Tom Peters’ X25* Tom Peters’ X25* EXCELLENCE. EXCELLENCE. ALWAYS. ALWAYS. JIWA Training/Khobar/16January2007 JIWA Training/Khobar/16January2007 * * In Search of Excellence In Search of Excellence 1982-2007 1982-2007
Nov 11, 2014
Tom Peters’ X25*Tom Peters’ X25*
EXCELLENCEXCELLENCE. ALWAYS.E. ALWAYS.JIWA Training/Khobar/16January2007JIWA Training/Khobar/16January2007
**In Search of ExcellenceIn Search of Excellence 1982-2007 1982-2007
Slides at …
tompeters.comtompeters.com
EXCELLENCE.EXCELLENCE.
ALL YOU NEED TO KNOW. ALL YOU NEED TO KNOW.
2255
EXCELLENCE. THE EXCELLENCE. THE
MANDATE.MANDATE.
““It is It is notnot the the strongest of the strongest of the
species that survives, species that survives, nornor the most the most
intelligent, but intelligent, but the the one most responsive one most responsive to changeto change.”.” —Charles Darwin
EXCELLENCE. EXCELLENCE. STARTERS.STARTERS.
BASICS.BASICS.K.I.S.S.K.I.S.S.
Raging Success Raging Success == P P-SQUARED-SQUARED. .
CC. . EE-CUBED-CUBED..
PPeople.eople.PProduct.roduct.CClients.lients.
EExecution.xecution.EEnthusiasm.nthusiasm.EExcellence.xcellence.
The older I The older I get the get the lessless boring the boring the “basics” “basics” become!become!
EXCELLENCE. EXCELLENCE.
PETERS.PETERS.WATERMAN.WATERMAN.CIRCA 1982.CIRCA 1982.
Excellence1982: The Bedrock “Eight Basics”
1. A Bias for 1. A Bias for ActionAction2. Close to the 2. Close to the CustomerCustomer3. Autonomy and Entrepreneurship3. Autonomy and Entrepreneurship4. Productivity Through 4. Productivity Through PeoPeopplele5. 5. Hands OnHands On, Value-Driven, Value-Driven6. Stick to the Knitting6. Stick to the Knitting7. Simple Form, Lean Staff7. Simple Form, Lean Staff8. Simultaneous Loose-Tight8. Simultaneous Loose-Tight Properties” Properties”
EXCELLENCE. EXCELLENCE. ASPIRATION.ASPIRATION.
““Why in the Why in the world did world did you go to you go to SSiberiaiberia?”?”
The Peters Principles: Enthusiasm.Enthusiasm.
Emotion. Emotion. Excellence.Excellence. Energy. Energy. Excitement. Service. Growth. Excitement. Service. Growth.
Creativity. Imagination. Vitality. Creativity. Imagination. Vitality. Joy. Surprise. Independence. Joy. Surprise. Independence. Spirit. Community. Limitless Spirit. Community. Limitless human potential. Diversity. human potential. Diversity. Profit.Profit. Innovation. Design. Innovation. Design.
Quality. Entrepreneurialism. Quality. Entrepreneurialism. Wow.Wow.
EXCELLENCE.EXCELLENCE.ASPIRATION. ASPIRATION. YOU & ME.YOU & ME.
““Every time we come to a Every time we come to a comfort zone, we will find a comfort zone, we will find a way out. … A typical day at way out. … A typical day at the office for me begins by the office for me begins by
asking, asking, ‘‘What is What is impossible that I impossible that I am going to do am going to do todaytoday?’”?’” —Daniel Lamarre, —Daniel Lamarre,
president, Cirque du Soleilpresident, Cirque du Soleil
EXCELLENCE. EXCELLENCE.
INNOVATE. INNOVATE. OR. DIE.OR. DIE.
“I don’t believe in
economies of scale. You don’t get better by being bigger. You get worse.” —
Dick Kovacevich/Wells Fargo
“Acquisitions are about buying market share.
Our challenge is Our challenge is to create to create
marketsmarkets.. There is a big difference.”
