1. Tom Peters’ Leadership2002 Leading in Totally Screwed- Up Times CTX Mortgage/04.20.2002

2. All Slides Available at … tompeters.com Note: Lavender text in this file is a link

3. The Leadership 50

4. The Basic Premise.

5. 1. Leadership Is a … Mutual Discovery Process.

6. “I don’t know.”

7. 2. Leaders Try … Not to Screw Things Up

8. “ Ninety percent of what we call ‘management’ consists of making it difficult for people to get things done.” – P.D.

9. The Leadership Types.

10. 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.

11. 25/8/53* (*Damn it!)

12. 4. “Just One”: Great Leading = Great Mentoring.

13. Goal of the Year No. 1*: Find- Develop-Mentor ONE Extraordinary Person. *CEO, large financial advisory firm, April 2001

14. 5. But Then Again, There Are Times When This “Cult of Personality” (Type II Leadership) Stuff Actually Works!

15. “A leader is a dealer in hope.” Napoleon (+TP’s writing room pics)

16. 6. Find the “Businesspeople”! (Type III Leadership)

17. I.P.M. (Inspired Profit Mechanic)

18. 7. The Leader Is Rarely/Never the Best Performer.

19. 33 Division Titles. 26 League Pennants. 14 World Series: Earl Weaver—0. Tom Kelly—0. Jim Leyland—0. Walter Alston—1AB. Tony LaRussa—132 games, 6 seasons. Tommy Lasorda—P, 26 games. Sparky Anderson—1 season.

20. The Leadership Dance.

21. 8. Leaders … SHOW UP!

22. Rudy!

23. 9. Leaders … LOVE the MESS!

24. “If things seem under control, you’re just not going fast enough.” Mario Andretti

25. 10. Leaders DO!

26. The Kotler Doctrine: 1965-1980: R.A.F. (Ready.Aim.Fire.) 1980-1995: R.F.A. (Ready.Fire!Aim.) 1995-????: F.F.F. (Fire!Fire!Fire!)

27. 11. BUT … Leaders Know When to Wait.

28. Tex Schramm: The “too hard” box!

29. 12. Leaders Are … Optimists.

30. Hackneyed but none the less true: LEADERS SEE CUPS AS “HALF FULL.”

31. Half-full Cups: “[Ronald Reagan] radiated an almost transcendent happiness.” Lou Cannon, George (08.2000)

32. 13. BUT … Leaders Are Realists/Leaders Win Through LOGISTICS!

33. The “Gus Imperative”!

34. 14. Leaders FOCUS!

35. “To Don’t ” List

36. It’s Relationships, Stupid.

37. 15. Leaders Trust in TRUST !

38. Credibility !

39. 16. Leaders Infuse the Dreaded-All Important “Evaluation Process” with CREDIBILITY!

40. 25 = 100

41. 17. Leaders … Understand the Ultimate Power of RELATIONSHIPS.

42. “Women speak and hear a language of connection and intimacy, and men speak and hear a language of status and independence. Men communicate to obtain information, establish their status, and show independence. Women communicate to create relationships, encourage interaction, and exchange feelings.” Judy Rosener, America’s Competitive Secret Judy Rosener

43. “Investors are looking more and more for a relationship with their financial advisers. They want someone they can trust, someone who listens. In my experience, in general, women may be better at these relationship-building skills than are men.” Hardwick Simmons, CEO, Prudential Securities

44. 18. Leaders Wire the Joint!

45. Winners wire. Losers are slaves to rank.

46. “TAKE THIS QUICK QUIZ: Who manages more things at once? Who puts more effort into their appearance? Who usually takes care of the details? Who finds it easier to meet new people? Who asks more questions in a conversation? Who is a better listener? Who has more interest in communication skills? Who is more inclined to get involved? Who encourages harmony and agreement? Who has better intuition? Who works with a longer ‘to do’ list? Who enjoys a recap to the day’s events? Who is better at keeping in touch with others?” Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men, Nicki Joy & Susan Kane-Benson

47. 19. Leaders Know … Women Roar/ Women Rule.

48. “AS LEADERS, WOMEN RULE: New Studies find that female managers outshine their male counterparts in almost every measure” Title, Special Report, Business Week, 11.20.00

49. Women’s 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, America’s Competitive Secret

50. 20. Oh Yeah … and Leaders Know that Women Buy All the Stuff.

