Guideposts to management
As managers, it's important to periodically pause and look back on the principles that J. Willard Marriott used to
successfully build his business. These were passed down as guidelines to run the company in a letter from father to son
when J. W. Marriott, Jr. became Executive Vice President in 1964.
1. Keep physically fit, mentally, and spiritually strong.
2. Guard your habits -- bad ones will destroy you.
3. Pray about every difficult problem.
4. Study and follow professional management principles. Apply them logically and practically to your organization.
5. People are No. 1 - their development, loyalty interest, team spirit. Develop managers in every area. This is your
prime responsibility.
6. Decisions: Men grow making decisions and assuming responsibility for them.
a. Make crystal clear what decision each manager is responsible for and what decisions you reserve for yourself.
b. Have all the facts and counsel as necessary – then decide and stick to it.
7. Criticism: Don’t criticize people but make a fair appraisal of their qualifications with their supervisor only (or someone
assigned to do this). Remember; anything you say about some may (and usually does) get back to them. There are
few secrets.
8. See the good in people and try to develop those qualities.
9. Inefficiency: If it cannot be overcome and an employee is obviously incapable of the job, find a job he can do or
terminate now. Don’t wait.
10. Manage your time.
a. Short conversations to the point.
b. Make every minute on the job count.
c. Work fewer hours – some of us waste half our time.
11. Delegate and hold accountable for results.
12. Details:
a. Let your staff take care of them.
b. Save your energy for planning, thinking, working with department heads, promoting new ideas.
c. Don’t do anything someone else can do for you.
13. Ideas and competition:
a. Ideas keep the business alive.
b. Know your competitors are doing and planning.
c. Encourage all management to think about better ways and give suggestions on anything that will improve
business.
d. Spend time and money on research and development.
14. Don’t try to do an employee’s job for him – counsel and suggest.
15. Think objectively and keep a sense of humor: Make the business fun for you and others.
J. Willard Marriott
January 20, 1964
Produced by the Marriott Corporation Employee Communications and Creative Services Department Marriott International Headquarters, Marriott Drive