Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.
-
Upload
alison-melton -
Category
Documents
-
view
217 -
download
3
Transcript of Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.
![Page 1: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/1.jpg)
Tom’s 60TIBs*
*TIB = This I Believe
Version: 08.30.2002
![Page 2: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/2.jpg)
“If you don’t like change, you’re going to like
irrelevance even less.” —General Eric Shinseki, Chief
of Staff, U.S. Army
![Page 3: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/3.jpg)
1. TECHNICOLOR RULES! (Passion Moves Mountains!)2. Audacity Matters!3. Revolution Now!4. Question Authority! (& Hire & Cherish & Promote Disrespectful People.) 5. Disorganization Wins! (LOVE THE MESS!)
![Page 4: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/4.jpg)
“There will be more
confusion in the business world in the next decade than in any decade in history. And the current pace of
change will only accelerate.”Steve Case
![Page 5: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/5.jpg)
No Wiggle Room!
“Incrementalism is innovation’s worst enemy.”
Nicholas Negroponte
![Page 6: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/6.jpg)
Just Say No …
“I don’t intend to be known as the ‘King of
the Tinkerers.’ ”CEO, large financial services company
(New York, 5-99)
![Page 7: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/7.jpg)
G.H.: “Create a ‘cause,’ not a ‘business.’ ”
![Page 8: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/8.jpg)
!
![Page 9: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/9.jpg)
“Active mutators in placid times tend to die off. They
are selected against. Reluctant mutators in
quickly changing times are also selected against.”
Carl Sagan & Ann Druyan, Shadows of Forgotten Ancestors
![Page 10: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/10.jpg)
Axiom (Hypothesis): We have been screwed by Benchmarking … Best Practice … C.I./Kaizen.
Axiom (Hypothesis): We need Masters of Discontinuity/
Masters of Ambiguity … in discontinuous/ambiguous
times.
![Page 11: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/11.jpg)
If you’re not pissing people off, you’re not making
a difference!
![Page 12: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/12.jpg)
“I’m not happy unless
I’m uncomfortable.”—Jay Chiat
![Page 13: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/13.jpg)
“If things seem under control, you’re just not
going fast enough.”
Mario Andretti
![Page 14: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/14.jpg)
Characteristics of the “Also rans”*
“Minimize risk”“Respect the chain of
command”“Support the boss”
“Make budget”
*Fortune, article on “Most Admired Global Corporations”
![Page 15: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/15.jpg)
“Organize” for … performance & customer satisfaction.
“Disorganize” for … renewal & innovation.
![Page 16: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/16.jpg)
“In Italy for 30 years under the Borgias they had warfare, terror, murder,
bloodshed—and produced Michelangelo, da Vinci and the
Renaissance. In Switzerland they had brotherly love, 500 years of democracy and peace, and what did they produce
—the cuckoo clock.”
Orson Welles, as Harry Lime, in “The Third Man”
![Page 17: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/17.jpg)
6. Think 3M: Markets Matter Most. ONLY EXTREME COMPETITION STAVES OFF STALENESS. (You can take the boy out of Silicon Valley, but you can’t take Silicon Valley out of the boy!)7. Three Hearty Cheers for Weirdos. (Bill Gates, Steve Jobs, Larry Ellison, Scott McNealy, Craig Venter et al.) 8. Message 2003: Technology Change (Info-sciences, Bio-sciences) Is in Its Infancy! (WE AIN’T SEEN NOTHIN’ YET!)9. Everything Is Up For Grabs! Volatility Is Thy Name! (Forever & Ever. Amen.) RE-INVENT … OR DIE! 10. Big Sucks. (Mostly.) (VERY Mostly.)
![Page 18: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/18.jpg)
“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
![Page 19: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/19.jpg)
NOW THAT’S B-I-G!
“The period 2000-2002 will bring the single greatest change in
worldwide economic and business conditions since we came down from the trees.”
David Schneider & Grady Means, MetaCapitalism
![Page 20: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/20.jpg)
“I genuinely believe we are living through the greatest intellectual moment in history.”
Matt Ridley, Genome
![Page 21: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/21.jpg)
“Acquisitions are about
buying market share. Our challenge is to create markets.
There is a big difference.” Peter Job, CEO, Reuters
![Page 22: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/22.jpg)
“When asked to name just one big merger that had lived up to expectations, Leon
Cooperman, former cochairman of Goldman Sachs’ Investment Policy
Committee, answered: I’m sure there are success stories
out there, but at this moment I draw a blank.”
Mark Sirower, The Synergy Trap
![Page 23: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/23.jpg)
“Conglomerates don’t work” —James
Surowiecki, The New Yorker (07.01,2002)
![Page 24: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/24.jpg)
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
![Page 25: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/25.jpg)
Deviants, Inc. “Deviance tells the story of every mass
market ever created. What starts out weird and dangerous
becomes America’s next big corporate payday. So are you looking for the next mass market idea? It’s out there … way
out there.”
Source: Ryan Matthews & Watts Wacker, Fast Company (03.02)
![Page 26: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/26.jpg)
11. “Permanence” Is a Snare & a Delusion. (Forget “Built to Last.” It’s Yesterday’s Idea.)12. “Kaizen” (Continuous Improvement) Is … Dangerous.13. DESTRUCTION RULES!14. Forget It! (“Learning” = Easy. “Forgetting” = Nigh on Impossible.) 15. Innovation Is Easy: Hang Out with Freaks. (Employees, Board Members, Customers, Suppliers, Alliance Partners, Consultants.)
