Tom Peters’ Re-Imagine! Excellence in a Disruptive Age SOUTHDIV NAVFAC/ Charleston/10March2005.
Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers...
-
Upload
camron-fitzgerald -
Category
Documents
-
view
216 -
download
0
Transcript of Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers...
![Page 1: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/1.jpg)
Tom Peters’
Re-Imagine!Business Excellence in a Disruptive Age
Mortgage Bankers Association/04.07.2003
![Page 2: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/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 Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/3.jpg)
“Uncertainty is the only thing to be sure of.” —Anthony Muh,
head of investment in Asia, Citigroup Asset management (FT/03.27.2003)
![Page 4: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/4.jpg)
“IT MAY SOMEDAY BE SAID THAT THE 21ST CENTURY BEGAN ON SEPTEMBER 11, 2001. …
“Al-Qaeda represents a new and profoundly dangerous kind of
organization—one that might be called a ‘virtual state.’ On September 11 a virtual
state proved that modern societies are vulnerable as never before.”—Time/09.09.2002
![Page 5: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/5.jpg)
From: Weapon v. Weapon
To: Org structure v. Org structure
![Page 6: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/6.jpg)
“Our military structure today is essentially one
developed and designed by Napoleon.”
Admiral Bill Owens, former Vice Chairman, Joint Chiefs of Staff
![Page 7: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/7.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 &
René Tissen, Zero Space: Moving Beyond Organizational Limits.
![Page 8: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/8.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 9: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/9.jpg)
“Dawn Meyerreicks, CTO of the Defense Intelligence Systems Agency, made one of the most fateful military calls of the 21st century. After 9/11 … her office
quickly leased all the available transponders covering Central Asia. The implications should change everything about U.S. military thinking in the
years ahead.
“The U.S. Air Force had kicked off its fight against the Taliban with an ineffective bombing campaign, and Washington was anguishing over whether to send in a few Army divisions. Donald Rumsfeld told Gen. Tommy Franks to
give the initiative to 250 Special Forces already on the ground. They used satellite phones, Predator surveillance drones, and GPS- and laser-based
targeting systems to make the air strikes brutally effective.
“In effect, they ‘Napsterized’ the battlefield by cutting out the middlemen (much of the military’s command and control) and working directly with the
real players. … The data came in so fast that HQ revised operating procedures to allow intelligence analysts and attack planners to work directly
together. Their favorite tool, incidentally, was instant messaging over a secure network.”—Ned Desmond/“Broadband’s New Killer App”/Business
2.0/ OCT2002
![Page 10: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/10.jpg)
“The mechanical speed of combat vehicles has not
increased since Rommel’s day, so the difference is all in the
operational speed, faster communications and faster
decisions.” —Edward Luttwak, on the unprecedented pace of the move toward
Bagdad
![Page 11: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/11.jpg)
“A Big Electronics Show Is All About
Connections” —headline, New York Times/ 01.13.2003/
Consumer Electronics Show > COMDEX
![Page 12: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/12.jpg)
“Our entire facility is digital. No paper, no film, no medical records. Nothing. And it’s all integrated—from
the lab to X-ray to records to physician order entry. Patients don’t have to wait for anything. The information from the physician’s office is in
registration and vice versa. The referring physician is immediately sent an email telling him his patient has
shown up. … It’s wireless in-house. We have 800 notebook computers that are wireless. Physicians can walk around with a computer that’s pre-programmed. If the physician wants, we’ll go out and wire their house
so they can sit on the couch and connect to the network. They can review a chart from 100 miles away.
—David Veillette, CEO. Indiana Heart Hospital (Healthleaders/12.2002)
![Page 13: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/13.jpg)
“If early soldiers idealized Napoleon or Patton, network-centric warriors
admire Wal*Mart, where point-of-sale-scanners share information on a near real-time basis with suppliers and also produce data that is mined to help leaders develop new strategic or tactical plans. Wal*Mart is an example of translating information into
competitive advantage.”—Tom Stewart, Business 2.0
![Page 14: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/14.jpg)
Eric’s Army
Flat.Fast.Agile.Adaptable.Light … But Lethal.Brand You/ Talent/ “I Am An ARMY Of One.”Info-intense.Network-centric.
![Page 15: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/15.jpg)
“Float like a butterfly.
Sting like a bee.” —Ali
![Page 16: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/16.jpg)
1. The Destruction Imperative.
![Page 17: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/17.jpg)
“It is generally much easier to kill an
organization than change it
substantially.” Kevin Kelly, Out of Control
![Page 18: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/18.jpg)
“Wealth in this new regime flows directly from innovation, not
optimization. That is, wealth is not gained by perfecting the known,
but by imperfectly seizing the unknown.”
