1. The Work Matters!

2. The Technology is here!!!!!!!
“Information technology is now, but just now, capable of revolutionizing white collar work the same way earlier technologies revolutionized the farm and the factory.”
Boyd Clarke

3. Jeffery Holt
In the early part of the last century Jeffery Holt invented something that changed the world, at leas the world of agriculture.
Holt brought several emerging technologies together to create the first gasoline powered tractor. Soon companies like Masey Ferguson and ford were selling thousands of tractors to small farmers all over the country.
These tractors are still found rusting along side barns and farm houses all over rural America. This one, a Masey Ferguson sits by a home three blocks for our offices in Loveland Ohio.
If you were a farmer you had no choice - you met with your local banker mortgaged your farm and bought a tractor, and never looked back.
Not too many years before Holt invented the tractor 70% of us worked on farms - to day it is about 2.5% and drooping - should level off at about 1.5 percent. That's productivity improvement!!!!!
How many are the grandchildren of farmer????? The children of Farmers???\
You or your siblings form????

4. Mining in Minnesota 1960 2000 284 Mines 48,000 Employees 7 Mines
Statistics for Iron Ore Mines in Northern Minnesota
Mines - 48,000 Employees
Mines - 6,700 Employees
Tons of iron Ore Mined remained relatively constant at about 50 Million Tons.
Source:
Thomas Peluso
V.P. and G.M.
National Steele Company
Pellet Plant in Keewatin Minnesota
The same heavy equipment changed the mine, the forklift changed the distribution center, containerization changed the docks and automation changed the factory.

5. What is the impact of technology on your work?

6. The 4th information revolution . . .
3000 BC Mesopotamia
1300 BC China
1450 AD Germany
First Information Revolution - Invention of writing 5-6 thousand years ago
Independently in three places
1st Mesopotamia
2nd China probably a thousand years later
3rd Myans in central America still later
Second information revolution - The written book
1st China 1300 BC
2nd independently in Greece 800 years later
Third information revolution
Printing press - Gutenberg
When n introduced the press there was a substantial information industry in Europe. An industrious well trained monk could do four pages a day, 1,200-1,300 handwritten pages a year. Some estimate that over 10,000 monks labored 12 hrs a day six days a week. Within 50 years, virtually all were unemployed.
Productivity skyrocketed - prices plummeted - in 1450 only the wealthy could afford a book - by 1522 when Martin Luther printed his German Bible even the poorest families could afford it.

7. “There’s going to be a fundamental change in the global economy unlike anything we have had since the cavemen began bartering.” Arnold Baker, Chief Economist, Sandia National Laboratory

8. “The corporation as we know it, which is now 120 years old, is not likely to survive the next 25 years. Legally and financially, yes, but not structurally and economically.” Peter Drucker, Business 2.0 (08.00)

9. “We are in a brawl with no rules!” Paul Allaire

10. Technical Forces
WWW.
Three technologies are changing white collar work (information work)
First the World Wide Web - the internet.

11. $7.4 trillion by 2004. Source: Gartner Group
Estimated amount of E-commerce in the year 2004.
Source: Gartner Group

12. 22 pages per second 316,800 Source: Gartner Group
22 pages are added to the Internet every second
That’s 316,800 in the time we will be together today.
(Do the math - what’s the number for your group and presentation.
Source: Gartner Group

13. Technical Forces WWW. White Collar Robots
Imagine a world-wide -web connecting thousands or millions of of white collar robots (machines capable of doing work formerly done by human beings.

14. White Collar Robots ATMs Movie Tickets 1 (800) 555-1212
ATM {Automatic Teller Machines were the first white collar robots.
Those of us who are old enough to remember
Question - How did we feel about them when they first available.
Answer - We didn’t trust them. We walk right by and went to the teller we trusted.
Now we pass by the teller and go to the ATM - It knows my name Even my middle initial And it doesn’t need to see my drivers license or ask my mothers maiden name before I can get two hundred bucks.
It says hi Boyd L. Clarke - just stay in your car - now what do ya need? Cash?
No wonder that in some customer service surveys - web based customer service is scoring higher than live call centers.
OTHER EXAMPLES of white collar robots:
• Kiosks are popping up at movie theatres all over the country that sell tickets.
• Directory assistance is now 100% automated - if the machine can’t understand your accent then a human intervenes.

15. What jobs are already changing dramatically?

16. I have a word that describes the traditional Broker - TOAST

17. Travel Agents
Here are just a few of the companies helping you plan and purchase travel online.
And every airline and hotel chain has their own website attempting to establish a direct link to their customers.
American express has on online brokerage, bank, and travel agency.

