'If you don't like change, you're going to like irrelevanc

1
Tom PetersThe Passion Imperative The
Leadership50Campinas/26September2005
2
Slides at tompeters.com
3
If you dont like change, youre going to
like irrelevance even less. General Eric
Shinseki, Chief of Staff. U. S. Army
4
THREE BILLION NEW CAPITALISTS Clyde Prestowitz
5
26m
6
43h
7
The Leadership50
8
I. The Basic Premise.
9
1. Leadership Is a Mutual Discovery Process.
10
Ninety percent of what we call management
consists of making it difficult for people to get
things done. Peter Drucker
11
Quests!
12
Organizing Genius / Warren Bennis and Patricia
Ward BiedermanGroups 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.
13
Yes!!!!!!!!!!!!!!!!!free to do his or her
absolute best allow its members to discover
their greatness.
14
Go to the peopleLive with them Learn from
themLove them Start with what they know Build
with what they have But with the best
leadersWhen the work is done The task
accomplishedThe people will sayWe have done
this ourselves. Lao Tsu (700 BC)
15
2. Leaders DECENTRALIZE!
16
Decentralization is not a piece of paper. Its
not me. Its either in your heart, or not.
Brian Joffe/BIDvest
17
II. The Leadership Types.
18
3. Great Leaders on Snorting Steeds Are Important
but Great Talent Developers (Type I Leadership)
are the Bedrock of Organizations that Perform
Over the Long Haul.
19
RaidedGEPepsiCo
20
4. But Then Again, There Are Times When This
Cult of Personality (Type II Leadership) Stuff
Actually Works!
21
A leader is a dealer in hope.Napoleon
22
5. Find the Businesspeople! (Type III
Leadership)
23
I.P.M. (Inspired Profit Mechanic)
24
6. All Organizations Need the Golden Leadership
Triangle.
25
The Golden Leadership Triangle (1) Talent
Fanatic (2) Creator-Visionary (3) Inspired
Profit Mechanic.
26
7. Leadership Mantra 1 IT ALL DEPENDS!
27
III. The Leadership Dance.
28
8. Leaders SHOW UP!
29
MBWA
30
9. Leaders LOVE the MESS!
31
If things seem under control, youre just not
going fast enough.Mario Andretti
32
10. Leaders DO!
33
We have a strategic plan. Its called doing
things. Herb Kelleher
34
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.
35
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
36
11. Leaders Re-do.
37
If it works, its obsolete. Marshall McLuhan
38
12. BUT Leaders Know When to Wait.
39
Tex Schramm The too hard box!
40
13. Leaders Are Optimists.
41
Hackneyed but nonetheless true LEADERS SEE CUPS
AS HALF FULL.
42
14. Leaders FOCUS!
43
To Dont List
44
I used to have a rule for myself that at any
point in time I wanted to have in mind as it so
happens, also in writing, on a little card I
carried around with me the three big things I
was trying to get done. Three. Not two. Not
four. Not five. Not ten. Three. Richard
Haass, The Power to Persuade
45
Really Important Stuff Rogers Rule of Three!
46
15. Leaders Set CLEAR DESIGN SPECS.
47
Danger S.I.O. (Strategic Initiative Overload)
48
IV. If Its Not Broken Break It!
49
16. Leaders FORGET!/Leaders DESTROY!
50
ForgetgtLearnThe problem is never how to get
new, innovative thoughts into your mind, but how
to get the old ones out.Dee Hock
51
17. Leaders Are Not COPYCATS
52
The short road to ruin is to emulate the
methods of your adversary. Winston Churchill
53
This is an essay about what it takes to create
and sell something remarkable. It is a plea for
originality, passion, guts and daring. You cant
be remarkable by following someone else whos
remarkable. One way to figure out a theory is to
look at whats working in the real world and
determine what the successes have in common. But
what could the Four Seasons and Motel 6 possibly
have in common? Or Neiman-Marcus and WalMart? Or
Nokia (bringing out new hardware every 30 days or
so) and Nintendo (marketing the same Game Boy 14
years in a row)? Its like trying to drive
looking in the rearview mirror. The thing that
all these companies have in common is that they
have nothing in common. They are outliers.
Theyre on the fringes. Superfast or superslow.
Very exclusive or very cheap. Extremely big or
extremely small. The reason its so hard to
follow the leader is this The leader is the
leader precisely because he did something
remarkable. And that remarkable thing is now
takenso its no longer remarkable when you
decide to do it. Seth Godin, Fast
Company/02.2003
54
18. BUT Leaders Have to Deliver, So They Worry
About Throwing the Baby Out with the Bathwater.