Kevin Kelly, New Rules for the New Economy
![Page 19: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/19.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 20: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/20.jpg)
“Mr. Foster and his McKinsey colleagues collected detailed
performance data stretching back 40 years for 1,000 U.S. companies. They
found that 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/11.28.2002
![Page 21: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/21.jpg)
“It’s just a fact: Survivors underperform.”
—Dick Foster
![Page 22: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/22.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 23: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/23.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 24: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/24.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 25: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/25.jpg)
“Acquisitions are about buying market share.
Our challenge is to create markets. There is a big difference.”
Peter Job, CEO, Reuters
![Page 26: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/26.jpg)
“The Industrial Revolution was about scale: vast factory complexes, skyscrapers and railway
grids concentrating power in the hands of rulers of large territories: not only responsible rulers such as Bismarck and Disraeli, but Hitler and Stalin too. But the post-Industrial Revolution
empowers any one with a cellular phone and a bag of explosives. America’s military superiority
guarantees that such new adversaries will not fight according to our notions of fairness: they will come at us by surprise, asymmetrically, at our weakest points.” —Robert Kaplan, Warrior Politics
![Page 27: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/27.jpg)
No Wiggle Room!
“Incrementalism is innovation’s worst enemy.”
Nicholas Negroponte
![Page 28: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/28.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 29: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/29.jpg)
Jim & Tom. Joined at the
hip. Not.
![Page 30: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/30.jpg)
Huh?
“Quiet, workmanlike, stoic leaders bring about the big
transformations.”--JC
![Page 31: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/31.jpg)
Pastels?
T. Paine/P. Henry/A. Hamilton/T. Jefferson/B. FranklinA. Lincoln/U. S. Grant/W. T. Sherman
TR/FDR/LBJ/RR/JFKM.L. King
C. de GaulleM. Gandhi
W. ChurchillM. Thatcher
PicassoMozart
Copernicus/Newton/EinsteinJ. Welch/L. Gerstner/L. Ellison/B. Gates/S. Ballmer/S. Jobs/S.
McNealyA. Carnegie/J. P. Morgan/H. Ford/J.D. Rockefeller/T. A. Edison
![Page 32: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/32.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 33: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/33.jpg)
“The difficulties … arise from the inherent conflict between the need to control existing operations and the need to create the kind of environment that will permit new ideas to flourish—and old ones to die a
timely death. … We believe that most corporations will find it impossible to
match or outperform the market without abandoning the assumption of continuity. … The current apocalypse—the transition from a state of continuity to state of discontinuity—Has the same suddenness [as the trauma that beset civilization in
1000 A.D.]”
Richard Foster & Sarah Kaplan, “Creative Destruction” (The McKinsey Quarterly)
![Page 34: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/34.jpg)
Boyd
![Page 35: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/35.jpg)
OODA Loop/Boyd Cycle“Unraveling the competition”/ Quick Transients/ Quick Tempo (NOT JUST
SPEED!)/ Agility/ “So quick it is disconcerting” (adversary over-reacts or under-reacts)/ “Winners used tactics that caused the enemy to unravel before the
fight” (NEVER HEAD TO HEAD)
BOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram)
![Page 36: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/36.jpg)
“Blitzkrieg is far more than lightning thrusts that most people think of
when they hear the term; rather it was all about high operational tempo
and the rapid exploitation of opportunity.”/ “Arrange the mind of
the enemy.”—T.E. Lawrence/ “Float like a butterfly, sting like a
bee.”—Ali
BOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram)
![Page 37: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/37.jpg)
“Maneuverists”
BOYD: The Fighter Pilot Who Changed the Art of War (Robert Coram)
![Page 38: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/38.jpg)
2. IS/ IT/ Web … “On the
Bus” or “Off the Bus.”
![Page 39: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/39.jpg)
108 X 5vs.
8 X 1= 540 vs. 8 (-98.5%)
![Page 40: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/40.jpg)
“The coefficient of friction associated with the grunge of business
is amazing!”Michael Schrage
![Page 41: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/41.jpg)
E.g. …
Jeff Immelt: 75% of “admin, back room, finance” “digitalized” in
3 years.
Source: BW (01.28.02)
![Page 42: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/42.jpg)
100 square feet
![Page 43: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/43.jpg)
Impact No. 1/ Logistics &
Distribution: Wal*Mart … Dell … Amazon.com …
Autobytel.com … FedEx … UPS … Ryder … Cisco … Etc. … Etc.
