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Most Executives Have Learned That What One Postpones, One Actually Abandons ... Timing Is A Most Important Element In The Success Of Any Effort. To Do Five Years Later What Would Have Been Smart To Do Five Years Earlier, Is Almost A Sure Recipe For Frustration And Failure.

-Peter Drucker

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Most Executives Have Learned

Peter Drucker

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Most Executives Have Learned That What One Postpones, One Actually Abandons ... Timing Is A Most Important Element In The Success Of Any Effort. To Do Five Years Later What Would Have Been Smart To Do Five Years Earlier, Is Almost A Sure Recipe For Frustration And Failure.

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Absolute Size By Itself Is No Indicator Of Success And Achievement, Let Alone Of Managerial Competence. Being The Right Size Is.

When It Rains Manna From Heaven, Some People Put Up An Umbrella. Others Reach For A Big Spoon.

Success Always Obsoletes The Very Behavior That Achieved It.

Ideas Are Cheap And Abundant; What Is Of Value Is The Effective Placement Of Those Ideas Into Situations That Develop Into Action.

Use Feedback Analysis To Identify Your Strengths. Then Go To Work On Improving Your Strengths. Identify And Eliminate Bad Habits That Hinder The Full Development Of Your Strengths. Figure Out What You Should Do And Do It. Finally, Decide What You Should Not Do.

Of Those Things That Would Make A Difference, Which Are Right For Me?

Making A Difference

Without Institution There Is No Management. But Without Management There Is No Institution.

The Leader Of The Past Was A Person Who Knew How To Tell. The Leader Of The Future Will Be A Person Who Knows How To Ask.

It Takes Far Less Energy To Move From First-rate Performance To Excellence Than It Does To Move From Incompetence To Mediocrity.

Knowledge People And Service People Learn The Most When They Teach .

We Can Say With Certainty - Or 90% Probability - That The New Industries That Are About To Be Born Will Have Nothing To Do With Information.

The Success And Ultimately The Survival Of Every Business, Large Or Small, Depends In The Last Analysis On Its Ability To Develop People. This Ability Is Not Measured By Any Of Our Conventional Yardsticks Of Economic Success; Yet, Is The Final Measurement.

The Enterprise Can Fulfill Its Human And Social Functions Only If It Prospers As A Business.

Ideas Are Like Frog Eggs: You've Got To Lay A Thousand To Hatch One.

To Survive And Succeed, Every Organization Will Have To Turn Itself Into A Change Agent

To Be A Manager Requires More Than A Title, A Big Office, And Other Outward Symbols Of Rank. It Requires Competence And Performance Of A High Order.

Follow Effective Action With Quiet Reflection.

You Can't Manage Knowledge.knowledge Is Between Two Ears And Only Between Two Ears.

Institutions Mistake Good Intentions For Objectives. They Say "health Care"; That's An Intention, Not An Objective.

Good Intentions

"the Area In Which The Executive First Encounters The Challenge Of Strength Is In Staffing. The Effective Executive Fills Positions And Promotes On The Basis Of What A Man Can Do. He Does Not Make Staffing Decisions To Minimize Weaknesses But To Maximize Strength."

The Dilemma Of Modern Society: The Conflict Between The Need For Capital Formation At A High Rate And The Popular Condemnation Of Interest And Dividends As "unearned Income" And "capitalist," If Not As Sinful And Wicked.

If A Government Commission Had Worked On The Horse, You Would Have The First Horse That Could Operate Its Knee Joint In Both Directions. The Trouble Is It Couldn't Have Stood Up.

Because Its Purpose Is To Create A Customer, The Business Enterprise Has Two - And Only These Two — Basic Functions: Marketing And Innovation. Marketing And Innovation Produce Results; All The Rest Are 'costs'.

Knowledge Is Information That Changes Something Or Somebody - Either By Becoming Grounds For Actions, Or By Making An Individual (or An Institution) Capable Of Different Or More Effective Action.

We Live In An Age Of Unprecedented Opportunity: If You’ve Got Ambition And Smarts, You Can Rise To The Top Of Your Chosen Profession, Regardless Of Where You Started Out.

All Earlier Pluralist Societies Destroyed Themselves Because No One Took Care Of The Common Good. They Abounded In Communities But Could Not Sustain Community, Let Alone Create It.

Management And Union May Be Likened To That Serpent Of The Fables Who On One Body Had Two Heads That Fighting Each Other With Poisoned Fangs, Killed Themselves.

