egomaniacs. And losers.) 87. Decent margins, over the mid- to long-term, are a product of better relationships, not better negotiating skill. (Mostly.) You cant behave in a calm, rational manner. Youve got to be out there on the lunatic fringe.

Jack Welch 88. In the immortal words of ex-GE Vice Chairman Larry Bossidy, more or less, Realism rocks. (Bullshit artist and great salesperson, contrary to conventional wisdom, are Diametric Opposites. Truthteller and Great Salesperson is more like it.) 89. Be the first to tell the Client bad news (e.g., slipped delivery); his intelligence sources will tell him fastyou want to

be there first with your story and to enhance your rep as Truthteller! 90. Work like hell to get a reputation as a valued industry expert, to become an industry resource. 91. Work the Trade Association angle for all its worthit may take a decade to pay offe.g., when you become an officer or are on an important panel or testify Before Congress. 92. PAY YOUR DUES IN THE CLIENT ORG AND IN YOUR OWN ORG! 93. Its all bloody tactics.

94. You must ... LOVE .... the product! (Period.) 95. YOU MUST LOVE THE PRODUCT! 96. Dont over-schedule. Running late is inexcusable at any level of seniority; it is the ultimate mark of self-importance mixed with contempt. 97. Women are better salespeople. (See Addendum.) 98. Women alone understand Women. 99. Actually, Women by and large understand Men better than

Men understand Men. 100.Women purchasers buy Stories and recommendations. 101. Women take longer to become Loyal purchasers, but then stay Loyal. 102. Men buy Stats. 103. Men decide fast, but are fickle. 104. Men & Women are VERY, VERY Different. 105. Women buy most things. Consumer. Increasingly, professional goods and services.

106. Womens Market is Opportunity #1. 107. Boomers. Many, many. Lots & lots & lots of $$$. 108. Boomers-Geezers are very different purchasers than those in other categories. Women Rock as Salespersons (From Item #97.) And the answers are? 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 109. It takes time to get to know people. (DUH.) 110. The very idea of efficiency in relationship development is ... STUPID. 111. MBWA (still) rules. 112. Preparing the soil is the first 98 percent. (Or more.)

113. WORK THE PHONES! 114. Rule 5K-5M: 5K miles for a 5-Minute meeting often makes sense. (Yes, often.) (Even with constrained travel budgets.) (Thanks, super-agent Mark McCormack.) 115. Become a student! Study great salespeople! (Including Presidents.) (Natural is a little bit truebut then Naturals are always the ones who study hardest e.g., Jerry Rice.) 116. Become a student! Yes, you can study Relationship

Building. So, study 117. Beware complexifiers and complicators. (Truly smart people ... Simplify things.) 118. The smartest guy in the room rarely winsalas, he usually is aware hes the smartest guy. (And neednt waste his time on that soft relationship crap.) 119. Be kind. It works.

120. Be especially kind when there are screw-ups. (Theres plenty of time later to Play the Great Accountability Game.) 121. Presidents never tire of being treated like Presidents. 122. Luck matters. Good luck!

Toms 60TIBs* *TIB = This I Believe Sixty for Sixty: Toms 60TIBs The architect Bill Caudill was a contrarian. He pioneered the idea of working intimately with clients to create spaces that

met their needs; this flew in the face of conventional wisdom, which held that the architect was pure artist, barely deigning to make client contact. Caudills approach was wildly successfulso much so that today its become conventional wisdom. Over the years Bill jotted notes on this and that, and began to organize them for his children. The title of his musings: This I Believe. After Caudills death, his colleagues collected the notes and published them. That is, The TIBs of Bill Caudill.

A sixtieth birthday is a monumental occasion, and I chose, among other things, to give myself a present to mark the/my date in November 2002. I sat on a hill overlooking my farm in Vermont, and scribbled down 60 thoughts, one for each year, that seemed to capture my professional and, to some extent, my personal journey. Those thoughtsToms 60TIBsherewith. 1. TECHNICOLOR RULES!

