Jesus, 140
Job requirements, 274–275
Jobs, Steven, 146, 227
Johnson, S. C., 35
Johnson & Johnson, 143, 144, 147, 149, 150
Jones, Edward, 316
Jordan, Michael, 205
Jossey-Bass, 39
Journal of Marketing, 98, 248
Jurassic Park, 206
K
K & E, 220
Kaiser, Henry, 159, 160, 162, 163, 164
Kamath, Nevin, 2
Kamath & Company, 2
Kanter, Rosabeth Moss, 72
Kantor, Mary Beth Moss, 97
KCM Management, Inc., 7
Kellerman, Mary, 142
Kellogg Cereal, 195
Kellogg School of Management, 35
Kevlar, 87, 100–101
Kimmel, Husband, 175
Knell, Harvey, 7
Knowledge is power, 248–249
Knowledge Management, 304
Knowledge work, 304
Kotchian, Carl, 113
Kotler, Philip, 30–35, 72
Kotler on Marketing (Kotler), 35
KPMG Peat Marwick, 7
Krav Maga training, 145
Kravis, Henry R., 4
Kravis Leadership Institute, 4
L
Laws and failures of success, 219
Leader to Leader Institute, 3, 34
Leader-to-Leader Journal, 313
Leavitt, Theodore, 72
Left-brain problem solving, 157–158
Legal vs. ethical, 112–113
Lehman, Ronald E., II, 7
Li, Penny (Ping), 290–294
Liberty Ships, 159
Library Journal, 40
Lichtenfeld, Imre, 145
Liddy, G. Gordon, 89
Lincoln, Abraham, 272
Lincoln movie, 206
Lisa computer, 146
Living in More Than One World (Rosenstein), 4, 311, 313
Location, location, location, 82
Lockheed Aircraft, 113–114, 115
London Times, 186
Los Angeles Times, 97, 172, 317
Lutz, Robert A., 6
M
Maccabian Games, 145
Maciariello, Joseph A., 4, 73
Macy, Rowland Hussey, 270
Major events, unexpected, 220
Management (Drucker), 4
Management by Objectives, 109
Management consultant, development as, 64–74
Managerial skills, 90–91
Managing by Results (Drucker), 224
Managing the Nonprofit Organization (Drucker), 33
Marketing: From Products to Customers to the Human Spirit (Kotler), 35
Marketing Management (Kotler), 35
Marketing of consulting services, 94–105
as adversarial, 99–100
Drucker marketing, 94–96, 104–105
focus on customer and values, 100–101
making selling unnecessary, 99
organization theme, 101–104
as primary business function, 96
sales vs. marketing, 90, 96–98
Market-structure innovation, 241–243
Marlboro, 130–131
Mary (mother of Jesus), 140
Mary Kay Cosmetics, 205–206
Maslow, Abraham, 190
Masatoshi Ito and Peter F. Drucker Graduate School of Management, 3, 4, 24, 297, 303
McDonald’s, 205
McDonnell-Douglas Aircraft Company, 147, 148
McGraw-Hill, 39, 73, 190
McGregor, Douglas, 59, 190
McKinsey, James O., 51, 70, 71, 73, 122, 123
McKinsey&Company,2,43,46,51,59,70–71,89,122,125
McKinsey’s Marvin Bower (Edersheim), 73
McLaughlin, Eric, 295–297
Mellon, Carnegie, 127
Mendeleev, 139
Mental imagery, 212
Mental rehearsal, 214
Metropolitan Museum of Art, 313
Military used to build self-confidence, 210–211
Miller, Herman, 309
Milo, 208
Mische, Michael A., 7
Mission of the client, 130
Model T automobile, 224
Modelling Drucker's thinking, 99
Monopoly, 195, 219
Monroe, President, 260
Moonwalking with Einstein (Foer), 188
Morality, defined, 110
Motivation and Personality (Maslow), 190
Multidimensional life, 311–313
My Adventures in Marketing (Kotler), 30
“My Son, the Musician”, 236–237
N
National Registry of Exonerations, 248
Neumann, Yoram, 246
Neutrality in dealing with human beings, 178–179
“Neutron Jack”, 42, 230
New York Daily News, 245
New York Times, 45, 145
New York University (NYU), 86, 306, 309
NFL, 195
Niagara Falls, 214
Non-consulting organization, 53–54
Northwestern University, 37
Novocain, 103
Nuremberg Laws, 114
O
Objectivity in dealing with human beings, 176–177
Oklahoma, 139
Oklahoma State University (OSU), 260
100% agreement is suspect, 141–142
Ong, John D., 6
Ordnance Magazine, 86
Origin of assumptions, 148–149
Outliers (Gladwell), 198
Oxford University, 188
Oxford University Press, 140
P
Part-time consulting, 84–85
Pascal, Blaise, 110
Pasher, Edna, 303–307
Pavlov, Ivan, 237
Peak Performers (Garfield), 213
Peenemunde, 123
Penguin Books, 188
People approach, 279
Pepsi Cola, 131, 132
Perception is everything, 247
Perot, Ross, 242
Peter, Laurence J., 266, 267, 270, 271
Peter Drucker Academy of China, 11, 56, 302
Peter F. Drucker Academy, 302
Peter F. Drucker and Masatoshi Ito Graduate School of Management, 3, 4, 24, 297, 303
Peter F. Drucker Foundation for Nonprofit Management, 33, 288, 289
