Peter Drucker's Way to the Top
Page 27
ownership of, 254–255
plan introduction, 194
problems and opportunities, 194
resources, 192
review of, 191
setting big goals, 186–187
situational analysis, 194
strategy for plan implementation, 195–196
strategy principles, 196–202
tactics, 195
unexpected circumstances, 203–204
Grand Hyatt, 247
De Grasse, Francois, 253
Green Bay Packers, 39–40, 271
Groves, General, 77
Gulf War, 53
Gutenberg, 234
H
Hackworth, David, 77
Haig, Jr., Alexander, 53
Hamburg University, 10
Hamilton, Alexander, 97
Hamilton, Booz Allen, 198–199
Hansen, Mark Victor, 99, 100
Happiness research, 271–273
Harry, Prince, 45
Hart, Hornell, 271
Hart, Liddell, 200
Harvard, 78, 214, 218, 227, 231, 250
Harvard Business Review, 7, 227
Haughton, Daniel, 69
Heisman Trophy, 272–273
Henry, Patrick, 49–50
Hesselbein, Frances, 9, 35, 43
Hill, Napoleon, 185
Hippocrates, 73
“Hit ‘em Where They Ain’t,” 228–229
Hitler, Adolf, 16, 65, 84, 105, 112, 191, 192, 269
Hodgson, Peter, 212
Home Laughlin China Co., 158–159
Honour, defined, 63
Hopkins, Claude, 95, 96
Horns of a dilemma, 199–200
Humiliation of Drucker, 11–12
Hundred Years War, 166
Hussein, Saddam, 126
Hyatt Hotels, 247
Hypnosis, 127–128, 185–186
I
IBM, 21, 24–27, 136, 139, 140, 144, 146, 213
ICS, Inc., 21, 26, 27, 213
Idea, ownership of, 254–255
Imitation, creative, 24–26
Implementation of plans, 100–101
Impossible, daring. See Daring the impossible for extraordinary achievements
Incongruities as source of innovation opportunity, 213–215
Indiana Jones movie, 82
Indirection influence strategy, 247–248
Industrial College of the Armed Forces, 9
Industry structures as source of innovation opportunity, 216–217
Influence on others
communication, 244–251
competing vice presidents, 242–243
Drucker as man of application, not theory, 241–242
German colonels, 243–244
ownership of ideas, strategies and goals, 254–255
work as fun, 251–254
Inland Laboratories, 165, 166
Innovation, 209–221
bright ideas, 210–211
change leaders, 209–210
creative imitation, 25–26
demographics as opportunity, 217–218
follow the way of, 230
incongruities as opportunity, 213–215
industry and market structures as opportunity, 216–217
new knowledge as opportunity, 219–221
perception changes as opportunity, 218–219
personal, 210
process need as opportunity, 215–216
unexpected source of opportunity, 212
Innovation and Entrepreneurship (Drucker), 21, 228
Institute of Leader Arts, 275, 277
Integrity
code of values, 72
defined, 62
leadership traits, 53
Internet, 220
Intron Therapeutics, 165
Involvement influence strategy, 254
Israel, 246–247
Iverson, Ken, 142–143
J
Jackson, Andrew, 210
Jackson, Ira, 61
Japan
bribes, 69–72
ethics, 63, 72
quality of goods, 89
ringi technique, 254
Jaws movie, 82
J.C. Penney, 91
Jenner, Bruce, 180
Jerusalem, 246
Jesus, 136
JetStar, 173
The Jewish Question in Germany (Drucker), 105
Joan of Arc, 167
Jobs, Steve, 13, 24
Johnson, President, 245
Jossey-Bass, 9
Journal of Marketing, 220
Juggling, 95–96
Jung, Carl, 81
Juran, 89
Jurassic Park movie, 82
K
KA-BAR knife, 143
Karrass, Chester, 254
Keeler, Wee Willie, 228–229
Kelleher, Herb, 153
Kennedy, Jack, 245
Kentucky Fried Chicken, 83
Kettering, Charles, 216
Kim, W. Chan, 26, 229
King, Martin Luther, 91
Knowledge, 77–85
in business, 79–80
experts, 82–83
leadership traits, 54
learning from experience, 83–84
never stop learning, 84–85
people as individuals, 81–82
as source of innovation opportunity, 219–221
victory and success, 78–79
Korean War, 77
Kotchian, Carl, 69
Kotler, Philip, 26, 230
Kyes, William, 37–38
Kyropaidaia, 121
L
Laine, Erick, 143–144
Lands’ End, Inc., 141–142
Langer, Ellen, 250
Laventhol, David, 125, 126
Law and ethics, 68–69
Laws of leadership, 51–55
Lay-offs, 137–138, 140–143
Leader, change, 209–210
Leadership
battlefield, 49–51
essence of success, 55–56
knowledge, 79–80
opportunities for, 43
success, 51–55
Universal Laws of Leadership, 55, 56
Leading, betting out in front, 166
Lenart, Lou, 263–265
Lever Brothers, 201–205
Levitt, Theodore, 231
Lincoln, Abraham, 196, 271
Lockheed Aircraft, 69–70
Lombardi, Vince, 39–40, 271