55
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)
56
19. Leaders Make Lotsa Mistakes and MAKE NO
BONES ABOUT IT!
57
Fail faster. Succeed sooner.David Kelley/IDEO
58
Fail. Forward. Fast. High-tech Exec
59
20. Leaders Make BIG MISTAKES!
60
Reward excellent failures. Punish mediocre
successes.Phil Daniels, Sydney exec (and, de
facto, Jack)
61
V. Create.
62
21. Leaders Put INNOVATION First!
63
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)
64
Top Line, Anyone?Point
(Advertising Age), to Phil Kotler Who should
the CMO Chief Marketing Officerreport
to?Kotler Maybe a Chief Revenue Officerthe
cost side has been squeezed, now companies have
to focus on top-line growthor maybe a Chief
Customer Officer. (TP Or maybe both!)
65
CROChief Revenue Officer
66
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
67
Acquisitions are about buying market share. Our
challenge is to create markets. There is a big
difference. Peter Job, CEO, Reuters

68
Nelsons secret Other admirals more
frightened of losing than anxious to win
69
22. Leaders Make Their Mark / Leaders Do
Stuff That Matters
70
Legacy!
71
I never, ever thought of myself as a
businessman. I was interested in creating things
I would be proud of. Richard Branson
72
Management has a lot to do with answers.
Leadership is a function of questions. And the
first question for a leader always is Who do we
intend to be? Not What are we going to do? but
Who do we intend to be? Max De Pree, Herman
Miller
73
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?
74
23. Leaders Push Their Organizations W-a-y Up the
Value-added/ Intellectual Capital Chain
75
And the M Stands for ?Gerstners IBM
Systems Integrator of choice. (BW) IBM Global
Services 55B
76
24. Leaders Turn Every Department into a
Value-adding PSF!Professional Service Firm
77
Disintermediation is overrated. Those who
fear disintermediation should in fact be afraid
of irrelevancedisintermediation is just another
way of saying that youve become irrelevant to
your customers. John Battelle/Point/Advertising
Age/07.05
78
Sarah Mom, what do you do?Mom
Im overhead.
79
Sarah Mom, what do you do?Mom
I manage a cost center.
80
Answer PSF!Professional Service
FirmDepartment Head to Managing
Partner, HR IS, RD,etc. Inc.
81
Point of View!
82
Not out sourcingNot off shoringNot near
shoringNot in sourcingbut Best Sourcing
83
25. Leaders Know that the HVA/Solutions
Revolution rests upon Scintillating
Experiences.
84
Experiences are as distinct from services as
services are from goods.Joseph Pine James
Gilmore, The Experience Economy Work Is Theatre
Every Business a Stage
85
Experience Rebel Lifestyle!What we sell is
the ability for a 43-year-old accountant to dress
in black leather, ride through small towns and
have people be afraid of him.Harley exec,
quoted in Results-Based Leadership
86
One companys answer CXOChief eXperience
Officer
87
26. Leaders Pursue the Big Two NEW MARKET
OPPORTUNITIES
88
Women!
89
Kodak Sharpens Digital Focus On Its Best
Customers Women Page 1 Headline/WSJ/0705T
P The Big Duh!
90
?????????Home Furnishings 94Vacations 92
(Adventure Travel 70/ 55B travel
equipment)Houses 91D.I.Y. (major home
projects) 80Consumer Electronics 51 (66
home computers) Cars 68 (90)All consumer
purchases 83 Bank Account 89Household
investment decisions 67Small business
loans/biz starts 70Health Care 80
91
Thanks, Marti Barletta!
92
The Perfect Answer
Jill and Jack buy slacks in black
93
(No Transcript)
94
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.
95
Boomers-Geezers
96
2000-2010 Stats18-44 -155 21(55-64
47)
97
Marketers attempts at reaching those over 50
have been miserably unsuccessful. No markets
motivations and needs are so poorly understood.
Peter Francese, founding publisher, American
Demographics
98
27. Leaders Pursue DRAMATIC DIFFERENCE!
99
Brand You Must Care!Success means never
letting the competition define you. Instead you
have to define yourself based on a point of view
you care deeply about. Tom Chappell, Toms of
Maine
100
GH (TP) Get better vs Get different
101
28. Leaders LOVE the New Technology!
102
We all live in Dell-WalMart-eBay-Google World!
103
Power Tools for Power Solutions/ Strategies!
TP
104
29. Needed? Type IV Leadership Technology
Dreamer-True Believer
105
The Golden Leadership Quadrangle (1) Talent
Fanatic-Mentor (2) Creator-Visionary (3)
Inspired Profit Mechanic (4) Technology
Dreamer-True Believer
106
VI. Talent.
107
30. When It Comes to TALENT Leaders Always Go
Berserk!
108
From 1, 2 or youre out JW to Best
Talent in each industry segment to build best
proprietary intangibles EMSource Ed
Michaels, War for Talent (05.17.00)
109
Brand Talent.
110
31. Leaders Hire WEIRD
111
Employees Are there enough weird people in the
lab these days?V. Chmn., pharmaceutical house,
to a lab director
112
Why Do I love
Freaks? (1) Because when Anything Interesting
happens it was a freak who did it. (Period.)
(2) Freaks are fun. (Freaks are also a pain.)
(Freaks are never boring.) (3) We need freaks.
Especially in freaky times. (Hint These are
freaky times, for you me the CIA the Army
Avon.) (4) A critical mass of
freaks-in-our-midst automatically make
us-who-are-not-so-freaky at least somewhat more
freaky. (Which is a Good Thing in freaky
timessee immediately above.) (5) Freaks are
the only (ONLY) ones who succeedas in, make it
into the history books. (6) Freaks keep us
from falling into ruts. (If we listen to them.)
(We seldom listen to them.) (Which is why most of
usand our organizationsare in ruts. Make that
chasms.)
113
32. Leaders Dont Create Followers THEY CREATE
LEADERS!
114
I start with the premise that the function of
leadership is to produce more leaders, not more
followers. Ralph Nader
115
AS LEADERS, WOMEN RULE New Studies find that
female managers outshine their male counterparts
in almost every measureTitle, Special Report,
Business Week
116
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.Source Judy B. Rosener, Americas
Competitive Secret
117
33. Leaders Demand That All Employees Follow the
BRAND YOU ADVENTURE
118
We live in a Brand You world. Tom Peters
119
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
120
You are the storyteller of your own life, and
you can create your own legend or not.Isabel
Allende
121
VII. Passion.
122
34. Leaders Sell PASSION!
123
G.H. Create a cause, not a business.
124
35. Leaders Know ENTHUSIASM BEGETS ENTHUSIASM!
125
BZ I am a Dispenser of Enthusiasm!
126
Most important, he upped the energy level at
Motorola. Fortune on Ed Zander/08.05
127
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
128
A man without a smiling face must not open a
shop. Chinese ProverbCourtesy Tom Morris,
The Art of Achievement
129
36. Leaders Are in a Hurry
130
37. Leaders Focus on the SOFT STUFF!
131
Soft Is Hard- ISOE
132
VIII. The Job of Leading.
133
38. Leaders Know Its ALL SALES ALL THE TIME.
134
TP If you dont LOVE SALES find another life.
(Dont pretend youre a leader.) (See TPs
The Project50.)
135
39. Leaders LOVE POLITICS.
136
TP If you dont LOVE POLITICS find another
life. (Dont pretend youre a leader.)
137
40. Leaders Give RESPECT!
138

