The Challenge: To Create More Value in All Negotiations

The Challenge: To Create More Value in All Negotiations

Tom Peters Excellence: 15H (8H) The Theory of Everything National Business Growth Summit 15 February 2011/Sydney Convention Center

Business has to give people enriching, rewarding lives or it's simply not worth doing. Richard Branson The Moral Basis For & societal Role of

Enterprise. Organizations exist to serve. Period. Leaders live to serve. Period. Why in the World did

An emotional, vital, innovative, joyful, creative, entrepreneurial endeavor that elicits maximum Enterprise* ** (*at its best): concerted human potential in the wholehearted service of others.**

others **Employees, Customers, Suppliers, Communities, Owners, Temporary partners The Memories That Matter. The Memories That Matter The people you developed who went on to stellar accomplishments inside or outside the company.

The (no more than) two or three people you developed who went on to create stellar institutions of their own. The longshots (people with a certain something) you bet on who surprised themselvesand your peers. The people of all stripes who 2/5/10/20 years later say You made a difference in my life, Your belief in me

changed everything. The sort of/character of people you hired in general. (And the bad apples you chucked out despite some stellar traits.) A handful of projects (a half dozen at most) you doggedly pursued that still make you smile and which fundamentally changed the way things are done inside or outside the company/industry. The supercharged camaraderie of a handful of Great Teams aiming to change the world.

Joe J. Jones 1942 2011 Net Worth $21,543,672.48 In a way, the world is a great liar. It shows you it worships and admires money, but at the end of the day it doesnt. It says it adores fame and

celebrity, but it doesnt, not really. The world admires, and wants to hold on to, and not lose, goodness. It admires virtue. At the end it gives its greatest tributes to generosity, honesty, courage, mercy, talents well used, talents that, brought into the world, make it better. Thats what it really admires. Thats what we talk about in eulogies, because thats whats important. We dont say, The thing about

Joe was he was rich! We say, if we can We say, if we can The thing about Joe was he took good care of people. Peggy Noonan, A Lifes Lesson, on the astounding response to the passing of Tim Russert , The Wall Street Journal, June 21-22, 2008

Four [really] First things Before First Things #1 If the regimental commander lost most of his 2nd lieutenants and 1st lieutenants and

captains and majors, it would be a tragedy. If he lost his sergeants it would be a catastrophe. The Army and the Navy are fully aware that success on the battlefield is dependent to an extraordinary degree on its Sergeants and Chief Petty Officers. Does industry have the

same awareness? #1 cause of employee Dis-satisfaction? Employee retention & satisfaction:

Overwhelmingly based on the first-line manager! Source: Marcus Buckingham & Curt Coffman, First, Break All the Rules: What the Worlds Greatest Managers Do Differently E.g.: Do you have the ... ABSOLUTE BEST

TRAINING PROGRAM IN THE INDUSTRY ... (or some subset thereof) for first-line supervisors? Suggested addition to your statement of Core We are obsessed with developing a cadre of 1st line managers that is second to

nonewe understand that this cadre per se is arguably one of our top two or three most important Strategic Assets. Values: #2 XFX = #1*

*Cross-Functional eXcellence Never waste a lunch! % XF lunches* Measure! Monthly! Part of

* evaluation! [The PAs Club.] XFX Social Accelerators.

1. EVERYONEs [more or less] JOB #1: Make friends in other functions! (Purposefully. Consistently. Measurably.) 2. Do lunch with people in other functions!! Frequently!! (Minimum 10% to 25% for everyone? Measured.) 3. Ask peers in other functions for references so you can become conversant in their world. (Its one helluva sign of ... GIVE-A-DAMNism.) 4. Invite counterparts in other functions to your team meetings. Religiously. Ask them to present cool stuff from their world to your group. (B-I-G deal; useful and respectful.) 5. PROACTIVELY SEEK EXAMPLES OF TINY ACTS OF XFX TO

ACKNOWLEDGEPRIVATELY AND PUBLICLY. (Bosses: ONCE A DAY make a short call or visit or send an email of Thanks for some sort of XFX gesture by your folks and some other functions folks.) 6. Present counterparts in other functions awards for service to your group. Tiny awards at least weekly; and an Annual All-Star Supporters [from other groups] Banquet modeled after superstar salesperson banquets. 7. DiscussA SEPARATE AGENDA ITEMgood and problematic acts of cross-functional co-operation at every Team Meeting.

