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Up the Organization: How to Stop the Corporation from Stifling People and Strangling Profits
Although it was first published more than thirty-five years ago, Up the Organization continues to top the lists of best business books by groups as diverse as the American Management Association, Strategy + Business (Booz Allen Hamilton), and The Wharton Center for Leadership and Change Management. 1-800-CEO-READ ranks Townsend’s bestseller first among eighty books that “every manager must read.” This commemorative edition offers a new generation the benefit of Robert Townsend’s timeless wisdom as well as reflections on his work and life by those who knew and worked with him. This groundbreaking book continues to remind us not to get mired in all those sacred organizational routines that stifle people and strangle both profits and profitability. He shows a way to humanize business and a way to have fun while making it all work better than it ever worked before.
208 pages, Hardcover
First published March 1, 1970
182 people are currently reading
1984 people want to read
About the author
Robert C. Townsend
9 books3 followersRobert C. Townsend (d. 1998) drew upon his early experiences as a banker at American Express Co. to redirect Avis Rent-a-Car as president and chairman. Under his leadership, Avis experienced a celebrated turnaround, fueled by the "We Try Harder" advertising campaign. Townsend also worked as an executive at 20th Century Fox and was director at several companies, including Dun and Bradstreet and Radica Games. Townsend was a celebrity in his own right, and a frequent lecturer and talk-show guest.
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Displaying 1 - 30 of 70 reviews
April 22, 2012
The only book about business that you'll ever need to read. Over 40 years old now, but it still cuts though all the BS of the modern corporate world.
June 9, 2012
As the cover jacket best summarizes it: "No pomposities. In short takes and plain words here is a way to humanize business, to have fun while making it all work better than it ever worked before - and better than it ever worked before - and better than anyone else is making it work...The result is the best, strongest, funniest, sagest, most outrageous and constructive book ever written about running things." Robert shares with us his thoughts on a wide variety of management and leadership topics based on over 16 years of experience in the Corporate world, including Avis and American Express, to name a few.
What sets this book apart is the breadth of topics covered, as well as the presentation in the form of short, simple, and direct mini-essays.
Below are some key excerpts from the book that I found particularly insightful:
1- "By far the best two books I've read on the subject of getting things done through organizations are: Managing for Results, by Peter F. Drucker...and The Human Side of Enterprise by Douglas McGregor..."
2- "Compromise is usually a bad idea. It should be a last resort...When you give in, give in all the way. And when you win, try to win all the way so the responsibility to make it work rests squarely on you."
3- "Delegation of Authority - May give lip service, but few deleate authority in important matters. An that means all they delegate is dog-work. A real leader does as much dog-work for his people as he can: he can do it, or see a way to do without it, ten times as fast. And he delegates as many important matters as he can because that creates a climate in which people grow."
4- "A commander in chief [manager] cannot take as an excuse for his mistakes in warfare [business] an order given his minister [boss] or his sovereign [boss's boss], when the person giving the order is absent from the field of operations and is imperfectly aware or wholly unaware of the latest state of affairs. It follows that any commander in chief [manager] who undertakes to carry out a plan which he considers defective is at fault; he must put forward his reasons, insist on the plan being changed, and finally tender his resignation rather than be the instrument of his army's [organization's] downfall. - Napoleon"
5- " As for the best leaders, the people do not notice their existence. The next best, the people honor and praise. The next, the people fear; and the next the people hate...When the best leader's work is done the people say "We did it ourselves!" - Lao-tzu".
6- "Get to know your people. What they do well, what they enjoy doing, what their weaknesses and strengths are, and what they want and need to get from their job. And then try to create an organization around your people, not jam your people into those organization-chart rectangles. The only excuse for organization is to maximize the chance that each one, working with others, will get for growth in his job, You can't motivate people. That door is locked from the inside. You can create a climate in which most of your people will motivate themselves to help the company reach its objectives. Like it or not, the only practical act is to adopt Theory Y assumptions and get going."