… Ad Infinitum.
![Page 44: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/44.jpg)
Autobytel: $400.
Wal*Mart: 13%.Source: BW(05.13.2002)
![Page 45: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/45.jpg)
From: Supply-chain Optimization
To: Design-chain Optimization
Source: Cadence Design Systems
![Page 46: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/46.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 47: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/47.jpg)
Jargon Bath!
Bureaucracy free …Systemically integrated …
Internet intense …Knowledge based …
Time and location free …“Instantly” responsive …
Customer centric …Mass customization enabled.
![Page 48: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/48.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 49: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/49.jpg)
Message: eCommerce is not a technology play! It is a
relationship, partnership, organizational and
communications play, made possible by new
technologies.
![Page 50: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/50.jpg)
Message: There is no such thing as an effective B2B or
Internet-supply chain strategy in a low-trust,
bottlenecked-communication, six-layer
organization.
![Page 51: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/51.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 52: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/52.jpg)
Read It Closely: “We don’t sell
insurance anymore. We sell speed.”
Peter Lewis, Progressive
![Page 53: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/53.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 54: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/54.jpg)
I’net …
… allows you to dream dreams
you could never have dreamed
before!
![Page 55: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/55.jpg)
“Don’t rebuild. Reimagine.”
The New York Times Magazine on the future of the WTC space in Lower Manhattan/09.08.2002
![Page 56: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/56.jpg)
“Suppose—just suppose—that the Web is a new world we’re just beginning to inhabit. We’re like the earlier European settlers in the United States, living on the
edge of the forest. We don’t know what’s there and we don’t know exactly what we need to do to find out: Do we pack mountain climbing gear, desert wear, canoes, or all three? Of course while the settlers may not have
known what the geography of the New World was going to be, they at least knew that there was a geography. The Web, on the other hand, has no
geography, no landscape. It has no distance. It has nothing natural in it. It has few rules of behavior and fewer lines of authority. Common sense doesn’t hold
here, and uncommon sense hasn’t yet emerged.” David Weinberger, Small Pieces Loosely Joined
![Page 57: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/57.jpg)
“The e-conomy is one of re-intermediation, where new
technologies make it possible to radically increase complexity and
efficiency with the introduction of new marketplaces. In these markets, value
chains constantly reorganize as the demands of the consumer and
business change.”Thomas Koulopoulos, Delphi Group
![Page 58: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/58.jpg)
Case: CRM
![Page 59: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/59.jpg)
“CRM has, almost universally, failed
to live up to expectations.”
Butler Group (UK)
![Page 60: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/60.jpg)
No! No! No! FT: “The aim [of CRM] is to make customers feel as they did in the pre-
electronic age when service was more personal.”
Rebuttal: (1) Service sucked in the “pre-electronic” age. (2) NewGen believes in the screen! (So do I.)
![Page 61: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/61.jpg)
CGE&Y (Paul Cole): “Pleasant
Transaction” vs. “Systemic Opportunity.” “Better job
of what we do today” vs. “Re-think overall
enterprise strategy.”
![Page 62: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/62.jpg)
Here We Go Again: Except It’s Real This Time!
Bank online: 24.3M (10.2002); 2X Y2000.
Wells Fargo: 1/3rd; 3.3M; 50% lower attrition
rate; 50% higher growth in balances than off-line; more likely to cross-purchase; “happier and
stay with the bank much longer.”
B of A: 4M of 15M (“… way beyond the early adopters”).
Source: The Wall Street Journal/10.21.2002
![Page 63: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/63.jpg)
3. The “PSF Solution”:
The Professional Service Firm Model.
![Page 64: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/64.jpg)
Answer: PSF![Professional Service Firm]
Department Head
to …
Managing Partner, HR [IS, etc.] Inc.
![Page 65: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/65.jpg)
TP to NAPM: You are the …
Rock Stars of the
B2B Age!
![Page 66: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/66.jpg)
Sarah: “ Daddy, what do you do?”
Daddy: “I’m a ‘cost center.’ ”
![Page 67: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/67.jpg)
eHR*/PCC***All HR on the Web
**Productivity Consulting Center
Source: E-HR: A Walk through a 21st Century HR Department, John Sullivan, IHRIM
![Page 68: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/68.jpg)
Model PSF …
![Page 69: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/69.jpg)
(1) Translate ALL departmental activities into discrete W.W.P.F. “Products.”(2) 100% go on the Web.