XFX Social Accelerators. 8. When someone in another function asks for assistance, respond with more alacrity than you would if it were the person in the cubicle next to yoursor even more than you would for a key external customer. (Remember, XFX is the key to Customer

Retention which is in turn the key to all good things.) 9. Do not bad mouth ... the damned accountants, the bloody HR guy. Ever. (Bosses: Severe penalties for thisincluding public tongue-lashings.) 10. Get physical!! Co-location may well be the most powerful culture change lever. Physical X-functional proximity is almost a guarantee of remarkably improved co-operationto aid this one needs flexible workspaces that can be mobilized for a team in a flash. 11. Formal evaluations. Everyone, starting with the receptionist,

should have a significant XF rating component in their evaluation. (The XFX Performance should be among the Top 3 items in all managers evaluations.) 12. Demand XF experience for, especially, senior jobs. For example, the U.S. military requires all would-be generals and admirals to have served a full tour in a job whose only goals were crossfunctional achievements. 13. XFX is PERSONAL as well as about organizational effectiveness. PXFX [Personal XFX] is arguably the #1 Accelerant to personal successin terms of organizational career, freelancer/Brand You, or as entrepreneur.

Everyone, starting with the receptionist, should have a significant XFX rating component in their evaluation. (The XFX Performance should be among the Top 3 items in all managers evaluations.)

Formal evaluations. Suggested addition to your statement of Core We will not rest until seamless cross-functional integration/communication has become our primary source of value-added. EXCELLENCE in cross-functional integration

shall become a daily operational passion for 100% of us. Values: Incidentally Womens Negotiating Strengths *Ability to put themselves in their counterparties shoes

*Comprehensive, attentive, and detailed communication style *Empathy that facilitates trust-building *Curious and attentive listening *Less competitive attitude *Strong sense of fairness and ability to persuade *Proactive risk manager *Collaborative decision-making Source: Horacio Falcao, cover story, World Business, Say It Like a

Woman: Why the 21st-century negotiator will need the female touch #3 The doctor interrupts after * *Source: Jerome Groopman, How Doctors Think 18

18 seconds! [An obsession with] Listening is ... the ultimate mark of Respect

Listening is ... Listening is ... Listening is ... Listening is ... Listening is ... Listening is ... Listening is ... the heart and soul of Engagement. the heart and soul of Kindness.

the heart and soul of Thoughtfulness. the basis for true Collaboration. the basis for true Partnership. a Team Sport. a Developable Individual Skill.* (*Though women Listening is ... Listening is ... Listening is ... Listening is ...

the basis for Community. the bedrock of Joint Ventures that work. the bedrock of Joint Ventures that grow. the core of effective Cross-functional Communication* (*Which is in turn Attribute #1 of are far better at it than men.) organizational effectiveness.)

[cont.] . Listening is ... Listening is ... Listening is ... Listening is ... Listening is ...

Listening is ... Listening is ... Listening is ... Listening is ... Listening is ... Listening is ... Listening is ... Listening is ... Listening is ... Listening is ...

Listening is ... Listening is ... the engine of superior EXECUTION. the key to making the Sale. the key to Keeping the Customers Business. Service. the engine of Network development. the engine of Network maintenance. the engine of Network expansion.

Social Networkings secret weapon. Learning. the sine qua non of Renewal. the sine qua non of Creativity. the sine qua non of Innovation. the core of taking diverse opinions aboard. Strategy. Source #1 of Value-added. Differentiator #1. Profitable.* (*The R.O.I. from listening is higher than

that from any other single activity.) Listening is the bedrock which underpins a Commitment to EXCELLENCE Suggested addition to your statement of Core We are Effective Listenerswe treat Listening EXCELLENCE as the

Centerpiece of our Commitment to Respect and Engagement and Community and Growth. Values: *Listening is of the utmost strategic importance! *Listening is a proper

core value ! *Listening is trainable ! *Listening is a !

profession #4 1/8 seconds 20 years Date: 1/1/11 Activity: Boomers start turning 65