(Passion Moves Mountains!) 2. Audacity Matters! 3. Revolution Now! 4. Question Authority! (& Hire Disrespectful People.) 5. Disorganization Wins! (LOVE THE MESS!) 6. Think 3M: Markets Matter Most. ONLY EXTREME

COMPETITION STAVES OFF STALENESS. (You can take the boy out of Silicon Valley, but you cant take Silicon Valley out of the boy!) 7. Three Hearty Cheers for Weirdos. (Bill Gates, Steve Jobs, Larry Ellison, Scott McNealy, Craig Venter et al.) 8. Message 2003: Technology Change (Info-sciences, Biosciences) Is in Its Infancy! (WE AINT SEEN NOTHIN YET!)

9. Everything Is Up For Grabs! Volatility Is Thy Name! (Forever & Ever. Amen.) RE-INVENT OR DIE! 10. Big Sucks. (Mostly.) (VERY Mostly.) 11. Permanence Is a Snare & a Delusion. (Forget Built to Last. Its Yesterdays Idea.) 12. Kaizen (Continuous Improvement) Is Dangerous.

13. DESTRUCTION RULES! 14. Forget It! (Learning = Easy. Forgetting = Nigh on Impossible.) 15. Innovation Is Easy: Hang Out with Freaks. (Employees, Board Members, Customers, Suppliers, Alliance Partners, Consultants.) 16. Boring Begets Boring. (Cool Begets Cool.) 17. Think Portfolio. (Were All V.C.s.)

18. Perception Is All There Is. (Insiders ALWAYS overestimate the Radicalism of What Theyre Up To.) 19. Action ALWAYS Takes Precedence. Think: R.F!A./Ready. Fire! Aim. (REWARD SUCCESS. REWARD FAILURE. PUNISH INACTION.) 20. He Who Makes & Tests the Quickest & Coolest Prototypes Reigns!

21. Haste Makes Waste. (SO GO WASTE!) 22. Screw-ups are the Mark of Excellence. (Do It Right the First Time Is a Very Stupid Idea.) 23. Play Hard! Play 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.) 26. Diversitys Hour Is Now! 27. SHE Is the Best Leader! 28. MARKETING MANTRA: Embrace the BIG THREE Demographics. (1) SHE is the Customer. (For everything.) (2) Rapidly Aging Boomers Have ALL THE MONEY. (3) Green Matters.

(TRILLIONS OF $$$$$ Are at Stake.) (NOBODY Gets It.) (Mere Programs Will Not Suffice.) 29. Re-boot Healthcare. (UNDERSTATEMENT.) 30. WHAT ARE WE SELLING? Experiences & Solutions > Quality & Satisfaction. (The Traditional Value-added Equation Is Being Set on Its Ear.) 31. DESIGN = New Seat of the Soul.

32. Branding Is for EVERYONE. He Who Has the BEST STORY Takes Home the Marbles. 33. DRAMATIC DIFFERENCE = Only Difference. 34. WORDS/Language Matters a Lot. (E.g.: Three Hearty Cheers for Wow!) 35. WHAT MATTERS IS STUFF THAT MATTERS. (Query #1: Are You Proud of It?)

36. eALL. (IS/IT: Half-way = No Way.) 37. DREAM Big! DREAM Enormous. DREAM Gargantuan. (These Are XXXL Times.) 38. THINK MIKE! (Michelangelo: 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.) 39. There Is Only ONE BIG ISSUE. Crossfunctional Communication.

40. Stop Doing Dumb Shit. (SYSTEMATIZE THE PROCESS OF UN-DUMBING.) 41. Beautiful Systems Are BEAUTIFUL. 42. The WHITE-COLLAR REVOLUTION Will Devour Everything in Its Path. 43. Take Charge of Your Destiny! BrandYou Moment! DISTINCT OR EXTINCT! 44. Powerlessness Is a State of Mind! Think:

King. Gandhi. De Gaulle. 45. Pursue Adventure in Every Task. 46. EXCELLENCE Is a State of Mind. (Excellence Takes a Minute.) (No Bull.) 47. SHOW UP! (If You Care, Youre There.) 48. YOUR CALENDAR KNOWS ALL. (You = Calendar.) (Mind Your TO DONT List.) 49. LIFE IS SALES. (The Rest Is Details.)

50. Boss Mantra #1: I DONT KNOW. (I Dont Know = Permission to Explore.) 51. Management Role 1: GET OUT OF THE WAY. (Clear the Way.) (Manager = Hurdle Removal Professional.) 52. Epitaph from Hell: He Woulda Done Some Truly Cool Stuff But His Boss Wouldnt Let Him.