—Peter Job, former CEO, Reuters
InnoTacsInnoTacs
We We becomebecome who we who we
spend time spend time with!with!
Measure “Strangeness”/Portfolio Quality
StaffStaffConsultantsConsultants
VendorsVendorsOut-sourcing Partners Out-sourcing Partners (#, Quality)(#, Quality)
Innovation Alliance PartnersInnovation Alliance PartnersCustomersCustomers
Competitors Competitors (who we “benchmark” against)(who we “benchmark” against)
Strategic Initiatives Strategic Initiatives Product Portfolio Product Portfolio (LineEx v. Leap)(LineEx v. Leap)
IS/IT ProjectsIS/IT ProjectsHQ LocationHQ LocationLunch MatesLunch Mates
LanguageLanguageBoardBoard
“The The Bottleneck Bottleneck
Is at the Top Is at the Top of the of the
Bottle”Bottle”“Where are you likely to find people with the least diversity of
experience, the largest investment in the past, and the greatest reverence for industry dogma:
AtAt thethe totop!”p!”
— Gary Hamel/Harvard Business Review
try it. Try it. Try it. try it. Try it. Try it. Try it. Try it. Try it.Try it. Try it. Try it. Try it. Try it. Try it. Try it. Try it.Try it. Try it. Try it. Try itTry it. Try it. . Try it. Try it. Try it. Try it. Try it. Try it. Try it. Try it. try it. Try it. Try it. try it. Try it. Try it. try it. Try it. try it. Try it.Try it. Try it.Try it. Try it. Try it. Try it. Try it.
Try it. Try it.
““ExperimenExperiment t
fearlessly”fearlessly”Source: BW0821.06, Type A Organization Strategies/
“How to Hit a Moving Target”—Tactic #1
READY.READY.FIRE!FIRE!AIM.AIM.
Ross Perot (vs “Aim! Aim! Aim!” /EDS vs GM/1985)
““You miss 100You miss 100 percent of the percent of the
shots you never shots you never take.”take.” —Wayne—Wayne Gretzky
tolerate tolerate [encourage?] [encourage?]
failurefailure
““Fail . Forward. Fail . Forward. Fast.”Fast.”
High Tech CEO, Pennsylvania
“Fail faster. “Fail faster. Succeed Succeed Sooner.”Sooner.”
David Kelley/IDEO
Sam’s Sam’s Secret Secret
#1!#1!
““RewardReward excellent failures.
PunishPunish mediocre
successes.”Phil Daniels, Sydney exec
Speed/ Speed/ Tempo/Tempo/
is-itis-it
“the FedFedExEx EconomyEconomy”
—headline/New York Times/10.08.05
“Any3”: Anything/ Anything/ Anywhere/ Anywhere/ AnytimeAnytime
Power Tools Power Tools For Power For Power StrategiesStrategies
Conscious Conscious measurementmeasurement
Innovation IndexInnovation Index:: How many of your Top 5Top 5 Strategic
Initiatives/Key Projects score 88 or higher or higher [out of 10] on a
“Weird”“Weird”/ / “Profound”“Profound”/ / “Wow”“Wow”//“Game- changer”“Game- changer”
Scale?
EXCELLENCE. EXCELLENCE.
4/40.4/40.
4/404/40
De-cent-De-cent-ral-iz-ral-iz-a-tion!a-tion!
“‘“‘Decentralization’ Decentralization’ is is notnot a piece of a piece of
paper. It’s paper. It’s notnot me. me. It’s either in your It’s either in your heart, or not.”heart, or not.” —Brian
Joffe/BIDvest
Ex-e-Ex-e-cu-cu-
tion!tion!
““ExecutionExecution is is thethe j jobob of the of the
businessbusiness leaderleader.”.” —Larry Bossidy—Larry Bossidy & Ram
Charan/ Execution: The Discipline of Getting Things Done
“Execution is a
systematic systematic processprocess of rigorously
discussing hows and whats, tenaciously following through, and
ensuring accountability.” —Larry Bossidy & Ram Charan/ Execution:
The Discipline of Getting Things Done
Ac-count-Ac-count-a-bil-ity!a-bil-ity!
