1. Global Entrepreneurship and Innovation Conference Kutztown University Student Presentation/04.06.00

2. A new world is being born. All the old “rules” are irrelevant/dangerous. All the old “roles” are irrelevant/dangerous. WE GET TO PLAY “INVENT THE WORLD”! “It” is a hoot! “It” is scary! It is liberating!

3. Pentium III 800MHz: $42,893. 00/# Hermes Scarf: $1,964
Pentium III 800MHz: $42,893.00/# Hermes Scarf: $1, Saving Private Ryan on DVD: $ Mercedes-Benz: $18.98 Hot-rolled steel: $ Source: Fortune ( )

4. No Wiggle Room. “Incrementalism is innovation’s worst enemy
No Wiggle Room! “Incrementalism is innovation’s worst enemy.” Nicholas Negroponte

5. “It means nothing less than the total reinvention of this company.”

6. Jacques’ New New Ford Ford + MSN CarPoint Ford + Yahoo
Jacques’ New New Ford Ford + MSN CarPoint Ford + Yahoo! Ford + Oracle Ford + HP/MCIWorldcom Etc. Etc.

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 Laboratories

8. “I genuinely believe we are living through the greatest intellectual moment in history.” Matt Ridley, Genome

9. Forces @ Work The Destruction Imperative!

10. Forget > Learn “The problem is never how to get new, innovative thoughts into your mind, but how to get old ones out.” Dee Hock

11. C.E.O. to C.D.O.

12. The Gales of Creative Destruction +29M = -44M + 73M +4M = +4M - 0M

13. Built to Last v. Built to Flip “The problem with Built to Last is that it’s a romantic notion. Large companies are incapable of ongoing innovation, of ongoing flexibility.” “Increasingly, successful businesses will be ephemeral. They will be built to yield something of value – and once that value has been exhausted, they will vanish.” Fast Company (03-00)

14. Brand Inside Brand Org!

15. And Now the Equivalent … White Collar Revolution!

16. 108 X 5 vs. 8 X 1* * 540 vs. 8

17. The Pincer 5 “Destructive” entrepreneurs/ Global Competition “White Collar Robots” THE INTERNET! [E.g.: GM + Ford + DaimlerChrysler] Global Outsourcing [E.g.: India, Mexico] Speed!!

18. RR on Sara Lee “The most profitable businesses in the future will act as knowledge brokers, linking insights into what’s available with insights into the customer’s individual needs and preferences.”

19. The “&-. +#$% in the middle”. Jim Clark on Healtheon/WebMD
The “&-!!+#$% in the middle”* Jim Clark on Healtheon/WebMD * ’twixt docs, patients and providers; $300B in waste (?); source: Michael Lewis, The New New Thing

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

21. Brand Inside Brand Work!

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

23. But Does It Matter. “On time, on budget … who cares. ” anon
But Does It Matter ???? “On time, on budget … who cares?” anon. seminar participant (4/99)

24. “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)

25. “Every project we take on starts with a question: How can we do what’s never been done before?” Stuart Hornery, CEO, Lend Lease

26. Reframers’ Rules: Rule 1: Never accept an assignment as given
Reframers’ Rules: Rule 1: Never accept an assignment as given! Rule 2: You’re never so powerful as when you are “powerless”! Rule 3: Every “small” project contains the entire enterprise DNA!

27. Implementer’s Secret No. 1: Go horizontal: Find a (one
Implementer’s Secret No. 1: Go horizontal: Find a (one!) “line” ally in “the Boonies”
Secret No. 2: “Powerless” allies are Cool!
Secret No. 3: Passion Rules!
Secret No. 4: Become a Prototyping Maniac!
Secret No. 5: Embrace Politics / “Community Organizing”!

28. Culture of Prototyping “Effective prototyping may be the most valuable core competence an innovative organization can hope to have.” Michael Schrage

29. Reference: Rules for Radicals, Saul Alinsky

30. Sara Lawrence-Lightfoot, Respect
“It was much later that I realized Dad’s 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

31. ESP to TJP: DON’T FORGET YOUR THANK YOU NOTES!

32. Mark McCormack: 5,000 miles for a 5 min. meeting.

33. The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it. Michelangelo

34. Characteristics of the “Also Rans”
“minimize risk”
“respect the chain of command”
“support the boss”
“make budget”
Source: Fortune on “most admired
global corporations” (10/26/98)

35. Epitaph from Hell … Joe T
Epitaph from Hell … Joe T. Jones HE WOULDA DONE SOME REALLY COOL STUFF BUT … HIS BOSS WOULDN’T LET HIM!

