NEW SLIDES 0712

1. NEW SLIDES 0712

2. 0712

3. What About Me/Us?“[Architecture] is among the most spiritual of the arts, because it changes the world, changes lives. It is about beautiful things. And without a kind of utopian vision, you cannot even try to be an architect.”—Renzo Piano (FT/0708-09)

4. MGT. LDRSHP.

5. So What???????MANAGERS “do things right”LEADERS “do the right things”

6. Not!“Leadership is doing the right things. Management is doing things right.”—WB et al.

7. The Twain SHALL Meet!Leadership:Invite Associates/Colleagues/Talent to join a Gaspworthy Adventure in EXCELLENCE which will provide matchless Personal and Professional Growth and be of Immense Service to selected ClientsManagement: Do it!

8. LEADERSHIP (Eternal!): Invigorate a sizeable # of people to Aspire to Excellence in pursuit of a Common (Noble) Goal that revolves around service-of-exceptional-value to Clients

9. “Leadership” v. “Management”“In [President Bush’s] belief that America needed to respond resolutely to the dangers of terrorism, tyranny and proliferation, he was mainly right. His chief failures stem from incompetent execution.” —The Economist/05.13.2006

10. DRUCKER’S GREAT CONTRIBUTION:management per se as a/the principal determinant of institutional effectiveness

11. GrantJean Edward Smith

12. “A generation of American officers had been schooled to believe the art of generalship required rigid adherence to certain textbook theorems.”/151 “The nature of Grant’s greatness has been a riddle to many observers. … did not hedge his bets … disregarded explicit instructions … nothing to fall back on … violating every maxim held dear by the military profession … new dimension: ability to learn from the battlefield … finished near the bottom of his [West Point] class in tactics … carried the fight to the enemy … maintain the momentum of the attack … military greatness is the ability to recognize and respond to opportunities presented.”/152-3 “Grant had an aversion to digging in.”/153 “Grant had an intangible advantage. He knew what he wanted.”/153 “Grant’s seven-mile dash changed the course of the war.”/157 “The one who attacks first will be victorious.”/158 “dogged”/159 “unconditional surrender”/162 “simplicity and determination”/166 “quickness of mind that allowed him to make on the spot adjustments … [his] battles were not elegant set-piece operations”/166 “[other Union general] preferred preparation to execution … became a friend of detail … suffered from ‘the slows’ …”/170 Message to Halleck from McClellan: “Do not hesitate to arrest him” [following great victory]/172 … “learned how to withstand attacks from the rear [Army politics]/179

13. “He never credited the enemy with the capacity to take the offensive.”/185 “tenacity [like Wellington]”/187 “I haven’t despaired of whipping them yet” [at very low point]/195 “Both sides seemed eefeated and whoever assumed the offensive was sure to win.”/200 … “inchoate bond [between Grant and soldiers]”/201 … “The genius of Grant’s command style lay in its simplicity. Grant never burdened his division commanders with excessive detail. … no elaborate staff conferences, no written orders prescribing deployment. … Grant recognized the battlefield was in flux. By not specifying movements in detail, he left his subordinate commanders free to exploit whatever opportunities developed.”/202 “If anyone other than Grant had been in command, the Union army certainly would have retreated.”/204 Lincoln (urged to fire Grant): “I can’t spare this man; he fights.”/205 “Grant turned defeat into Union victory.”/206 “moved on intuition, which he often could not explain or justify.”/208 “instinctive recognition that victory lay in relentlessly hounding a defeated army into surrender.”/213 Nathan Bedford Forrest, successful Confederate commander: “amenable to no known rules of procedure, was a lawunto himself for all military acts, and was constantly doing the unexpected at all times and places.”/213

14. “The commanding general would be in the field”/228 Lincoln: “What I want, and what the people want, is generals who will fight battles and win victories. Grant has done this and I propose to stand by him.”/231 “retains his hold upon the affections of his men”/232 “Grant’s moral courage—his willingness to choose a path frrom which there could be no return—set him apart from most commanders … were [Grant and Lee] were uniquely willing to take full responsibility for their actions.”/233 “ … modest … honest … nothing could perturb … never faltered …”/233 “plan was breathtakingly simple but fraught with peril”/235 “demonstrating the flexibility that had become his hallmark”/238 “But like any West Point trained general, he had difficulty comprhending what Grant was up to …”/240 “recognized the value of momentum … throw off balance … blitzkreig … travelling light … headquarters in the saddle”/243 “acted as quartermaster”/243 [rushed away so that he couldn’t receive Halleck’s order] … “like Lord Nelson … telescope to his blind eye” … “pressing ahead on his own”/245 “focus on the enemy’s weakness rather than his own”/250