Los Angeles Times, 41, 107, 125, 198
Louis, Dickson, 125
Luth, Wolfgang, 78–79
Lutz, Robert, 53
Lyft, 2
Lying, exceptions to, 67–68
M
MacArthur, Douglas, 55, 78
Malden Mills, 137, 138, 144
Malek, Fred, 213–214
Management by objectives (MBO), 191
Management Challenges for the 21st Century (Drucker), 229
The Managerial Grid (Blake & Mouton), 154
Managers, corporate, 270
Marchiony, Italo, 28
Market structures as source of innovation opportunity, 216–217
Marketing, 225–237
career application of, 230
concept, 231–233
Drucker’s methodology, 225–228
Drucker’s rules, 228–230
marketing orientation, 235–236
orientation, 235–236
product orientation, 234–235
production orientation, 234
sales orientation, 235
sales techniques, 230–231
self-management, 233
selling vs., 231–233
social responsibility, 236–237
Markets, unserved, 22–26
Markle, Meghan, 45
Marshall, George C., 246
Mary Kay Ash Cosmetics, 29–30
Mary Kay Cosmetics, 44
Mauborgne, Renée, 26, 229
Maxims (Bonapa
rte), 106
McGovern, R. Gordon, 236
McGregor, Douglas, 13
Meet the Press, 214
Mein Kampf (My Struggle) (Hitler), 16
Mental rehearsal, 127
Method used by Drucker, 13–14
Methods to reach success, 8
Microsoft, 123, 197
Military
achieving the impossible, 36–38
American War of Independence, 253
Battle of Cunaxa, 121
battlefield leadership, 49–51
Cold War, 64
expecting positive results, 121–123, 125–127
Gulf War, 53
Hundred Years War, 166
Korean War, 77
Operation Desert Storm, 127
Revolutionary War, 50
risk analysis, 263–265
War of 1812, 210
World War I, 9, 55, 84, 163, 243
World War II, 65, 78, 79, 84, 112, 212
Miller, Maryanne, 168–169
Minnesota Mining and Manufacturing Company (3M), 140–141, 144
Minorities and expecting success, 126–127
Mirror test, 73
Mission and people, concern for, 154–155
MIT, 41, 42, 138
Montgomery, Marshall, 79
Morality, defined, 62
Morita, Akio, 154
Mouton, Jane, 154
Mura, Agnes, 170
My Life in Advertising (Hopkins), 95
Myers, Isabel, 81
Myers-Briggs Type Indicator (MBTI), 81
N
Nance, David, 165
Napoleon, 51
National Bank of the United States, 210
National Football League (NFL), 40
Naughton, Daniel J., 69
Nazism, 105
NBC, 198
Negotiation influence strategy, 252–253
Netflix, 2
New York Times, 113, 271
New York University, 21, 98, 106, 227, 228, 259, 270
The New Managerial Grid (Blake & Mouton), 154
Newman, Paul, 99
Newsweek, 154
Niche
ecological, 26–27
marketing, 213
specialized, 26–27
Nightingale Corporation, 186
Nixon, 213
Northwestern University, 230
Nucor Corporation, 142–143
O
Obama, Barack, 45, 196
Objectives, 194
Office of executives and employees, 157–158
Ohio Precision Castings, 110
Olympics, 39, 169–171, 180, 280
Online executive education, 218
Operation Desert Storm, 127
Opportunity
demographics, 217–218
goals, 194, 202–203
incongruities, 213–215
industry and market structures, 216–217
new knowledge, 219–221
perception changes, 218–219
process need, 215–216
risk as, 265
unexpected source of, 212
Organizational readiness inspection (ORI), 36, 38
P
Pan American Airways, 209
Pascal, Blaise, 63
Pastiak, Grace, 113–114
Patterson, George, 109–111
Patton, George, 184
Peak Performers (Garfield), 128
Peale, Norman Vincent, 91, 271, 272
Pearl Harbor, 64
Penicillin, 220
Perception changes as source of innovation opportunity, 218–219
Perot, Ross, 53
Personal responsibility, 144–145, 152–153
Persuasion influence strategy, 251–252
Peter Drucker on Consulting (Cohen), 277
Peter F. Drucker and Masatoshi Ito Graduate School of Management, 2–3, 11, 15, 61
Physical fitness as confidence builder, 184–185
Pierce, John, 25
Plan. See also Goals
development, 99–100
goals and objectives, 194
implementation, 195–196
introduction, 194
organizing, 193–194
reaching goals, 193–194
Polartec LLC, 138
Pope, 246
Positive attitude. See Attitude, positive
Positive results. See Expecting positive results
Positive thinkers, 124–125
Pour Your Heart Into It (Schultz), 156
Powell, Colin, 125–127, 213–214
The Power of Positive Thinking (Peale), 91, 271
Powers, Francis Gary, 64
The Practical Drucker (Cohen), 15
The Practice of Management (Drucker), 23, 121, 191
Predictions, 12–13
Pricing, 28–29