51. ????????? Home Furnishings … 94% Vacations … 92% (Adventure Travel … 70%/ $55B travel equipment) Houses … 91% Consumer Electronics … 51% Cars … 60% (90%) All consumer purchases … 83% Bank Account … 89% Health Care … 80%

52. 2/3rds working women/ 50+% working wives > 50% 80% checks 61% bills 53% stock (mutual fund boom) 43% > $500K 95% financial decisions/ 29% single handed

53. 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.”Popcorn

54. Read This Book … EVEolution: The Eight Truths of Marketing to Women Faith Popcorn & Lys Marigold Faith Popcorn

55. EVEolution: Truth No. 1 Connecting Your Female Consumers to Each Other Connects Them to Your Brand

56. “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

57. “Women don’t buy brands. They join them.” EVEolution

58. Read This: Barbara & Allan Pease’s Why Men Don’t Listen & Women Can’t Read Maps

59. “It is obvious to a woman when another woman is upset, while a man generally has to physically witness tears or a temper tantrum or be slapped in the face before he even has a clue that anything is going on. Like most female mammals, women are equipped with far more finely tuned sensory skills than men.” Barbara & Allan Pease, Why Men Don’t Listen & Women Can’t Read Maps

60. “Resting” State: 30%, 90%: “A woman knows her children’s friends, hopes, dreams, romances, secret fears, what they are thinking, how they are feeling. Men are vaguely aware of some short people also living in the house.” Barbara & Allan Pease, Why Men Don’t Listen & Women Can’t Read Maps

61. “As a hunter, a man needed vision that would allow him to zero in on targets in the distance … whereas a woman needed eyes to allow a wide arc of vision so that she could monitor any predators sneaking up on the nest. This is why modern men can find their way effortlessly to a distant pub, but can never find things in fridges, cupboards or drawers.” Barbara & Allan Pease, Why Men Don’t Listen & Women Can’t Read Maps

62. “Female hearing advantage contributes significantly to what is called ‘women’s intuition’ and is one of the reasons why a woman can read between the lines of what people say. Men, however, shouldn’t despair. They are excellent at imitating animal sounds.” Barbara & Allan Pease, Why Men Don’t Listen & Women Can’t Read Maps

63. “Customer is King”: 4,440 “Customer is Queen”: 29 Source: Steve Farber/Google search/04.2002

64. If It Ain’t Broke … Break It.

65. 21. Leaders … FORGET!/ Leaders … DESTROY!

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

67. “Good management was the most powerful reason [leading firms] failed to stay atop their industries. Precisely because these firms listened to their customers, invested aggressively in technologies that would provide their customers more and better products of the sort they wanted, and because they carefully studied market trends and systematically allocated investment capital to innovations that promised the best returns, they lost their positions of leadership.” Clayton Christensen, The Innovator’s Dilemma

68. The [New] G e Way DYB.com

69. 22. BUT … Leaders Have to Deliver, So They Worry About “Throwing the Baby Out with the Bathwater.”

70. “Damned If You Do, Damned If You Don’t, 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)

71. 23. Leaders … HANG OUT WITH FREAKS!

72. The Cracked Ones Let in the Light “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

73. Employees: “Are there enough weird people in the lab these days?” V. Chmn., pharmaceutical house, to a lab director (06.01)

74. 24. Leaders Make [Lotsa] Mistakes – and MAKE NO BONES ABOUT IT!

75. Sam’s Secret #1!

76. 25. Leaders Make … BIG MISTAKES!

77. “Reward excellent failures. Punish mediocre successes.” Phil Daniels, Sydney exec (and, de facto, Jack)

78. Create.

79. 26. Leaders Pursue DRAMATIC DIFFERENCE!

80. 1 st Law Mktg Physics: OVERT BENEFIT (Focus: 1 or 2 > 3 or 4/“One Great Thing.” Source #1: Personal Passion) 2 ND Law: REAL REASON TO BELIEVE (Stand & Deliver!) 3 RD Law: DRAMATIC DIFFERENCE (Execs Don’t Get It: “intent to purchase” – 100%; “unique” – 0% to 5%) Source: Jump Start Your Business Brain, Doug HallDoug Hall

81. 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

82. 27. Leaders Push Their Organizations W-a-y Up the Value-added/ Intellectual Capital Chain

83. The Big Day!

84. 09.11.2000: HP bids $18,000,000,000 for PricewaterhouseCoopers Consulting business!

85. “These days, building the best server isn’t enough. That’s the price of entry.” Ann Livermore, Hewlett-Packard

86. Farmers. GE industrial Systems. GE Power Systems. Yellow. Brown. Oracle. Omnicom. IBM. Allied. RCI. Springs. Etc. Etc.

87. “No longer are we only an insurance provider. Today, we also offer our customers the products and services that help them achieve their dreams, whether it’s financial security, buying a car, paying for home repairs, or even taking a dream vacation.”—Martin Feinstein, CEO, Farmers Group

88. “ 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

89. 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

90. “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

91. “Club Med is more than just a ‘resort’; it’s a means of rediscovering oneself, of inventing an entirely new ‘me.’ ” Source: Jean-Marie Dru, Disruption

92. “Guinness as a brand is all about community. It’s about bringing people together and sharing stories. ” — Ralph Ardill, Imagination, in re Guinness Storehouse

93. 7X. 730A- 800P. F12A.* *Plus: WOW Department’” “Kill a Stupid Rule” contests, etc. 2001R: 34%; P: 29%; ’90-’00: 2,048%. Commerce Bank/NJ ($10B). Source: FC 05.02.

94. 28. Leaders LOVE the New Technology!

