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Tom Peters’ Seminar2002 We Are In A Brawl With No Rules! gsk/04.04.2002

Tom Peters’ Seminar2002 We Are In A Brawl With No Rules! gsk/04.04.2002. All Slides Available at … tompeters.com Note: Lavender text in this file is a link. CONTEXT. Confusion Reigns.

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Tom Peters’ Seminar2002 We Are In A Brawl With No Rules! gsk/04.04.2002

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  1. Tom Peters’ Seminar2002 We Are In A Brawl With No Rules!gsk/04.04.2002

  2. All Slides Available at …tompeters.comNote: Lavender text in this file is a link.

  3. CONTEXT

  4. Confusion Reigns.

  5. “There will be more confusion in the business world in the next decadethan in any decade in history. And the current pace of change will only accelerate.”Steve Case

  6. The Destruction Imperative.

  7. Forbes100 from 1917 to 1987: 39 members of the Class of ’17 were alive in ’87; 18 in ’87 F100; 18 F100 “survivors” underperformed the market by 20%; just 2 (2%), GE & Kodak, outperformed the market 1917 to 1987.S&P 500 from 1957 to 1997: 74 members of the Class of ’57 were alive in ’97; 12 (2.4%) of 500 outperformed the market from 1957 to 1997.Source: Dick Foster & Sarah Kaplan, Creative Destruction: Why Companies That Are Built to Last Underperform the Market

  8. “Good management was the most powerful reason [leading firms] failed to stay atop their industries.Precisely because these firms listened to their customers, invested aggressively in technologies that would provide their customers more and better products of the sort they wanted, and because they carefully studied market trends and systematically allocated investment capital to innovations that promised the best returns, they lost their positions of leadership.”Clayton Christensen, The Innovator’s Dilemma

  9. Axiom (Hypothesis): We have been screwed by Benchmarking … Best Practice … C.I./Kaizen.Axiom (Hypothesis): We need Masters of Discontinuity/ Masters of Ambiguity … in discontinuous/ambiguous times.

  10. 20 of 267 of top 10*

  11. *P&G:Declining domestic sales in 20 of 26 categories; 7 of top 10 categories: The “billion-dollar problem.”Source: Advertising Age 01.21.2002/BofA Securities

  12. A White Collar Revolution.

  13. E.g.: Jeff Immelt: 75% of “admin, back room, finance” “digitalized” in3years.Source: BW (01.28.02)

  14. IBM’s Project eLiza!** “Self-bootstrapping”/ “Artilects”

  15. “Unless mankind redesigns itself by changing our DNA through altering our genetic makeup, computer-generated robots will take over the world.”– Stephen Hawking, in the German magazine Focus

  16. IS/IT/Web … “On the Bus” or “Off the Bus.”

  17. 100square feet

  18. Read It Closely:“We don’t sell insurance anymore.Wesell speed.”Peter Lewis, Progressive

  19. RESPONSE

  20. The “PSF Solution”:The Professional Service Firm Model.

  21. Answer: PSF![Professional Service Firm]Department Headto …Managing Partner, HR [IS, etc.] Inc.

  22. TP to NAPM:Youare the …Rock Stars of the B2B Age!

  23. The Heart of the Value Added Revolution: PSFs Unbound/ The “Solutions Imperative.”

  24. The Big Day!

  25. 09.11.2000: HP bids $18,000,000,000for PricewaterhouseCoopersconsulting business!

  26. “These days, building the best server isn’t enough. That’s the price of entry.”Ann Livermore, Hewlett-Packard

  27. HP … Farmers … Sun … GE … IBM … UPS … UTC … General Mills … Springs … Anheuser-Busch … Carpet One … Delphi … Etc.

  28. Getting Beyond Lip Service!“No longer are we only an insurance provider. Today, we also offer our customers the products and services that help them achieve their dreams, whether it’s financial security, buying a car, paying for home repairs, or even taking a dream vacation.”—Martin Feinstein, CEO, Farmers Group

  29. HP … Farmers … Sun … GE … IBM … UPS … UTC … General Mills … Springs … Anheuser-Busch … Carpet One … Delphi … Etc.

  30. “We want to be the air traffic controllers of electrons.”Bob Nardelli, GE Power Systems

  31. HP … Farmers … Sun … GE … IBM … UPS … UTC … General Mills … Springs … Anheuser-Busch … Carpet One … Delphi … Etc.

  32. Gerstner’s IBM: Systems Integrator of choice.Global Services: $35B, 40% of profit. Pledge/’99: Business Partner Charter. 72 strategic partners, aim for 200. Drop many in-house programs/products.Source: BW (12.01)

  33. It all adds up to … THE BRAND.

  34. The Heart of Branding …

  35. “WHO ARE WE?”

  36. “EXACTLY HOW ARE WE DRAMATICALLYDIFFERENT?”

  37. 1st Law Mktg Physics: OVERTBENEFIT(Focus: 1 or 2 > 3 or 4/“One Great Thing.” Source #1: Personal Passion)2ND Law: REALREASONTOBELIEVE(Stand & Deliver!)3RD Law: DRAMATICDIFFERENCE(Execs Don’t Get It: See the next slide.)Source: Jump Start Your Business Brain, Doug Hall

  38. 2 Questions:“How likely are you to purchase this new product or service?”(95% to 100% weighting by execs)“How unique is this new product or service?”(0% to 5%*)*No exceptions in 20 years – Doug Hall, Jump Start Your Business Brain

  39. THE INDIVIDUAL

  40. Re-inventing the Individual: BRAND YOU. (Or Else.)

  41. “If there is nothing very special about your work,no matter how hard you apply yourself, you won’t get noticed, and that increasingly means you won’t get paid much either.”Michael Goldhaber, Wired

  42. “Knowledge becomes obsolete incredibly fast. The continuing professional education of adults is the No. 1 industry in the next 30 years … mostly on line.”Peter Drucker,Business 2.0 (22August2000)

  43. 26.3

  44. 3 Weeks in May“Training” & Prep: 187“Work”: 41(“Other”: 17)

  45. 1% vs.367%

  46. Divas do it. Violinists do it. Sprinters do it. Golfers do it. Pilots do it. Soldiers do it. Surgeons do it. Cops do it. Astronauts do it.Why don’t businesspeople do it?

  47. Invent. Reinvent. Repeat.Source: HP banner ad

  48. THE WORK

  49. Redefining the Work Itself I:The WOW Project.

  50. “Reward excellent failures. Punish mediocre successes.”Phil Daniels, Sydney exec

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