![Page 27: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/27.jpg)
Jim & Tom. Joined at the
hip. Not.
![Page 28: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/28.jpg)
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)
![Page 29: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/29.jpg)
“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)
![Page 30: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/30.jpg)
W.A. Mozart W.A. Mozart 1756 – 17911756 – 1791
HE CHANGED THE WORLDHE CHANGED THE WORLD
AND AND
ENRICHED HUMANITY ENRICHED HUMANITY
![Page 31: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/31.jpg)
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
![Page 32: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/32.jpg)
Forbes100 from 1917 to 1987: 39 members of the Class of ’17 were alive
in ’87; 18 in ’87 F100; 18 F100 “survivors” underperformed the market
by 20%; just 2 (2%), GE & Kodak, outperformed the market 1917 to 1987.
S&P 500 from 1957 to 1997: 74 members of the Class of ’57 were
alive in ’97; 12 (2.4%) of 500 outperformed the market from 1957 to 1997.
Source: Dick Foster & Sarah Kaplan, Creative Destruction: Why Companies That Are Built to Last Underperform the Market
![Page 33: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/33.jpg)
“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
![Page 34: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/34.jpg)
Saviors-in-Waiting
Disgruntled CustomersUpstart CompetitorsRogue EmployeesFringe Suppliers
Wayne Burkan, Wide Angle Vision
![Page 35: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/35.jpg)
CUSTOMERS: “Future-defining customers may
account for only 2% to 3% of your total, but they represent a crucial
window on the future.”Adrian Slywotzky, Mercer Consultants
![Page 36: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/36.jpg)
COMPETITORS: “The best swordsman in the world doesn’t need to fear
the second best swordsman in the world; no, the person for him to be afraid of is some ignorant antagonist who has never had a
sword in his hand before; he doesn’t do the thing he ought to do, and so the expert isn’t
prepared for him; he does the thing he ought not to do and often it catches the expert out and
ends him on the spot.”
Mark Twain
![Page 37: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/37.jpg)
Employees: “Are there enough weird
people in the lab these days?”
V. Chmn., pharmaceutical house, to a lab director (06.01)
![Page 38: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/38.jpg)
Suppliers: There is an ominous downside to strategic supplier
relationships. An SSR supplier is not likely to function as any more than a mirror to your organization. Fringe suppliers that offer innovative business practices need
not apply.”
Wayne Burkan, Wide Angle Vision: Beat the Competition by Focusing on Fringe Competitors, Lost Customers, and Rogue Employees
![Page 39: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/39.jpg)
Leaders know … WE BECOME WHO
WE HANG WITH!
![Page 40: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/40.jpg)
Message: TAKE
SOMEONE NEW & WEIRD TO LUNCH
TODAY OR TOMORROW. [Inundate yourself with weird.]
![Page 41: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/41.jpg)
The [New] Ge Way
DYB.com
![Page 42: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/42.jpg)
16. Boring Begets Boring. (Cool Begets Cool.)17. Think “Portfolio.” (We’re All V.C.s.)18. Perception Is All There Is. (“Insiders” … ALWAYS … overestimate the Radicalism of What They’re Up To.)19. Action … ALWAYS … Takes Precedence. Think: R.F!A./Ready. Fire! Aim. (REWARD SUCCESS. REWARD FAILURE. PUNISH … INACTION.) 20. He Who Makes & Tests the Quickest & Coolest Prototypes Reigns!
![Page 43: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/43.jpg)
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!)
![Page 44: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/44.jpg)
“If it works, it’s
obsolete.”
—Marshall McLuhan
![Page 45: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/45.jpg)
21. Haste Makes Waste. (SO … GO WASTE!)22. Screw-ups are … the … Mark of Excellence. (“Do It Right the First Time” Is a Very Stupid Idea.) 23. Play Hard! Play Now! (Cherish Play!)24. TALENT TIME! (He/She Who Has the Best “Roster” Rules!)25. Re-do Education. Totally. (FOSTER CREATIVITY … NOT UNIFORMITY.) (THE NOISIEST CLASSROOM WINS.)
![Page 46: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/46.jpg)
Sam’s
Secret #1!
![Page 47: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/47.jpg)
“Fail faster. Succeed sooner.”
David Kelley/IDEO
![Page 48: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/48.jpg)
Fail. Forward. Fast. –High-tech Exec
![Page 49: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/49.jpg)
“The Silicon Valley of today is built less atop
the spires of earlier triumphs than upon the
rubble of earlier debacles.”—Newsweek/ Paul Saffo (03.02)
![Page 50: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/50.jpg)
Read This!
Richard Farson & Ralph Keyes: Whoever Makes the Most
Mistakes Wins: The Paradox of Innovation
![Page 51: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/51.jpg)
“Reward excellent
failures. Punish mediocre successes.”
Phil Daniels, Sydney exec (and, de facto, Jack)
![Page 52: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/52.jpg)
“You can’t be a serious innovator unless and until you are ready,
willing and able to seriously play. ‘Serious play’ is not an oxymoron;
it is the essence of innovation.”