7- "Most managements complain about the lack of able people and go outside to fill key positions. Nonsense. Nobody inside an organization ever looked ready to move into a bigger job. I use the rule of 50 per cent. Try to find somebody inside the company with a record of success (in any area_ and with an appetite for the job. If he looks like 50 per cent of what you need, give him the job. In six months he'll have grown the other 50 per cent and everybody will be satisfied."
8- "Reorganizing - Should be undergone about as often as major surgery. And should be as well planned and as swiftly executed. "I was to learn later in life that we tend to meet any new situation by reorganizing; and a wonderful method it can be for creating the illusion of progress while producing confusion, inefficiency, and demoralization. - Petronius Arbiter.""
9- "Leadership Characteristic - available, inclusive, humorous, fair, decisive, humble, objective, tough, effective, patient."
What sets this book apart is the breadth of topics covered, as well as the presentation in the form of short, simple, and direct mini-essays.
Below are some key excerpts from the book that I found particularly insightful:
1- "By far the best two books I've read on the subject of getting things done through organizations are: Managing for Results, by Peter F. Drucker...and The Human Side of Enterprise by Douglas McGregor..."
2- "Compromise is usually a bad idea. It should be a last resort...When you give in, give in all the way. And when you win, try to win all the way so the responsibility to make it work rests squarely on you."
3- "Delegation of Authority - May give lip service, but few deleate authority in important matters. An that means all they delegate is dog-work. A real leader does as much dog-work for his people as he can: he can do it, or see a way to do without it, ten times as fast. And he delegates as many important matters as he can because that creates a climate in which people grow."
4- "A commander in chief [manager] cannot take as an excuse for his mistakes in warfare [business] an order given his minister [boss] or his sovereign [boss's boss], when the person giving the order is absent from the field of operations and is imperfectly aware or wholly unaware of the latest state of affairs. It follows that any commander in chief [manager] who undertakes to carry out a plan which he considers defective is at fault; he must put forward his reasons, insist on the plan being changed, and finally tender his resignation rather than be the instrument of his army's [organization's] downfall. - Napoleon"
5- " As for the best leaders, the people do not notice their existence. The next best, the people honor and praise. The next, the people fear; and the next the people hate...When the best leader's work is done the people say "We did it ourselves!" - Lao-tzu".
6- "Get to know your people. What they do well, what they enjoy doing, what their weaknesses and strengths are, and what they want and need to get from their job. And then try to create an organization around your people, not jam your people into those organization-chart rectangles. The only excuse for organization is to maximize the chance that each one, working with others, will get for growth in his job, You can't motivate people. That door is locked from the inside. You can create a climate in which most of your people will motivate themselves to help the company reach its objectives. Like it or not, the only practical act is to adopt Theory Y assumptions and get going."
7- "Most managements complain about the lack of able people and go outside to fill key positions. Nonsense. Nobody inside an organization ever looked ready to move into a bigger job. I use the rule of 50 per cent. Try to find somebody inside the company with a record of success (in any area_ and with an appetite for the job. If he looks like 50 per cent of what you need, give him the job. In six months he'll have grown the other 50 per cent and everybody will be satisfied."
8- "Reorganizing - Should be undergone about as often as major surgery. And should be as well planned and as swiftly executed. "I was to learn later in life that we tend to meet any new situation by reorganizing; and a wonderful method it can be for creating the illusion of progress while producing confusion, inefficiency, and demoralization. - Petronius Arbiter.""
9- "Leadership Characteristic - available, inclusive, humorous, fair, decisive, humble, objective, tough, effective, patient."
May 10, 2015
Редкая, маленькая, но очень богатая на высококачественные профессиональные советы для действующих руководителей компаний, которая поможет определить и вовремя исправить ошибки о которых вам ещё неизвестно, ну а тем кто метит, или уже на пути к карьере успешного менеджера книгу стоить прочитать дабы избежать несметное количество ошибок в будущих управленческих решениях.
Но книга не идеальная. Лично я нашёл немалое число спорных вопросов и несколько очень поверхностных рассмотренных тем. То есть стоит быть внимательным и не считать все уроки автора как лучшие из возможных. Несмотря на критику я должен признать, что лучшую книгу в подобном жанре ещё не читал.
