The Drucker Lectures : Essential Lessons on Management, Society and Economy QUOTES

1 " It is something that can be attained only through despair, through tragedy, through long, painful, and ceaseless struggle. It is not irrational, sentimental, emotional, or spontaneous. It comes as the result of serious thinking and learning, of rigid discipline, of complete sobriety, absolute will. It is something few can attain; but all can—and should—search for it. This is as far as I can go. If you want to go further, if you want to know about the nature of religious experience, about the way to it, about faith itself, you have to read Kierkegaard. Even so, you may say that I have tried to lead you further than I know the road myself. You may reproach me for trying to make Kierkegaard accept society as real and meaningful whereas he actually repudiated it. You may even say that I have failed in relating faith to existence in society. All these complaints would be justified, but I would not be very much disturbed by them—at least not as far as the purpose of this talk is concerned. For all I wanted to show you is the possibility that we have a philosophy that enables men to die. Do not underestimate the strength of such a philosophy. For in a time of great sorrow and catastrophe such as we have to live through, it is a great thing to be able to die. But it is not enough. Kierkegaard too enables men to die; but his faith also enables them to live. From a lecture delivered at Bennington College, where Drucker had joined the faculty in 1942. "

― Peter F. Drucker , The Drucker Lectures : Essential Lessons on Management, Society and Economy

2 " For Kierkegaard has an answer. Human existence is possible as existence not in despair, as existence not in tragedy—it is possible as existence in faith. The opposite of Sin—to use the traditional term for existence purely in society—is not virtue; it is faith. Faith is the belief that in God the impossible is possible, that in Him time and eternity are one, that both life and death are meaningful. In my favorite among Kierkegaard’s books, a little volume called Fear and Trembling[published in 1843], Kierkegaard raises the question: What is it that distinguishes Abraham’s willingness to sacrifice his son, Isaac, from ordinary murder? If the distinction would be that Abraham never intended to go through with the sacrifice but intended all the time only to make a show of his obedience to God, then Abraham indeed would not have been a murderer, but he would have been something more despicable: a fraud and a cheat. If he had not loved Isaac but had been indifferent, he would have been willing to be a murderer. But Abraham was a holy man, and God’s command was for him an absolute command to be executed without reservation. And we are told that he loved Isaac more than himself. But Abraham had faith. He believed that in God the impossible would become possible, that he could execute God’s order and yet retain Isaac. If you looked into this little volume on Fear and Trembling, you may have seen from the introduction of the translator that it deals symbolically with Kierkegaard’s innermost secret, his great and tragic love. When he talks of himself, then he talks of Abraham. But this meaning as a symbolic autobiography is only incidental. The true, the universal meaning is that human existence is possible, only possible, in faith. In faith, the individual becomes the universal, ceases to be isolated, becomes meaningful and absolute; hence in faith there is a true ethic. And in faith existence in society becomes meaningful too as existence in true charity. This faith is not what today so often is called a “mystical experience”—something that can apparently be induced by the proper breathing exercises, by fasting, by narcotic drugs or by prolonged exposure to Bach with closed eyes and closed ears. It is something "

― Peter F. Drucker , The Drucker Lectures : Essential Lessons on Management, Society and Economy

3 " So the first thing to do is make sure you are close enough to the outside that you do not have to depend on reports. The best example I know: Many years ago a man built one of the world’s major businesses, the first business that really took advantage of the great change in medicine when the practice shifted from the individual practitioner to the hospital. (That happened after the Second World War in the developed countries.) And he had a simple rule: Every executive in that company, from the time it was very small to when it became a huge multinational, spent four weeks a year outside the company. Whenever a salesman went on vacation, an executive took his or her place for two weeks, twice a year, and called on customers and sold to customers and introduced new products into the hospital market. As a result, that company understood the rapidly changing market. "

― Peter F. Drucker , The Drucker Lectures : Essential Lessons on Management, Society and Economy

4 " The true, the universal meaning is that human existence is possible, only possible, in faith. In faith, the individual becomes the universal, ceases to be isolated, becomes meaningful and absolute; hence in faith there is a true ethic. And in faith existence in society becomes meaningful too as existence in true charity. "

― Peter F. Drucker , The Drucker Lectures : Essential Lessons on Management, Society and Economy

5 " Another thing you need to understand is what we now call the “core competencies” of your organization. What are we really good at? What do our customers pay us for? Why do they buy from us? In a competitive, nonmonopolistic market—and that is what the world has become—there is absolutely no reason why a customer should buy from you rather from your competitor. None. He pays you because you give him something that is of value to him. What is it that we get paid for? You may think this is a simple question. It is not. I have been working with some of the world’s biggest manufacturers, producers, and distributors of packaged consumer goods. All of you use their products, even in Slovenia. They have two kinds of customers. One, of course, is the retailer. The other is the housewife. What do they pay for? I have been asking this question for a year now. I do not know how many companies in the world make soap, but there are a great many. And I can’t tell the difference between one kind of soap or the other. And why does the buyer have a preference—and a strong one, by the way? What does it do for her? Why is she willing to buy from one manufacturer when on the same shelves in the United States or in Japan or in Germany they are soaps from other companies? She usually does not even look at them. She reaches out for that one soap. Why? What does she see? What does she want? Try to work on this. Incidentally, the best way to find out is to ask customers not by questionnaire but by sitting down with them and finding out. The most successful retailer I know in the world is not one of the big retail chains. It is somebody in Ireland, a small country about the size of Slovenia. This particular company is next door to Great Britain with its very powerful supermarkets, and all of them are also in Ireland. And yet this little company has maybe 60 percent of the sandwich market. What do they do? Well, the answer is that the boss spends two days each week in one of his stores serving customers, from the meat counter to the checkout counter, and is the one who puts stuff into bags and carries it out to the shoppers’ automobiles. He knows what the customers pay for. But let me go back to the beginning: The place to start managing is not in the plant, and it is not in the office. You start with managing yourself by finding out your own strengths, by placing yourself where your strengths can produce results and making sure that you set the right example (which is basically what ethics is all about), and by placing your people where their strengths can produce results. "

― Peter F. Drucker , The Drucker Lectures : Essential Lessons on Management, Society and Economy

6 " Human existence is possible as existence not in despair, as existence not in tragedy—it is possible as existence in faith. The opposite of Sin—to use the traditional term for existence purely in society—is not virtue; it is faith. Faith is the belief that in God the impossible is possible, that in Him time and eternity are one, that both life and death are meaningful. In my favorite among Kierkegaard’s books, a little volume called Fear and Trembling[published in 1843], "

― Peter F. Drucker , The Drucker Lectures : Essential Lessons on Management, Society and Economy