15. TP’s take: Intuition … Move today > perfect plan tomorrow … Great advantage: You know what you’re up to and you’re moving … Action! .. Keep moving! … Engage! … Offense! … Momentum! …. Keep ’em off balance … “Plan B” … Adjust … Adapt … Opportunism! … Revise in accordance with conditions and opportunities on the ground … Doggedness … Relentless … Never retreat … Simplicity! … Wide latitude for division commanders … minimum written orders, conferences, etc … keep his own council … HQ is Grant & his horse … Communion with soldiers/Exude quiet confidence … Self-accountability! … Evade orders (or ignore) … Share harm & hardship … [Nelson: avoid loss vs seek victory] … [Boyd: quickest O.O.D.A. loops] [Life 101: politics between the Generals!]

16. Insubordinate (when it comes to delays)/NAction-oriented/Offense/Total victory/NRelentlessTroop Commander par Excellence/NLeeway to Commanders/N

17. WOMEN.

18. WOMEN’S STUFF.DEE DEE.0712.2006.

19. LEADERSHIP SKILLS.

20. Women’s Negotiating Strengths*Ability to put themselves in their counterparties’ shoes*Comprehensive, attentive and detailed communication style*Empathy that facilitates trust-building*Curious and attentive listening*Less competitive attitude*Strong sense of fairness and ability to persuade*Proactive risk manager*Collaborative decision-makingSource: Horacio Falcao, Cover story/May 2006, World Business, “Say It Like a Woman: Why the 21st-century negotiator will need the female touch”

21. “When boys win, they boast; when girls win, they apologize.”—Max, tennis coach, from Double Fault by Lionel Shriver

22. M/3 of 10(“I’m ready & rarin’ to go!”)F/8 of 10(“I’ve still got a ways to go.”)

23. “Well-behaved women rarely make history.”—Anita Borg, Institute for Women and Technology

24. “To Hell With Well Behaved …Recently a young mother asked for advice. What, she wanted to know, was she to do with a 7-year-old who was obstreperous, outspoken, and inconveniently willful? ‘Keep her,’ I replied. … The suffragettes refused to be polite in demanding what they wanted or grateful for getting what they deserved. Works for me.”—Anna Quindlen/Newsweek

25. “Nobody gives you power. You just take it.” —Roseanne

26. Women Dominate Economic Growth.

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

28. “Forget China, India and the Internet: Economic Growth Is Driven by Women.”[Headline.] “Even today in the modern, developed world, surveys show that parents still prefer to have a boy rather than a girl. One longstanding reason boys have been seen as a greater blessing has been that they are expected to become better economic providers for their parents’ old age. Yet it is time for parents to think again. Girls may now be a better investment.” “Girls get better grades in school than boys, and in most developed countries more women than men go to university. Women will thus be better equipped for the new jobs of the 21st century, in which brains count a lot more than brawn. … And women are more likely to provide sound advice on investing their parents’ nest—eg: surveys show that women consistently achieve higher financial returns than men do. Furthermore, the increase in female employment in the rich world has been the main driving force of growth in the last couple of decades. Those women have contributed more to global GDP growth than have either new technology or the new giants, India and China.” Source:Economist, April 15, Leader, page 14

29. Continuing on page 73: “A Guide to Womenomics: The Future of the World Economy Lies Increasingly in Female Hands.” (Headline.) More stats: Around the globe since 1980, women have filled “two new jobs for everyone taken by a man.” “Women are becoming more important in the global marketplace not just as workers, but also as consumers, entrepreneurs, managers and investors.” Re consumption, Goldman Sachs in Tokyo has developed an index of 115 companies poised to benefit from women’s increased purchasing power; over the past decade the value of shares in “Goldman’s basket has risen by 96%, against the Tokyo stockmarket’s rise of 13%.” A couple of final assertions: (1) It is now agreed that “the single best investment that can be made in the developing world” is educating girls. (2) Also, surprisingly, nations with the highest female laborforce participation rates, such as Sweden and the U.S., have the highest fertility rates; and those with the lowest participation rates, such as Italy and Germany, have the lowest fertility rates. Source:Economist, April 15, page 73