Rate: 7.5 per minute/ 10,000 per day/ 4,000,000 per year Duration: 20 years Impacted: EVERYTHING !!!!!!!!!!!!!!!!! People turning 50

today have more than half of their adult life ahead of them. Bill

Novelli, 50+: Igniting a Revolution to Reinvent America 7/1 55+ > 55* *[55-plus] are more active in online finance, shopping and entertainment than those under 55?Forrester Research 44-65: New

Customer Majority Source: Ageless Marketing, David Wolfe & Robert Snyder Marketers attempts at reaching those over 50 have been miserably No markets

motivations and needs are so poorly understood. unsuccessful. Peter Francese, founding publisher, American Demographics Median Household Net Worth

<35: $7K 35-44: $44K 45-54: $83K 55-64: $112K 65-69: $114K 70-74: $120K >74: $100K

Source: U.S. Census Four [really] First things Before First Things Things: Four First Things Before First

Core Values/Surpassing Business Assets/ Sustainable Competitive Advantages 1. EXCELLENCE First-line management cadre as engine of enterprise performance! 2. EXCELLENCE Value-added opportunity #1 through seamless cross-functional integration!

3. EXCELLENCE Strategic listening as peerless enterprise differentiator! 4. EXCELLENCE Seizing the stupendous aging market opportunity! Excellence: The 15H

Theory of Everything 14 February 2011/Tom Peters H1 All you need to know Hilton Hiram Howard

Herb Henry I Henry II Hamel Hill Harley Handy Hartville Heather Hewlett

Hsieh Hillis Conrad Hilton Conrad Hilton, at a gala celebrating his career, What was the most important lesson

youve learned in your long and distinguished career? His answer was asked, remember to tuck the shower curtain inside the

bathtub is Execution strategy. Fred Malek Execution is

a systematic process of rigorously discussing hows and whats, tenaciously following through, and ensuring accountability.

Larry Bossidy & Ram Charan/ Execution: The Discipline of Getting Things Done = (1) sum of Projects Goal (Vision) (2) sum of Milestones =

project (3) rapid Review + Truth-telling = In real life, strategy is actually very straightforward. Pick a general direction and implement like hell. Jack Welch

The art of war does not require complicated maneuvers; the simplest are the best and common sense is fundamental. From which one might wonder how it is generals make blunders; it is because they try to

be clever. Napoleon H3 All you need to know Hilton Hiram Howard Herb

Henry I Henry II Hamel Hill Harley Handy Hartville Helgesen Hewlett Hsieh

Hillis 2 Im always stopping by our at least 25 a week. Im also in other stores

places: Home Depot, Whole Foods, Crate & Barrel. I try to be a sponge to pick up as much as I can. Howard Schultz Source: Fortune, Secrets of Greatness MBW A

Managing By Wandering Around/HP 50%. Un-scheduled. Source: Dov Frohman You = Your calendar*

Dennis, you need a To-dont List ! Dont > Do* * Donting must be systematic > WILLPOWER

If there is any one secret to effectiveness, it is concentration. Effective executives do and they do one thing at a time. first things first

Peter Drucker Its always showtime. David DAlessandro, Career Warfare Being aware of yourself and how you

affect everyone around you is what distinguishes a superior leader. Edie Seashore (Strategy + Business #45) himself? Its more common In fact, the higher up

the ladder a leader climbs, the less accurate his selfassessment is likely to be. The problem is an than you would imagine. H4 All you need to know

Hilton Hiram Howard Herb Henry I Henry II Hamel Hill Harley Handy

Hartville Helgesen Hewlett Hsieh Hillis You have to treat your employees like customers.