Но книга не идеальная. Лично я нашёл немалое число спорных вопросов и несколько очень поверхностных рассмотренных тем. То есть стоит быть внимательным и не считать все уроки автора как лучшие из возможных. Несмотря на критику я должен признать, что лучшую книгу в подобном жанре ещё не читал.
September 27, 2012
First came across this paperback shortly after it was published in 1970, so my edition is not the same as the one shown here.
What's interesting is how much of Townsend's advice still resonates after 40+ years. You'd think that a section like COMPUTERS AND THEIR PRIESTS would be out of the ark by now. I worked in IT for a long time, and find there's still a lot to like in Townsend's brief, brutal analysis.
This book had a huge impact on my working life. One of the best ever!
What's interesting is how much of Townsend's advice still resonates after 40+ years. You'd think that a section like COMPUTERS AND THEIR PRIESTS would be out of the ark by now. I worked in IT for a long time, and find there's still a lot to like in Townsend's brief, brutal analysis.
This book had a huge impact on my working life. One of the best ever!
July 3, 2016
The section on computers and their priests is still relevant today and I'm sorry that Townsend was unable to become the curator of the Harvard MBA school museum of horrors after a richly deserved closure.
Also time for a reread.
Also time for a reread.
December 26, 2017
Short, old, and somewhat good.
The book itself is a collection of thoughts on particular topics, listed alphabetically. There is no structure, and some ideas are obvious in 2017, some are food for thought and some are extremely limited in application. Book is mostly targeted at executives working at large companies. So many suggestions are about what kind of departments you should fire, or what kind of secretaries hire.
My main problem is that Townsend doesn't offer the reader a set of important management principles, but instead gives "hands-on" and very concrete advices, half of which would only make sense for him, or for a particular industry, or time, or company size, or even operation country.
It wasn't particular valuable to me, and there are much better and thorough or fundamental management books out there now. What was groundbreaking 30 years ago is just one of the many great ways now.
The book itself is a collection of thoughts on particular topics, listed alphabetically. There is no structure, and some ideas are obvious in 2017, some are food for thought and some are extremely limited in application. Book is mostly targeted at executives working at large companies. So many suggestions are about what kind of departments you should fire, or what kind of secretaries hire.
My main problem is that Townsend doesn't offer the reader a set of important management principles, but instead gives "hands-on" and very concrete advices, half of which would only make sense for him, or for a particular industry, or time, or company size, or even operation country.
It wasn't particular valuable to me, and there are much better and thorough or fundamental management books out there now. What was groundbreaking 30 years ago is just one of the many great ways now.
February 9, 2023
Zastarela je knjiga. Slatko je da jednom čitam o "telefonistkinjama" ali ne 10 poglavlja.
Zastarela je i fora "lupiću nesto provokativno da privucem paznju iako ne mislim to zaista" tipa "otpustite celo odeljenje nabavke".
Vadi se na epizodu sa Bill Bernbakom, sto mi je interesantno profesionalno i otvorenošću oko nekih finansijskih aranžmana na C - levelu, što je retkost rekao bih.
I jako lepo izgleda KP izdanje. Svaka čast.
Zastarela je i fora "lupiću nesto provokativno da privucem paznju iako ne mislim to zaista" tipa "otpustite celo odeljenje nabavke".
Vadi se na epizodu sa Bill Bernbakom, sto mi je interesantno profesionalno i otvorenošću oko nekih finansijskih aranžmana na C - levelu, što je retkost rekao bih.
I jako lepo izgleda KP izdanje. Svaka čast.
February 21, 2019
Read in 2018 in Norwegian edition from 1970(!!). Salvation Army ftw ;) This book is a real saver to keep yourself sane in a world where the workplace can be at times insane. It can help you ground and go “ok, I am still sane”.