53. Change Takes However Long You Think It Takes. (Eschew Incrementalism.) 54. Respect! (Rule 1: Dont Belittle!) 55. Thank You Trumps All! 56. Integrity Matters! Integrity = Credibility. (Dennis K. Is a Jerk.) 57. SOFT IS HARD. HARD IS SOFT. (Numbers Are Soft. People Are Not.)

58. Try Sunny! (Sunny Begets Sunny. Gloomy Begets Gloomy.) 59. DISPENSE ENTHUSIASM! 60. FUN Is Not a 4-Letter Word. So, too JOY. (And GRACE.) Tom Peters to-mA-to

to-mah-to New Delhi. Thirteen September 2004. I awoke, jetlagged and sweaty, at 3A.M. Id had a nightmare. Stark realism. I was, as usual, accused of overstatement and a few (or more) too many exclamation marks (!!!!!). Only this time Id acceded to They. The They who believe in The Plan and Built to Last and

Continuous Improvement and Quiet, Humble Leaders. No! No! I had failed, in my dream, to live up to my Fervent Beliefs! This must not pass! In a sweat, fearful that the time would not come round again, I turned on the light, picked up a pad of paper, and began to scribble frantically. Herewith the result. Toms Re-imagine Manifesto!

They say my (Tom) language is extreme. I say the times are extreme. They say Im extreme. I say Im a realist. They say I demand too much. I say they accept mediocrity & continuous improvement too readily. They say We cant handle this much change. I say Your job and career are in jeopardy; what other

options do you have? They say Brand You is not for everyone. I say the alternative is unemployment. They say Whats wrong with a good product? I say Wal*Mart or China or both are about to eat your lunch. Why cant you provide instead a Fabulous Experience? Toms Re-imagine Manifesto!

They say Take a deep breath. Be calm. I say Tell it to Wal*Mart. Tell it to China. Tell it to India. Tell it to Dell. Tell it to Microsoft. They say the Web is a useful tool. I say the Web changes everything. Now. They say We need an Initiative. I say We need a Dream. And Dreamers. They say Great Design is nice.

I say Great Design is necessary. They say I overplay the womens thing. I say the share of Women in Senior Leadership Positions is a Waste and a Disgrace and a Strategic Marketing Error. Toms Re-imagine Manifesto! They say the Womens Market Opportunity I harp on is doubtless important.

I say 9 out of 10, make that 99 out of 100, companies arent within striking distance of accurately estimating the potential of the Womens Market let alone exploiting it. They say the boomer-geezer market is also doubtless important. I say the boomer-geezer market amounts to a Redefining Moment. They say we need a project to exploit the women-boomer-geezer market. I say we need Total Strategic Realignment to exploit the Women-Boomer-Geezer Opportunity.

They say Wow is typical Tom. I say WOW is a Minimum Survival Requirement. They say effective governance is important. I say bold-brash Boards that are representative of the market servedmore than a token woman or two and an empty seat for the forthcoming Hispanicare an Imperative. Now. They say Better.

I say Different! Toms Re-imagine Manifesto! They say Plan it. I say DO IT. They say We need more steady, loyal employees. I say WE NEED MORE FREAKS WHO ROUTINELY TELL THOSE IN CHARGE TO TAKE A FLYING LEAP

BEFORE ITS TOO LATE. They say We need Good People. I say We need Quirky Talent. They say We like people who, with steely determination, say, I can make it better. I say I love people who, with a certain maniacal gleam in their eye, perhaps even a giggle, say, I can turn the world upside down. Watch me! They say We must speed things up.

I say We must Radically change the Corporate Metabolism until Insane Urgency becomes a Sacrament. Toms Re-imagine Manifesto! They say, Sure, we need Change. I say we need REVOLUTION NOW. They say (acknowledge), Okay, we need revolution.

I say, REVOLUTION. They say fast follower. I say battered and bruised leader. They say Conglomerate & Imitate! I say Create & Innovate! They say Market share.

I say Market CREATION. They say Improve & Maintain. I say DESTROY & RE-IMAGINE. Toms Re-imagine Manifesto! They say We like words such as calm certainty is. I say I like words/phrases such as turbulent opportunity might be. They vote for Republicans and Democrats.