Marketing Is The Distinguishing, Unique Function Of The Business.

Work Is A Process, And Any Process Needs To Be Controlled. To Make Work Productive, Therefore, Requires Building The Appropriate Controls Into The Process Of Work.

There Are Usually Half A Dozen Right Answers To What Needs To Be Done. Yet, Unless A Person Makes The Risky And Controversial Choice Of Only One, He Will Achieve Nothing.

The One To Distrust Is The Person Who Never Makes A Mistake, Never Commits A Blunder, Never Fails In What He Tries To Do. Either He Is A Phony, Or He Stays With The Safe, The Tried And The Trivial.

Capitalism Is Being Attacked Not Because It Is Inefficient Or Misgoverned But Because It Is Cynical. And Indeed A Society Based On The Assertion That Private Vices Become Public Benefits Cannot Endure, No Matter How Impeccable Its Logic, No Matter How Great Its Benefits.

There Is No Perfect Strategic Decision. One Always Has To Pay A Price. One Always Has To Balance Conflicting Objectives, Conflicting Opinions, And Conflicting Priorities. The Best Strategic Decision Is Only An Approximation - And A Risk.

If A Manager Spends More Than 10 Percent Of His Time On "human Relations" The Group Is Probably Too Large.

The New Always Looks So Puny-so Unpromising-next To The Reality Of The Massive, Ongoing Business.

That People Even In Well Paid Jobs Choose Ever Earlier Retirement Is A Severe Indictment Of Our Organizations - Not Just Business, But Government Service, The Universities. These People Don't Find Their Jobs Interesting.

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The Moment People Talk Of "implementing" Instead Of "doing," And Of "finalizing" Instead Of "finishing," The Organization Is Already Running A Fever.

In Business School Classrooms They Construct Wonderful Models Of A Non- World.

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Profit Is Not The Explanation, Cause, Or Rationale Of Business Behavior And Business Decisions, But The Test Of Their Validity.

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Business Success

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Loafing" Is Easy, But "leisure" Is Difficult.

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Everything Must Degenerate Into Work If Anything Is To Happen.

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Asking Questions

Ignorant Masses

Asking Too Many Questions

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Work Is An Extension Of Personality. It Is Achievement. It Is One Of The Ways In Which A Person Defines Himself, Measures His Worth, And His Humanity.

Whenever Anything Is Being Accomplished, It Is Being Done, I Have Learned, By A Monomaniac With A Mission.

It Is Better To Pick The Wrong Priority Than None At All.

Do Not Believe That It Is Very Much Of An Advance To Do The Unnecessary Three Times As Fast.

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Every Single Social And Global Issue Of Our Day Is A Business Opportunity In Disguise.

The Aim Of Marketing Is To Make Selling Superfluous.

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Business Exists To Supply Goods And Services To Customers And Economic Surplus To Society, Rather Than To Supply Jobs To Workers And Managers Or Even Dividends To Shareholders.

The Customer Rarely Buys What The Business Thinks It Sells Him.

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Don't Solve Problems. Pursue Opportunities.

As With Every Phenomenon Of The Objective Universe, The First Step Toward Understanding Work Is To Analyze It.

All Companies Are Service Companies; Some Also Manufacture Products.

If General Perception Changes From Seeing The Glass As 'half-full' To Seeing It As 'half Empty' There Are Major Innovative Opportunities.

Managers Are The Basic And Scarcest Resource Of Any Business Enterprise.

We All Have A Vast Number Of Areas In Which We Have No Talent Or Skill And Little Chance Of Becoming Even Mediocre. In Those Areas A Knowledge Workers Should Not Take On Work, Jobs And Assignments. It Takes Far More Energy To Improve From Incompetence To Mediocrity Than It Takes To Improve From First-rate Performance To Excellence.

True Marketing Starts...with The Customer, His Demographics, His Realities, His Needs, His Values. It Does Not Ask, "what Do We Want To Sell?" It Asks, "what Does The Customer Want To Buy?"

The Real Achiever Do One Thing At A Time.

One Thing At A Time

The Three Most Charismatic Leaders In This Century Inflicted More Suffering On The Human Race Than Almost Any Trio In History: Hitler, Stalin, And Mao. What Matters Is Not The Leader's Charisma. What Matters Is The Leader's Mission.