95. 100 square feet

96. Talent.

97. 29. When It Comes to TALENT … Leaders Always Swing for the Fences!

98. From “1, 2 or you’re out” [JW] to … “Best Talent in each industry segment to build best proprietary intangibles” [EM] Source: Ed Michaels, War for Talent (05.17.00)Ed Michaels

99. Message: Some people are better than other people. Some people are a helluva lot better than other people.

100. 30. Leaders Don’t Create “Followers”: THEY CREATE LEADERS!

101. Brand You, Big Time! I AM AN ARMY OF ONE

102. 31. Leaders “Win Followers Over”

103. WHAT AN IDIOT: “Instead of employees being in the driver’s seat, now we’re in the driver’s seat.”

104. Phil Jackson: “Coaching is winning players over.”

105. 32. Leaders “Manage” Their EVP/ Internal Brand Promise.

106. MantraM3 Talent = Brand

107. EVP = Challenge, accountability, professional growth, respect, satisfaction, opportunity, reward Source: Ed Michaels et al., The War for Talent

108. 33. Leaders LOVE RAINBOWS – for Pragmatic Reasons.

109. “Diversity defines the health and wealth of nations in a new century. Mighty is the mongrel. … The hybrid is hip. The impure, the mélange, the adulterated, the blemished, the rough, the black-and-blue, the mix-and-match – these people are inheriting the earth. Mixing is the new norm. Mixing trumps isolation. It spawns creativity, nourishes the human spirit, spurs economic growth and empowers nations.” G. Pascal Zachary, The Global Me: New Cosmopolitans and the Competitive Edge

110. Psssst! Wanna see my “porn” collection?

111. Passion.

112. 34. Leaders … Out Their PASSION!

113. G.H.: “Create a ‘cause,’ not a ‘business.’ ”

114. !

115. 35. Leaders Know: ENTHUSIASM BEGETS ENTHUSIASM!

116. BZBZ: “I am a … Dispenser of Enthusiasm!”

117. 36. Leaders Focus on the SOFT STUFF!

118. “Soft” Is “Hard ” - ISOE

119. Message: Leadership is all about love! [Passion, Enthusiasms, Appetite for Life, Engagement, Commitment, Great Causes & Determination to Make a Damn Difference, Shared Adventures, Bizarre Failures, Growth, Insatiable Appetite for Change.] [Otherwise, why bother? Just read Dilbert. TP’s final words: CYNICISM SUCKS.]

120. The “Job” of Leading.

121. 37. Leaders LOVE “POLITICS.”

122. TP: If you don’t LOVE POLITICS … find another life. (Don’t pretend you’re a “leader.”)

123. 38. But … Leaders Also Break a Lot of China

124. If you’re not pissing people off, you’re not making a difference!

125. Characteristics of the “Also rans”* “Minimize risk” “Respect the chain of command” “Support the boss” “Make budget” *Fortune, article on “Most Admired Global Corporations”

126. Joe J. Jones 1942 – 2001 HE WOULDA DONE SOME REALLY COOL STUFF BUT … HIS BOSS WOULDN’T LET HIM!

127. 39. Leaders Give … RESPECT!

128. “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

129. 40. Leaders Say “ Thank You.”

130. “The two most powerful things in existence: a kind word and a thoughtful gesture.” Ken Langone, CEO, Invemed Associates [from Ronna Lichtenberg, It’s Not Business, It’s Personal]

131. “Thank you” 16 Men: 8 4 Women: 19

132. 41. Leaders Are … Curious.

133. TP/08.2001: The Three Most Important Letters … WHY?

134. 42. Leadership Is a … Performance.

135. “It is necessary for the President to be the nation’s No. 1 actor.” FDR

136. 43. Leaders … Are The Brand

137. “You must be the change you wish to see in the world.” Gandhi

138. 44. Leaders … Have a GREAT STORY!

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

140. Introspection.

141. 45. Leaders … Enjoy Leading.

142. Warren’s “Whoops Moment” …

143. “Warren, I know you want to ‘be’ president. But do you want to ‘do’ president?”

144. 46. Leaders … KNOW THEMSELVES.

145. Individuals (would-be leaders) cannot engage in a liberating mutual discovery process unless they are comfortable with their own skin. (“Leaders” who are not comfortable with themselves become petty control freaks.)

146. 47. But … Leaders Know “It’s My Fault.”

147. You recruited ’em. You hired ’em. You trained ’em. You evaluated ’em. You “motivated” ’em.

148. 48. Leaders … Take Breaks.

149. Zombie! Zombie!

150. The End Game.

151. 49. Leaders ??? :

152. “Leadership is the PROCESS of ENGAGING PEOPLE in CREATING a LEGACY of EXCELLENCE.”

153. “Hire smart – go bonkers – have grace – make mistakes – love technology – start all over again.”

154. “LEADERS NEED TO BE THE ROCK OF GIBRALTAR ON ROLLER BLADES”

155. 50. Leaders Know WHEN TO LEAVE!

156. Thank You!