18. Corporate trainers are TOAST!

19. Stock Brokers
Charles Schwab is an anarchists - planning to change the world as we know it.
Starting with Schwab online brokers are rapidly replacing the traditional stockbroker

20. Insurance Agents Insurance on the web is quite interesting.
Here are three types of insurance websites.
First - insweb is a middleman site they connect consumers with companies and help you find the best rate. They will private label their site for your association. If you are a teacher and go the National Widgets Association and you visit the association website they will offer insurance information and pricing under the National Widgets Association logo and it will all be handled by insweb.
Second - insurance companies are selling their products direct to consumers via the WEB
Third and most interesting is 4Insurance. They will ask you what type of insurance you want and create a bidding war by contacting several insurance companies with a request for bid.

21. Here are just a few of the companies who are tryin to put traditional corporate educators out of business.
The first group are publicly traded companies.
The second group are privately owned with plans to go public.
Move Docent to the first list they went public Sept. 24, 2000

22. Education
“Education over the internet is going to be so big, it’s going to make usage look like a rounding error .” John Chambers CEO, Cisco Systems Inc.
So, what about education ? What will be the impact on educators?

23. Education
“My best guess is that these schools will be about as successful as Digital Equipment was in competition with Dell.” Clayton Christensen Harvard Business School
Clayton Christensen is the new strategy guru.

24. Information Distribution
Video Music Libraries
What is the impact on Blockbuster?
What is the impact on your local Music Stores?
What is the impact on your local Library?

25. Technical Forces WWW. Data Base White Collar Robots
Now once again Imagine a world-wide -web connecting thousands or millions of of white collar robots (machines capable of doing work formerly done by human beings. Now give those white collar robots access to huge databases.
The database is the technology that may change our lives more than any other/ Whit applications like Enterprise Resource Planning. Companies like Oracle, SAP, People Soft and others are integrating information in ways that change the nature of white collar work.
Data Base

26. “UPS used to be a trucking company with technology
“UPS used to be a trucking company with technology. Now it’s a technology company with trucks.” Forbes (1-00), on UPS’s $11B spent on IS in the 90s; UPS was Forbes’ “Company of the Year”

27. Social Forces
Dilbert
Work/Life
Balance
Talent Wars

28. White-collar
Revolution

29. New Economy Characteristics
Access
Commoditization
Non-linear change
Dead-end Incrementalism
Change in Business Model

30. “OK Enough!
So What do I Do?”

31. White Collar Revolution
New Work: Core Model
White Collar Robots
Dilbert
Work/Life
Balance
WWW.
Data Base
Talent Wars
Social Forces
Technical Forces
White Collar Revolution

32. New Work: Core Model White Collar Revolution New Work New New Employee
Organization
New
Work

33. New Work: Core Model White Collar Revolution New Work New Employee
PSF 1.0
New
Work

34. New Work: Core Model White Collar Revolution New Work Brand You
Professional
PSF 1.0
New
Work

35. New Work: Core Model White Collar Revolution WOW! Projects Brand You
Professional
PSF 1.0
WOW!
Projects

36. New Work: Core Model White Collar Revolution New Work New New Employee
Organization
New
Work

37. Five Transformations Managers to Leaders at all Levels
Departments to Professional Services Firms
Work Assignments to WOW!Projects
Employees to Brand YOU Professionals
Customer Service to Customer Experience

38. Our View of the World White Collar Revolution Five Transformations
Our Vision is to . . .
Invent the New World of Work
Because we are in the middle of a . . .
White Collar Revolution
Which requires . . .
Five Transformations
Why? Because . . .
The Work Matters!

39. Departments to PSFs

41. Work Worth Paying For

42. Work Assignments to WOW!Projects

44. 70,000 + Case Studies
Over the last 13 years we have asked over 70,000 business professionals to tell us about their personal best leadership experience. Virtually one hundred percent of them told us about a project they were part of.
Projects are the birthplace of leaders and leadership.

45. “The high-impact project is the gem. the nugget
“The high-impact project is the gem the nugget the fundamental atomic particle from which the new white collar world will be constructed and/or reconstructed. Projects should be, well, WOW!” Tom Peters The Project 50

46. Welcome to the new millennium
Life in the Projects

47. WOW!Projects

48. Rule #1: Never accept an assignment as is.

49. WOW!Project Nuggets The Reframe - Small Ideas Get Bigger
Quick Prototyping - Slow results get Faster
Design and Beauty - Mundane things becomes exciting
Small Projects Matter - Ordinary becomes WOW!