(3) Non-awesome are outsourced (75%??).
(4) Remaining “Centers of Excellence” are retained & leveraged to the hilt!
![Page 70: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/70.jpg)
“Typically in a mortgage company or financial services company, ‘risk
management’ is an overhead, not a revenue
center. We’ve become more than that.
We pay for ourselves, and we actually make money for the company.”—Frank Eichorn,
Director of Credit Risk Data Management Group, Wells Fargo Home Mortgage (Source: sas.com)
![Page 71: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/71.jpg)
4. The Heart of the Value
Added Revolution: PSFs Unbound/ The
“Solutions Imperative.”
![Page 72: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/72.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 73: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/73.jpg)
“Customers will try ‘low cost
providers’ … because the Majors have not
given them any clear reason not to.”
Leading Insurance Industry Analyst
![Page 74: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/74.jpg)
“The Internet is the most effective profit-killer on earth … it stimulates a TRUE
FREE MARKET; and a real free market is the most dangerous of marketplaces for
companies selling the SAME OLD STUFF. To those with COURAGE, free markets are
great—they help kill off the deadwood competitors who don’t have the courage
to change—making way for them to LEVERAGE their DRAMATIC DIFFERENCE
into profitable growth.”—Doug Hall
![Page 75: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/75.jpg)
The Big Day!
![Page 76: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/76.jpg)
09.11.2000: HP bids
$18,000,000,000for
PricewaterhouseCoopersconsulting business!
![Page 77: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/77.jpg)
“These days, building the best server isn’t enough. That’s the
price of entry.”Ann Livermore, Hewlett-Packard
![Page 78: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/78.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 79: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/79.jpg)
“We want to be the air traffic
controllers of electrons.”
Bob Nardelli, GE Power Systems
![Page 80: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/80.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 81: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/81.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 82: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/82.jpg)
5. A World of Scintillating/
Awesome/ WOW “Experiences.”
![Page 83: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/83.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 84: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/84.jpg)
“The [Starbucks] Fix” Is on …
“We have identified a ‘third place.’ And I really believe that sets us apart. The third place is
that place that’s not work or home. It’s the place our
customers come for refuge.”Nancy Orsolini, District Manager
![Page 85: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/85.jpg)
“Club Med is more than just a ‘resort’; it’s a means of rediscovering oneself, of inventing an
entirely new ‘me.’ ”
Source: Jean-Marie Dru, Disruption
![Page 86: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/86.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 87: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/87.jpg)
WHAT CAN BROWN DO FOR YOU?
![Page 88: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/88.jpg)
From “Service’ to “Cause”
7X. 730A-800P. F12A.*
*Plus: WOW Department’” “Kill a Stupid Rule” contests, etc. 2001R: 34%; P: 29%; ’90-’00: 2,048%. Commerce
Bank/NJ ($10B). Source: FC05.02.
![Page 89: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/89.jpg)
The “Experience Ladder”
Experiences Services
Goods Raw Materials
![Page 90: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/90.jpg)
It’s All About EXPERIENCES: “Trapper” to “Wildlife Damage-control Professional”
Trapper: <$20 per beaver pelt.
WDCP: $150/“problem beaver”; $750-$1,000 for flood-control
piping … so that beavers can stay.
Source: WSJ/05.21.2002
![Page 91: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/91.jpg)
6. “It” all adds up
to … THE BRAND.
![Page 92: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/92.jpg)
The Heart of Branding …
![Page 93: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/93.jpg)
“WHO ARE WE?”
![Page 94: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/94.jpg)
“WHAT’S OUR
STORY?”
![Page 95: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/95.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 96: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/96.jpg)
“Apple opposes, IBM solves, Nike exhorts,
Virgin enlightens, Sony dreams, Benetton
protests. … Brands are not nouns but verbs.”
Source: Jean-Marie Dru, Disruption
![Page 97: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/97.jpg)
“EXACTLY HOW ARE WE
DRAMATICALLY DIFFERENT?”
![Page 98: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/98.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:
See the next slide.)
Source: Jump Start Your Business Brain, Doug Hall
![Page 99: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/99.jpg)
“You do not merely want to be the best of the best. You
want to be considered the only ones who do
what you do.”
Jerry Garcia
![Page 100: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/100.jpg)
“WHY DOES IT MATTER TO
THE CLIENT?”
![Page 101: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/101.jpg)
“EXACTLY HOW DO I PASSIONATELY CONVEY THAT
DRAMATIC DIFFERENCE TO THE
CLIENT ?”
