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Tom Peters’ EXCELLENCE. ALWAYS. MassMutual/Leaders Conference 2006 Washington/29July

Tom Peters’ EXCELLENCE. ALWAYS. MassMutual/Leaders Conference 2006 Washington/29July. Slides* at … tompeters.com *also “long”. The Irreducible209+/ Sales122. 25. EXCELLENCE. STARTERS. Radio City Music Hall September 2005.

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Tom Peters’ EXCELLENCE. ALWAYS. MassMutual/Leaders Conference 2006 Washington/29July

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  1. Tom Peters’EXCELLENCE. ALWAYS.MassMutual/Leaders Conference 2006Washington/29July

  2. Slides* at …tompeters.com*also “long”

  3. TheIrreducible209+/Sales122

  4. 25

  5. EXCELLENCE. STARTERS.

  6. Radio City Music HallSeptember 2005

  7. Franchise Lost!TP:“How many of you[600]reallycravea new Chevy?”NYC/IIR/061205

  8. 2P.3E.

  9. People.Product.Execution.Enthusiasm.Excellence.

  10. EXCELLENCE. THE WORD.

  11. SynonymsPurityTranscendenceVirtueEleganceMajestyAntonymsMediocritySynonymsPurityTranscendenceVirtueEleganceMajestyAntonymsMediocrity

  12. EXCELLENCE. GAMECHANGER.

  13. Excellence1982: The Bedrock “Eight Basics” 1. A Bias for Action 2. Close to the Customer 3. Autonomy and Entrepreneurship 4. Productivity Through People 5. Hands On, Value-Driven 6. Stick to the Knitting 7. Simple Form, Lean Staff 8. Simultaneous Loose-Tight Properties”

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

  15. Them-UsTom Peters/0624.2006

  16. “Them” “Us”Strategy EXECUTIONPlanning ActionMarketing Selling/SalesMarkets CustomersCustomers ClientsMicro-segmentation Big Stuff (Women, Boomers)Cost minimization Revenue maximizationSynergy/“Efficiencies” Decentralization“Strategic supplier Pioneering supplierProcess ProjectEffectiveness ExcellenceMen WomenLeadership Management + LeadershipStandardization Exceptionalism (53 = 53)Big clients COOL clientsPrestigious Board INTERESTING Board

  17. good words.Bad words.

  18. Words that may NOT be used in my presence:“Motivate” “Market”

  19. Words that may NOT be used in my presence:“Motivate”

  20. “In the end, management doesn’t change culture. Management invitesthe workforce itself to change the culture.”—Lou Gerstner

  21. Words that may NOT be used in my presence:“Market”

  22. SellSellSell

  23. Words that MAY be used in my presence:“Invite” (v. “Motivate”) … “Sell” (v. “Market”) … “People” (we’d like to serve) (v. “Market segment”) … “Client” (v. “Customer”) “OJT/MFA” (v. “MBA”) … “Act”/ “Execute” (v. “Plan”) … “Talent” (v. “Worker”) … “Quest”/“Adventure-in-EXCELLENCE” (v. “Job”) … “Wow Project” (v. “Task”) … “Rockin’ (profit-makin’) PSF” (v. “Department”) … “Theater” (v. “Office”) … “Breathtaking Experience” (v. “Transaction” that “Exceeds expectations”) … “Talent Fanatics Inc” (v. “HR”) … “Brand You adventure” (v “Career development”) “Annual Report development session” … (v. “Employee evaluation”) … “Woman” (v. “Man”) …

  24. EXCELLENCE. ALWAYS.

  25. “Why in the world did you go to Siberia?”

  26. 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.

  27. 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

  28. Business:The Ultimate Creative Endeavor.

  29. Business:The Ultimate Personal Development-Growth Experience.

  30. Business:The Ultimate Transcendent Service Opportunity.

  31. EXCELLENCE. WANTING.

  32. This is not a “mature category.”

  33. This is an “undistinguishedcategory.”

  34. EXCELLENCE. DRAMATIC.DIFFERENCE.DOABLE.

  35. $798

  36. $415/SqFt/Wal*Mart$798/SqFt/Whole Foods

  37. 7X. 730A-800P. F12A.**’93-’03/10 yr annual return: CB: 29%; WM: 17%; HD: 16%. Mkt Cap: 48% p.a.

  38. EXCELLENCE. #1T.

  39. Cirque du Soleil!

  40. EXCELLENCE. #1T.

  41. Donnelly’s Weatherstrip ServiceWeymouth MA

  42. EXCELLENCE. NO EXCUSES.

  43. Summary:WallopWal*Mart16**Or: Why it’s so absurdly easy to beat a GIANT Company

  44. The “Small Guys” Guide: Wallop Wal*Mart16 *Niche-aimed. (Never, ever “all things for all people,” a “mini-Wal*Mart.) *Never attack the monsters head on! (Instead steal niche business and lukewarm customers.) *“Dramatically Different” (La Difference ... within our community, our industry regionally, etc … is as obvious as the end of one’s nose!) (THIS IS WHERE MOST MIDGETS COME UP SHORT.) *Compete on value/experience/intimacy, not price. (You ain’t gonna beat the behemoths on cost-price in 9.99 out of 10 cases.) *Emotional bond with Clients, Vendors. (BEAT THE BIGGIES ON EMOTION/CONNECTION!!)

  45. What I’ve Learned about “Small Business”Tom Peters26June2006

  46. Passion for PRODUCT.OBSESSION With Product.LOVE The Product.Aim To Be “ONLY ONES WHO DO WHAT WE DO.”Keep ADDIN’ Stuff.Invest “UNWISELY” in R&D.Reside Permanently In The DISCOMFORT Zone.“Unhealthy” PARANOIA Is A Good Thing.Add Clients That PUSH-PULL.SELL. SELL. SELL. SELL.Go For Broke: CUSTOMER CONTACT PEOPLE.PERFECTION: Customer Contact People.Hire for ATTITUDE.INVITE On An Adventure.GREAT CFO/Biz Guy-Gal. NASTY CFO/Biz Guy-Gal.QUADRANGULAR LEADERSHIP: Visionary-Talent Fanatic-Project Manager-I.P.M. (I.P.M. = Inspired Profit Mechanic)

  47. “A man without a smiling face must not open a shop.”—Chinese Proverb

  48. EXCELLENCE. PITIFUL.

  49. “Idiot” is too kind a word.

  50. “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.

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