2. On principles
(borrowed from J.P. Morgan)
âOur policy is only ïŹrst-class
business, and that in a ïŹrst-class
way.â
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3. On professional standards
âTop men must not tolerate sloppy plans
or mediocre work.â
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4. On setting lofty goals
âRaise your sights. Blaze new
trails. Compete with the
immortals.â
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5. On knowledge
âSuppose, your gall-bladder has to be
removed this evening. Will you choose a
surgeon who has read some books on
anatomy and knows where to ïŹnd your gall-
bladder, or a surgeon who relies on his
intuition?â
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6. On focus in an organization
âIf we are to prevent the eventual disintegration of our
world-wide church into a Tower of Babel, we must
continue our evangelism, make sure that every ofïŹce
is headed by a member of the True Church, and not by
a stranger and, never again entrust the supervision of
ofïŹces to outsiders or lay brothers. This errors leads
to schism, balkanization, apostasy, bankruptcy and
ultimate disintegration.â
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7. On size in an organization
âIf God is on the side of the big
battalions, and that seems to be the
case, the path of wisdom lies in
becoming one of the big battalions.â
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8. On committees
âSearch the parks in all your cities,
YouÊŒll ïŹnd no statues of committees.â
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9. On mergers
âClients never like mergers. They hate
them. They donÊŒt like their accounts being
sold. I donÊŒt blame them. If my doctor said
he had sold his patients to another doctor,
whom I had never met and must consult for
all future health care, I wouldnÊŒt jump up
and down with joy.â
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10. On acquisitions
âFinance aside, I have always
thought [acquisitions] a rickety way
to grow. Good agencies are never
for sale.â
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11. On hiring
âIf you hire people who are smaller than you are, we
shall become a company of dwarfs. If you hire people
who are bigger than you, we shall become a company
of giants. Hire Big People, people who are better than
you. Pay them more than you pay yourself, if
necessary.â
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12. On meritocracy
âNo spouses. No nepots â
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13. On corporate culture
âWe treat our people like human beings. We help them when
they are in trouble. We help our people make the best of their
talents. Our system of management is singularly democratic.
We abhor ruthlessness. We like people with gentle manners. We
admire people who work hard. We despise and detest ofïŹce
politicians, toadies, bullies and pompous asses. The way up the
ladder is open to everybody. In promoting people to top jobs, we
are as inïŹuenced as much by their character as by anything
else.â
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14. On minimizing ofïŹce politics
âSack incurable politicians.
Crusade against paper warfare.â
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15. On compensation
âPay peanuts and you get monkeys.â
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16. On checking expense accounts
âEven the Pope has a Confessor.â
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17. On ïŹring people
âI think the most cruel thing you can do to
people, especially I am sad to say, to men,
is to ïŹre them, to put them in a situation
where they donÊŒt work. Always do your
damndest to avoid condemning people to
the hell of unemployment.â
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18. On losing clients
âClients come, they go, they come
back, weÊŒll get a new one. The only
thing that can affect who we are as
a company is if [the Chairman] feels
any less committed.â
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19. On clear and honest writing
âPeople who think well, write well.
Woolly-minded people write woolly
memos, woolly letters and woolly
speeches. I believe in the
dogmatism of brevity.â
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