![Page 102: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/102.jpg)
Branding: Is-Is Not “Table”
TNT is not: TNT is: TNT is not:
Juvenile Contemporary Old-fashioned
Mindless Meaningful Elitist
Predictable Suspenseful Dull
Frivolous Exciting Slow
Superficial Powerful Self-important
![Page 103: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/103.jpg)
7. Toward Work that Matters: The
WOW Project.
![Page 104: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/104.jpg)
“Reward excellent failures. Punish
mediocre successes.”
Phil Daniels, Sydney exec
![Page 105: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/105.jpg)
8. Boss Job One:
The Talent Obsession.
![Page 106: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/106.jpg)
“When land was the scarce resource, nations battled
over it. The same is happening now for talented people.”
Stan Davis & Christopher Meyer, futureWEALTH
![Page 107: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/107.jpg)
Age of AgricultureIndustrial Age
Age of Information IntensificationAge of Creation Intensification
Source: Murikami Teruyasu, Nomura Research Institute
![Page 108: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/108.jpg)
Brand = Talent.*
*Duh.
![Page 109: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/109.jpg)
Talent!
Tina Brown: “The first thing to do is to hire enough
talent that a critical mass of excitement starts to
grow.”Source: Business2.0/12.2002-01.2003
![Page 110: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/110.jpg)
Model 25/8/53
Sports Franchise GM*
*48 = $500M
![Page 111: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/111.jpg)
PARC’s Bob Taylor:
“Connoisseur of Talent”
![Page 112: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/112.jpg)
Les Wexner: From sweaters to people!
![Page 113: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/113.jpg)
“In most companies, the Talent Review Process is a farce. At GE, Jack Welch and his two top HR people visit each division
for a day. They review the top 20 to 50 people by name. They talk about Talent Pool strengthening issues. The Talent
Review Process is a contact sport at GE; it has the intensity and the importance of the budget process at most companies.”—Ed
Michaels
![Page 114: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/114.jpg)
“We believe companies can increase their market cap 50 percent in 3 years. Steve
Macadam at Georgia-Pacific changed 20 of his 40 box plant managers to put
more talented, higher paid managers in charge. He increased profitability from $25 million to $80 million
in 2 years.”
Ed Michaels, War for Talent
![Page 115: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/115.jpg)
“Differentiation is all about being extreme, rewarding the best and
weeding out the ineffective. … You build strong teams by treating
individuals differently. Just look at the way baseball teams pay 20-
game winning pitchers and 40-plus homerun hitters.”—Jack Welch
![Page 116: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/116.jpg)
“Top performing companies are two to four times more likely
than the rest to pay what it takes to prevent losing
top performers.”
Ed Michaels, War for Talent (05.17.00)
![Page 117: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/117.jpg)
“Why focus on these late teens and twenty-
somethings? Because they are the first young who are both in a position to change the world, and are actually doing so. … For the first time in history,
children are more comfortable, knowledgeable and literate than their parents about an
innovation central to society. … The Internet has triggered the first industrial revolution in history
to be led by the young.”
The Economist [12/2000]
![Page 118: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/118.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 119: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/119.jpg)
Duh!“We want our associate population to mirror our
customer population at every level, from the executive suite all the way to the retail floor. In the marketplace, basically what I want to do is draw a concentric circle around every one of our 2,300 stores, and I want the assortment in that store to match the ethnicity of the
neighborhood it’s in. Some neighborhoods are all Hispanic, so we can put in a full Hispanic format. That’s
what Super Saver is. All the signage is in both languages. There’s a 100 percent Spanish-speaking
staff in the store.”—Larry Johnston, CEO, Albertson’s
![Page 120: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/120.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 121: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/121.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 122: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/122.jpg)
“TAKE THIS QUICK QUIZ: Who manages more things at once? Who puts more effort into their appearance? Who usually takes care of the details? Who finds it
easier to meet new people? Who asks more questions in a conversation? Who is a better
listener? Who has more interest in communication skills? Who is more inclined to get involved?
Who encourages harmony and agreement? Who has better intuition? Who works with a longer ‘to do’ list? Who enjoys a recap to the day’s events? Who is
better at keeping in touch with others?”
Source: Selling Is a Woman’s Game: 15 Powerful Reasons Why Women Can Outsell Men, Nicki Joy & Susan Kane-Benson
![Page 123: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/123.jpg)
“Investors are looking more and more for a relationship with their financial
advisers. They want someone they can trust, someone who listens. In my experience, in general,
women may be better at these relationship-building skills than are
men.”