Capital Formation Is Shifting From The Entrepreneur Who Invests In The Future To The Pension Trustee Who Invests In The Past.

When Henry Ford Said, "the Customer Can Have A Car In Any Color As Long As It's Black," He Was Not Joking.

Innovation Opportunities Do Not Come With The Tempest But With The Rustling Of The Breeze.

If You're Not Living Life On The Edge, You're Taking Up Too Much Space. The Best Way To Predict The Future Is To Create It.

When A Subject Becomes Totally Obsolete We Make It A Required Course.

Nothing Is Less Productive Than To Make More Efficient What Should Not Be Done At All.

Procrastination

Productive Life

The Company Is Not And Must Never Claim To Be Home, Family, Religion, Life Or Fate For The Individual. It Must Never Interfere In His Private Life Or His Citizenship. He Is Tied To The Company Through A Voluntary And Cancellable Employment Contract, Not Through Some Mystical Or Indissoluble Bond.

Most Discussions Of Decision Making Assume That Only Senior Executives Make Decisions Or That Only Senior Executives' Decisions Matter. This Is A Dangerous Mistake.

Entrepreneurs Believe That Profit Is What Matters Most In A New Enterprise. But Profit Is Secondary. Cash Flow Matters Most.

We've Spent The Last 30 Years Focusing On The T In It, And We'll Spend The Next 30 Years Focusing On The I.

The Great Mystery Isn't That People Do Things Badly But That They Occasionally Do A Few Things Well. The Only Thing That Is Universal Is Incompetence. Strength Is Always Specific! Nobody Ever Commented, For Example, That The Great Violinist Jascha Heifetz Probably Couldn't Play The Trumpet Very Well.

It's Amazing How Many Things Busy People Are Doing That Never Will Be Missed.

A Business Is Not Defined By Its Name, Statutes, Or Articles Of Incorporation. It Is Defined By The Business Mission. Only A Clear Definition Of The Mission And Purpose Of The Organization Makes Possible Clear And Realistic Business Objectives.

Profit Is Not The Purpose Of A Business, But Rather The Test Of Its Validity

The First Step Toward Making The Worker Achieving Is To Make Work Productive.

A Business Enterprise Must Continue Beyond The Lifetime Of The Individual Or Of The Generation To Be Capable Of Producing Its Contributions To Economy And To Society.

Free Enterprise Cannot Be Justified As Being Good For Business. It Can Be Justified Only As Being Good For Society.

The Experience Of The Human Race Indicates Strongly That The Only Person In Abundant Supply Is The Universal Incompetent.

If The Feudal Knight Was The Clearest Embodiment Of Society In The Early Middle Ages, And The "bourgeois" Under Capitalism, The Educated Person Will Represent Society In The Post-capitalist Society In Which Knowledge Has Become The Central Resource.

Above All, Innovation Is Not Invention. It Is A Term Of Economics Rather Than Of Technology.

There Is Every Indication That The Period Ahead Will Be An Innovative One, One Of Rapid Change In Technology , Society , Economy , And Institutions .

The Society Of Organizations Is New-only Seventy Years Ago Employees Were A Small Minority In Every Society.

In A Few Hundred Years, When The History Of Our Time Will Be Written From A Long-term Perspective, It Is Likely That The Most Important Event Historians Will See Is Not Technology, Not The Internet, Not E-commerce. It Is An Unprecedented Change In The Human Condition. For The First Time - Literally - Substantial And Rapidly Growing Numbers Of People Have Choices. For The First Time, They Will Have To Manage Themselves. And Society Is Totally Unprepared For It.

Important Events

Making Changes To Better Appeal To Customer Is Innovation.

No Organization Can Depend On Genius; The Supply Is Always Scarce And Unreliable. It Is The Test Of An Organization To Make Ordinary People Perform Better Than They Seem Capable Of, To Bring Out Whatever Strength There Is In Its Members, And To Use Each Person's Strength To Help All The Other Members Perform.

Organizationally What Is Required - And Evolving - Is Systems Management.

Any Time I Have Seen Someone Accomplishing Something Magnificent, They Have Been A Monomaniac With A Mission. A Single-minded Individual With A Passion.

Nobody Can Predict The Future; The Idea Is To Have A Firm Grasp Of The Present.

It Is Commonly Believed That Innovations Create Changes - But Few Ever Do. Successful Innovations Exploit Changes That Have Already Happened.