Peter Principle, 266–270, 272–273
Peters, Tom, 72, 97
Pickett, 220
Plan implementation, 228
Politics and failures of success, 219
Pollard, C. William, 5, 308–310
Popoff, Frank, 6
Portfolio analysis, 57–59
Positioning (Trout), 5
Postman, Neil, 304, 307
Powell, Colin, 270
Powers, Francis Gary, 115
The Practical Drucker (Cohen), 39
The Practice of Management (Drucker), 158, 190
Princeton Review, 261
Principles of Marketing (Kotler), 35
Problem definition, 160–162
Problem solving
distraction in, 127–128
ignorance in, 157
left-brain, 157–159
right-brain, 165–167
“Process need” innovation, 240–241
Procter & Gamble (P&G), 25, 31, 195, 312
Profit, ethics of, 116–117
Profit maximization, 194–195
Profit motive, 192–194
Promotions, job, 275–279
Prudence, 116
Psychology, 128
Q
Questions, asking, 122–134
becoming a master questioner, 290–294
Big Three consulting firms, 122–124
brain questions, 126–127
client as the real expert, 125–127
client’s customers, 130–131
client’s plan, 132–133
developing good questions, 133–134
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Drucker’s consulting model, 124–125
five basic questions, 129, 296
master questioner, 290–294
mission of the client, 130
power of distraction in problem solving, 127–129
results, 132
what client’s customer values, 131–132
R
Randall, Albert M., 2, 303, 306
Rathbone, Basil, 140
Reagan, Ronald, 271–272
Recommendations to clients, 229–230
Red Cross, 25, 193
Regulations and failures of success, 219
Reilly, Edward T., 3
Rethinking organization activities, 225–227
Retirement, 304
Reynolds, F. Lee, 1
R. H. Macys, 101
Riggio, Ronald E., 4
Right person for the right job, 273
Right-brain solution, 165–167
Risk, 172–182
control specifications, 180–181
controls and their characteristics, 176
danger of assumptions, 173
limitations, 182
lowering risk as the wrong move, 172–173
meaning of, 182
non-measurable events, 180
objectivity and neutrality, 176–177
picking the right risk, 175–176
real results, 177, 179–180
right results, 178–179
unlucky general who took the wrong risk, 173–174
Risky business of consulting, 82–83
Robbins, Anthony, 210–211
Rock, David, 129
Rodgers, Richard, 139
Rosenstein, Bruce, 4, 311–313
Rug purchase, 101–104
S
Sales of consulting services.
See also Marketing of consulting services
as adversarial, 99–100
marketing vs., 90, 96–97
Salvation Army, 25, 247
Sams, Aaron, 257
Sandhurst, 271
Sanhedrin, 141
Sarah Lawrence College, 70, 84
Sarah St. Lawrence, 52
The Saturday Evening Post, 53
Saving Private Ryan, 206
Schindler’s List, 206
Schmitz, Doris, 69
School of Cinematic Arts, 206
Schulz, Howard, 240
Schumpeter, 30
Schwarzenegger, Arnold, 208, 211
Schwarzkopf, H. Norman, 6
Screen Actors Guild, 6
Sde-Or, Imi, 145
Sears & Roebuck, 130, 315
Selection, job candidate, 275–279
Self-confidence, 202–215
answer is, 202–203
born with, 203–204, 205–207
building, 207–209
Drucker’s secrets, 203
gaining, 207
knowing that you can succeed, 209
learning to crawl before walking, 204–205
little things mean a lot, 212
mental imagery, 212
mental rehearsal, 214
military to build, 210–211
moving out of your comfort zone, 208–209
positive images, 212–213
vision has no limits, 214–215
Seneca, 254
Serendipity, 65–66, 83
ServiceMaster, 5, 308, 310
Seuma, Susana, 247
Shachar, Mickey, 244
Shao, Minglo, 11, 41, 56, 298–302
Sheinberg, Sidney, 206
Sherman, William Tecumseh, 78
Ship-building at high speed, 158–159
Short, Walter, 175
Sierra Engineering Company, 85
Silicon Valley, 307
“Silly Putty”, 239
Sirenas Mediterranean Academy, 247
Sloan, Alfred P., 53, 74, 283
Social change and failures of success, 219
Social ecologist, 50–51
Socrates, 295
Socratic method, 308
Spielberg, Steven, 206
Standing facts on their heads, 196–197
Stanford Graduate School of Business, 313
Stanford University, 244, 297
Stapell, 259
Starbucks, 240
Start-Up Nation, 307
Status: the Israeli Management Magazine, 307
Stopping success from leading to failure, 223
Strategic Renewal (Mische), 7
Students as part-time consultants, 84
The Stuff of Heroes (Cohen), 6
Suarez, Francisco, 45–46
Subconscious brain, 166, 167–169
Swan, John Wilson, 241
Swiss Patent Office, 186
Synergy Industries, 7
T
Ta, Jennie, 46