Hardwick Simmons, CEO, Prudential Securities
![Page 124: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/124.jpg)
Opportunity!
U.S. G.B. E.U. Ja.
M.Mgt. 41% 29% 18% 6%
T.Mgt. 4% 3% 2% <1%
Peak Partic. Age 45 22 27 19
% Coll. Stud. 52% 50% 48% 26%
Source: Judy Rosener, America’s Competitive Secret
![Page 125: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/125.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 126: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/126.jpg)
“The A students work
for the B students. The
C students run the
business. The D students dedicate the buildings.” —Assertion to Kinko’s founder
Paul Orfalea from his Mom (Fortune/05.13.02)
![Page 127: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/127.jpg)
Ye gads: “Thomas Stanley has not only found no correlation between success in school and an
ability to accumulate wealth, he’s actually found a negative correlation. ‘It seems that school-
related evaluations are poor predictors of economic success,’ Stanley concluded. What did predict success was a willingness to take risks.
Yet the success-failure standards of most schools penalized risk takers. Most educational
systems reward those who play it safe. As a result, those who do well in school find it hard to
take risks later on.”Richard Farson & Ralph Keyes, Whoever Makes the Most Mistakes Wins
![Page 128: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/128.jpg)
MantraM3
Talent = Brand
![Page 129: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/129.jpg)
What’s your company’s …
EVP?Employee Value Proposition, per Ed
Michaels et al., The War for Talent
![Page 130: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/130.jpg)
EVP = Challenge, professional growth, respect, satisfaction, opportunity, reward
Source: Ed Michaels et al., The War for Talent
![Page 131: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/131.jpg)
Talent’s “Big Two” Rules
GREAT Finance Dept. = GREAT Football Team
DIFFERENCES Among Cello Players = DIFFERENCES
Among Hotel GMs
![Page 132: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/132.jpg)
9. THINK WEIRD … the HVA/ High Value
Added Bedrock.
![Page 133: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/133.jpg)
“We are crazy. We should do something when people say it is
‘crazy.’ If people say something is ‘good’, it
means someone else is already doing it.”
Hajime Mitarai, Canon
![Page 134: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/134.jpg)
THINK WEIRD: The High Standard
Deviation Enterprise.
![Page 135: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/135.jpg)
Saviors-in-Waiting
Disgruntled CustomersOff-the-Scope Competitors
Rogue EmployeesFringe Suppliers
Wayne Burkan, Wide Angle Vision: Beat the Competition by Focusing on Fringe Competitors, Lost Customers, and Rogue Employees
![Page 136: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/136.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 137: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/137.jpg)
“If you worship at the throne of the voice of the customer, you’ll get only
incremental advances.”Joseph Morone, President,
Bentley College
![Page 138: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/138.jpg)
“The future has already happened. It’s
just not evenly distributed.”
Adrian Slywotzky
![Page 139: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/139.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 140: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/140.jpg)
Employees: “Are there enough weird
people in the lab these days?”
V. Chmn., pharmaceutical house, to a lab director (06.01)
![Page 141: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/141.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 142: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/142.jpg)
Top-performing Companies
“Extremely contentious boards that regard
dissent as an obligation and that treat no subject as undiscussable” —Jeffrey
Sonnenfeld, Yale School of Management
![Page 143: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/143.jpg)
WE BECOME WHO WE
HANG WITH!
![Page 144: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/144.jpg)
Big Idea/s
V.C. GM
PortfolioRoster
![Page 145: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/145.jpg)
Successful Businesses’ Dozen Truths: TP’s 30 Year Perspective
1. Insanely Great & Quirky Talent.2. Disrespect for Tradition.3. Totally Passionate (to the Point of Irrationality) Belief in What We Are Here to Do.4. Utter Disbelief at the Bullshit that Marks “Normal Industry Behavior.”5. A Maniacal Bias for Execution … and Utter Contempt for Those Who Don’t “Get It.”6. Speed Demons.7. Up or Out. (Meritocracy Is Thy Name. Sycophancy Is Thy Scourge.)8. Passionate Hatred of Bureaucracy.9. Willingness to Lead the Customer … and Take the Heat Associated Therewith. (Mantra: Satan Invented Focus Groups to Derail True Believers.)10. “Reward Excellent Failures. Punish Mediocre Successes.” 11. Courage to Stand Alone on One’s Record of Accomplishment Against All the Forces of Conventional Wisdom.12. A Crystal Clear Understanding of Brand Power.
