William A. Cohen 
Drucker on Leadership 
New Lessons from the Father of Modern Management

Although Peter Drucker, ‘The Father of Modern
Management, ‘ died in 2005, his timeless teachings are studied
and practiced by forward-thinking managers worldwide. His lessons
and wisdom on the topic of leadership–the central element of
management–are in constant demand, yet he wrote little under
that actual subject heading.

In Drucker on Leadership, William A. Cohen explores
Drucker’s lost leadership lessons–why they are missing,
what they are, why they are important, and how to apply them. As
Cohen explains, Drucker was ambivalent about leadership for much of
his career, making it clear that leadership was not by itself
‘good or desirable.’ While Drucker struggled with the
concept of leadership, he was well aware that it had a critical
impact on the accomplishment of all projects and human endeavors.
There is no book from Drucker specifically dedicated to leadership,
but a wealth of information about leadership can be found scattered
throughout his 40 books and hundreds of articles. Drucker’s
teachings about leadership have saved many corporations from
failure and helped guide others to outstanding success.

Many of the leadership concepts revealed in this book will
surprise and perhaps shock Drucker’s followers. For example,
who would have thought that Peter Drucker taught that
‘leadership is a marketing job’ or that ‘the best
leadership lessons for business or any nonprofit organization come
from the military’?

Written for anyone who values the insights of the man whose name
is synonymous with excellence in management, Drucker on
Leadership offers a deeper understanding of what makes an
extraordinary leader.

Table of Content

Foreword ix
by Frances Hesselbein

Introduction: Peter Drucker and Leadership 1

Part One The Leader’s Role in Shaping the Organization’s Future 9

1 The Fundamental Decision: Determining the Business of the Organization 11

2 The Process: Creating a Strategic Plan 21

3 Look, Listen, and Analyze: The Information the Leader Needs 33

4 Methodology: Developing Drucker-Based Strategies 45

5 Taking Action: What It Takes to Implement Your Plan 55

Part Two Ethics and Personal Integrity 63

6 Drucker’s Views on Business Ethics 65

7 Effective Leadership and Personal Integrity 75

8 The Seven Deadly Sins of Leadership 85

9 Effective Leadership and Corporate Social Responsibility 97

10 The Responsibility of a Corporation: First, Do No Harm 107

Part Three The Military: Drucker’s Model Organization 117

11 Leadership Lessons from Xenophon 121

12 Training and Developing Leaders 133

13 Promotion and Staffi ng 145

14 The Heart of Leadership 157

15 Leadership for Upper Management 167

Part Four Motivation and Leadership 179

16 Leadership Style as a Motivator 181

17 Motivating to Peak Performance 191

18 Charisma as a Motivator 201

19 The Volunteer Paradigm 211

Part Five The Marketing Model of Leadership 223

20 Applying Marketing to Leadership 227

21 Applying Segmentation to Leadership 235

22 Applying Positioning to the Organization and the Leader 245

23 The Role of Influence and Persuasion on Strategy and Tactics 255

Epilogue Drucker’s Legacy 265

Notes 267

About the Author 283

Index 285

About the author

William Cohen, Ph.D., president of the Institute of Leader
Arts, was the first graduate of Drucker’s
executive Ph.D. program. About him, Drucker wrote: ‘My
colleagues on the faculty and I learned at least as much as we
could teach him.’ Cohen served as major general in the U.S.
Air Force Reserve, has held executive positions in several
companies, and was president of two universities. He is the author
of many management books, including The Art of the Leader
and A Class With Drucker.

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