50. Employees to Brand You Professionals

52. Customer Service to Customer Experience

53. What does Harley Davidson sell?

55. “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

57. Managers to Leaders

59. John Doer, venture capitalist
“What’s in the shortest supply now are great teams led by great leaders.”
John Doer, venture capitalist

60. The Leadership Challenge™ Workshop

61. “Leadership appears to be the art of getting others to want to do something that you are convinced should be done.”
— Vance Packard

62. Venturers
Wanted!

64. The Leadership Challenge
Challenging the Process
Inspiring a Shared Vision
Enabling Others to Act
Modeling the Way
Encouraging the Heart

65. The Work Matters!

66. People they have loved. Great work they have done.

67. “Eye Test”

68. T H E W O R K M A T T E R S ! T H E W O R K M A T

69. The New World of Work Boyd L. Clarke C. E. O
The New World of Work Boyd L. Clarke C.E.O. (513) Slides

70. The Work Matters!

71. People they have loved. Great work they have done.

72. boydclarke@tompeters.com www.tompeters.com/training/slides

73. Inventing The New World of Work

74. “Meaning from work comes from doing great work, not from talking about how meaningful work should be.”

75. About Quality “Quality is conformance to requirements, not goodness
About Quality “Quality is conformance to requirements, not goodness.” Phil Crosby

76. Satisfy … Conform to Requirements … Exceed Expectations … Delight
Satisfy … Conform to Requirements … Exceed Expectations … Delight! … WOW! … Lust! … ONLY ONES WHO DO WHAT WE DO!

78. Experience Evolution Enduring Products Loyal Buyers Single Offerings
Meet Expressed Needs
Improved Value
Info Poor Customers
Ephemeral Products
Fickle Buyers
Mass Customization
Meet Unimagined Needs
Startling Value
Info Rich Customers

79. 2010 “Demographics”: By 2010, full-time workers will be in the minority Source: MIT study (28August2000)

80. New World of Work < 1 in 10 F500 #1: Manpower Inc. Freelancers/I. C
New World of Work < 1 in 10 F500 #1: Manpower Inc. Freelancers/I.C.: 16M-25M Temps: 3M (incl. CEOs & lawyers) Microbusinesses: 12M-27M Total: 31M-55M Source: Daniel Pink, Free Agent Nation

81. The New Organization
Capable of Non-linear Change

82. “It used to be that the big ate the small. Now the fast eat the slow
“It used to be that the big ate the small. Now the fast eat the slow.” Geoff Yang, IVP/ (Institutional Venture Partners)

83. Travel Industry
52.2
/ 15.5
Last year million of us used the Internet to plan travel million of us booked travel on line.
Travel agents receive my four slice award
Yahoo Internet life June 2000 p.110

84. 1/100 to 1/500 Human Resource Dept. Old Standard
1 Human Resource Professional for Every 100 ?Employees
New Standard
primarily because of the use of intranets for benefits administration etc.
Wall Street Journal Jan 2000

85. 1/40 to 1/680 Human Resource Dept.
Unless you work in the HR department at Oracle where Larry Elision arbitrarily decided they would use their own technology to reduce expenses by $!Billion.
Old ratio
1 HR profession for every 40 employees
New target
1 for every 680 employees.
Source: Lloyd Fields

86. “The period will bring the single greatest change in worldwide economic and business conditions since we came down from the trees.” David Schneider & Grady Means, MetaCapitalism

87. 18Million 8 Million Sales People
Sales guru Neil Racham (author of Spin Selling) predicts that in 5 years the 18 million professional sales people in the United States will decrease to 8 million.
Source:
Neil Racham
Huthwait Associates
ISA Annual mtg. 2000

88. Sales People
“We are not seeing the death of sales people, but the death of sales forces.” Neil Racham Huthwait Associates
Niel Racham
Huthwait Associates
ISA Annual mtg. 2000

89. “ALL OF THESE ‘CONVERSATIONS’ TODAY ABOUT ‘THE WEB’ WILL APPEAR SO BLOODY DAMN SILLY AND PEDESTRIAN TEN … FIVE? … THREE? …YEARS FROM NOW.” — Tom Peters (11-99) P.S.: Read Ray Kurzweil’s The Age of Spiritual Machines: When Computers Exceed Human Intelligence
Ray Kurtzweil is not some flaky futurist - he holds many of the original patents for voice recognition.
Kurtzweil suggests that in twenty years there will be a machine as smart as a human being an for all practical purposes it will be emotional.
Machines are evolving 10,000 times faster than humans.

90. Banks are not.” Dick Kovacevich, Norwest/ Wells
Banking Industry
“Banking is necessary.
Banks are not.” Dick Kovacevich, Norwest/ Wells
Machines are now doing much of the work historically done by bankers.