![Page 146: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/146.jpg)
10. Trends:
Women Roar.
![Page 147: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/147.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 148: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/148.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 149: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/149.jpg)
1970-1998
Men’s median income: +0.6%Women’s median income: + 63%
Source: Martha Barletta, Marketing to Women
![Page 150: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/150.jpg)
91% women: ADVERTISERS DON’T
UNDERSTAND US. (58% “ANNOYED.”)
Source: Greenfield Online for Arnold’s Women’s Insight Team (Martha Barletta, Marketing to Women)
![Page 151: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/151.jpg)
Carol Gilligan/ In a Different Voice
Men: Get away from authority, familyWomen: Connect
Men: Self-orientedWomen: Other-oriented
Men: RightsWomen: Responsibilities
![Page 152: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/152.jpg)
“Women speak and hear a language of connection and intimacy, and men
speak and hear a language of status and independence. Men communicate to obtain information, establish their
status, and show independence. Women communicate to create
relationships, encourage interaction, and exchange feelings.”
Judy Rosener, America’s Competitive Secret
![Page 153: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/153.jpg)
FemaleThink/ Popcorn
“Men and women don’t think the same way, don’t communicate the same
way, don’t buy for the same reasons.”
“He simply wants the transaction to take place. She’s interested in
creating a relationship. Every place women go, they make
connections.”
![Page 154: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/154.jpg)
Women's View of Male Salespeople
Technically knowledgeable; assertive; get to the point; pushy;
condescending; insensitive to women’s needs.
Source: Judith Tingley, How to Sell to the Opposite Sex (Martha Barletta, Marketing to Women)
![Page 155: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/155.jpg)
Editorial/Men: Tables, rankings.*
Editorial/Women: Narratives that cohere.*
TP/Furniture: “Tech Specs” vs. “Soul.” **
*Redwood (UK)**High Point furniture mart (04.2002)
![Page 156: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/156.jpg)
Initiate Purchase
Men: Study “facts & features.”
Women: Ask lots of people for input.
Source: Martha Barletta, Marketing to Women
![Page 157: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/157.jpg)
Read This Book …
EVEolution: The Eight Truths of Marketing to Women
Faith Popcorn & Lys Marigold
![Page 158: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/158.jpg)
EVEolution: Truth No. 1
Connecting Your Female Consumers to Each
Other Connects Them to Your Brand
![Page 159: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/159.jpg)
“The ‘Connection Proclivity’ in women starts early. When asked,
‘How was school today?’ a girl usually tells her mother every
detail of what happened, while a boy might grunt, ‘Fine.’ ”
EVEolution
![Page 160: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/160.jpg)
“Women don’t buy
brands. They join them.”
EVEolution
![Page 161: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/161.jpg)
Not!“Year of the
Woman”
![Page 162: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/162.jpg)
Enterprise Reinvention!
RecruitingHiring/Rewarding/Promoting
Structure Processes
MeasurementStrategyCulture Vision
Leadership
THE BRAND ITSELF!
![Page 163: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/163.jpg)
“Honey, are you sure you have
the kind of money it takes to
be looking at a car like this?”
![Page 164: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/164.jpg)
STATEMENT OF PHILOSOPHY: I am a businessperson. An analyst. A pragmatist. The enormous social good of increased women’s
power is clear to me; but it is not my bailiwick. My “game” is haranguing business leaders
about my fact-based conviction that women’s increasing power – leadership skills
and purchasing power – is the strongest and most dynamic force at work in the American
economy today. Dare I say it as a long-time Palo Alto resident … THIS IS EVEN BIGGER THAN
THE INTERNET!
Tom Peters
![Page 165: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/165.jpg)
Psssst! Wanna see my “porn” collection?
![Page 166: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/166.jpg)
F.Y.I.
![Page 167: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/167.jpg)
“Women Beat Men at Art of Investing”
Source: Miami Herald, reporting on a study by Profs. Terrance Odean and Brad Barber, UC Davis (Cause: Guys are “in and out” of
stocks more often; women choose carefully and hold on for the long term)
![Page 168: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/168.jpg)
Investment Club Returns
Women-only clubs 1997 … 17.9%Mixed … 17.3%
Men-only … 15.6%
Source: National Assoc. Investors
![Page 169: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/169.jpg)
Value Line: Top State* Investment Clubs 2000
8 … All male19 … Coed
22 … All FEMALE
* VT & Maine not included; D.C. included
![Page 170: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/170.jpg)
JBQ: Stop Treating Women Investors Like Idiots!