Michael Schrage, Serious Play
![Page 53: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/53.jpg)
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)
![Page 54: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/54.jpg)
Message: Some people are better than other
people. Some people are a helluva lot better than other
people.
![Page 55: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/55.jpg)
25/8/53*(*Damn it!)
![Page 56: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/56.jpg)
“At the ultimate stage, competition among nations will be competition among educational systems, for the most productive and richest countries will be those with the best education and training.”
Richard Rosecrance, The Rise of the Virtual State
![Page 57: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/57.jpg)
“My wife and I went to a [kindergarten] parent-teacher conference and were informed that our budding
refrigerator artist, Christopher, would be receiving a grade of Unsatisfactory in art. We were shocked. How could any child—let alone our child—receive a poor
grade in art at such a young age? His teacher informed us that he had refused to color within the lines, which was a
state requirement for demonstrating ‘grade-level motor
skills.’ ”Jordan Ayan, AHA!
![Page 58: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/58.jpg)
“How many artists are there in the room? Would you please raise your hands. FIRST GRADE: En masse the children leapt from their seats, arms waving. Every child was an artist. SECOND
GRADE: About half the kids raised their hands, shoulder high, no higher. The hands were still. THIRD GRADE: At best, 10 kids out
of 30 would raise a hand, tentatively, self-consciously. By the time I reached SIXTH GRADE, no more than one or two kids
raised their hands, and then ever so slightly, betraying a fear of being identified by the group as a ‘closet artist.’ The point is:
Every school I visited was participating in the suppression of creative genius.”
Gordon MacKenzie, Orbiting the Giant Hairball: A Corporate Fool’s Guide to Surviving with Grace
![Page 59: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/59.jpg)
26. Diversity’s Hour Is Now!27. SHE … Is the Best Leader!28. MARKETING MANTRA: Embrace the “BIG THREE” Demographics. (1) SHE … is the Customer. (For everything.) (2) Rapidly Aging Boomers Have … ALL THE MONEY. (3) Green … Matters. (Message: TRILLIONS OF $$$$$ Are at Stake.) (Message: NOBODY … Gets It.) (Message: Mere “Programs” Will Not Suffice.)29. Re-boot Healthcare. (UNDERSTATEMENT.)30. WHAT ARE WE SELLING? “Experiences” & “Solutions” > “Quality” & “Satisfaction.” (The Traditional Value-added Equation Is Being Set on Its Ear.)
![Page 60: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/60.jpg)
“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
![Page 61: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/61.jpg)
“Where do good new ideas come from? That’s simple! From
differences. Creativity comes from unlikely juxtapositions.
The best way to maximize differences is to mix ages, cultures and
disciplines.”
Nicholas Negroponte
![Page 62: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/62.jpg)
CM Prof Richard Florida on
“Creative Capital”: “You cannot get a technologically
innovative place unless it’s open to weirdness,
eccentricity and difference.”
Source: New York Times/06.01.2002
![Page 63: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/63.jpg)
“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
![Page 64: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/64.jpg)
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
![Page 65: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/65.jpg)
?????????
Home Furnishings … 94%Vacations … 92% (Adventure Travel … 70%/ $55B travel
equipment)
Houses … 91%D.I.Y. (“home projects”) … 80%
Consumer Electronics … 51% Cars … 60% (90%)
All consumer purchases … 83% Bank Account … 89%
Health Care … 80%
![Page 66: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/66.jpg)
2/3rds working women/50+% working wives > 50%
80% checks61% bills
53% stock (mutual fund boom)
43% > $500K95% financial decisions/
29% single handed
![Page 67: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/67.jpg)
“Honey, are you sure you have
the kind of money it takes to
be looking at a car like this?”
![Page 68: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/68.jpg)
2000-2010 Stats
18-44: -1%
55+: +21%(55-64: +47%)
![Page 69: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/69.jpg)
50+
$7T wealth (70%)/$2T annual income50% all discretionary spending
79% own homes/40M credit card users41% new cars/48% luxury cars
$610B healthcare spending/74% prescription drugs
5% of advertising targets
Ken Dychtwald, Age Power: How the 21st Century Will Be Ruled by the New Old
![Page 70: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/70.jpg)
“Marketers attempts at reaching those over 50 have been miserably
unsuccessful. No market’s motivations and needs
are so poorly understood.” —Peter Francese,
founding publisher, American Demographics
![Page 71: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/71.jpg)
“ ‘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
![Page 72: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/72.jpg)
And #3: GREEN?????: 50% to 36%: Protect Environment >
Economic Growth.
58% to 34%: Protect Plants & Animals > Preserve Private
Property Rights.
![Page 73: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/73.jpg)
“Of all the ways the company will be judged over the next
decade, none will be greater than our
response to the issue of climate change.”
William Clay FORD Jr.
![Page 74: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/74.jpg)
No: “Target Marketing”
Yes: “Target
Innovation” & “Target Delivery Systems”
![Page 75: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/75.jpg)
HealthCare21
![Page 76: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/76.jpg)
HealthCare21: 21 Ideas for Century211. Hospitals kill people. (And many of those they don’t kill, they wound.) (And they deny it.) (ERRORS RULE!) And: Hustling ambulances kill pedestrians—and don’t save patients.2. Doctors are spoiled brats—who don’t like measurements. Or any form of “interference.” Docs are also cover-up artists. The REAL Hippocratic Oath: “DON’T RAT ON A FELLOW DOC”. 3. Most prescription drugs don’t work—for a PARTICULAR patient. Current drugs = Blunderbusses.4. Think … WELLNESS. Think … PREVENTION.5. THERE IS LITTLE “SCIENCE” IN “MEDICINE.” (See state to state variations … country to country variations … the general lack of agreed-upon treatments.)6. You could save thousands of lives (think Schlindler)—if you just outlawed handwritten prescriptions.7. “Detailers” will disappear … when GenX docs arrive.