Herb Kelleher, upon being asked his secret to success Source: Joe Nocera, NYT, Parting Words of an Airline Pioneer, on the occasion of Herb Kellehers retirement after 37 years at Southwest Airlines (SWAs pilots union took out a full-page ad in USA Today thanking HK for all he had done) ; across the way in Dallas, American

"If you want staff to give great service, give great service to staff." Ari Weinzweig, Zingerman's The path to a hostmanship

culture paradoxically does not go through the guest. In fact it wouldnt be totally wrong to say that the guest has nothing to do with it. True hostmanship leaders focus on their employees. What drives exceptionalism is finding the right people and getting them to love their work and see it as a passion. ... The guest comes into the picture only when you are ready to ask, Would you prefer to stay at a hotel where the staff love their work or where management has made customers its highest priority? We went through the hotel and made a ...

consideration renovation. Instead of redoing bathrooms, dining rooms, and guest rooms, we gave employees new uniforms, bought flowers and Our focus was totally on the staff. They

were the ones we wanted to make happy. fruit, and changed colors. We wanted them to wake up every morning excited about a new day at work. Source: Jan Gunnarsson and Olle Blohm, Hostmanship: The Art of Making People Feel Welcome.

Welcome. Zabars Parking Garage* *Retail Superstars: Inside the 25 Best Independent Stores in America, by George Whalin List 5 (10?) (2?) Zabars garage equivalents

in your organization. We are a Life Success Company. Dave Liniger, founder, RE/MAX No matter what the

situation, [the great managers] first response is always to think about the individual concerned and how things can be arranged to help that individual experience success. Marcus Buckingham, The One Thing You Need to Know

Brand = Talent. Our Mission To develop and manage talent; to apply that talent, throughout the world,

for the benefit of clients; to do so in partnership; to do so with profit. WPP no less than Cathedrals in which the full and

awesome power of the Imagination and Spirit and native Entrepreneurial flair of diverse individuals is unleashed in passionate pursuit of Excellence. Our goal is to serve our customers brilliantly and profitably over the long haul.

Serving our customers brilliantly and profitably over the long haul is a product of brilliantly serving, over the long haul, the people who serve the customer. Hence, our job as leadersthe alpha and the omega and everything in betweenis abetting the sustained growth and success and engagement and enthusiasm and commitment to Excellence of those, one at a time, who directly or indirectly

serve the ultimate customer. Weleaders of every stripeare in the Human Growth and Development and Success and Aspiration to Excellence business. We [leaders] only grow when they [each and every one of our colleagues] are growing. We [leaders] only succeed when they [each and every one of our colleagues]

are succeeding. We [leaders] only energetically march toward Excellence when they [each and every one of our colleagues] are energetically marching 7 Steps to Sustaining Success You take care of the people. The people take care of the service. The service takes care of the customer. The customer takes care of the profit. The profit takes care of the re-investment.

The re-investment takes care of the re-invention. The re-invention takes care of the future. (And at every step the only measure is EXCELLENCE.) 7 Steps to Sustaining Success You take care of the people. The people take care of the service. The service takes care of the customer.

The customer takes care of the profit. The profit takes care of the re-investment. The re-investment takes care of the re-invention. The re-invention takes care of the future. (And at every step the only measure is EXCELLENCE.) The ONE Question: In the last year [3 years, current job],

three people name the whose growth youve most contributed to. Please explain where they were at the beginning of the year, where they are today, and where they are heading in the next 12 months. Please explain in painstaking detail your development strategy in each case. Please tell me

your biggest development disappointmentlooking back, could you or would you have done anything differently? Please tell me about your greatest development triumphand disasterin the last five years. What are the three big things youve learned about helping people grow along the way? Promotion Decisions life and death

decisions Source: Peter Drucker, The Practice of Management A man should never be promoted to a managerial position if his vision focuses on peoples weaknesses rather than on their strengths. Peter Drucker, The Practice of Management

Andrew Carnegies Tombstone Inscription Here lies a man Who knew how to enlist In his service Better men than himself. Source: Peter Drucker, The Practice of Management Development can help great

but if I had a dollar to spend, Id spend 70 cents getting the right person in the door. people be even better

Paul Russell, Director, Leadership and Development, Google the most important aspect of business and yet In short, hiring is

remains woefully misunderstood. Source: Wall Street Journal, 10.29.08, review of Who: The A Method for Hiring, Geoff Smart and Randy Street I cant tell you how many times we passed up hotshots for guys we thought were better people, and watched our guys do a lot better than

the big names, not just in the classroom, but on the fieldand, naturally, after they graduated, too. Again and again, the blue chips faded out, and our little up-and-comers clawed their way to all-conference and All-America teams. Bo Schembechler (and John Bacon), Recruit for Character, Bos Lasting Lessons

four most important words in any The organization are The four most important words in any organization

are What do you think? Source: courtesy Dave Wheeler, posted at tompeters.com What do managers do for a living? Help!

