Tom Peters Leadership40 Leading in Totally ScrewedUp Times APTASalt Lake30September2003

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Tom PetersLeadership40Leading in Totally
Screwed-Up TimesAPTA/Salt Lake/30September200
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Uncertainty is the only thing to be sure of.
Anthony Muh,head of investment in Asia,
Citigroup Asset Management If you dont like
change, youre going to like irrelevance even
less. General Eric Shinseki, Chief of Staff,
U. S. Army
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The Basic Premise.
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1. Leadership Is a Mutual Discovery Process.
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I dont know.
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2. Leaders Try Not to Screw Things Up
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Ninety percent of what we call management
consists of making it difficult for people to get
things done. P.D.
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The Leadership Types.
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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.
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25/8/53
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4. But Then Again, There Are Times When This
Cult of Personality (Type II Leadership) Stuff
Actually Works!
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A leader is a dealer in hope.Napoleon
(TPs writing room pics)
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5. Find the Businesspeople! (Type III
Leadership)
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I.P.M. (Inspired Profit Mechanic)
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6. All Organizations Need the Golden Leadership
Triangle.
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The Golden Leadership Triangle (1) Talent
Fanatic (2) Visionary (3) Inspired Profit
Mechanic.
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7. The Leader Is Rarely/Never the Best Performer.
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33 Division Titles. 26 League Pennants. 14 World
Series Earl Weaver0. Tom Kelly0. Jim
Leyland0. Walter Alston1AB. Tony LaRussa132
games, 6 seasons. Tommy LasordaP, 26 games.
Sparky Anderson1 season.
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The Leadership Dance.
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8. Leaders SHOW UP!
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Rudy!
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9. Leaders LOVE the MESS!
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If things seem under control, youre just not
going fast enough.Mario Andretti
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10. Leaders DO!
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The Kotler Doctrine1965-1980
R.A.F.(Ready.Aim.Fire.)1980-1995
R.F.A.(Ready.Fire!Aim.)1995-????
F.F.F.(Fire!Fire!Fire!)
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11. Leaders Re-do.
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If Microsoft is good at anything, its avoiding
the trap of worrying about criticism. Microsoft
fails constantly. Theyre eviscerated in public
for lousy products. Yet they persist, through
version after version, until they get something
good enough. Then they leverage the power theyve
gained in other markets to enforce their
standard.Seth Godin, Zooming
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12. BUT Leaders Know When to Wait.
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Tex Schramm The too hard box!
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13. Leaders DELIVER!
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It is no use saying We are doing our best. You
have got to succeed in doing what is necessary.
WSC
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14. Leaders Are Optimists.
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Hackneyed but none the less true LEADERS SEE
CUPS AS HALF FULL.
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Half-full Cups Ronald Reagan radiated an
almost transcendent happiness.Lou Cannon,
George (08.2000)
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15. BUT Leaders Are Realists/Leaders Win
Through LOGISTICS!
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The Gus Pagonis Imperative!
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16. Leaders FOCUS!
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To Dont List
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Danger S.I.O. (Strategic Initiative Overload)
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Its Relationships, Stupid.
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17. Leaders Trust in TRUST!
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Credibility!
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18. Leaders Know Women Roar/ Women Rule.
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AS LEADERS, WOMEN RULE New Studies find that
female managers outshine their male counterparts
in almost every measureTitle, Special Report,
Business Week, 11.20.00
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If It Aint Broke Break It.
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19. Leaders FORGET!/Leaders DESTROY!
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ForgetLearnThe problem is never how to get
new, innovative thoughts into your mind, but how
to get the old ones out.Dee Hock
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20. Leaders HONOR THE USURPERS.
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Saviors-in-WaitingDisgruntled
CustomersUpstart CompetitorsRogue
EmployeesFringe SuppliersWayne Burkan, Wide
Angle Vision
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21. Leaders Make Lotsa Mistakes and MAKE NO
BONES ABOUT IT!
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Sams Secret 1!
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22. Leaders Make BIG MISTAKES!
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Reward excellent failures. Punish mediocre
successes.Phil Daniels, Sydney exec (and, de
facto, Jack)
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Create.
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23. Leaders Make Their Mark / Leaders Do
Stuff That Matters
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I never, ever thought of myself as a
businessman. I was interested in creating things
I would be proud of. Richard Branson
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The greatest dangerfor most of usis not that
our aim istoo highand we miss it,but that it
istoo lowand we reach it.Michelangelo
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Trends.