36. Brand Inside Brand You!

37. DISTINCT … OR EXTINCT! “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

38. Personal “Brand Equity” Evaluation
I am known for [2 to 3 things]; next year at this time I’ll also be known for [1 more thing].
My current Project is challenging me …
New things I’ve learned in the last 90 days include …
My public “recognition program” consists of …
Additions to my Rolodex in the last 90 days include …
My resume is discernibly different from last year’s at this time …

39. Icon Woman … Totally turned on by her work!
“It” matters / a WOW Project!
“It” is … COOL!
“It” is … BEAUTIFUL!
She is … in your face!
She is an … adventurer!
She is … CEO of her own life!

40. Icon Woman … Her curiosity is … insatiable!
- She is … at least … a little funky!
Her curiosity is … insatiable!
She thinks screwups are … as normal as breathing!
She hangs out with some … seriously rad Dudes!
She is not God. She is not Bionic Woman. She is … determined to make a damned difference!

41. “Well-behaved women rarely make history
“Well-behaved women rarely make history.” Anita Borg, Institute for Women and Technology

42. Icon Woman Meets the Web …
submits resume on the Web
recruited on the Web
hired on the Web
trained on the Web
creates and conducts projects with virtual teams on the Web
manages project and client follow-up on the Web
manages career/reputation-building on the Web

43. “The Brand Called URL”/ Nathan Shedroff, Vivid Studios “24 X 7 storefront devoted exclusively to The Brand Called You.”

44. Soooo… How’s your Web site?

45. Seminar Y2K/Brand Inside Message: Distinct … or Extinct!

46. When you love what you do, you’re alive. jobs.com

47. Bill Parcells’ World/ Brand You World. BLAME NOBODY. EXPECT NOTHING
Bill Parcells’ World/ Brand You World! BLAME NOBODY! EXPECT NOTHING! DO SOMETHING! NY Post (9/99)

48. What Do I “Do” First? One Minute Excellence!* *Thomas Watson

49. Brand Inside Brand Talent!

50. Issue Y2K The Great War for Talent!

51. There is no “talent shortage” … if … you are a GPTW
There is no “talent shortage” … if … you are a GPTW* *Great Place To Work

52. “Our business needs a massive transfusion of talent
“Our business needs a massive transfusion of talent. And talent, I believe, is most likely to be found among non-conformists, dissenters and rebels.” David Ogilvy

53. The NAESP …

54. Attributes of Those Who “Made” the 10th Grade History Book
Committed!
Determined to make a difference!
Focused!
Passionate!
Irrational about their life’s project!
Ahead of their time / Paradigm busters!
Impatient! / Action Obsessed

55. Attributes of Those Who “Made” the 10th Grade History Book
Made lots of people mad!
Flouted the chain of command!
Creative / Quirky / Peculiar! / Rebels! / Irreverent!
Masters of improv / Thrive on chaos / Exploit chaos!

56. Attributes of Those Who “Made” the 10th Grade History Book
Forgiveness > Permission
Bone honest!
Flawed as the dickens!
“In touch” with their followers’ aspirations
Damn good at what they do!

57. Just Say “No” to “Grout”
Just Say “No” to “Grout”! Participant: “Don’t you need ‘grout’ between the tiles?” TP: “No!” [med staff, NFL Special Teams,waiters, PFCs, cymbals player, bit parts, waiters]

58. TP’s Ideal Job: Head of Housekeeping!

59. “Conformity is the enemy of freedom and the jailer of growth.” J.F.K.