Right? How many of us could call ourselves professional helpers, meaning that we have studiedlike a professional mastering her musical crafthelping? (Not many, Id judge.) Ed Schein: Helping: How to Offer, Give, and Receive Help

Last chapter: 7 principles. E.g.: PRINCIPLE 2: Effective Help Occurs When the Helping Relationship Is Perceived to Be Equitable. PRINCIPLE 4: Everything You Say or Do Is an Intervention that Determines the Future of the Relationship.. PRINCIPLE 5: Effective Helping Begins with Pure Inquiry. PRINCIPLE 6: It Is the Client Who Owns the Problem.* Client

(*Love the idea that the employee is a ! Words matter!! Read a quote from NFL player-turned lawyer-turned professional football coach, calling his players my clients.) Employee as Client! Helping is what we [leaders] do for a living! STUDY/PRACTICE helping as you would neurosurgery! (Helping is your neurosurgery!) Exhibitions of

bravery: All hail the TRAINING department. No company ever Expended too much thought/Effort/ $$ $$ on training!* *ESPECIALLY small company

2X Source: Container Store/Goal: increase average sale per shopper H5 All you need to know Hilton Hiram Howard

Herb Henry I Henry II Hamel Hill Harley Handy Hartville Helgesen Hewlett

Hsieh Hillis Courtesies of a small and trivial character are the ones which strike deepest in the grateful and appreciating heart. Henry Clay, American Statesman (1777-1852)

139,380 former patients from 225 hospitals: Press Ganey Assoc: none of THE top 15 factors

determining Patient Satisfaction referred to patients health outcome. Instead: directly related to Staff Interaction; directly correlated with Employee Satisfaction Source: Putting Patients First, Susan Frampton, Laura Gilpin, Patrick Charmel none!

There is a misconception that supportive interactions require more staff or more time and are therefore more costly. Although labor costs are a substantial part of any hospital budget, the interactions themselves add nothing to the Kindness is free. budget. Listening to patients or answering

their questions costs nothing. It can be argued that negative interactionsalienating patients, being non-responsive to their needs or limiting their sense of controlcan be very costly. Angry, frustrated or frightened patients may be combative, withdrawn and less cooperativerequiring far more time than it would have taken to interact with them initially in a positive way. Source: Putting Patients First, Susan Frampton, Laura Gilpin, Patrick Charmel

(Griffin Hospital/Derby CT; Plantree Alliance) K=R= P Kindness = Repeat business = Profit K = R = P/Kindness = Repeat business = Profit Kindness: Kind. Thoughtful.

Decent. Caring. Attentive. Engaged. Listens well/obsessively. Appreciative. Open. Visible. Honest. Responsive.

On time all the time. Apologizes with dispatch for screwups. Over-reacts to screwups of any magnitude. Professional in all dealings. Optimistic. Understands that kindness to staff breeds kindness to others/outsiders. Applies throughout the supply chain. Applies to 100% of customers staff. Explicit part of values statement.

Basis for evaluation of 100% of our staff. The deepest human need is the need to be appreciated. William James One kind word can

warm three winter months. Japanese Proverb Ladies and gentlemen serving ladies and gentlemen.

Ritz Carlton credo I regard apologizing as the most magical, healing, restorative gesture human beings can make. It is the centerpiece of my work with executives who want to get better. Marshall Goldsmith, What Got You Here Wont Get You There: How Successful People Become

Even More Successful. Relationships (of all varieties) : THERE ONCE WAS A TIME WHEN A

THREE-MINUTE PHONE CALL WOULD HAVE AVOIDED SETTING OFF THE DOWNWARD SPIRAL THAT RESULTED IN A COMPLETE RUPTURE.* *divorce, loss of a BILLION $$$ aircraft sale, etc., etc. THE PROBLEM IS

RARELY/NEVER THE PROBLEM. THE RESPONSE TO THE PROBLEM INVARIABLY ENDS UP BEING THE REAL PROBLEM.* PROBLEM *PERCEPTION IS ALL THERE IS!