Technical expertise and knowledge, 89
Technology and failures of success, 218
10 Things Considered, 282–284
“10,000 Hours Rule”, 198
Thayer, Sylvanus, 257–259, 260
“Thayer Method”, 257–262
The Consulting Institute, 2
Theories of Principle, 186
Theory of Relativity, 166, 186
Theory X and Theory Y, 59, 190
They Never Said It (Boller, Jr. & George), 140
The Three Princesses of Serendip (Walpole), 65
Tillman, Pat, 193
Time, 246, 317
Time management, 305
Total Quality Management, 58
Triple Bottom Line–People, Planet, Profit, 305–306
Trout, Jack, 5
Trout & Partners Ltd., 5
Truman, Harry, 96, 116
Trump, Donald, 166
Truth, 138–151
assumption analysis, 147–149
customer value, 145–146
Drucker was right, 138–139
Krav Maga training, 145
lessons as a consultant, 146–147
100% agreement is suspect, 141–142
tracking down the origin, 148–149
Ultra Marathon, 146
valid sources, 149–151
what everyone knows is usually wrong, 139–140
wisdom in management and consulting, 142–144
Tylenol, 142–144, 147, 149, 150
U
Ultra Marathon, 146
Understanding of Drucker’s methods, 50
United Airlines, 195
United Farm Workers, 25
United Nations, 294
U. S. Air Force (USAF), 2, 85, 147, 150, 157, 173, 175, 209, 221–224, 318
U. S. Arms Control and Disarmament Agency, 7
U. S. Army, 85, 101, 175, 221–222
U. S. Constitution, 112
U. S. Department of Education, 244
U. S. Land Office, 272
U. S. Marine Corps, 94, 178, 179
U. S. Military Academy, 257
U. S. News and World Report,
U. S. Peace Corps, 193
U. S. Supreme Court, 141, 197
Universal Studios, 1, 206
University of California Los Angeles (UCLA), 252, 297
University of Chicago, 52, 70–71, 122, 260
University of Cologne, 67, 68
University of Frankfurt, 67, 69, 254
University of Hamburg, 66, 254
University of Michigan, 247
University of Pennsylvania, 313
University of Southern California (USC), 59, 73, 206, 244, 266
USA Today, 311, 313, 313
Using Drucker’s techniques and concepts, 46–47
V
Vanderbilt University, 123
Volunteers, learning from, 304
von Braun, Werner, 123
von Henikstein, Alfred, 68
W
Wall Street Journal, 143, 213, 222, 310, 317
Wallenda, Karl, 212
Wallenda, Nik, 212
Walpole, Horace, 65
> Wang, Julia, 2
Wang, Rui, 290–291, 294
Wartzman, Rick, 5, 313, 314–317
Washington, George, 214
Washington State University, 297
Watson, John H., 140, 187–188
Watson, Thomas, 268–269
Wayne, John, 132
Welch, Jack, 35, 40, 129, 163, 223–224, 228, 255
West Coast Industrial Relations Association, 297
West Point, 123, 129, 257, 259, 260, 261, 289
What to do, not how to do it, 54–55
What Would Drucker Do Now? (Wartzman), 317
Wisdom in management and consulting, 142–144
Wood, James, 7
Woodward, Henry, 241
Work in progress, 278
World War I, 66, 70, 193, 271
World War II
Arnold as organizational leader, 221–222
Drucker’s experience in, 42, 51, 52, 187
Drucker’s father as attorney, 139
ethics of prudence, 116
fighter pilots, 178
fuel shortage in Japan, 154
helmets used during, 85
influence on Drucker, 70–73
internet development, 248
Kevlar used during, 101
Krav Maga training, 145
rubber in high demand, 238
The World According to Peter Drucker (Beatty), 56
World’s greatest independent consultant, 38–47
Writing, clear, 304
X
Xenophon, 41, 72
Y
Young, Cliff, 146, 151
An Introduction to William A. Cohen
Dr William A. Cohen, was the first graduate of the doctoral programme that Peter Drucker co-founded. What Drucker taught him changed his life. Shortly after graduating, Cohen was recommissioned in the Air Force and rose to the rank of major general. Eventually he became a full professor, management consultant, and the author of more than 50 books, while maintaining a nearly lifelong friendship with his former professor. In 2009 he was named a Distinguished Alumnus by Drucker’s school, Claremont Graduate University, and two years later he co-founded the non-profit California Institute of Advanced Management with the mission of offering affordable graduate degrees based on Drucker’s principles. He served as its president from 2010-2016. He now serves as president of the Institute of Leader Arts, an international training and consulting company.
He can be reached at [email protected].
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