There Is One Qualification The Manager Cannot Acquire But Must Bring To The Task. It Is Not Genius; It Is Character.

Leadership Is All Hype. We've Had Three Great Leaders In This Century-hitler, Stalin, And Mao.

Since We Live In An Age Of Innovation, A Practical Education Must Prepare A Man For Work That Does Not Yet Exist And Cannot Yet Be Clearly Defined.

The Computer, Being A Mechanical Moron, Can Handle Only Quantifiable Data.

In The Next Economic Downturn There Will Be An Outbreak Of Bitterness And Contempt For The Supercorporate Chieftains Who Pay Themselves Millions. In Every Major Economic Downturn In Us History The Villains Have Been The Heroes During The Preceding Boom.

The Fewer Data Needed, The Better The Information. And An Overload Of Information, That Is, Anything Much Beyond What Is Truly Needed, Leads To Information Blackout. It Does Not Enrich, But Impoverishes.

Successful People Know They Need To Get Many Things Done-and Done Effectively. Therefore, They Concentrate Their Time And Energy On Doing One Thing At A Time-and On Doing First Things Firs.

The Productivity Of People Requires Continuous Learning, As The Japanese Have Taught Us. It Requires Adoption In The West Of The Specific Japanese Zen Concept Where One Learns To Do Better What One Already Does Well.

Teamwork Is Neither "good" Nor "desirable." It Is A Fact. Wherever People Work Together Or Play Together They Do So As A Team. Which Team To Use For What Purpose Is A Crucial, Difficult And Risky Decision That Is Even Harder To Unmake. Managements Have Yet To Learn How To Make It.

Every Three Or Four Years I Pick A New Subject. It May Be Japanese Art; It May Be Economics. Three Years Of Study Are By No Means Enough To Master A Subject But They Are Enough To Understand It. So For More Than 60 Years I Have Kept Studying One Subject At A Time.

Objectives Can Be Compared To A Compass Bearing By Which A Ship Navigates. A Compass Bearing Is Firm, But In Actual Navigation, A Ship May Veer Off Its Course For Many Miles. Without A Compass Bearing, A Ship Would Neither Find Its Port Nor Be Able To Estimate The Time Required To Get There.

Knowledge Has To Be Improved, Challenged, And Increased Constantly, Or It Vanishes.

A Manager Is Responsible For The Application And Performance Of Knowledge.

That Knowledge Has Become The Resource, Rather Than A Resource, Is What Makes Our Society "post-capitalist.

Some Of The Best Business And Nonprofit Ceos I've Worked With Over A Sixty-five-year Consulting Career Were Not Stereotypical Leaders. They Were All Over The Map In Terms Of Their Personalities, Attitudes, Values, Strengths, And Weaknesses.

If You Want It, Measure It. If You Can't Measure It, Forget It.

Here I Am, Fifty-eight, And I Still Don't Know What I'm Going To Be When I Grow Up.

Meetings Are A Symptom Of Bad Organization. The Fewer Meetings The Better.

Every Few Hundred Years In Western History There Occurs A Sharp Transformation. Within A Few Short Decades, Society - Its Worldview, Its Basic Values, Its Social And Political Structures, Its Art, Its Key Institutions - Rearranges Itself. We Are Currently Living Through Such A Time.

The Great Challenge To Management Today Is To Make Productive The Tremendous New Resource, The Knowledge Worker. This, Rather Than The Productivity Of The Manual Worker, Is The Key To Economic Growth And Economic Performance In Today's Society.

The Enterprise, By Definition, Must Be Capable Of Producing More Or Better Than All The Resources That Comprise It.

A Business Exists Because The Consumer Is Willing To Pay You His Money. You Run A Business To Satisfy The Consumer. That Isn't Marketing. That Goes Way Beyond Marketing.

There Are No Creeds In Mathematics.

There Is The General Belief That The Corporation Income Tax Is A Tax On The "rich" And On The "fat Cats." But With Pension Funds Owning 30% Of American Large Business-and Soon To Own 50%-the Corporation Income Tax, In Effect, Eases The Load On Those In Top Income Brackets And Penalizes The Beneficiaries Of Pension Funds.

Promotion Should Not Be More Important Than Accomplishment, Or Avoiding Instability More Important Than Taking The Right Risk.

Unless A Decision Has Degenerated Into Work, It Is Not A Decision; It Is At Best A Good Intention.