Acquire vs. maintain: 5X* *Hence: Service >> Sales (!!) With a new and forthcoming policy on Toro, the lawn mower folks, reduced the average cost of settling a

claim from $115,000 in 1991 to $35,000 in 2008 and the company hasnt been to trial in the last 15 years! apologies Source: John Kador, Effective Apology Will you guys

please come up front. Will you guys please move to the rear. Service > Sales H8

All you need to know Hilton Hiram Howard Herb Henry I Henry II Hamel Hill Harley

Handy Hartville Helgesen Hewlett Hsieh Hillis 2,000,000 7:30A-8:00P.

F12A. 7:30AM = 7:15AM. 8:00PM = 8:15PM. Conveyance: Kingfisher Air Location: Approach to New Delhi May I clean

your glasses, sir? BEGINS (and ENDS) It in the parking

lot* Carls StreetSweeper TGR [Things Gone WRONG-Things Gone RIGHT]

TGRs. Manage em. Measure em. Experiences are as distinct from services as services are

from goods. Joe Pine & Jim Gilmore,The Experience Economy: Work Is Theatre & Every Business a Stage XO* C Xperience Officer

*Chief e All Equal Except At Sony we assume that all products of our competitors have basically the same technology, price, performance Design is the

only thing that differentiates one product from another in the marketplace. and features. Norio Ohga Design is

treated like a religion at BMW. Fortune DESIGN is the principal difference

between love and hate!* Hypothesis: *Not like and dislike Design is never

neutral. D O* C *Chief

Design Officer Beauty. Grace. Clarity. Simplicity. CGRO*

*CGRO/ Chief Grunge Removal Officer (CDC/ Chief of De-Complexification) (CAO/ Chief Anti-systems Officer) (CBSEO/ Chief BS Eradication Officer) H11 All you need to know Hilton Hiram

Howard Herb Henry I Henry II Hamel Hill Harley Handy Hartville Helgesen

Hewlett Hsieh Hillis I am often asked by would-be entrepreneurs seeking escape from life within huge corporate structures, How do I build a small firm for

myself? The answer seems obvious I am often asked by would-be entrepreneurs seeking escape from life within huge corporate structures, How do I build a small firm for myself? The answer seems Buy a very large one and just

wait. obvious: Paul Ormerod, Why Most Things Fail: Evolution, Extinction and Economics Mr. Foster and his McKinsey colleagues collected detailed performance data stretching

back 40 years for 1,000 They found that U.S. companies. none

of the long-term survivors managed to outperform the market. Worse, the longer companies had been in the database, the worse they did. Financial Times Data drawn from the real world attest to a fact that is beyond

Everything in existence tends to deteriorate. our control: Norberto Odebrecht, Education Through Work MittELstand* *agile creatures darting between

the legs of the multinational monsters" (Bloomberg BusinessWeek, 10.10) Larry Janesky Rocks *Basement Systems Inc. (Seymour CT)

*Dry Basement Science (115,000 copies!) *1990: $0; 2003: $13M; 2008: $62,000,000 The Red Carpet

Store (Joel Resnick/Flemington NJ) Hartville Hardware pop <2,500 100,000 square feet (plus catalog, Hartville, Ohio, Web serve location)

Family run One of biggest and best tool merchants in USA Customers from 100s of miles away Renowned semi-annual tool sale (12,000 transactions at recent incarnation) Anchor for 110-independent shops @ Hartville MarketPlace Staff are premier trainers Etc.

Etc. Source: Retail Superstars: Inside the 25 Best Independent Stores in America, America, George Whalin Retail Superstars: Inside the 25 Best Independent Stores in

America by George Whalin Lessons [for Everyone] from Retail Superstars! 1. Courses/Workshops/Demos/Engagement 2. Instructional guides/material/books 3. Events & Events & Events 4. Create Community of customers 5. Destination 6. Women-as-customer

7. Staff selection/training/retention (FANATICISM) 8. Fanaticism/Execution 9. Design/Atmospherics/Ambience 10. Tableaus/Products-in-use 11. Flow/starts & finishes (Disney-like) 12. 100% orchestrated experience/focus: Moments of truth 13. Constant experimentation/Pursue Little BIG Things 14. Social Media/Ongoing conversation with customers 15. Community star

16. Aim high 17. PASSION Billboard ONLY 262 MILES TO BUC-EES YOU CAN HOLD IT.* *If I werent already married, Id have my wedding there. Dallas Morning News Metro blogger

YOU CAN HOLD IT. Be the best. Its the only market thats not crowded.