March 1, 2010
Author Steve Lance has chosen to discuss Robert Townsend's
Up The Organization
, on FiveBooks (http://five-books.com) on his list of five books that explain the future of Advertising, saying that:
“At the beginning of my career Up the Organization was hugely influential to me because it told me that you could be part of an organization and still be a maverick within the organization. What Robert Townsend preached was how to break the rules and still fit in.”.
The full interview is available here: http://thebrowser.com/books/interviews/steve-lance
“At the beginning of my career Up the Organization was hugely influential to me because it told me that you could be part of an organization and still be a maverick within the organization. What Robert Townsend preached was how to break the rules and still fit in.”.
The full interview is available here: http://thebrowser.com/books/interviews/steve-lance
Read
August 20, 2016Excellent book. Was given this in 1974 and have just found it in my library and reread it. It is just as pertinent today as it was 42 years ago.
The page that really sticks out is Page 135 entitled "Policy Manuals".
This really brings into perspective all the BS now required by companies who want to see your Quality Manuals, Quality Policies and the rest of the irrelevant rubbish that makes zero difference to the final product.
This book is well worth a reread by the modern managers and students to understand what NOT to do be successful.
Page 66 about Harvard Business School is also worth a read. This alone could save your company millions.
The page that really sticks out is Page 135 entitled "Policy Manuals".
This really brings into perspective all the BS now required by companies who want to see your Quality Manuals, Quality Policies and the rest of the irrelevant rubbish that makes zero difference to the final product.
This book is well worth a reread by the modern managers and students to understand what NOT to do be successful.
Page 66 about Harvard Business School is also worth a read. This alone could save your company millions.
July 11, 2017
Get to the point and get it over with kind of book. Something that you keep stashed at your office draw to refer to when needed. Makes it equally rewarding to read whether you are an entrepreneur, manager/lead in a small/medium/large business or an employee learning his/her way through the corporate ladder. The book is organized into topics that are organized alphabetically. so your contents is the index. Or just open to a random page and you shall find a nugget of gold.
April 9, 2018
Did I miss something... after reading this book feels like I am ready to learn how to start a board of directors! I truly think this book is for struggling corporations not small businesses trying to become a corporation. The flow of the text was a little disorganized but maybe because I have the original copy.
July 13, 2017
This book is clearly dated but most of the big topics are still applicable. It's brief, to the point, and brutally honest.
April 6, 2024
Even though this book was published in 1970, there are many interesting and valuable tidbits of business advice. Robert Townsend was the chairperson and president of Avis-Rent-a-Car and grew it into one of the largest rental car companies.
It's a fairly quick read. The three pieces of advice that I think of immediately when I think of his advice:
1. Reporting: Sadly in 1970 the use of reports was already a useless exercise. Personally, I am also of the opinion that reports are way too often generated just for the sake of it. Many hours goes into writing a report, just to never ever be looked at again. We see a lot more success with presenting our results in a format that is reused at board level to make decisions.
2. Objectives: ..."I used to keep a sign opposite my desk where I couldn't miss it if I were on the telephone (about to make an appointment) or in a meeting in my office: "Is what I'm doing or about to do getting us closer to our objective?" That sign saved me from a lot of useless trips, lunch dates , conferences, junkets and meetings.
3. Thanks ~ A really neglected form of compensation.
It's a fairly quick read. The three pieces of advice that I think of immediately when I think of his advice:
1. Reporting: Sadly in 1970 the use of reports was already a useless exercise. Personally, I am also of the opinion that reports are way too often generated just for the sake of it. Many hours goes into writing a report, just to never ever be looked at again. We see a lot more success with presenting our results in a format that is reused at board level to make decisions.
2. Objectives: ..."I used to keep a sign opposite my desk where I couldn't miss it if I were on the telephone (about to make an appointment) or in a meeting in my office: "Is what I'm doing or about to do getting us closer to our objective?" That sign saved me from a lot of useless trips, lunch dates , conferences, junkets and meetings.