Good Intentions

No Matter How Deeply Wedded One May Be To The Free Enterprise System (and I, For One, Am Wedded For Life), One Has To Accept The Need For Positive Government; One Has To Consider Government Action On A Sizable Scale As Desirable Rather Than As A Necessary Evil.

Increasingly, Politics Is Not About "who Gets What, When, How" But About Values, Each Of Them Considered To Be Absolute. Politics Is About "the Right To Life"...it Is About The Environment. It Is About Gaining Equality For Groups Alleged To Be Oppressed...none Of These Issues Is Economic. All Are Fundamentally Moral.

(waste = Loss): The First Rule Of Business Is To Survive And The Guiding Principle Of Business Economics Is Not The Maximisation Of Profit, It Is The Avoidance Of Loss

Guiding Principles

Brilliant Men Are Often Strikingly Ineffectual. They Fail To Realize That The Brilliant Insight Is Not By Itself Achievement. They Never Have Learned That Insights Become Effectiveness Only Through Hard Systematic Work.

We Have Only One Alternative: Either To Build A Functioning Industrial Society Or See Freedom Itself Disappear In Anarchy And Tyranny.

Vision Without Execution Is Delusion. The Joy Is In The Results

No Other Area Offers Richer Opportunities For Successful Innovation Than The Unexpected Success.

Mission Defines Strategy, And Strategy Defines Structure.

[management] Has Authority Only As Long As It Performs.

The Question That Faces The Strategic Decision Maker Is Not What His Organisation Should Do Tomorrow. It Is, What Do We Have To Do Today To Be Ready For An Uncertain Tomorrow?

All Good Strategy Eventually Degenerates Into Work.

Miracles Are Great, But They're So Damn Unpredictable.

The Most Effective Way To Manage Change Is To Create It.

Information Is The Manager's Main Tool, Indeed The Manager's Capital, And It Is He Who Must Decide What Information He Needs And How To Use It.

Business, That's Easily Defined - It's Other People's Money.

The Only Things That Evolve By Themselves In An Organization Are Disorder, Friction And Malperformance.

[t]hroughout The Ages To Be Educated Meant To Be Unproductive.... Our Word "school" - And Its Equivalent In All European Languages - Derives From A Greek Word Meaning "leisure.

One Cannot Manage Change. One Can Only Be Ahead Of It.

Managing Innovation Will Increasingly Become A Challenge To Management, And Especially To Top Management, And A Touchstone Of Its Competence.

Leadership Is Defined By Results Not Attributes.

In The Knowledge Economy Everyone Is A Volunteer, But We Have Trained Our Managers To Manage Conscripts.

Now That Knowledge Is Taking The Place Of Capital As The Driving Force In Organizations Worldwide, It Is All Too Easy To Confuse Data With Knowledge And Information Technology With Information.

The Rule Should Be To Minimize The Need For People To Get Together To Accomplish Anything.

We Can Ill Afford To Have Activities Conducted As "non-profit," That Is, As Activities That Devour Capital Rather Than Form It, If They Can Be Organized As Activities That Form Capital, As Activities That Make A Profit.

The Most Serious Mistakes Are Not Being Made As A Result Of Wrong Answers. The True Dangerous Thing Is Asking The Wrong Question.

Knowledge Applied Is Productivity.

The Successful Person Places More Attention On Doing The Right Thing Rather Than Doing Things Right.

Tomorrow Always Arrives. It Is Always Different. And Even The Mightiest Company Is In Trouble If It Has Not Worked On The Future. Being Surprised By What Happens Is A Risk That Even The Largest And Richest Company Cannot Afford, And Even The Smallest Business Need Not Run.

You Can't Manage What You Don't Measure.

Society, Community, Family Are All Conserving Institutions. They Try To Maintain Stability And To Prevent, Or At Least Slow Down, Change. But The Organization Of The Post-capitalist Society Of Organizations Is A Destabilizer. Because Its Function Is To Put Knowledge To Work - On Tools, Processes, And Products; On Work; On Knowledge Itself - It Must Be Organized For Constant Change.

The Manager Who Comes Up With The Right Solution To The Wrong Problem Is More Dangerous Than The Manager Who Comes Up With The Wrong Solution To The Right Problem.

In The Western Tradition, We Have Focused On Teaching As A Skill And Forgotten What Socrates Knew: Teaching Is A Gift, Learning Is A Skill.