“Why all this focus on women and our lack of investment guts? A far greater problem, it seems to
me, is trigger-happy speculation, mostly by men. The kind of guys whose family savings went south
with the dot-coms. Imagine a list of their money mistakes: Shoot from the hip. Overtrade their
accounts. Believe they’re smarter than the market. Think with their mouse rather than their brain.
Praise their own genius when stocks go up. Hide their mistakes from their wives.”
Source: Newsweek 01.08.01
![Page 171: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/171.jpg)
1. Men and women are different.2. Very different.3. VERY, VERY DIFFERENT.4. Women & Men have a-b-s-o-l-u-t-e-l-y nothing in common.4. Women buy lotsa stuff.5. WOMEN BUY A-L-L THE STUFF.6. Women’s Market = Opportunity No. 1.7. Men are (STILL) in charge.8. MEN ARE … TOTALLY, HOPELESSLY CLUELESS ABOUT WOMEN.9. Women’s Market = Opportunity No. 1.10. NO SHIT.
![Page 172: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/172.jpg)
“Customer is King”: 4,440
“Customer is Queen”: 29
Source: Steve Farber/Google search/04.2002
![Page 173: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/173.jpg)
11. The Passion
Imperative: Leading in Totally Screwed
Up Times
![Page 174: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/174.jpg)
The Urgency Factor: LEADERS … have a distorted
sense of time. (E.g.:
Rummy thinks he asked months ago … it was the day before yesterday.)
![Page 175: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/175.jpg)
“If things seem under control, you’re just not
going fast enough.”
Mario Andretti
![Page 176: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/176.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 177: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/177.jpg)
“The lesson is the importance of
relentless readjustment. At Microsoft they never get it right,
but they’re constantly, relentlessly adjusting. And somehow, through
constant readjustment practice over time, they gradually weave
their way to the right place.” —George Colony, Forrester Research
![Page 178: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/178.jpg)
“To Don’t ” List
![Page 179: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/179.jpg)
Danger: S.I.O. (Strategic
Initiative Overload)
![Page 180: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/180.jpg)
33 Division Titles. 26 League Pennants. 14
World Series: Earl Weaver—0. Tom Kelly—0. Jim Leyland—0.
Walter Alston—1AB. Tony LaRussa—132 games, 6 seasons. Tommy Lasorda—P, 26 games. Sparky
Anderson—1 season.
![Page 181: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/181.jpg)
Hackneyed but none the less
true: LEADERS SEE CUPS AS “HALF
FULL.”
![Page 182: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/182.jpg)
JackWorld/1@T: (1) Neutron Jack. (Banish bureaucracy.) (2) “1, 2 or out” Jack. (Lead or leave.) (3)
“Workout” Jack. (Empowerment,
GE style.) (4) 6-Sigma Jack. (5)
Internet Jack. (Throughout)
TALENT JACK!
![Page 183: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/183.jpg)
“I never, ever thought of myself
as a businessman. I was interested in creating
things I would be proud of.” —Richard Branson
![Page 184: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/184.jpg)
Ah, kids: “What is your vision for the future?” “What have you accomplished since your first book?” “Close your eyes and
imagine me immediately doing something about what you’ve just said. What would it be?”
“Do you feel you have an obligation to ‘Make the world a
better place’?”
![Page 185: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/185.jpg)
Ah, kids: “What is your vision for the future?” “What have you accomplished since your first book?” “Close your eyes and
imagine me immediately doing something about what you’ve just said. What would it be?”
“Do you feel you have an obligation to ‘Make the world a
better place’?”
![Page 186: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/186.jpg)
BZ: “I am a … Dispenser of Enthusiasm!”
![Page 187: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/187.jpg)
“A leader is a dealer in hope.”
Napoleon
(+TP’s writing room pics)
![Page 188: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/188.jpg)
Half-full Cups: “[Ronald Reagan] radiated an almost transcendent
happiness.”Lou Cannon, George (08.2000)
![Page 189: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/189.jpg)
G.H.: “Create a ‘cause,’ not a ‘business.’ ”
![Page 190: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/190.jpg)
Leaders don’t just make products and make decisions.
Leaders make meaning. – John Seeley Brown
![Page 191: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/191.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 192: Tom Peters’ Re-Imagine! Business Excellence in a Disruptive Age Mortgage Bankers Association/04.07.2003.](https://reader036.fdocuments.in/reader036/viewer/2022062422/56649eb65503460f94bbecd5/html5/thumbnails/192.jpg)
Thank You!