3. Thanks ~ A really neglected form of compensation.
May 27, 2019
Very good book IF YOU ARE AN ENTREPRENEUR OR SUFFICIENTLY ENTRENCHED IN YOUR COMPANY. Otherwise, I recommend you entrench your position FIRST, THEN carry out Bob's recommendations (with stock ownership), otherwise I guarantee that you will step on enough "important people's" toes to get yourself fired from the company. Bob, hired by Andre Meyer who gave him a great deal of free rein (because of the numbers he delivered), himself was "forced out" by Andre Meyer & al. after he exhausted his usefulness at Avis (also because he worked for the "wrong" boss, Meyer had more of a trading / PE mentality than a Buffett hold-forever-er). The author himself was an energetic business genius along the lines of a Sam Walton.
December 11, 2021
Out of all the business books I read, this one tops them all. Townsend wrote a brilliant master piece that should serve as the handbook of every leader. In my decade of experience both in the for and non profit sector, I can attest that there is a lack of leadership. Townsend gives some good advice on how to lead and run an efficient organization. There are some things in the book that would be considered controversial, one need to keep in mind the time period in which it was written. I truly think anyone who is in a leadership role should be required to read this. Leadership is truly a lost art.
December 31, 2024
In my opinion this is one of the best books on business ever written and i have found myself referring to it like a manual at various times in my life and reading it countless times over the years.
The concepts and tone of the book have influenced and impacted the way companies operate and we now live in a business world that looks a lot closer to Bob's vision than when the book was released - a testament to this brilliant book.
Highly recommend to anyone who is in business, wants to be in business or simply feels there is a better way to do things than existing in the inefficient, cut-throat, corporate culture and enduring the needless bureaucracy that comes with it.
The concepts and tone of the book have influenced and impacted the way companies operate and we now live in a business world that looks a lot closer to Bob's vision than when the book was released - a testament to this brilliant book.
Highly recommend to anyone who is in business, wants to be in business or simply feels there is a better way to do things than existing in the inefficient, cut-throat, corporate culture and enduring the needless bureaucracy that comes with it.
March 20, 2022
Knjigu sam čitao na srpskom jeziku u izdanju KP Advertajzninga.
Vrlo pitko štivo koje pre svega predstavlja sve najbitnije izazove koje korporacije imaju pred sobom i na mnoge od tih izazova nudi jednostavna i razumljiva rešenja.
Posebno mi se dopadaju autorove ideje o liderstvu, značaju pravog liderstva za svaku organizaciju i za svakog pojedinca u toj organizaciji.
"Ako nesto ne radite savršeno, nemojte da radite uopste. Jer ako nije savrseno - neće biti profitabilno ili zabavno- a ako niste u biznisu zbog zabave ili profita, zasto ste onda, dodjavola, uopšte ovde?"
Preporučujem!
Vrlo pitko štivo koje pre svega predstavlja sve najbitnije izazove koje korporacije imaju pred sobom i na mnoge od tih izazova nudi jednostavna i razumljiva rešenja.
Posebno mi se dopadaju autorove ideje o liderstvu, značaju pravog liderstva za svaku organizaciju i za svakog pojedinca u toj organizaciji.
"Ako nesto ne radite savršeno, nemojte da radite uopste. Jer ako nije savrseno - neće biti profitabilno ili zabavno- a ako niste u biznisu zbog zabave ili profita, zasto ste onda, dodjavola, uopšte ovde?"
Preporučujem!
September 4, 2017
Timeless è la definizione Migliore.Townsend avrebbe avuto molto da dire su Mai & Social in Azienda. Da leggere e meditare ancora oggi dopo più di 40 anni.A dispetto dei Soloni l'autore era un fervido sostenitore del M;ateriale umano e che si o e che si potessero raggiungere ottimi risultati con quello che aveva a disposizione - Vedi Storia AVIS
https://en.wikipedia.org/wiki/Avis_Re...
https://en.wikipedia.org/wiki/Avis_Re...
April 29, 2019
This is another one of my professor's suggested readings. Interestingly enough, of all of the books that I have read so far, this author reminds me the most of said professor.
The book is a set of pithy yet humorous observations about some of the large corporate bureaucratisms, as well as suggestions as to how to improve many of them. The book provides many thought provoking analyses, along with the entertainment value that anbody who has been stifled in a large company will appreciate.