From: Retail Superstars: Inside the 25 Best Independent Stores in America, George Whalin H12 All you need to know Hilton Hiram Howard Herb

Henry I Henry II Hamel Hill Harley Handy Hartville Heather Hewlett Hsieh

Hillis Forget China, India and the Internet: Economic Growth Is Driven by Women. Source: Headline, Economist

W> 2X (C + I)* *Women now drive the global economy. Globally, they control about $20 trillion in consumer spending, and that figure could climb as high as $28 trillion in the next five years

. Their $13 trillion in total yearly earnings could reach $18 trillion in the same period. In aggregate, women represent a growth market bigger than China and Women are the majority market Fara Warner/The Power of the Purse Women as Decision Makers/Various sources

Home Furnishings Vacations 92% 94% (Adventure Travel 70%/ $55B travel equipment)

91% D.I.Y. 80% Consumer Electronics 51% Cars 68% (influence 90%) Houses (major home projects) (66% home computers)

All consumer purchases Bank Account 83% * 89% 67% Small business loans/biz starts 70%

Health Care 80% Household investment decisions *In the USA women hold >50% managerial positions including >50% purchasing officer positions; hence women also make the majority of commercial purchasing decisions. The Perfect Answer Jill and Jack buy slacks in

black Cases! Cases! Cases! McDonalds (mom-centered to F as majority consumer; not via kids) Home Depot (Do it [everything!] Herself)

P&G (more than F as house cleaner) DeBeers (right-hand rings/$4B) AXA Financial Kodak (women = emotional centers of the household) Nike (> jock endorsements; new def sports; majority consumer) Avon

Bratz (young girls want friends, not a blond stereotype) Source: Fara Warner/The Power of the Purse Women dont buy They

join them. brands. Faith Popcorn, EVEolution 2.6 vs.

21 AS LEADERS, WOMEN RULE: New Studies find

that female managers outshine their male counterparts in almost every measure Power Women 100/Forbes 10.25.10 26 female CEOs of Public Companies: Vs. Men/Market: +28% *

(*Post-appointment) Vs. Industry: +15% *Women *Women *Women *Women

decide. save. spend. rule. Women Beat Men at Art of Investing Source: Headline, Miami Herald, reporting on a study by Profs. Terrance Odean and

(Cause: Guys are in and out of stocks more often; women choose carefully and hold on for the long term) Brad Barber, UC Davis H14 All you need to know

Hilton Hiram Howard Herb Henry I Henry II Hamel Hill Harley Handy

Hartville Heather Hewlett Hsieh Hillis Zappos 10 Corporate Values Deliver

WOW! through service. Embrace and drive change. Create fun and a little weirdness. Be adventurous, creative and open-minded. Pursue growth and learning. Build open and honest relationships with

communication. Build a positive team and family spirit. Do more with less. Be passionate and determined. Be humble. Source: Delivering Happiness, Tony Hsieh, CEO, Zappos.com Insanely Great Steve Jobs

Radically thrilling BMW Astonish me! (Sergei Diaghlev) Build something great! (Hiroshi Yamauchi) Make it immortal!

(David Ogilvy). Raise your sights! Blaze new trails! Compete with the immortals! David Ogilvy, on Ogilvy & Mathers corporate culture Wanted by Ogilvy & Mather

International Trumpeter Swans David Ogilvy You cant behave in a calm, rational manner. Youve got to be out there on

the lunatic fringe. Jack Welch Kevin Roberts Credo 1. Ready. Fire! Aim. 2. 3. 4. 5.

6. 7. 8. 9. If it aint broke ... Break it! Hire crazies. Ask dumb questions. Pursue failure. Lead, follow ... or get out of the way!