![Page 77: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/77.jpg)
HealthCare21 (Cont.) 8. IS/IT in hospitals is sub-primitive (despite enormous expenditures). 9. Systemic IS/IT is worse—links between docs, insurers, providers, patients.10. ELECTRONIC MEDICAL RECORDS …TO UNIFORM STANDARDS. (NOW.) (PLEASE.) 11. THE WEB WILL LIBERATE. (Info = Power.) (BELIEVE IT.) 12. 80M BOOMERS RULE. ($$$$$. Desire for c-o-m-p-l-e-t-e CONTROL. NOW. “LEADERSHIP” OF AGING PROCESS.)13. “Drug Discovery” processes at Big Pharma are … hopelessly over-complicated. (???: Bye Bye … Big Pharma.)14. 90% of the “healthcare fix”: HARVEST THE LOW-HANGING FRUIT. “They” are … NOT … the Enemy. “I have seen the enemy … and it am me.” Damn it.
![Page 78: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/78.jpg)
HealthCare21 (Cont.)15. The number of U.S. un-insured is the nation’s #1 disgrace. That said, insured “consumers” are spoiled brats. They/we/me act as if healthcare were a free good … and believe that an incipient hangnail calls for at least a CAT scan … or two. ANSWER: MAKE US FEEL THE PAIN.16. Genetic engineering & biotech change … EVERYTHING. (Within 15 years.)17. New Medical Devices change … EVERYTHING. (Within 15 years.)18. IS/IT changes … EVERYTHING. (Within 10 years.)19. New Docs change … EVERYTHING. (Within 10 years.)20. New Patients change … EVERYTHING. (Within 5 years.)
* *
![Page 79: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/79.jpg)
HealthCare21 (Cont.)
21. ALL THIS = ENORMOUS OPPORTUNITY. The
Opportunity of Several Lifetimes. (For the Bold & Brave.) H’Care WILL be … TOTALLY … re-invented in the next two decades. (And, hey, it is our largest “industry.”)
![Page 80: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/80.jpg)
The Big Day!
![Page 81: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/81.jpg)
09.11.2000: HP bids
$18,000,000,000for
PricewaterhouseCoopersConsulting business!
![Page 82: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/82.jpg)
“These days, building the best server isn’t enough. That’s the
price of entry.”
Ann Livermore, Hewlett-Packard
![Page 83: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/83.jpg)
Gerstner’s IBM: Systems Integrator of
choice. Global Services:
$35B. Pledge/’99: Business Partner Charter. 72 strategic partners,
aim for 200. Drop many in-house
programs/products. (BW/12.01).
![Page 84: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/84.jpg)
“We want to be the air traffic
controllers of electrons.”
Bob Nardelli, GE Power Systems
![Page 85: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/85.jpg)
“Customer Satisfaction” to “Customer Success”
“We’re getting better at [Six Sigma] every day. But we really
need to think about the customer’s profitability. Are customers’
bottom lines really benefiting from what we provide them?”
Bob Nardelli, GE Power Systems
![Page 86: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/86.jpg)
Keep In Mind: Customer
Satisfaction versus
Customer
Success
![Page 87: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/87.jpg)
“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)
![Page 88: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/88.jpg)
“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
![Page 89: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/89.jpg)
A World of Scintillating/
Awesome/ WOW “Experiences.”
![Page 90: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/90.jpg)
“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
![Page 91: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/91.jpg)
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
![Page 92: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/92.jpg)
Bob Lutz: “I see us as being in the art business. Art,
entertainment and mobile sculpture, which,
coincidentally, also happens to provide transportation.”
Source: NYT 10.19.01
![Page 93: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/93.jpg)
DREAM: “A dream is a complete moment in the life of a client.
Important experiences that tempt the client to commit substantial resources. The essence of the desires of the consumer. The
opportunity to help clients become what they want to be.” —Gian Luigi
Longinotti-Buitoni
![Page 94: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/94.jpg)
WHAT CAN BROWN DO FOR YOU?
![Page 95: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/95.jpg)
31. DESIGN = New Seat of the Soul. 32. Branding Is for … EVERYONE. He Who Has the … BEST STORY … Takes Home (All) the Marbles.33. DRAMATIC DIFFERENCE = Only Difference.34. WORDS/Language Matters … a Lot. (E.g.: Three Hearty Cheers for “Wow”!)35. WHAT MATTERS IS STUFF THAT MATTERS. (Query #1: “Are You Proud of It?”)
![Page 96: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/96.jpg)
Design Transforms even the [Biggest] Corporations!
TARGET … “the champion of America’s new design democracy” (Time) “Marketer of the Year 2000”
(Advertising Age)
![Page 97: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/97.jpg)
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
![Page 98: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/98.jpg)
“Design is treated like a religion at
BMW.”Fortune
![Page 99: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/99.jpg)
“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
![Page 100: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/100.jpg)
Bottom Line.