The book is a set of pithy yet humorous observations about some of the large corporate bureaucratisms, as well as suggestions as to how to improve many of them. The book provides many thought provoking analyses, along with the entertainment value that anbody who has been stifled in a large company will appreciate.
November 14, 2021
Un des meilleurs livres de management, encore aujourd’hui.
Le titre à double sens, est-ce qu’il s’agit de gravir les échelons d’une organisation ou de « le mettre » à l’organisation …
Le manager de Hertz, no2 derrière Avis, auteur du slogan «we’re only no2 but we try harder », donne sa vision, antibureaucratique, il impose le « vis ma vie » aux cadres en leur faisant tenir les guichets de location, il ne veut pas de secrétaire, livre ancien qui reste très moderne.
Le titre à double sens, est-ce qu’il s’agit de gravir les échelons d’une organisation ou de « le mettre » à l’organisation …
Le manager de Hertz, no2 derrière Avis, auteur du slogan «we’re only no2 but we try harder », donne sa vision, antibureaucratique, il impose le « vis ma vie » aux cadres en leur faisant tenir les guichets de location, il ne veut pas de secrétaire, livre ancien qui reste très moderne.
December 19, 2019
Avis Rent-a-Car president Robert Townsend's business book on organizational management and leadership. Almost silly in its simplicity (organized alphabetically by topic, chapters rarely more than a few paragraphs long, no beating around the bush), it's easy to see why it's been around so long. It's hard to see it in action anywhere.
April 18, 2020
Not really sure why I read this. Quite fun but somewhat out of date. Advice for a new CEO, not very applicable to me.
Interesting insight though into the mindset of someone who was a Fortune 500 CEO in the 50's and 60's. He seems to have been a success without being a venal psychopath. Quite an achievement!
Interesting insight though into the mindset of someone who was a Fortune 500 CEO in the 50's and 60's. He seems to have been a success without being a venal psychopath. Quite an achievement!
July 14, 2022
The value is in the brevity
The brevity of eaxh point makes ut easy ti graso and the examples a are not complicated. The book gives práctice a priority for learning what will work and what will not work. Most important the book takes Head on the human motives that must be recognize as forces for good and bad.
The brevity of eaxh point makes ut easy ti graso and the examples a are not complicated. The book gives práctice a priority for learning what will work and what will not work. Most important the book takes Head on the human motives that must be recognize as forces for good and bad.
August 4, 2023
Excellent analysis of corporate life. Though written decades ago, the principles still apply across many organizations. A real eye opener for young people, aswell as those with decades of business experience. The followup book, Furthe Up the Organization contains even more principles. Packed with wisdom.
December 12, 2018
A brilliant ABC guide to office life, teams and leadership. My copy was printed in 1970 and while some parts are outdated, most of the book is hugely relevant today. There is no fluff, Townsend gets straight to the point which is welcome contrast to a lot of modern business themed books.
June 18, 2019
It's funny cause its true. How to cut the bullshit out of everyday business nonsense. Shoudl be on a stone plate in every company. A clear and clean look at business told by one of the most successful leaders. What mattered 40 years ago still rings very very true.
January 10, 2020
Working in a big corporation, I really appreciate his egalitarian view. I read it keeping in mind that it was written 50 yers ago, therefore enjoyed it a lot and never had the feeling of it being out of date.
March 7, 2021
Robert, there is so much practical wisdom in in your book.
I sure hope I can embody even half of it!
Point to ponder 🤔
...someone once said that you will never offend anyone by excluding expletives...
- Joshua
I sure hope I can embody even half of it!
Point to ponder 🤔
...someone once said that you will never offend anyone by excluding expletives...
- Joshua
April 2, 2021
Must read book for anyone that wants to be a better human being, only then one can be an amazing leader! Can easily replace 95% of courses in the fancy master business degrees. Be honest, be bold and take care about the people around you. Thank you mr. Townsend!
Displaying 1 - 30 of 70 reviews