30. “Goldman Sachs in Tokyo has developed an index of 115 companies poised to benefit from women’s increased purchasing power; over the past decade the value of shares in Goldman’s basket has risen by 96%, against the Tokyo stockmarket’s rise of 13%.”—Economist, April 15

31. "Women have been making educational progress, and the men are stuck. They haven't just fallen behind women. They have fallen behind changes in the job market.” —Tom Mortenson, The Pell Institute for the Study of Opportunity in Higher Education (AOL-AP, 060206)

32. “The Importance of Sex: Forget China, India, and theInternet—Economic Growth Is Driven By Women”*Better grades*More go to university (“21st century, brains count”)*“Far more” training to be docs (UK)*Better investment decisions (greatest wealth transfer ever)*Growing female employment rate #1 driver of growth (women>high tech, China, India)*More women in gov’t increase econ growth emphasis (Invest health, ed, infrastructure, poverty)Source: Economist/0415

33. Impact! Add It Up!Primary markets/Everything(“Men buy things that other men will buy for women. I buy things that women want.”—successful jeweler/F. “Women are the majority market” —Fara Warner/The Power of the Purse. Women as Purchasing Officers, CIOs, etc.)Greater global workforce participation rate(“bigger contributor to GDP growth than technology, China, India”—Economist)Higher wages(more seniority, promotions—even if not to CEO; greater pay equity—even if not equal)Business “decision makers”(more seniority, promotions—even if not to CEO)Women-owned businesses(answer to the Glass Ceiling—10.6M in USA; recipients of “micro-lending”—developing world)

34. “Idiot” is too kind a word.

35. “That’s a very diverse* team.” —Patrick Cescau, CEO, Unilever** *1 of 14 Board of Directors members is a woman (not an exec); 2 of 7 Exec Team members are … Indians.(Source: FT/24-25 June.) **Approximately 85% of Unilever’s products are purchased by … women.

36. “That’s aVERYdiverse team.” —Patrick Cescau, CEO, Unilever* ** *1 of 14 Board of Directors members is a woman (not an exec); 2 of 7 Exec Team members are … Indians. (Source: FT/24-25 June.) **Approximately 85% of Unilever’s products are purchased by … women.

37. 85% vs. 7% (1 of 14)

38. “That’s aVERYsick man.” —Tom Peters

39. EXCELLENCE. OPPORTUNITY.

40. Fara Warner

41. Read.

42. This.

43. Book.

44. Damn it.

45. “Women arethemajority market”—Fara Warner/The Power of the Purse

46. USA/F.Stats: Short ’n (Very) Sweet>50% of stock ownership, $13T total wealth (2X in 15 years)>$7T consumer & biz spending (>50% GDP; > Japan GDP); >80% consumer spdg (Consumer = 70% all spdg) 57% BA degrees (2002); = ed & social strata, no wage gap60% Internet users; >50% primary users of electronic equipment>50% biz tripsWimBiz: Employees > F500; 10M+: 33% all US BizPay from 62% in 1980 to 80% today; equal if education, social status, etc are equal60% work; 46M (divorced, widowed, never married)Source: Fara Warner, The Power of the Purse

47. “The left hand rocks the cradle, The right hand rules the world.”—DeBeers* (*created new $4B segment in 5 years)“In those two simple sentences I saw a view of women I had not seen before in advertising. Here was a company that had the guts to talk openly about what women were still struggling to understand and embrace.”—Fara Warner, The Power of the Purse

48. Cases!McDonald’s(“mom-centered” to “majority consumer”; not via kids)Home Depot(“Do it [everything!] Herself”)P&G(more than “house cleaner”) DeBeers(“right-hand rings”/$4B)AXA FinancialKodak(women = “emotional centers of the household”)Nike(> jock endorsements; new def sports; majority consumer)AvonBratz(young girls want “friends,” not a blond stereotype)Source: Fara Warner/The Power of the Purse

49. “To help revive the company’s sales and profits, McDonald’s shifted its strategy toward women from one of ‘minority’ consumers who served as a conduit to the important children’s market to one in which women are the majority consumers and the main drivers behind menu and promotion innovation.”—Fara Warner, The Power of the Purse

50. “What women [in focus groups] told us was that all moms were women, but not all women are moms—so why weren’t we trying to reach all women? We realized we should be finding the woman inside the mom.”—Kay Napier, SVP Marketing (from Fara Warner, The Power of the Purse)