““GE has set a GE has set a standard of candor. standard of candor.
… There is no … There is no puffery. … puffery. … There There isn’t an ounce of isn’t an ounce of
denial in the placedenial in the place.”.” —
Kevin Sharer, CEO Amgen, on the “GE mystique” (Fortune)
6:15A.M6:15A.M..
DECENTRALIZATION.DECENTRALIZATION.EXECUTION.EXECUTION.
ACCOUTABILITY.ACCOUTABILITY.66:15A.M.:15A.M.
EXCELLENCE. EXCELLENCE.
VALUE ADDED.VALUE ADDED.UP THE LADDER.UP THE LADDER.
EXCELLENCE.EXCELLENCE.
VALUE-ADDED LADDER I.VALUE-ADDED LADDER I. SOLVE IT. SOLVE IT.
$55$55BB
HugeHuge::
Customer Customer
SatisfactionSatisfaction versus versus
Customer Customer
SuccessSuccess
Up,Up, Up,Up, Up, Up,
UpUp
the Value-added Ladder.
The Value-added Ladder/ OPPORTUNITY-SEEKINGOPPORTUNITY-SEEKING
Gamechanging Gamechanging Solutions/Business Solutions/Business
AdvantageAdvantageServicesGoods
Raw Materials
EXCELLENCE.EXCELLENCE.
VALUE-ADDED LADDER II.VALUE-ADDED LADDER II. EXPERIENCE IT. EXPERIENCE IT.
““Experiences Experiences are as distinct are as distinct
from services as from services as services are from services are from goods.”goods.” —Joe Pine & Jim Gilmore, The
Experience Economy: Work Is Theatre & Every Business a Stage
Experience: “Rebel Lifestyle!”
“What we sell is the “What we sell is the ability for a 43-year-old ability for a 43-year-old accountant to dress in accountant to dress in
black leather, ride black leather, ride through small towns and through small towns and
have people be afraidhave people be afraid of him.” of him.”
HarleyHarley exec, quoted in Results-Based Leadership
Up,Up, Up,Up, Up, Up,
UpUp
the Value-added Ladder.
The Value-added Ladder/ MEMORABLE CONNECTIONMEMORABLE CONNECTION
Spellbinding Spellbinding ExperiencesExperiences
Gamechanging SolutionsServicesGoods
Raw Materials
EXCELLENCE.EXCELLENCE.
VALUE-ADDED LADDER III.VALUE-ADDED LADDER III.
DREAM IT.DREAM IT.
Furniture vs. Dreams
“We do not sell ‘furniture’ at
Domain. We sell We sell dreamsdreams. This is
accomplished by addressing the half-formed needs in our
customers’ heads. By uncovering these needs, we, in essence, fill in the blanks. We
convert ‘needs’ into ‘dreams.’ Sales are the
inevitable result.” — Judy George,
Domain Home Fashions
Up,Up, Up,Up, Up, Up,
UpUp
the Value-added Ladder.
The Value-added Ladder/ EMOTIONEMOTION
Dreams Come TrueDreams Come TrueSpellbinding Experiences Gamechanging Solutions
ServicesGoods
Raw Materials
““Dreams Come Dreams Come True”:True”:
IBMIBM
EXCELLENCE. EXCELLENCE.
BEDROCK.BEDROCK.TALENT.TALENT.
Hire Hire ververy y good good
people!people!
“We believe companies can increase their market cap 50 percent in 3 years. Steve Macadam at Georgia-
Pacific … changed 2020 of his
4040 box plant managers to put more talented,
higher paid managers in charge. He increased profitability from
$$2525 million to $$8080 million in 22 years.”
—Ed Michaels, War for Talent
INVITE THEM INVITE THEM TO JOIN US IN TO JOIN US IN A JOURNEY TO A JOURNEY TO EXCELLENCE!EXCELLENCE!
“In the end, management doesn’t
change culture. Management
invitesinvites the workforce itself to change the culture.”