![Page 101: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/101.jpg)
Design “is” … WHAT & WHY I LOVE.
LOVE.
![Page 102: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/102.jpg)
Design “is” … WHY I
GET MAD. MAD.
![Page 103: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/103.jpg)
Design is never neutral.
![Page 104: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/104.jpg)
Hypothesis: DESIGN is the principal difference between love and
hate!
![Page 105: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/105.jpg)
“Early in my career in the law I learned
that … he who has the best story
wins.”JQ Adams/A Hopkins to T Joadson/M Freeman
![Page 106: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/106.jpg)
“We are in the twilight of a society based on data. As information and intelligence become the domain of computers, society will place more value on the one human ability that cannot be automated: emotion.
Imagination, myth, ritual - the language of emotion - will affect everything from our purchasing decisions
to how we work with others. Companies will thrive on the basis of their stories and myths. Companies will need to understand
that their products are less important than their stories.”
Rolf Jensen, Copenhagen Institute for Future Studies
![Page 107: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/107.jpg)
“A key – perhaps the key – to leadership is the effective
communication of a story.”
Howard Gardner Leading Minds: An Anatomy of Leadership
![Page 108: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/108.jpg)
“Stories of identity – narratives that help individuals think about
and feel who they are, where they come from, and where they
are headed – constitute the single most powerful weapon
in the leader’s arsenal.”Howard Gardner, Leading Minds: An Anatomy of Leadership
![Page 109: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/109.jpg)
“They [consumer goods company] have acquired a bunch of products, which is what everyone is doing. But what’s the point, the
message, the story line, the Big Idea that makes ‘it’ all hang together?” —Exec,
major consumer goods company
![Page 110: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/110.jpg)
“It is necessary for the President to be the
nation’s No. 1 actor.”
FDR
![Page 111: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/111.jpg)
“You must be the change you
wish to see in the world.”
Gandhi
![Page 112: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/112.jpg)
1st Law Mktg Physics: OVERT BENEFIT (Focus: 1 or 2 > 3 or 4/“One Great Thing.”
Source #1: Personal Passion)
2ND Law: REAL REASON TO BELIEVE (Stand & Deliver!)
3RD Law: DRAMATIC DIFFERENCE (Execs Don’t Get It: “intent to purchase” – 100%; “unique” – 0% to
5%)
Source: Jump Start Your Business Brain, Doug Hall
![Page 113: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/113.jpg)
“The ‘surplus society’ has a surplus of
similar companies, employing
similar people, with similar educational backgrounds, coming up
with similar ideas, producing
similar things, with similar prices
and similar quality.”
Kjell Nordström and Jonas Ridderstråle, Funky Business
![Page 114: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/114.jpg)
Funky Business: “To succeed we must stop being so goddamn
normal. In a winner-takes-all world,
normal = nothing.”
![Page 115: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/115.jpg)
“We make over three new product announcements a
day. Can you remember
them? Our customers can’t!”Carly Fiorina
![Page 116: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/116.jpg)
“When we did it ‘right’ it was still pretty ordinary.”
Barry Gibbons on “Nightmare No. 1”
![Page 117: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/117.jpg)
“Customers will try ‘low cost
providers’ … because the Majors have not
given them any clear reason not to.”
Leading Insurance Industry Analyst
![Page 118: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/118.jpg)
Language
matters!
![Page 119: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/119.jpg)
“We shape our buildings. Thereafter
they shape us.”—WSC
![Page 120: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/120.jpg)
“We shape our words. Thereafter
they shape us.”—TJP
![Page 121: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/121.jpg)
“Let’s make a dent in the universe.”
Steve Jobs
![Page 122: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/122.jpg)
Language matters! Wow! BHAG! “Takes
your breath away!”
![Page 123: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/123.jpg)
“Astonish me!” / S.D.
“Build something great!” / H.Y.
“Immortal!” / D.O.
![Page 124: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/124.jpg)
“I never, ever thought of myself
as a businessman. I was interested in creating
things I would be proud of.” —Richard Branson
![Page 125: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/125.jpg)
36. eALL. (IS/IT: Half-way = No Way.)37. DREAM … Big! DREAM … Enormous! DREAM … Gargantuan! (These Are XXXL Times.)38. THINK MIKE! (Michelangelo: “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.”)39. There Is Only … ONE BIG ISSUE: (Crappy) Cross-functional Communication.40. Stop Doing Dumb Shit. (SYSTEMATIZE THE PROCESS OF “UN-DUMBING.”)
![Page 126: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/126.jpg)
100 square feet
![Page 127: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/127.jpg)
WebWorld = Everything
Web as a way to run your business’s innardsWeb as connector for your entire supply-demand chain Web as “spider’s web” which re-conceives the industry
Web/B2B as ultimate wake-up call to “commodity producers”
Web as the scourge of slack, inefficiency, sloth, bureaucracy, poor customer data
Web as an Encompassing Way of LifeWeb = Everything (P.D. to after-sales)
Web forces you to focus on what you do bestWeb as entrée, at any size, to World’s Best at Everything
as next door neighbor
![Page 128: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/128.jpg)
Jargon Bath!
