OPEN SOURCE MANAGEMENT BUSINESS DEVELOPMENT AND NEW MARKETS EXPANSION www. osmconsultgroup. com 1
A business idea is as valuable as the people who support it
Books in seven languages 3
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Slides www. paoloruggeri. net 7
How is Macedonian economy going? 8
“The pike dies of experience and habits…”
SOMETIMES THINGS ARE NOT AS THEY APPEAR
Are the colors of Square A and Square B the same? ? ?
MANY OF THE PRACTICE AND ATTITUDES THAT BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE, THAT IS TO SAY APPARENTLY GOING AGAINST LOGIC
19% CONTROLS 85% WEALTH 16
OPEN SOURCE MANAGEMENT NINE STRATEGIES 17 www. osmconsultgroup. com
1) HANDLE THE INTERNAL REASONS 18
LOW PERFORMANCE • CAUSE (=Source Point) • EFFECT (=Receipt Point)
WHY DOES YOUR COMPANY EXISTS? • How do you add value to the customer? • When a company loses ground it has always stopped to add value
2) Generate Value 21
Comfort Zone = Consuming value Uncomfortable = Creating value
Take up a challenge Take a scary (or tough) decision
OUT OF THE COMFORT ZONE
3) EMBRACE MARKETING
€ £ ¥ $ ? ? ?
Unique Value Proposition 27
A) ASK IT TO THE CUSTOMERS
How do you rate the following advantages you could get from a provider of complete production units? • A) The provider is reliable and has a good reputation • B) The provider does follow up on the customer for all the installed unit’s life • C) The provider is faster than competition in building and installing the unit. • D) The provider carefully studies customer’s needs so as to provide solutions that will 29 make the customer more profitable
• E) The provider can rapidly provide an after sales service locally • F) The provider offers personalized and tailor made solutions. • G) The provider carries such a wide selection of solutions that he can satisfy any customer need.
Q 6. 1 WHAT IS THE MOST IMPORTANT ADVANTAGE FOR YOU?
• GDP Growth FYROM 20122015: +8% • E-Commerce Growth Europe 20122015: +38% 32
C) MARKETING: TRIDIMENSIONAL • Events • Alliances • Relationships • Social Networks
Find the killer! 34
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If you are not really set in pursuing a goal, your brain will not show you all the opportunities that exist to make real progress
4) GOALS • When we don’t have clear (written) goals in life, it is life controlling us and not vice versa. 37
Two environments: MENTAL MATERIAL
GOAL • A precise description of a particular scene that doesn’t exist at this moment in time but that we wish to actualize. A Dream 39
Exercise • 5 Years from now • Decide what you want – be clear and specific • Handwrite your goals • Write «I» and state as goal already reached – «I earn $ 100. 000 a year» . 40
5) THE WORLD IS BASED ON 2
ARE YOU “BETTING” ON THE RIGHT PEOPLE?
5 characteristics of people that should work with you 43
PROBLEM • CAUSE (=Source Point) • EFFECT (=Receipt Point)
Exercise 1. Good working conditions 2. To feel involved in work related problems 3. Non oppressive discipline 4. Full appreciation for the work done 5. Management loyalty toward the staff 6. Good salary level 7. Job Promotions and growing with the company 8. Understanding and concern for employee’s personal problems 9. Job Security 10. Interesting Work
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1. Praise Often 2. Involve People 3. Interested genuinely in the success of others 47
NO CHANGE • 2 months of patient training and no results or change (things go back on your plate) • Your attempts to motivate the person backfire or are used against you 48
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OPEN SOURCE MANAGEMENT 6) RETHINK SALES 52 www. osmconsultgroup. com
I AM NOT CLOSING • CAUSE (I am the source thus I can learn) • EFFECT (It is the customer, the market, etc)
LOGIC MAKES PEOPLE THINKEMOTIONS MAKE PEOPLE ACT 54
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Now that you have experienced an emotion you’d be willing to help 56
CONVICTION! • «In Belgrade they are much better than us…» • «Our beer is not as good as the others…» 57
In marketing it is better to be the first rather than the best 58
When do people buy? 59
People buy (except ecommerce) when: a) They feel their need has been understood b) When they like and are attracted by the salesperson c) When they have experienced an emotion 60
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Effort Building the rapport Understanding Real Needs Present the solution Emotion Overcome objections Close 62
CUSTOMER PROPOSAL NEED 63
Characteristics of the Great Salesperson • Listen with interest • Dont do unto others what you wouldn’t want done to you • Be a friendly and likeable person (be excited about your work) • Be always available outside work hours • People have to perceive you really are a hard working person. 64
7) Promote your company internationally 65
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«At HSBC we believe that in the future even the smallest company will have to be multinational» 67
HOW TO… • 1) Pick a country where you would like to sell • 2) Visit it and try to understand whether it’s the right one • 3) Build a website in the foreign language (not an. mk website) • 4) Enroll on a local international chamber of commerce (german, greek, italian, etc) • 5) Visit and promote to all the companies associated to the chamber of commerce • 6) Buy a minority stake in a local company
• 1) Find in Macedonia (or in your country) a partner with your same drive to be successful (don’t associate with people who have different goals)
• 2) Ethics: having a high ethics when dealing with people from different cultures is essential • 3) Find the right people in the foreign country. Try to develop with them a quality relationship that is not just business.
4) Learn to keep enthusiastic even when dealing with really difficult or boring things
5) Promote like crazy! Talk to people (chamber of commerce, trade shows, contacts you have, email, etc).
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8) MANAGE TIME 76
URGENT VS. IMPORTANT • What is that activity that when done regularly for the next months (years) would make a huge company? difference for your
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9) STUDY (IMPROVE YOURSELF)
THE COMPANY MIRRORS THE MANAGER • 1) To grow as a company you need to have a program to improve yourself • If you want things to change, you have to change first
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Slides www. paoloruggeri. net Training programs in Sofia, Bologna, Moscow, Miami 82
“Millionaires have a system and the knowhow to restore their enthusiam and energy when they lose it. ” – Thomas Stanley
MOST IMPORTANT COMMODITY. IT DOESN’T COME FOR FREE
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