—Lou Gerstner
Organizing Genius / Warren Bennis and Patricia Ward Biederman
“Groups become great only when everyone in them, leaders and
members alike, is free to do his is free to do his or her absolute bestor her absolute best.”.”
“The best thing a leader can do for a
Great Group is to allow its allow its members to discover their members to discover their
greatnessgreatness.”.”
Leadership’s Mt Everest/Mt Excellence
“free to do his or her “free to do his or her absolute best” …absolute best” …
“allow its members “allow its members to discover their to discover their
greatness.”greatness.”
EMPHASIZEMPHASIZE THE E THE “SOFT “SOFT
SKILLS.”SKILLS.”
PUT HR AT THE PUT HR AT THE HEAD OF THE HEAD OF THE HEAD TABLE. HEAD TABLE. BEST PEOPLE. BEST PEOPLE.
NOBLEST NOBLEST MISSION.MISSION.
A review of Jack and Suzy Welch’s Winning claims there are but two key differentiators that set GE “culture” apart from the herd:
First: Separating financial forecasting and performance measurement. Performance measurement based, as it usually is, on budgeting leads to an epidemic of gaming the system. GE’s performance measurement is divorced from budgeting—and instead reflects how you do relative to your past performance and relative to competitors’ performance; i.e., it’s about how you actually do in the context of what happened in the real world, not as compared to a gamed-abstract plan developed last year.
Second: Putting Putting HRHR on a par with on a par with finance and finance and marketing.marketing.
SO YOU’RE A SO YOU’RE A “PEOPLE “PEOPLE
PERSON”? PERSON”? PROVE ITPROVE IT..
PARC’s Bob Taylor:
“Connoisseu“Connoisseur r
of Talent”of Talent”
SO YOU’RE A SO YOU’RE A “PEOPLE “PEOPLE
PERSON”? PERSON”? PROVE ITPROVE IT..
< CAPEX< CAPEX> People!> People!
LIVE FOR LIVE FOR TALENT!TALENT!
Our Mission
To develop and manage To develop and manage talent;talent;
to apply that talent,to apply that talent,throughout the world, throughout the world,
for the benefit of clients;for the benefit of clients;to do so in partnership; to do so in partnership;
to do so with profit.to do so with profit.
WPP
Internal Internal “brand “brand
promise”!promise”!
What’s your company’s … EVP/EVP/IBPIBP?*
*Employee Value Proposition, per Ed Michaels et al.,
The War for Talent; IBP/Internal Brand Promise per TP
EVP/IBPEVP/IBP = = Remarkable Remarkable challenge, rapid professional challenge, rapid professional growth, respect, satisfaction, growth, respect, satisfaction,
fun, stunning opportunity, fun, stunning opportunity, exceptional reward, amazing exceptional reward, amazing
peer group, full membership in peer group, full membership in Club Adventure, maximized Club Adventure, maximized
future employabilityfuture employability
Source: Ed Michaels, Source: Ed Michaels, The War for Talent; TPThe War for Talent; TP
““We are a We are a ‘Life ‘Life
Success’ Success’ Company.”Company.”
Dave Liniger, founder, RE/MAX
Brand Brand = =
Talent.Talent.
“The key difference between checkers and chess is that in checkers the pieces all move
the same way, whereas in chess all the pieces move
differently. … Discover what is Discover what is uniuniqque about each ue about each pperson and erson and cacappitalize on ititalize on it.”.” —Marcus Buckingham,
The One Thing You Need to Know
EXCELLENCE. EXCELLENCE.
BEDROCK.BEDROCK.LEADERSHIP.LEADERSHIP.
THE 9Ps.THE 9Ps.
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““People want to be part People want to be part of something larger than of something larger than themselvesthemselves.. They want to They want to
be part of something they’re be part of something they’re really really proudproud of, that they’ll of, that they’ll
fight fight forfor,, sacrifice sacrifice forfor , , trusttrust.”.” —Howard Schultz, Starbucks (IBD/09.05)
PURPOSEPURPOSE..
PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““Nothing is so Nothing is so contagious as contagious as enthusiasm.”enthusiasm.”