Bureaucracy free …Systemically integrated …
Internet intense …Knowledge based …
Time and location free …“Instantly” responsive …
Customer centric …Mass customization enabled.
![Page 129: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/129.jpg)
Translation …
Bureaucracy free = Flat org, no B.S.Systemically integrated = Whole supply chain
tightly wired/ friction-freeInternet intense = Do it all via the Web
Knowledge based = Open accessTime and location free = Whenever, wherever
“Instantly” responsive = Speed demonsCustomer centric = Customer calls the shotsMass customization enabled = Every product
and service rapidly tailored to client requirements
![Page 130: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/130.jpg)
“Ebusiness is about rebuilding the organization from the
ground up. Most companies today are not built to exploit the Internet.
Their business processes, their approvals, their hierarchies, the
number of people they employ … all of that is wrong for running an
ebusiness.”
Ray Lane, Kleiner Perkins
![Page 131: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/131.jpg)
Amen!
“The Age of the
Never Satisfied Customer”
Regis McKenna
![Page 132: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/132.jpg)
Anne Busquet/ American Express
Not: “Age of the Internet”
Is: “Age of Customer Control”
![Page 133: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/133.jpg)
“The Web enables total transparency. People with
access to relevant information are beginning to challenge any type of
authority. The stupid, loyal and humble customer, employee, patient
or citizen is dead.”
Kjell Nordström and Jonas Ridderstråle, Funky Business
![Page 134: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/134.jpg)
“There’s no use trying,” said Alice. “One can’t believe impossible things.”
“I daresay you haven’t had much practice,” said the Queen. “When I was
your age, I always did it for half an hour a day. Why, sometimes I’ve
believed as many as six impossible things before breakfast.”
Lewis Carroll
![Page 135: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/135.jpg)
I’net …
… allows you to dream dreams
you could never have dreamed
before!
![Page 136: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/136.jpg)
The greatest dangerfor most of us
is not that our aim istoo high
and we miss it,but that it is
too lowand we reach it.
Michelangelo
![Page 137: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/137.jpg)
“The organizations we created have become tyrants. They have taken
control, holding us fettered, creating barriers that hinder rather than help our businesses. The lines that we drew on our neat organizational diagrams have turned into walls
that no one can scale or penetrate or even peer over.” —Frank Lekanne Deprez &
Rene Tissen, Zero Space: Moving Beyond Organizational Limits.
![Page 138: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/138.jpg)
“In an era when terrorists use satellite phones and encrypted email, US gatekeepers stand
armed against them with pencils and paperwork, and archaic computer systems that don’t
talk to each other.”Boston Globe (09.30.2001)
![Page 139: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/139.jpg)
“Supply Chain” 2000:
“When Joe Employee at Company X launches his browser, he’s taken to Company X’s personalized
home page. He can interact with the entire scope of Company X’s world – customers, other employees, distributors, suppliers, manufacturers, consultants. The browser – that is, the portal – resembles a My
Yahoo for Company X and hooks into every network associated with Company X. The real trick is that Joe
Employee, business partners and customers don’t have to be in the office. They can log on from a cell phone, Palm Pilot, pager or home office system.”
Red Herring (09.2000)
![Page 140: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/140.jpg)
Innovation & Speed’s “New Basics”*
1. XFTs are the “culture.”2. Project-centric. 3. Open “talent market.”4. “Cause-based” projects. 5. Ubiquitous “open systems.” IS—at home & throughout supply chain. Web based.6. F-L-A-T.
*Innovation, Speed, CRM, “Experience”/ “Solution” demand this
![Page 141: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/141.jpg)
[ Words to Live By …
“Hierarchy is an organization with its face
toward the CEO and its ass toward the customer.”
Kjell Nordstrom and Jonas Ridderstrale, Funky Business]
![Page 142: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/142.jpg)
41. Beautiful Systems Are … BEAUTIFUL.42. The … WHITE-COLLAR REVOLUTION … Will Devour Everything in Its Path. 43. Take Charge of Your Destiny! BrandYou Moment! DISTINCT … OR EXTINCT!44. “Powerlessness” Is a State of Mind! Think: King. Gandhi. De Gaulle.45. Pursue Adventure … in Every Task.
![Page 143: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/143.jpg)
Fred S.’s “mediocre” thesis. Herb K.’s
napkin.
![Page 144: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/144.jpg)
Systems: Must have. Must
hate. / Must design. Must un-
design.
![Page 145: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/145.jpg)
Mgt. Team
includes … EVP (S.O.U.B.)
![Page 146: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/146.jpg)
Executive Vice President, Stomping Out Unnecessary Bullshit
![Page 147: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/147.jpg)
First Steps: “Beauty Contest”!
1. Select one form/document: invoice, air bill, sick leave policy, customer returns-claim form.
2. Rate the selected doc on a scale of 1 to 10 [1 = Bureaucratica Obscuranta/ Sucks; 10 = Work
of Art] on four dimensions: Beauty. Grace. Clarity. Simplicity.
3. Re-invent!4. Repeat, with a new selection, every 15 working
days.
![Page 148: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/148.jpg)
E.g. …
Jeff Immelt: 75% of “admin, back room, finance” “digitalized” in
3 years.