I vote for Independents and Libertarians. They say Normal. I say Weird. They say Happy balance. I say Creative Tension. They say they favor a team that works & lives in harmony. I say give me a raucous brawl among the most creative people imaginable. They say Peace, brother.

I say Bruise my feelings. Flatten my ego. SAVE MY JOB. Toms Re-imagine Manifesto! They say Vanilla. I say Cherry Garcia. They say Basic Black. I say TECHNICOLOR RULES! They say Branding is for the likes of Nike.

I say Branding is for Everyone & Anyone with the Passion & Tenacity to foist their Wonderful & Weird Point of View on the world and the New Worlds (read: Webs) power allows-encourages such silly (until recently) visions-of-ubiquity to become reality, perhaps overnight. They say we need happy customers. I say Give me pushy, needy, nasty, provocative customers who will drag me down Innovation

Boulevard. They say they want to partner with best of breed. I say Give me Coolest of Breed. Toms Re-imagine Manifesto! They say we need supply chain harmony. I say we need supply chain Innovation. They say We seek Harvard MBAs. I say I seek Certificate-free PhDs from the School

of Hard Knocks. They say they want recruits with a spotless records. I say the Spots are what matter most. They say Integrity is important. I say Tell the Unvarnished Truth, All the Time or take a Long Hike. They read Jim Collins and grok on quiet, humble leaders. I say Give me the Bold, the Brash, the Brassy, the Egocentric Dreamers who, like Steve Jobs,

Dent the Universe. They say Improve. I say Re-imagine! Toms Re-imagine Manifesto! They say they need a vision born of McKinsey.

I say we need a Grandiose Dream born of a Passionate & Intemperate Belief that the world can be a different, better place. They say healthcare, our biggest industry, is a mess. I say our hospitals, which kill over 100,000 patients a year, are part of a system that is a disgrace. They say obesity is a problem lose some weight. I say Re-imagine the entire healthcare system NOW to focus on Prevention & Wellness.

They say no child left behind. I say education is leaving ALL our children behind, as it is totally mis-aligned to deal with tomorrows (this afternoons) uncertain, ambiguous, creativitydriven economy. Toms Re-imagine Manifesto! They say, Of course we believe in marketing. I say Is the CMO [Chief Marketing Officer] on the Board

of Directors? They say Of course we believe in marketing. I say Has your customer data base won numerous major industry awards? They say Of course we believe in marketing. I say Is your Web site Sooooo Cool, Sooooo Fresh, Sooooo Friendly to Use that it gives you goose pimples just to e-visit, even though youve seen it 1000 times? They say Of course we believe in marketing. I say How many in-depth customer visits did the CEO make

last month? They say Yes, the Womens thing is important. I say Do women hold at least 1/3rd of your Board seats? They say Were coming around on the design bit. I say Is, as at Braun, your Chief Design Officer on the Board of Directors? Tom Re-imagine Manifesto! They say Of course we think the experiences thing is

important. I say Is there an EVP Experiences? They say Of course innovation is important. I say Is your percentage of revenue devoted to R&D at least 1.5 (2.0? 2.5?) times the industry average? They say Of course we believe in IS/IT. I say Is the CIO on the Board of Directors? (Only 5% of Fortune500 CIOs are on the Board. One example: Wal*Mart.)

They say Of course we believe in IS/IT. I say How many members of your Board are under 35 years old? They say We believe in having a flat organization. I say Is your headquarters in a Tower? Toms Re-imagine Manifesto! They say we need to bring effectiveness to the supply chain. I say we need an IS/IT/Best Sourcing revolution based

on nothing less than an Entirely Original Vision of what organizations are and how they interact. They say Globalization is a bumpy road. I say India and China and Asia in general are within two decades of running the show: Get ready or get trounced. They say defense and consolidation are musts for a global game.

I say encourage Offense, nurture a Generation (or 10) of Entrepreneurs, cherish Creativity & Risk-taking from primary school onwards and dont expect to be saved by a bunch of bulky, retro behemoth commanded by a phalanx of Old White Guys who think 30 minutes a day on the corporate treadmill and 27 holes on the links are a fit defense against Revolution.