• 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 Lawrence-Lightfoot, Respect

139
41. Leaders Say Thank You.
140
The deepest human need is the need to be
appreciated.William James
141
42. Leadership Is a Performance.
142
It is necessary for the President to be the
nations No. 1 actor.FDR
143
43. Leaders Have a GREAT STORY!
144
A key perhaps the key to leadership is
the effective communication of a story.Howard
Gardner, Leading Minds An Anatomy of Leadership
145
Leader Job 1Paint Portraits of Excellence!
146
44. Leaders Are The Brand
147
You must be the change you wish to see in the
world.Gandhi
148
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
149
IX. Introspection.
150
45. Leaders ENJOY LEADING.
151
Warren, I know you want to be president. But
do you want to do president?
152
46. Leaders LAUGH!
153
47. Leaders KNOW THEMSELVES.
154
Step 1 Buy a Mirror!
155
The First step in a dramatic organizational
change program is obviousdramatic personal
change! LH/RG/??
156
48. But Leaders have MENTORS.
157
The Word According to TP Upon having the
Leadership Mantle placed upon ones head, he/she
shall never hear the unvarnished truth again!
(Therefore, she/he needs one faithful compatriot
to lay it on with no jelly.)
158
49. Leaders Take Breaks.
159
X. The End Game.
160
50. Leaders Free the Lunatic Within!
161
The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
162
Kevin Roberts Credo1. Ready.
Fire! Aim.2. If it aint 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!
163
You cant behave in a calm, rational manner.
Youve got to be out there on the lunatic
fringe. Jack Welch
164
51. Leaders (and Management Gurus) Know WHEN TO
LEAVE!
165
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
166
Let us march!