Source: BW (01.28.02)
![Page 149: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/149.jpg)
IBM’s Project
eLiza!** “Self-bootstrapping”/ “Artilects”
![Page 150: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/150.jpg)
“Unless mankind redesigns itself by changing our DNA through altering our genetic
makeup, computer-generated robots will take
over the world.” – Stephen
Hawking, in the German magazine Focus
![Page 151: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/151.jpg)
THE I work for a company called
Me STREET JOURNAL
Adventures in Capitalism
![Page 152: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/152.jpg)
THE rise up and flee your cubicle STREET JOURNAL
Adventures in Capitalism
![Page 153: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/153.jpg)
New World of Work
< 1 in 10 F500#1: Manpower Inc.
Freelancers/I.C.: 16M-25MTemps: 3M (incl. CEOs & lawyers)
Microbusinesses: 12M-27M
Total: 31M-55MSource: Daniel Pink, Free Agent Nation
![Page 154: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/154.jpg)
“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
![Page 155: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/155.jpg)
Minimum New Work SurvivalSkillsKit2002
MasteryRolodex Obsession (vert. to horiz. “loyalty”)
Entrepreneurial InstinctCEO/Leader/Businessperson/Closer
Mistress of ImprovSense of Humor
Intense Appetite for TechnologyGroveling Before the Young
Embracing “Marketing”Passion for Renewal
![Page 156: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/156.jpg)
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 …
![Page 157: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/157.jpg)
T.T.D./Assignment
Construct a 1/8-page or 1/4-page ad for
Brand You … for the Yellow Pages
![Page 158: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/158.jpg)
“You are the storyteller of your own life, and you
can create your own legend or not.”
Isabel Allende
![Page 159: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/159.jpg)
“When was the last time you asked,
‘What do I want to be?’ ” Sara Ann Friedman, Work Matters
![Page 160: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/160.jpg)
“The time seems appropriate to rethink the
notions of self and identity in this rapidly
changing age …”
Tara Lemmey, Project LENS, past president Electronic Frontier Foundation
![Page 161: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/161.jpg)
Bill Parcells’ World/ Brand You World!
BLAME NOBODY!EXPECT NOTHING!DO SOMETHING!
NY Post (9/99)
![Page 162: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/162.jpg)
“Nobody gives you power. You just take it.”—Roseanne
![Page 163: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/163.jpg)
“ ‘Obeying the rules’ is
obeying their rules. [Women] can never be
powerful as long as they try to be in charge in the same
way men take charge.”Harriet Rubin,
The Princessa: Machiavelli for Women
![Page 164: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/164.jpg)
Kurt Carlson to young Marilyn
Carlson: “If you don’t like Sunday School,
change it!” (She did.)
![Page 165: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/165.jpg)
Brand You, Big Time!
I AM AN ARMY OF
ONE
![Page 166: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/166.jpg)
World’s Biggest Waste …
Selling “Up”
![Page 167: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/167.jpg)
THE IDEA: Model F4
Find a Fellow
Freak Faraway
![Page 168: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/168.jpg)
F2F!/K2K!/1@T/R.F!A.*
*Freak to Freak/ Kook to Kook/ One at a Time/ Ready.Fire!Aim.
![Page 169: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/169.jpg)
46. EXCELLENCE … Is a State of Mind. (Excellence Takes a Minute.) (No Bull.)47. SHOW UP! (If You Care, You’re There.)48. YOUR CALENDAR KNOWS ALL. (You = Calendar.) (Mind Your “TO DON’T” List.)49. LIFE IS SALES. (The Rest Is Details.)50. Boss Mantra #1: “I DON’T KNOW.” (“I Don’t Know” = Permission to Explore.)
![Page 170: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/170.jpg)
What Do I “Do” First?
One Minute Excellence!*
*Thomas Watson
![Page 171: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/171.jpg)
Culture Change is not “Corporate.”Culture Change is not a “Program.”
Culture change does not take “Years.”Culture Change does not start “Today.”
Culture Change starts Right Now!Culture Change
Lives in the Moment!Culture Change is
Entirely in Your Hands!
![Page 172: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/172.jpg)
Rudy!
![Page 173: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/173.jpg)
P.S. …
Mark McCormack: 5,000 miles for a 5
min. meeting!
![Page 174: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/174.jpg)
“To Don’t ” List
![Page 175: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/175.jpg)
Danger: S.I.O. (Strategic
Initiative Overload)
![Page 176: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/176.jpg)
TP: If you don’t LOVE SALES … find
another life. (Don’t pretend
you’re a “leader.”) (See TP’s The Project50.)
![Page 177: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/177.jpg)
The Sales25: Great Salespeople …
1. Know the product. (Find cool mentors, and use them.)
2. Know the company.3. Know the customer. (Including the customer’s consultants.) (And especially the “corporate culture.”)4. Love internal politics at home and abroad.5. Religiously respect competitors. (No badmouthing, no matter how provoked.)6. Wire the customer’s org. (Relationships at all levels & functions.)7. Wire the home team’s org. and vendors’ orgs. (INVEST Big Time time in relationships at all levels & functions.) (Take junior people in all functions to client meetings.)