The Final Test Of Greatness In A Ceo Is How Well He Chooses A Successor And Whether He Can Step Aside And Let The Successor Run The Company.

I No Longer Think That Learning How To Manage People, Especially Subordinates, Is The Most Important For Executives To Learn. I Am Teaching Above All Else, How To Manage Oneself.

Keep Your Eye On The Task, Not On Yourself. The Task Matters, And You Are A Servant

There Is A Point At Which A Transformation Has To Take Place.

Everything Requires Time. It Is The Only Truly Universal Condition. All Work Takes Place In Time And Uses Up Time. Yet Most People Take For Granted This Unique, Irreplaceable, And Necessary Resource. Nothing Else, Perhaps, Distinguishes Effective Executives As Much As Their Tender Loving Care Of Time.

Unless The Power Of The Corporation Can Be Organized On An Accepted Principle Of Legitimacy, It Will Be Taken Over By A Central Government

In Book Subjects A Student Can Only Do A Student's Work. All That Can Be Measured Is How Well He Learns, Rather Than How Well He Performs. All He Can Show Is Promise.

Trying To Predict The Future Is Like Trying To Drive Down A Country Road At Night With No Lights While Looking Out The Back Window.

The Talk You Hear About Adapting To Change Is Not Only Stupid, It's Dangerous. The Only Way You Can Manage Change Is To Create It.

The Honest Work Of Yesterday Has Lost Its Social Status, Its Social Esteem.

Any Organisation Develops People; It Either Forms Them Or Deforms Them.

Replace Your Pursuit Of Success With The Pursuit Of Contribution.

Top Management As A Function And As A Structure Was First Developed By Georg Von Siemens (1839-1901) In Germany Between 1870 And 1880, When He Designed And Built The Deutsche Bank And Made It, Within A Very Few Years, Into Continental Europe's Leading And Most Dynamic Financial Institution.

Balance Sheets Are Meaningless. Our Accounting Systems Are Still Based On The Assumption That 80% Of Costs Are Manual Labor.

...because Knowledge Rapidly Deteriorates Unless It Is Used Constantly, Maintaining Within An Organization An Activity That Is Used Only Intermittently Guarantees Incompetence.

What's Absolutely Unforgivable Is The Financial Benefit Top Management People Get For Laying Off People. There's No Excuse For It. No Justification. No Explanation. This Is Morally And Socially Unforgivable, And We'll Pay A Very Nasty Price.

Company Cultures Are Like Country Cultures. Never Try To Change One. Try, Instead, To Work With What You've Got.

In Todays Economy, The Most Important Resource Is No Longer Labor, Capital Or Land; It Is Knowledge

Morale In An Organization Does Not Mean That "people Get Along Together"; The Test Is Performance Not Conformance.

Management And Entrepreneurship Are Only Two Different Dimensions Of The Same Task. An Entrepreneur Who Does Not Learn How To Manage Will Not Last Long. A Management That Does Not Learn To Innovate Will Not Last Long.

"plastic Moments" Are Those Periods That Overlap When The Old Has Gone But The New Has Not Yet Arrived And When The Course Of History Is More Open To Being Shaped And Steered Than Any Other Time.

Strong People Have Strong Weaknesses.

Thus, For Those Who Are Willing To Go Out Into The Field, To Look And To Listen, Changing Demographics Is Both A Highly Productive And A Highly Dependable Innovation Opportunity.

Quality In A Product Or Service Is Not What The Supplier Puts In. It Is What The Customer Gets Out And Is Willing To Pay For. A Product Is Not Quality Because It Is Hard To Make And Costs A Lot Of Money, As Manufacturers Typically Believe. This Is Incompetence. Customers Pay Only For What Is Of Use To Them And Gives Them Value. Nothing Else Constitutes Quality.

Entrepreneurship Is Neither A Science Nor An Art. It Is A Practice.

During Periods Of Discontinuous, Abrupt Change, The Essence Of Adaptation Involves A Keen Sensitivity To What Should Be Abandoned - Not What Should Be Changed Or Introduced. A Willingness To Depart From The Familiar Has Distinct Survival Value.

Focus On Opportunities, Not Problems.

To Arrive At The Definition Of The Problem He Must Begin By Finding The 'critical Factor'. This Is The Element (or Elements) In The Situation That Has To Be Changed Before Anything Else Can Be Changed, Moved, Acted Upon.

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