—Samuel Taylor Coleridge
““Whenever anything is Whenever anything is being accomplished, I being accomplished, I
have learned, it is have learned, it is being done by a being done by a
monomaniac with a monomaniac with a mission.”mission.” —Peter Drucker
PURPOSEPURPOSE..PASSIONPASSION..
PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
“In the end, management doesn’t
change culture. Management
invitesinvites the workforce itself to change the culture.”
—Lou Gerstner
“The role of the Director is to create a space where the actors
and actresses can become become more than they’ve ever more than they’ve ever been before, more than been before, more than
they’ve dreamed of they’ve dreamed of beingbeing.”.” —Robert Altman, Oscar acceptance speech
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..
PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
2255
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..
PersonalPersonal..PERSISTENCEPERSISTENCE..
PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
“The The FirstFirst stepstep in a in a ‘dramatic’ ‘dramatic’
‘organizational change ‘organizational change program’ is obvious—program’ is obvious—
dramaticdramatic personal personal changechange!”!” —RG
““You must You must bebe the change you the change you
wish to see in the wish to see in the world.”world.”
Gandhi
““It’s It’s alwaalwayyss showtime.”showtime.”
—David D’Alessandro, Career Warfare
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““Success seems to Success seems to be largely a be largely a
mattermatter
of of hanginghanging onon after others after others have let go.”have let go.” —William —William
Feather, authorFeather, author
"Life is not a journey to the grave with the intention of arriving safely in one pretty
and well preserved piece, but to skid across the line
broadside, thoroughly used up, worn out, leaking oil,
shouting ‘GERONIMO!’GERONIMO!’ ” —Bill McKenna, professional motorcycle racer (Cycle magazine)
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..
PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““Leaders Leaders
‘‘dodo’’ people. people.
Period.”Period.” —Anon.
““Leaders Leaders
‘‘SERVESERVE’’ people. people.
Period.”Period.” —Anon.
Servant LeadershipServant Leadership/Robert Greenleaf/Robert Greenleaf
1. 1. Do those served grow asDo those served grow as persons?persons? 2. 2. Do they, while being served, Do they, while being served,
become healthier wiser, freer, become healthier wiser, freer, more autonomous, more likely more autonomous, more likely themselves to become servants?themselves to become servants?
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. .
PotentPotent..PositivePositive..
Kevin Roberts’ Credo
11. Ready. Fire! Aim.. Ready. Fire! Aim.2. If it ain’t broke ... Break it!2. If it ain’t broke ... Break it!3. Hire crazies.3. Hire crazies.4. Ask dumb questions.4. Ask dumb questions.5. Pursue failure.5. Pursue failure.6. Lead, follow ... or get out of the way!6. Lead, follow ... or get out of the way!7. Spread confusion.7. Spread confusion.8. Ditch your office.8. Ditch your office.9. Read odd stuff.9. Read odd stuff.
10. Avoid moderationAvoid moderation!!
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
On NELSON: “[other] “[other] admirals more admirals more frightened of frightened of losing than losing than
anxious to win”anxious to win”
The greatest dangerThe greatest dangerfor most of usfor most of us
is not that our aim isis not that our aim istoo hightoo high
and we miss it,and we miss it,but that it isbut that it is
too lowtoo lowand we reach it.and we reach it.
Michelangelo
PURPOSEPURPOSE..PASSIONPASSION..PotentialPotential..PresencePresence..PersonalPersonal..
PERSISTENCEPERSISTENCE..PEOPLEPEOPLE. . PotentPotent..
PositivePositive..
““Excellence can be obtained if you:Excellence can be obtained if you: ... care more than others think is wise; ... care more than others think is wise; ... risk more than others think is safe; ... risk more than others think is safe; ... dream more than others think ... dream more than others think is practical;is practical; ... expect more than others think ... expect more than others think is possible.”is possible.”
Source: Anon. (Posted @ tompeters.com by K.Sriram, November 27, 2006 1:17 AM)
EXEXCELLE CELLE ALWALWAYSAYS..