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24. Leaders Get the Big2 Trends
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Trends I Women Roar.
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?????????Home Furnishings 94Vacations 92
(Adventure Travel 70/ 55B travel
equipment)Houses 91D.I.Y. (home projects)
80Consumer Electronics 51 Cars 60
(90)All consumer purchases 83 Bank Account
89Health Care 80
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Read This Book EVEolution The Eight Truths
of Marketing to WomenFaith Popcorn Lys
Marigold
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EVEolution Truth No. 1Connecting Your Female
Consumers to Each Other Connects Them to Your
Brand
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The Connection Proclivity in women starts
early. When asked, How was school today? a girl
usually tells her mother every detail of what
happened, while a boy might grunt, Fine.
EVEolution
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Women dont buy brands. They join
them.EVEolution
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Trends II Boomer Bonanza/ Godzilla Geezer.
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2000-2010 Stats18-44 -155 21(55-64
47)
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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
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Age Power will rule the 21st century, and we
are woefully unprepared.Ken Dychtwald, Age
Power How the 21st Century Will Be Ruled by the
New Old
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New Model.
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25. Leaders Understand the Enormity of the
White Collar Revolution.
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E.g. Jeff Immelt 75 of admin, back room,
finance digitalized in 3 years.Source BW
(01.28.02)
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26. Leaders Turn All Departments into PSFs.
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Answer PSF!Professional Service
FirmDepartment Head to Managing Partner,
HR IS, etc. Inc.
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27. Leaders Push Their Organizations W-a-y Up the
Value-added/ Intellectual Capital Chain
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UPS wants to take over the sweet spot in the
endless loop of goods, information and capital
that all the packages it moves
represent.ecompany.com/06.01 (E.g., UPS
Logistics manages the logistics of 4.5M Ford
vehicles, from 21 mfg. sites to 6,000 NA dealers)
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28. Leaders Know that the HVA/Solutions
Revolution rests upon creating Awesome
Experiences.
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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
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Club Med is more than just a resort its a
means of rediscovering oneself, of inventing an
entirely new me. Source Jean-Marie Dru,
Disruption
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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
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WHAT CAN BROWN DO FOR YOU?
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Experience Cirque du Soleil
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DO YOU MEASURE UP?If not, why not?
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Technology.
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29. Leaders LOVE the New Technology!
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100 square feet
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Talent.
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30. When It Comes to TALENT Leaders Always
Swing for the Fences!
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Message Some people are better than other
people. Some people are a helluva lot better than
other people.
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Passion.
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31. Leaders Know ENTHUSIASM BEGETS ENTHUSIASM!
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BZ I am a Dispenser of Enthusiasm!
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32. Leaders Focus on the SOFT STUFF!
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Soft Is Hard- ISOE
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The Job of Leading.
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33. Leaders Know Its ALL SALES ALL THE TIME.
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TP If you dont LOVE SALES find another life.
(Dont pretend youre a leader.) (See TPs
The Project50.)
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Joe J. Jones 1942 2002 HE WOULDA DONE
SOME REALLY COOL STUFF BUT HIS BOSS
WOULDNT LET HIM!
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34. Leaders Give RESPECT!
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• 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

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35. Leaders Say Thank You.
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The two most powerful things in existence a
kind word and a thoughtful gesture.Ken
Langone, CEO, Invemed Associates from Ronna
Lichtenberg, Its Not Business, Its Personal
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36. But Leaders Also Break a Lot of China
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Characteristics of the Also ransMinimize
riskRespect the chain of commandSupport the
bossMake budgetFortune, article on Most
Admired Global Corporations
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37. Leaders Are The Brand
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You must be the change you wish to see in the
world.Gandhi
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38. Leaders Have a GREAT STORY!
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A key perhaps the key to leadership is
the effective communication of a story.Howard
Gardner Leading Minds An Anatomy of Leadership
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The End Game.
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39. Leaders ???
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LEADERS NEED TO BE THE ROCK OF GIBRALTAR ON
ROLLER BLADES
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40. Leaders Know WHEN TO LEAVE!
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It is the foremost taskand responsibilityof
our generation to re-imagine our enterprises,
private and public. from the Foreword,
Re-imagine