Toms Re-imagine Manifesto! They say Get an MBA. I say Get an MFA. They say If it cant be precisely measured then it isnt real. (And I suppose if it can be measured it is real? Think Enron? Adelphia? WorldCom?) I say If it can be precisely measured it isnt real. (Think Age of Intangibles & Relationships.) (Think: He knew

the price of everything and the value of nothing.) They say Rationality is the Bedrock of Modern Society. I say Irrationality [irrational exuberance?] is the Mother of all True Entrepreneurial Pilgrimages. They say Order is the necessary precursor to measured, sustainable success. I say Dis-order is the precursor to Opportunistic Sorties, Market Creation, Quantum Leaps, and Entrepreneurial Adventure.

Toms Re-imagine Manifesto! They say To get anywhere, you have to know exactly where the hell youre headed. I say If you know precisely where youre headed and exactly how youre gonna get there, then you clearly suffer from Advanced Shrivelus Imaginationus. (This disease is fatal.) They say Employees need Well-defined Structure.

I say Talent should be encouraged to embark on Quests to the Unknown. They say Im here to maximize shareholder value. I say Im here to inflame each & every member of my Awesome Staff to embark with Vigor & Determination & Passion & Enthusiasm on a Quest of Monumental Consequence. (And if I come even close to succeeding, it will, in fact, dramatically up the odds of Thriving Amidst Todays Chaosand creating untold shareholder

value in the process.) Toms Re-imagine Manifesto! They say men. I say WOMEN. They say Diversity is a good thing. I say Diversity is a Fresh Breath of Creative Air Absolutely Necessary for Economic Salvation in perilous times. They say Wait your turn, honor those who have marched these corridors

before you. I say Get Off Your Butt & Go for the Gold TODAY or sign the transfer papers willing your job in perpetuity to a Chinese or Indian who Gives a Shit and Gets Up (VERY) Early and works Saturdays & Sundays. They say offshoring is a blight. I say the Earth proved not to be the center of the Solar System and the USA is not the epicenter-in-perpetuity of the Earth and that we had best learn NOW to

prosper and take pleasure in a dynamic, exciting, creative, multi-polar economic environment. (Damn it.) Toms Re-imagine Manifesto! They say Its a fright. I say Its a Helluva Ride. They say its daunting. I say its a bronco-bustin day at the rodeo. They say Life is a marathon; husband your strength.

I say Life is a sprint. Begin planning your World-beating Me Inc. start-up TODAY. They say lifetime employment was a boon. I say lifetime employment was Indentured Servitude, modern-day Slavery. They say safety net. I say I am my safety net; give me some version of the Ownership Society. They say zero defects.

I say A day without a screwup or two is a day pissed away. Toms Re-imagine Manifesto! They say Think about it. I say Try it. They say Plan it. I say Test it. They say continuous improvement.

I say Bold Leaps. They say Keep on Improvin. I say Keep on Leapin. They say Built to last. I say Built to Soar. Were all dead in the long run live your Insane Fantasy. Devil take the hindmost. They (Jim Collins) say Walgreens is Cool. I say I love Larry Ellison. (Oracle rules at least for the next ten minutes.)

Toms Re-imagine Manifesto! They say Play the odds. I say Reward excellent failures. Punish mediocre successes. (Thanks, Phil Daniels.) They say Eighty-hour weeks will kill you. I say Work 35-hour weeks, and the Chinese will kill you. They say Install cost controls with teeth.

I say Ha. Ha. Ha. Blow Up the existing enterprise and start with a Clean Sheet of Paper. They say Install cost controls with teeth. I say Grow the Top Line. They say Radical change takes a decade. I say Radical change takes a Minute. (See AA.) They say Times are changing. I say Everything has already changed. Tomorrow is the First Day of Your Revolution or youre Toast.

Toms Re-imagine Manifesto! They say We cant all be Anita Roddick or Maxine Clark or Stan Shih or Les Wexner or Jerry Yang. I say Why not? They say We cant all be Revolutionaries. I say Why not? They say We cant all be a Brand. I say Why not?

They say Beware the Hype. I say Been to China lately? Visited Infosys in Bangalore lately? They say this is just a Rant. I say this is just Reality. They say The man is not nice. I say The times are not forgiving. !

EXCELLE ALWAYS.

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