![Page 178: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/178.jpg)
Great Salespeople …
8. Never overpromise. (Even if it costs you your job.) 9. Sell only by solving problems-creating profitable opportunities. (“Our product solves these problems, creates these unimagined INCREDIBLE opportunities, and will make you a ton of money—here’s exactly how.”) (IS THIS A “PRODUCT SALE” OR A WOW-ORIGINAL SOLUTION YOU’LL BE DINING OFF 5 YEARS FROM NOW? THAT WILL BE WRITTEN UP IN THE TRADE PRESS?)10. Will involve anybody—including mortal enemies—if it enhances the scope of the problem we can solve and increases the scope of the opportunity we can encompass.11. Know the Brand Story cold; live the Brand Story. (If not, leave.)
![Page 179: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/179.jpg)
Great Salespeople …
12. Think “Turnkey.” (It’s always your problem!)
13. Act as “orchestra conductor”: You are responsible for making the whole-damn-network respond. (PERIOD.)
14. Help the customer get to know the vendor’s organization & build up their Rolodex.15. Walk away from bad business. (Even if it gets you fired.)
16. Understand the idea of a “good loss.” (A bold effort that’s sometimes better than a lousy win.)17. Think those who regularly say “It’s all a price issue” suffer from rampant immaturity & shrunken imagination.18. Will not give away the store to get a foot in the door. 19. Are wary & respectful of upstarts—the real enemy.20. Seek several “cool customers”—who’ll drag you into Tomorrowland.
![Page 180: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/180.jpg)
Great Salespeople …
21. Use the word “partnership” obsessively, even though it is way overused. (“Partnership” includes folks at all levels throughout the supply chain.)22. Send thank you notes by the truckload. (NOT E-NOTES.) (Most are for “little things.”) (50% of those notes are sent to those in our company!) Remember birthdays. Use the word “we.” 23. When you look across the table at the customer, think religiously to yourself: “HOW CAN I MAKE THIS DUDE RICH & FAMOUS & GET HIM-HER PROMOTED?” 24. Great salespeople can affirmatively respond to the query in an HP banner ad: HAVE YOU CHANGED CIVILIZATION TODAY?25. Keep your bloody PowerPoint slides simple!
![Page 181: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/181.jpg)
“I don’t know.”
![Page 182: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/182.jpg)
51. Management Role 1: GET OUT OF THE WAY. (Clear the Way.) (“Manager” = Hurdle Removal Professional.)52. Epitaph from Hell: “He Woulda Done Some Truly Cool Stuff … But His Boss Wouldn’t Let Him.”53. Change Takes However Long You Think It Takes. (Eschew … “Incrementalism.”)54. Respect! (Rule 1: Don’t Belittle!)55. “Thank You” Trumps All!
![Page 183: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/183.jpg)
“Ninety percent of what we call ‘management’ consists of making it
difficult for people to get things done.” – P.D.
![Page 184: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/184.jpg)
Joe J. Jones Joe J. Jones 1942 – 2002 1942 – 2002
HE WOULDA DONE SOME HE WOULDA DONE SOME
REALLY COOL STUFF REALLY COOL STUFF
BUT …BUT …
HIS BOSS WOULDN’T LET HIM! HIS BOSS WOULDN’T LET HIM!
![Page 185: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/185.jpg)
“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
![Page 186: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/186.jpg)
“It is impossible to claim that all good teachers use similar techniques: some lecture nonstop
and others speak very little; some stay close to their material and others loose the imagination; some teach with the carrot and others with the stick. But in every instance, good teachers share one trait: a strong sense of personal identity infuses their work. ‘Dr. A is really there when he teaches.’ ‘Mr. B has such enthusiasm for his subject.’ ‘You can tell
that this is really Prof. C’s life.’ ”
Parker Palmer, The Courage to Teach
![Page 187: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/187.jpg)
“The deepest human
need is the need to be appreciated.”
William James
![Page 188: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/188.jpg)
“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]
![Page 189: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/189.jpg)
56. Integrity Matters! Integrity = Credibility. (Dennis K. Is a Jerk.)57. SOFT IS HARD. HARD IS SOFT. (Numbers Are Soft. People Are Not.)58. Try Sunny! (Sunny Begets Sunny. Gloomy Begets Gloomy.)59. DISPENSE ENTHUSIASM!60. FUN …Is Not a 4-Letter Word. So, too … JOY. (And … GRACE.)
![Page 190: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/190.jpg)
“Soft” Is “Hard”
- ISOE
![Page 191: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/191.jpg)
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.]
![Page 193: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/193.jpg)
“A leader is a dealer in hope.”
Napoleon
(+TP’s writing room pics)
![Page 194: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/194.jpg)
Hackneyed but none the less
true: LEADERS SEE CUPS AS “HALF
FULL.”
![Page 195: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/195.jpg)
Half-full Cups: “[Ronald Reagan] radiated an almost transcendent
happiness.”Lou Cannon, George (08.2000)
![Page 196: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/196.jpg)
“My favorite word is grace –
whether it’s amazing grace,
saving grace, grace under
fire, Grace Kelly. How we live contributes to beauty – whether it’s how we treat other people or
the environment.”
Celeste Cooper, designer
![Page 197: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/197.jpg)
Rodale’s on “Grace” …
elegance … charm … loveliness … poetry in motion … kindliness ..
benevolence … benefaction … compassion … beauty
![Page 198: Tom’s 60TIBs* *TIB = This I Believe Version: 08.30.2002.](https://reader038.fdocuments.us/reader038/viewer/2022110401/56649e0b5503460f94af40e3/html5/thumbnails/198.jpg)
The End.