excellence. always. tom peters.dsa.boca raton.060506
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EXCELLENCE. ALWAYS. tom peters.DSA.Boca Raton.060506. Slides* at … tompeters.com *Also: “long”. Bonus : The Irreducible209/ The Sales122. Life. - PowerPoint PPT PresentationTRANSCRIPT
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EXCELLENCE.
ALWAYS. tom peters.DSA.Boca Raton.060506
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Slides* at …
tompeters.com
*Also: “long”
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Bonus:
The Irreducible209/The Sales122
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Life
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“In Tom’s world, it’s always better to try
a swan dive and deliver a colossal belly flop than to
step timidly off the board while holding
your nose.” —Fast Company
/October2003
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“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
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“Life is not a journey to the grave with the
intention of arriving safely in a pretty and well-preserved body—but
rather a skid in broadside, thoroughly used up, totally worn out, and
loudly proclaiming, ‘Wow, what
a ride!’ ” —anon.
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Life
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“If you don’t like change,
you’re going to like irrelevance even less.” —General Eric
Shinseki, Chief of Staff. U. S. Army
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“The most successful
people are those who
are good at plan B.”
—James Yorke, mathematician, on chaos theory in The New Scientist
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Sam’s Secret
#1!
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EXCELLENCE.
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P.P.E.E.R.R.E.
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People.Product.
Execution.Enthusiasm.Relentless.Re-invent.Excellence.
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EXCELLENCE. THE WORD.
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Synonyms
PurityTranscendence
VirtueEleganceMajesty
Antonyms
Mediocrity
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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
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EXCELLENCE.
ALWAYS.
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“Why in the world did you go to Siberia?”
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The Peters Principles: Enthusiasm.
Emotion. Excellence. Energy. Excitement. Service. Growth.
Creativity. Imagination. Vitality. Joy. Surprise. Independence. Spirit. Community. Limitless human potential. Diversity. Profit. Innovation. Design.
Quality. Entrepreneurialism. Wow.
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Business* ** (*at its best): An emotional, vital, innovative, joyful,
creative, entrepreneurial endeavor that elicits
maximum concerted human potential in the
wholehearted service of others.***
**Excellence. Always.***Employees, Customers, Suppliers, Communities, Owners, Temporary partners
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Business: The Ultimate Creative
Endeavor.
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Business: The Ultimate Personal
Development-Growth
Experience.
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Business: The Ultimate
Transcendent Service
Opportunity.
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EXCELLENCE.
WANTING.
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This is not a “mature
category.”
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This is an “undistinguishe
d category.”
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EXCELLENCE!
ALWAYS!
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$798
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$415/SqFt/Wal*Mart$798/SqFt/Whole
Foods
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7X. 730A-800P.
F12A.**’93-’03/10 yr annual return: CB: 29%; WM: 17%;
HD: 16%. Mkt Cap: 48% p.a.
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“It’s simple, really, Tom. Hire for s,
and, above all, promote for s.”
—Starbucks middle manager/field
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Donnelly’s Weatherstrip
Service
Weymouth MA
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EXCELLENCE.
WANTING.
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????????
6/44
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P&G
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EXCELLENCE.
FOUND.
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“To be a leader in consumer
products, it’s critical to have
leaders who represent the population we
serve.” —Steve Reinemund/PepsiCo
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“AS LEADERS, WOMEN
RULE: New Studies find that female
managers outshine their male counterparts in almost every measure.”—Title, Special Report/BusinessWeek
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EXCELLENCE.
OPPORTUNITY.
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“Women are the
majority market”
—Fara Warner/The Power of the Purse
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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. Women’s Market = Opportunity No. 1.8. Men are (STILL) in charge.9. MEN ARE … TOTALLY, HOPELESSLY CLUELESS ABOUT WOMEN.10. Women’s Market = Opportunity No. 1.
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10. Women’s Market =
Opportunity No. 1.
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2.6 vs. 21
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EXCELLENCE.
OPPORTUNITY.
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10.6
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EXCELLENCE.
OPPORTUNITY.
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“Forget China, India and the
Internet: Economic Growth Is Driven
by Women.” —Headline, Economist,
April 15, Leader, page 14
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EXCELLENCE.
OPPORTUNITY.
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2000-2010 Stats
18-44: -1%
55+: +21%(55-64: +47% )
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44-65: “New Customer Majority” *
*45% larger than 18-43; 60% larger by 2010Source: Ageless Marketing, David Wolfe & Robert Snyder
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“The New Customer Majority is the only adult
market with realistic prospects for significant
sales growth in dozens of product lines for thousands of companies.” —David Wolfe & Robert Snyder,
Ageless Marketing
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EXCELLENCE.
OPPORTUNITY.
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Fastest growing demographic:
Single-person Households (>50% in
London, Stockholm, etc)
Source: Richard Scase
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EXCELLENCE.
OPPORTUNITY.
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Women.Women business owners.
Boomers-Geezers.Single-adults (Urban)
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EXCELLENCE.
OPPORTUNITY.
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Childhood Obesity > Terrorism
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Quality!Prevention!Wellness!
Chronic care!Childhood obesity!
H5N1!
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Wash your hands.Apply #50 sunscreen.
Banish (TOTALLY) high fructose corn syrup.Exercise “30-7.”
Breathe.Stockpile for H5N1.* (*not Tamiflu!)
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Women.Women business owners.
Boomers-Geezers.Single-adults (Urban)
Health-Wellness-Chronic Care
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EXCELLENCE.
VALUE ADDED.