PrimalScream, 106–108
Princeton, 78
Printing press, 234
Prisoner’s Dilemma, 199–200
Pritchard, Beth, 168
Process need as source of innovation opportunity, 215–216
Proctor & Gamble (P&G), 202, 203, 204
Product orientation, 234–235
Production orientation, 234
Profit, ethics of, 66–67
Promotion of expectations, 100–101
Prudence, ethics of, 65–66
Public work beginning with public humiliation, 11–12
Q
Quality circles, 89
Quinn, Jr., William T., 200
R
Reagan, Ronald, 169, 171
Redirection influence strategy, 249
Repudiation influence strategy, 249–250
Reserve Officers Training Corps (ROTC), 126
Resources, planning and strategy, 192
Responsibility
duty before self, 152–153
personal, 144–145, 210
social, 63–64, 151, 236–237
Revolutionary War, 50
Risk, 259–265
affordable, 260
analysis, 261–262, 263–265
business or profession, 260, 261
calculated, 259–260
cannot afford not to take, 260
categories, 260–262
commitment and, 116–117
fear and, 262–263
not affordable, 260, 261–262
opportunities, 265
success and, 115–116
Robbins, Tony, 93, 183, 241, 262
Roberto, Richard, 40, 41, 42
Rochambeau, Jean, 253
Rolls-Royce, 216–217
Roman, Charles, 97–98
Rommel, Erwin, 79
Rooney, Phillip, 171–172
Roosevelt, President, 65
Rosenstein, Bruce, 7
Royal Air Force, 187
S
Saddleback Church, 8, 35
St. John’s Church, 49
Salary cutting, 153
Sales
career application of, 230
marketing vs., 231–233
orientation, 235
way to the top requirements, 230–231
Sanders, Harland, 83–84
Sarah Lawrence College, 105
Savage, Glenn R., 96
S.C. Johnson, 230
Schindler’s List movie, 82
Schultz, Howard, 156–157, 213
Schwarzenegger, Arnold, 198
Schwarzkopf, H. Norman, 53
Scientific Advertising (Hopkins), 95
Scott Paper, 138
Secret of Drucker, 8–10
Self-confidence, 179–187
crawling before walking, 180–181
development of, 124, 182
disadvantages turned into advantages, 185–186
in one area, carried over into others, 182–183
physical fitness as confidence builder, 184–185
setting big goals, 186–187
small successes and working up,
182
Self-development, 13–14
Self-hypnosis, 127–128
Self-management, 233
Selkin, Carol, 41
Sequencing of strategy, 200–201
Shackleton, Ernest Henry, 186–187
Shao, Minglo, 8
Sharing the pain, 156
Shell Oil, 259
Sheth, Jagdish, 227
Shinseki, Eric, 9
Shriver, Maria, 198
Siciliano, Angelo, 97
Sierra Engineering Company, 26
Silly Putty, 212
Situational analysis, 194
Situational ethics, 63–64
Slavery, 68–69
Smith, Fred, 90–91
Smith, Michael J., 141–142
Social reality of customers, 29–30
Social responsibility, 63–64, 151, 236–237
Solar car competition, 40–42
Sony Corporation, 25, 154
The Sorcerer’s Apprentice, 10
Southwest Airlines, 153
Specialized niche, 26–27
Speech-giving and visualization, 129
Spielberg, Steven, 82–83
Spry, 203–204
Stahl, Friedrich Julius, 105
Stanford University, 41, 42, 214, 218
Starbucks, 156–157, 213
The State Street Corporation, 145
Stock market prediction, 11–12
Stone, W. Clement, 115–116, 196
Strategy
commit to objective, 196
direction, 245–247
do the unexpected, 198
enlistment, 250–251
exploiting success, 201–202
feedback and adjust strategies, 101
indirect route to your objective, 200
indirection, 247–248
involvement, 254
keeping things simple, 198–199
Lever Brothers example, 201–205
negotiation, 252–253
opportunity and strategy, 202–203
ownership of, 254–255
persuasion, 251–252
plan implementation, 195–196
planning, 195
positioning for success, 197
principles, 196–202
putting adversaries on the horns of a dilemma, 199–200
redirection, 249
repudiation, 249–250
seize the initiative, 196–197
timing and sequencing, 200–201
using resources effectively, 197
Success
essence of, 55–56
positioning for, 163
Sullivan, G. Craig, 96–97
Super Glue, 212
T
Ta, Jennie, 277
Tactics
German colonels, 243–244
planning, 195
Tai-Pan (Clavell), 248
Tellabs, 113
Tenure at universities, 225–227
Theory X, 13
Theory Y, 13
Theory Z, 89
Think and Grow Rich (Hill), 185 3M, 140–141, 144
Time Magazine, 138, 169, 171
Timing of strategy, 200–201
The Tonight Show, 198
Total quality management (TQM), 89
Total Quality (TQ) Management, 130
Townsend, Robert, 101
Toys “R” Us, 209