60. Talent = Brand

61. Brand Outside Context: No “Commodities”!

62. Quality Not Enough! “Quality as defined by few defects is becoming the price of entry for automotive marketers rather than a competitive advantage.” J.D. Power

63. Quality Not Enough! “While everything may be better, it is also increasingly the same.” Paul Goldberger on retail, “The Sameness of Things,” The New York Times

64. “The ‘surplus society’ has a surplus of similar companies, employing similar people, with similar educational backgrounds, working in similar jobs, coming up with similar ideas, producing similar things, with similar prices and similar quality.” Kjell Nordstrom and Jonas Ridderstrale, Funky Business

65. Brand Outside Strategy 1: Lead the Customer!

66. “The customer is a rear view mirror, not a guide to the future
“The customer is a rear view mirror, not a guide to the future.” George Colony, Forrester Research “If you worship at the throne of the voice of the customer, you’ll get only incremental advances.” Joseph Morone, President, Bentley College

67. “Wealth in this new regime flows directly from innovation, not optimization. That is, wealth is not gained by perfecting the known, but by imperfectly seizing the unknown.” Kevin Kelly, New Rules for the New Economy

68. Amen! “The Age of the Never Satisfied Customer” Regis McKenna

69. Brand Outside Strategy 2: Use E-Commerce to Re-invent the Business!

70. 2X = 100 days (Internet traffic) 2X = 9 months (network capacity) Source: Red Herring (1-00)

71. Dell’s Web sales … daily?

72. $35,000,000.

73. I-24 to 1-28: BizRate.com Online Shopping Index [Consumer Goods] 52 Weeks: +622% Source: The Industry Standard/02-00

74. “In the network economy, the Website becomes the company’s primary interface to the customer. The user interface becomes the marketing materials, store front, store interior, sales staff and post-sales support all rolled into one.” Jakob Nielsen, Designing Web Usability

75. Welcome to D.I.Y. Nation! “Changes in business processes will emphasize self service. Your costs as a business go down and perceived service goes up because customers are conducting it themselves.” Ray Lane, Oracle

76. Psych 101: Strongest Force on Earth
Psych 101: Strongest Force on Earth? My need to be in perceived control of my universe!

77. Anne Busquet/ American Express Not: “Age of the Internet” Is: “Age of Customer Control”

78. “Where does the Internet rank in priority. It’s No. 1, 2, 3, and 4
“Where does the Internet rank in priority? It’s No. 1, 2, 3, and 4.” Jack Welch

79. There are 2 Kinds of … Defense. vs. Offense. Fend off upstarts
There are 2 Kinds of … Defense* vs. Offense** *Fend off upstarts. **Reinvent our marketspace!

80. Jargon Bath! Bureaucracy free … Systemically integrated … Internet intense … Knowledge based … Time and location free … “Instantly” responsive … Customer centric … Mass customization enabled.

81. Translation … Bureaucracy free = Flat org, no B. S
Translation … Bureaucracy free = Flat org, no B.S. Systemically integrated = Whole supply chain tightly wired/ friction free Internet intense = Do it all via the Web Knowledge based = Open access Time and location free = Whenever, wherever “Instantly” responsive = Speed demons Customer centric = Customer calls the shots Mass customization enabled = Every product and service rapidly tailored to client requirements

82. Brand Outside Strategy 3: Women Rule!

83. ????????? Home Furnishings … 94% Vacations … 92% Houses … 91% Bank Account … 89% Health Care … 75% Etc.

84. 48% working wives > 50% 80% checks 61% bills 53% stock (mutual fund boom) 43% > $500K 95% financial decisions/ 29% single handed

85. Women … 49% of Web users; 6 of 10 new users; 83% of wired women are primary decision makers for family healthcare, finances, education. Source: Business Week (11-99)

86. $3.3T + $1.5T = $4.8T* * Larger than Japan!

87. Most Under-reported story. 9M. /28M(1 of 4)/$3. 6T [> Germany]
Most Under-reported story! 9M*/28M(1 of 4)/$3.6T [> Germany] * 400K in ’72; 132% since ’92 Sources: NFWBO, Cognetics, Business Wire (030600)

88. Yeow! … 1% 2000 … 50%

89. OPPORTUNITY NO. 1!

90. Carol Gilligan/ In a Different Voice Men: Get away from authority, family Women: Connect Men: Self-oriented Women: Other-oriented Men: Rights Women: Responsibilities

91. FemaleThink/ Popcorn “Men and women don’t think the same way, don’t communicate the same way, don’t buy for the same reasons. “He simply wants the transaction to take place. She’s interested in creating a relationship. Every place women go, they make connections.”

