OPEN SOURCE MANAGEMENT THE NEW LEADERS 1 www

OPEN SOURCE MANAGEMENT THE NEW LEADERS!!! 1 www. opensourcemanagement. it

• Personal Growth Financial Success • Social Impact Values Spiritua lity Knowle dge Quality Relatio nships • Quality opportunities 2 and quality

19% CONTROLS 85% WEALTH 3

Slides www. paoloruggeri. net 4

OPEN SOURCE MANAGEMENT 1) SUSTAINABLE STRATEGY 5 www. osmconsultgroup. com

Who am I? • Technician? • Manager? • Entrepreneur? 6

Passive (Automatic) Income • Royalties (books, franchises, licenses) • Bond coupons • Pensions • Rental income (apartments or companies) • Interests • Company Profits (Dividends) 7

I I HAVE A JOB 8

I I HAVE A JOB II I OWN A JOB 9

I III I HAVE A JOB I OWN A SYSTEM II I OWN A JOB 10

I III I HAVE A JOB I OWN A SYSTEM II I OWN A JOB IV I MANAGE MANY SYSTEMS 11

Passive Income > Life Style 12

Make company flourish! a) Pay profit sharing (dividend) a 1) Invest part of the capital outside the company b) Build a system that can be duplicated b 1) Build passive income for the company 13

RICH STRATEGY • 1) Improve your exchange value • 2) Control and measure money • (3) Build a company that will pay you a dividend) • 4) Spend less than what you make. (Save to build a capital) • 5) Invest the capital to build passive income 14

A company generates only the money it thinks it may need 15

OPEN SOURCE MANAGEMENT 2) LEARN TO BUILD A FLOURISHING COMPANY 16 www. osmconsultgroup. com

GDP BULGARIA 2009 -2015 +3, 3% 17

1) GENERATE VALUE

Comfort Zone = Consuming value Uncomfortable = Creating value

Take up a challenge Take a scary (or tough) decision

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JUMP INTO THE FUTURE

2) EMBRACE MARKETING

€ £ ¥ $ ? ? ?

A) UNDERSTAND MARKETS • Age group 20 -34: There are 700. 000 male to 646. 500 female • Bars, social networks, personal care for young adults 26

• GDP Growth Bulgaria 20092015: +3, 3% • E-Commerce Growth Bulgaria 20102015: +300% 27

4. 1 Se “oggi” o “all’inizio, a cosa attribuisci D 1. On a scale from questo miglioramento/peggioramento maggiormente 0 to 5 how much those results/services from our company may be interesting for you/your company? (0 del rapporto? means not interesting and 5 very interesting). SERVICE/RESULT 1 A. Delivery within 24 hours 1 B. Online orders 1 C. Pleasant and caring employees 1 D. Special training on the products/services 1 E. 24 hours maintenance 1 F. Possibility of renting to own 1 G. Etc 1 H. 1 J. VOTE 0 -5

MARKETING: BIDIMENSIONAL • Website • Trade shows • Advertising 29

MARKETING: TRIDIMENSIONAL • Events • Alliances • Relationships • Social Networks

• Age: 11 • Occupation: primary school student 31

• Clients are engaged to promote the company (Apple, sharing on social networks, etc) 32

People LOVE what you do

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

3) DECIDE WHAT YOU WANT (YOU «DREAM YOUR WAY OUT» OF A PROBLEM)

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Prototype fast! 39

• Ready • Fire • Aim • Ready • Aim 40

4) THE WORLD IS BASED ON 2

ARE YOU “BETTING” ON THE RIGHT PEOPLE?

5 characteristics of people that should work with you 43

MBS SCHOOL IN BULGARIA • 30 September • 1 October 2016, Sofia 44

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 • If productivity keeps low, either the person has a difficult personal situation, either she has another goal 45

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 • If productivity keeps low, either the person has a difficult personal situation, either she has another goal 46

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5) Hire at least a sales superstar (and train yourself to become really good at it) Sales in a modern company are a religion 49

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 51

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Now that you have experienced an emotion you’d be willing to help 53

When do people buy? 54

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 55

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Effort Building the rapport Understanding Real Needs Present the solution Emotion Overcome objections Close 57

CUSTOMER PROPOSAL NEED 58

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. 59

6) Set up the business so that many people can be successful and make money 60

7) TIME!!!! 61

URGENT VS. IMPORTANT • What is that activity that when done regularly for the next months (years) would make a huge company? difference for your

Parkinson’s Law • «The amount of time we have available to complete a task … • …will be the amount of time needed to complete it» . 63

OPEN SOURCE MANAGEMENT 3) BUILD A POCKET SIZED MULTINATIONAL 64 www. osmconsultgroup. com

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«At HSBC we believe that in the future even the smallest company will have to be multinational» 67

• 1) International. or Expansion = Innovation. • 2) Find in Bulgaria (or in your country) a partner with your same drive to be successful (don’t associate with people who have different goals)

• 3) Ethics: having a high ethics when dealing with people from different cultures is essential • 4) Find the right people in the foreign country. Try to develop with them a quality relationship that is not just business.