91. Bankers
Online banks like Compubank are attempting to replace the corner bank - they offer lower fees and higher rates.
E Trade is also in the banking business.
Even the traditional brick and mortar banks are joining in. . .
Will the local bank totally go away Who knows . . .
It’s my bet that lots of bankers are TOAST

94. Sales people who only share information and take orders are . . . . toast.

95. Purchasing
1200
600
900
A year ago at John Deere corporation there were1200 purchasing agents - today there are 900 and in six months there will be The web is changing the way they buy stuff . . .
Source:
Neil Racham
Huthwait Associates
ISA Annual mtg. 2000

96. Purchasing at Bentonville
Facts %/5%
Decision - 8 or 100
Policy - No sales people allowed
An analysis of purchasing at Wal-Mart uncovered the fact that 75% of purchasing agents timer was being spent with sales people who’s products represented only 5% of the company’s profits.
Each agent could either talk to 8 sales people in a day or visit 100 web sites.
Decision web-sites. And no more sales people need to make to trip to Bentonville unless your company is one of the precious few that represents 95% of the profit.
Source
Neil Racham
Huthwait Associates
ISA Annual mtg. 2000

97. February 27, 2000 Announcement
Ford, GM & Daimler-Chrysler, arch enemies for nearly a century - create an Internet supplier Marketplace/Virtual Marketspace.
It will initially encompass a half-TRILLION dollars ($$$$$!!!!!) of parts trading activity; add
in suppliers’ suppliers and the total soars to a cool three-quarters trillion dollars.

99. Hell-o
“Where are you?”
“How are you?”

100. “The real test of quality in the early part of the next century is going to be what I call the quality of leadership.”
Bob Galvin, Chairperson Executive Committee, Motorola

101. “The fundamental unit of the new economy is not the corporation, but the individual. Tasks aren’t assigned and controlled through a stable chain of command but are carried out autonomously by independent contractors - e-lancers - who join together in fluid and temporary networks to sell goods and services. When the job is done, the network dissolves and its members become independent again, circulating through the economy, seeking the next assignment.” Malone & Laubaucher, The Dawn of the E-Lance Economy

102. “The Age of the Never Satisfied Customer” Regis McKenna

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

104. “You really got to me. So many of our information technology projects take on a life of their own, and I know they’ll never end up as more than ‘mediocre successes.’ ” CEO, F100 financial services company (10-98)

105. “Firms will not ‘manage the careers’ of their employees
“Firms will not ‘manage the careers’ of their employees. They will provide opportunities to enable the employee to develop identity and adaptability and thus be in charge of his or her own career.”
Tim Hall
“The New Protean Career Contract”

106. Is Your Work Worth Paying For? William Bridges, Creating You & Co.
“What do (or could) you deliver that would make it worthwhile to pay you money every month? What can you do that would make them say of your pay, ‘Boy, that’s money well spent! Did that person ever add value to what our customers get for their money!’”
William Bridges, Creating You & Co.

107. “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

108. Insurance agents are . . . TOAST

109. The Work Matters

110. “...Our employees saw the wisdom of focusing on values and behaviors, but the bureaucracy created roadblocks for the clients BECAUSE THE WORK ITSELF DIDN'T CHANGE. . . don't fall into that trap.” -Bob Vickers, Bank of Montreal

111. Challenging the Process
Search for challenging opportunities to change, grow, innovate and improve.
Experiment, take risks, and learn from the accompanying mistakes.

112. LEADERSHIP PRACTICES INVENTORY
Profile for Sample Participant

113. Inspiring a Shared Vision
Envision an uplifting and ennobling future.
Enlist others in a common vision by appealing to their values, interests, hopes and dreams.

114. Enabling Others To Act Enabling Others to Act
Strengthen others by sharing information and power and increasing their discretion and visibility.
Foster collaboration by promoting cooperative goals and building trust.

115. Modeling The Way Modeling the Way
Set the example for others by behaving in ways that are consistent with your stated values.
Achieve small wins that promote consistent progress and build commitment.

116. Characteristics of an Admired Leader
_____ Ambitious
_____ Broad-minded
_____ Caring
_____ Competent
_____ Cooperative
_____ Courageous
_____ Dependable
_____ Determined
_____ Fair-minded
_____ Forward-looking
_____ Honest
_____ Imaginative
_____ Independent
_____ Inspiring
_____ Intelligent
_____ Loyal
_____ Mature
_____ Self-controlled
_____ Straightforward
_____ Supportive

117. Encouraging the Heart
Recognize individual contributions to the success of every project.
Celebrate team accomplishments regularly.

119. Desired CharacteristicVs of a Leader
Characteristics of an
Admired Leader
Desired CharacteristicVs of a Leader
Honest
Forward-looking
Inspiring
Competent