92. Not!! “Year of the Woman”

93. Enterprise Reinvention
Enterprise Reinvention! Recruiting Hiring/Rewarding/ Promoting Structure Processes Measurement Strategy Culture Vision Leadership THE BRAND ITSELF!

94. Brand Outside Strategy 4: Design Rules!

95. And Tomorrow … “Fifteen years ago companies competed on price
And Tomorrow … “Fifteen years ago companies competed on price. Now It’s quality. Tomorrow it’s design.” Robert Hayes

96. All Equal Except … “At Sony we assume that all products of our competitors have basically the same technology, price, performance and features. Design is the only thing that differentiates one product from another in the marketplace.” Norio Ohga

97. Design as Soul “We don’t have a good language to talk about this kind of thing. In most people’s vocabularies, design means veneer. … But to me, nothing could be further from the meaning of design. Design is the fundamental soul of a man-made creation.” Steve Jobs

98. “Car designers need to create a story
“Car designers need to create a story. Every car provides an opportunity to create an adventure. … “The Prowler makes you smile. Why? Because it’s focused. It has a plot, a reason for being, a passion.” Freeman Thomas, co-designer VW Beetle; designer Audi TT

99. Hmmmm(?): “Only” Words … Story Adventure Smile Focus Plot Passion

100. Brand Outside Strategy 5: It’s the Experience!

101. “Experiences are as distinct from services as services are from goods
“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

102. “The [Starbucks] Fix” Is on … “We have identified a ‘third place
“The [Starbucks] Fix” Is on … “We have identified a ‘third place.’ And I really believe that sets us apart. The third place is that place that’s not work or home. It’s the place our customers come for refuge.” Nancy Orsolini, District Manager

103. Experience: “Rebel Lifestyle
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

104. Mantra: “Any good can be ing-ed” the driving experience the pumping experience the sitting experience the reading experience the washing experience the cooking experience Joseph Pine & James Gilmore, The Experience Economy: Work Is Theatre & Every Business a Stage

105. “What’s the plot?” Freeman Thomas, designer

106. Brand Outside BRAND POWER!

107. Brand It. Now, More Than Ever
Brand It! Now, More Than Ever! “The increasing difficulty in differentiating between products and the speed with which competitors take up innovations will assist in the rise and rise of the brand.” Gillian Law and Nick Grant, Management [New Zealand]

108. “Corporate Religion is a completely new way of thinking about companies. Today, the product is still the main communication highway in the company. When companies make the shift to selling solutions, brands and attitudes … communicating the company’s attitudes and values becomes the decisive parameter for success. It demands that you find out who you are as a company.” Jesper Kunde, Corporate Religion

109. Calling the Corporate Shrink
Calling the Corporate Shrink! “Organizational Psychotherapy”/ WHO WE ARE!

110. 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, Tom’s of Maine

111. “In the funky village, real competition no longer revolves around marketshare. We are competing for attention – mindshare and heartshare.” Kjell Nordstrom and Jonas Ridderstrale, Funky Business

112. Rules of “Radical Marketing” Love + Respect Your Customers
Rules of “Radical Marketing” Love + Respect Your Customers! Hire only Passionate Missionaries! Create a Community of Customers! Celebrate Craziness! Be insanely True to the Brand! Sam Hill & Glenn Rifkin, Radical Marketing (e.g., Harley, Virgin, The Dead, HBS, NBA)

113. Brand Leadership Lead Out Loud!

114. Brand Leadership! “A key – perhaps the key – to leadership is the effective communication of a story.” Howard Gardner Leading Minds: An Anatomy of Leadership

115. “Leadership is a performance
“Leadership is a performance. You have to be conscious of your behavior, because everybody else is.” Carly Fiorina

116. Brand Leadership: ENTHUSIASM RULES. “I am a dispenser of enthusiasm
Brand Leadership: ENTHUSIASM RULES! “I am a dispenser of enthusiasm.”/ Ben Zander

117. Ann Richards’ Dogma Show up. Know your message
Ann Richards’ Dogma Show up! Know your message! PUT YOURSELF AT RISK EVERY DAY!

118. “I’d rather regret the things I have done than the things I have not
“I’d rather regret the things I have done than the things I have not.” Lucille Ball

119. “Steve Ross had a wonderful philosophy: People get fired for not making mistakes.” Bob Pittman

120. How sweet it is!