5) Learn to keep enthusiastic even when dealing with really difficult or boring things

6) Work by steps. International expansion requires time. Dont give up even if at the beginning you dont get results. 7) Build an international recognized brand for your company

Be Committed to the process 73

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• Ready • Fire • Aim • Ready • Aim 75

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OPEN SOURCE MANAGEMENT 4) LEARN TO BUILD CAPITAL AND MAKE IT YELD A RETURN www. osmconsultgroup. com 79

You cannot change the outside if you first dont change the inside 80

Passive Income > Life Style 81

First Question: Do you have capital? 82

Capital = amount of money that you can invest (and that you dont need) 83

No Capital • Solve a problem • Exchange in abundance • Excitement • Cost Control • Cash flow • Duplicate 84

How to build Capital 1) 2) 3) 4) Sell and collect as much as you can Spend less than you make Make them before you spend them Build a «cushion» of cash to protect yourself in case of downfall (Pay dividend each year) 5) Dont spend reserves in case of difficult times 6) Think with your head as far as finance 85

Golden Rule • Dont buy for speculation. • Buy only things you’d like to keep forever. • Think at the value of things! 86

Second Rule • With the exception of some local stock markets and those overvalued companies (fads) everything that goes down sooner or later will go up again. • You have to be patient and not need the money 87

Build a high yeld Bond Fund. Today’s pick: Country Maturity Coupon Value today Net Yeld Currency Argentina Par 38 2038 2, 26% 63, 76 6, 53% EUR Turkey 30 11, 875 2020 11, 875 168, 5 3, 74% USD Portugal 24 5, 25% 2024 5, 625% 100, 29 4, 48 % USD Petrobras 40 Srn 6, 875% 2040 6, 875% 88, 75 6, 02% USD 88

Build a Nasdaq Fund (My pick today) • Google (Alphabet) • Facebook • Amazon 89

OPEN SOURCE MANAGEMENT INVEST IN REAL ESTATE WHERE YOU WOULD LIVE 90 www. osmconsultgroup. com

RULES • 1) Buy only what you would have no problem in keeping because you like it. Would you live in that apartment/house/etc? • 2) A real estate unit should produce a 3 -4% net rental income per year. Otherwise it is overvalued. • 3) Or buy if it is a location you really like (would you live there? ) and you see you could buy it at a decent price. • 4) If you have money buy everything you like 91 because it will increase in value.

Today I would buy… • Apartments in Key West, land in the Keys (Florida) • Florence, city center • Forest or agricultural land around Bologna (small parcel) • Sao Paulo Avenida Paulista (but I would do it for speculation, therefore I dont do it) 92

COMPANIES • Invest in companies that produce cash flow • Innovate the market with a sustainable business model (low cost) • Start companies with your best employees 93

OPEN SOURCE MANAGEMENT BUILDING THE EMOTIONAL BATTERY 94 www. osmconsultgroup. com

The new gasoline is spiritual • The specialists will not solve problems. Only «high emotional tone» individuals will 95

Faith 96

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Lets first see who you definitely not are… 98

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Exercise 100

MANY (ALL? ? ? ) OF THE PRACTICE AND ATTITUDES THAT BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE, THAT IS TO SAY APPARENTLY GOING AGAINST LOGIC

COUNTERINTUITIVE PRINCIPLES • Exchange in abundance • To persuade someone you need to listen • People buy the salesperson and not the product or service • Technical competence is less important than relationship skills • When you do something unethical in reality, you’ll lose more than what you make • The story is more important than the product 102

• To improve someone’s negative sides, you need to work on his positive sides. • If your main motivation is money, you will always have money problems • If you relinquish (give up- abandon) contested properties, you’ll end up owning much more. • If you want things to change…you have to change first • If you want to make new customers, you need to be willing to waste them 103

• To be a great leader who gets people to do things, you need to be willing to serve. • If you want to have more time, you need to set aside time in you calendar reserved for important things • Reality is an illusion, while illusion is the true reality. 104

8 -0 0 -8 105

• Personal Growth Financial Success • Social Impact Values Spiritua lity Knowle dge Quality Relatio nships • Quality opportunities 106 and quality