Spread confusion. Ditch your office. Read odd stuff. 10. Avoid moderation! There is more than one way to

skin a cat!* REQUIRES *Every project (if youre smart) an outside look by one/some Seriously Weird Cat/s in pursuit of whacked-out options. 14,000 20,000

30 14,000/eBay 20,000/Amazon 30/Craigslist Wheres your Craigs List [WOW!]

option??? The 15H Theory of Everything *Conrad Hilton/Sweat the details!/EXECUTION is Strategy! *Hiram Ulysses Grant/RELENTLESS!!!/OFFENSE!!! *Howard Schultz/MBWA!!!!/Best LISTENER wins! *Herb Kelleher/Its always all about the PEOPLE!!!!!!!!!!!!!!!!!!!! *Henry Clay/Big payoff from SMALL COURTESIES!

*H. Ross Perot/Most TRIES & SCREWUPS are alpha & omega! *Gary Hamel/You are who you HANG OUT with! *Vernon Hill/TGRs! [Things Gone RIGHT]/Little BIG Things! *Harley Davidson/EXPERIENCES to die for!/Feel the LOVE! *Charles Handy/Everything is DESIGN! *Hartville Hardware/MONOPLY through EXCELLENCE! *Heather Schultz/WOMEN buy!/WOMEN roar!/WOMEN rule! *Hewlett Packard/Make our customer a RAGING SUCCESS!

*Tony Hsieh/WOW!/Radically thrilling!/Insanely great! *Danny Hillis/YEOW! The singularity may be upon us! Excellence can be obtained if you: ... care more than others think is wise; ... risk more than others think is safe;

... dream more than others think is practical; ... expect more than others think is possible. Source: Anon. (Posted @ tompeters.com by K.Sriram, November 27, 2006 1:17 AM)

Recently Viewed Presentations

  • ESD Control Experts HBM vs. CDM vs. CBE

    ESD Control Experts HBM vs. CDM vs. CBE

    CDM - Charge Device Model. Most relevant in today's electronic production. Rapidly discharge of energy from a charged device to ground. Dominant discharge on automated operation electronic assembly. Voltage induction to component and tribocharging is a must.
  • TEMPLATE GUIDANCE - soton.ac.uk

    TEMPLATE GUIDANCE - soton.ac.uk

    It removes the need to separately search WebCat and DelphiS. Library Search is the University Library's new search system. It provides a one-search interface across all of our library online and print content and removes the need to separately search...
  • How to give a scientific talk - Lamont-Doherty Earth ...

    How to give a scientific talk - Lamont-Doherty Earth ...

    More formal attire makes you appear more authoritative and you show you care enough to try to look nice. From "Ask Dr. Marty" AnimalLabNews (Jan-Feb 2007) Dark clothes are more powerful than light clothes. Shirts or blouses with collars are...
  • Housing Markets: Setting the Scene Prakash Loungani International

    Housing Markets: Setting the Scene Prakash Loungani International

    "Real estate prices have continued to decline, but the quality of the real estate loan portfolio has remained resilient. Structural measures taken in 2014, such as the tightening of industry self-regulation, higher real estate fees, and tighter macroprudential regulation for...
  • SIXTH EDITION TEN STEPS to IMPROVING COLLEGE READING

    SIXTH EDITION TEN STEPS to IMPROVING COLLEGE READING

    When you are comfortable, close your eyes and put all distracting thoughts out of your mind. Next, tighten all the muscles of your body at once. Do this by pushing your toes together, tightening your buttocks and abdomen, clenching your...
  • Canada in &quot;The Great Depression&quot; The Causes of the Great ...

    Canada in "The Great Depression" The Causes of the Great ...

    Canada in "The Great Depression" The Causes of the Great Depression in Canada Drought in the Prairies In 1929, a terrible drought began that lasted nearly 10 years. Crops dried up and the soil turned to dust; the wind then...
  • America Becomes A Colonial Power

    America Becomes A Colonial Power

    Commercial/Business Interests 2. Military/Strategic Interests Alfred T. Mahan The Influence of Sea Power on History: 1660-1783 Mahan's book stated all great nations had a large navy The Great White Fleet: 1907 "the Anglo-Saxon is divinely commissioned to be … his...
  • Chapter 24 THE NEW ERA The Conflicting  Zeitgeist