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$55B
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The [Only?] Answer
PSF (Professional Service Firm “model”/The Organizing Principle)
+
Brand You(“Distinct” or “Extinct”/The Talent)
+
Wow! Projects (“Different” vs “Better”/The Work)
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I. LAN Installation Co. (3%)
II. Geek Squad. (30%.)
III. Acquired by BestBuy.
IV. Flagship of BestBuy Wholesale “Solutions” Strategy Makeover.
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EXCELLENCE.
EXPERIENCE IT.
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“Experiences are as distinct
from services as services are from
goods.” —Joe Pine & Jim Gilmore, The Experience Economy:
Work Is Theatre & Every Business a Stage
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“The [Starbucks] Fix” Is on …
“We have identified a
‘third place.’ And I
really believe that sets us apart. The third place is that place that’s not work or home. It’s the place our customers
come for refuge.”
Nancy Orsolini, District Manager
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CXO**Chief eXperience Officer
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EXCELLENCE.
DREAM IT.
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DREAM: “A dream is a complete moment in the life
of a client. Important experiences that tempt the client to commit substantial resources. The essence of
the desires of the consumer. The opportunity to help
clients become what they want to be.”
—Gian Luigi Longinotti-Buitoni
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Furniture vs. Dreams
“We do not sell ‘furniture’ at
Domain. We sell dreams. This is
accomplished by addressing the half-formed needs in our
customers’ heads. By uncovering these needs, we, in essence, fill in the blanks. We
convert ‘needs’ into ‘dreams.’ Sales are the
inevitable result.” — Judy George,
Domain Home Fashions
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CDM*
*Chief Dream Merchant
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EXCELLENCE.
LOVE IT.
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“Brands have run out
of juice. They’re
dead.” —Kevin Roberts/Saatchi &
Saatchi
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Kevin Roberts:
Lovemarks!
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CL O*
*Chief Lovemark Officer
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EXCELLENCE. THE STORY.
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“Storytelling
is the core of culture.”
—Branded Nation: The Marketing of Megachurch, College Inc., and Museumworld, James Twitchell
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CSTO*
*Chief Storytelling Officer
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EXCELLENCE.
PASSION.
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“Nothing is so contagious as enthusiasm.”
—Samuel Taylor Coleridge
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EXCELLENCE.
SALES.
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. “Everyone lives by selling
something.”
– Robert Louis Stevenson
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SellSellSell
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“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 day’s events? Who is better at keeping in touch
with others?”
Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men, Nicki Joy & Susan Kane-Benson
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“It’s always showtime.”
—David D’Alessandro, Career Warfare
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EXCELLENCE. LET.
US. MARCH.
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“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
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Let us march
.
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EXCELLENCE.
BEDROCK.
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Brand =
Talent.
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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.”
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Leadership’s Mt Everest/Mt Excellence
“free to do his or her absolute best” …
“allow its members to discover their
greatness.”
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EXCELLENCE. INDIVIDUAL.
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“There is no job that
is America’s God-given
right anymore.”
—Carly Fiorina/HP/January2004
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PSF (Professional Service Firm “model”/The Organizing Principle)
+
Brand You(“Distinct” or “Extinct”/The Talent)
+
Wow! Projects (“Different” vs “Better”/The Work)
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“You are the storyteller of your own life, and you can create your own legend or
not.” —Isabel Allende
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12January2006
Happy 300 th, Brand You!
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Ye gads: “Thomas Stanley has not only found no correlation between success in school and an ability to accumulate wealth, he’s actually
found a negative correlation. ‘It seems
that school-related evaluations are poor predictors of economic success,’ Stanley concluded. What did predict success was a
willingness to take risks. Yet the success-failure standards of most schools penalized risk takers. Most educational systems reward
those who play it safe. As a result, those who do well in school find it
hard to take risks later on.” —Richard Farson & Ralph Keyes, Whoever Makes the Most Mistakes Wins
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EXCELLENCE.
ACTION.
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“We have a ‘strategic plan.’ It’s
called doing things.” — Herb Kelleher
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“This is so simple it sounds stupid, but it is amazing how few oil people really
understand that you only find oil if you drill wells. You may
think you’re finding it when you’re drawing maps and
studying logs, but you have to drill.”
Source: The Hunters, by John Masters, Canadian O & G wildcatter
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“Execution is the job of
the business leader.” —Larry Bossidy & Ram
Charan/ Execution: The Discipline of Getting Things Done
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6:15A.M.
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????????
Work Hard > Work Smart
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EXCELLENCE.
BEDROCK.
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25
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EXCELLENCE.
STRETCH.
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The greatest dangerfor most of us
is not that our aim istoo high
and we miss it,but that it is
too lowand we reach it.
Michelangelo
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Kevin Roberts’ Credo
1. Ready. Fire! Aim.2. If it ain’t broke ... Break it!3. Hire crazies.4. Ask dumb questions.5. Pursue failure.6. Lead, follow ... or get out of the way!7. Spread confusion.8. Ditch your office.9. Read odd stuff.
10. Avoid moderation!
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EXCELLENCE.
D.S.A.
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Stream of Consciousness
Product! Content! Low t/o! Stop churn! Women! Boomers! Boomer women! Women
buy!/Women lead! M-F: Nothing in common! WBOs! Singles! Health! Diversity = $$$$$! International expansion is HARD WORK [not “low
hanging fruit”]! EXCELLENCE! ALWAYS! Lifetime employment = D.O.A. “Brand You” = Life! “Brand You” and Direct Sales = Marriage
made in heaven! BY + PSF [Professional Services Firm] + Wow project = Winning [Only?] formula! V.A.!!!!
TP [2,500 in 28] motto: Sell! Sell! Sell! LET US MARCH! [Of course it works!] Bad Rep = [Somewhat]
deserved! Best STORY wins! Best EXPERIENCE wins! “Lovemark” or bust!
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EXCELLENCE.
ALWAYS.