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Sales and Business Development for Market Makers
www.osmconsultgroup.com
OPEN SOURCE MANAGEMENT
Books in six languages
2
DO YOU HAVE THE «RIGHT» PEOPLE?
Leadership and People
Development Programs
10
Slides: www.paoloruggeri.net
“The pike dies of experience and
habits…”
THINGS OFTEN 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
Wealth Distribution
• 20% of the people 80% of the wealth
• 80% of the people 20% of the wealth
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19
5 Strategies to 5 Strategies to make a differencemake a difference
www.osmconsultgroup.com
OPEN SOURCE MANAGEMENT
1) HANDLE INTERNAL REASONS
20
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!
Comfort Zone Uncomfortable = =
Consuming value Creating value
Accept a challenge
Take a scary (or tough) decision
OUT OF THE COMFORT ZONE
3) Embrace Marketing
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 make the customer more profitable 29
• 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.
Q6.1 WHAT IS THE MOST IMPORTANT ADVANTAGE FOR YOU?
MARKETING: BIDIMENSIONAL
• Website
• Trade shows
• Advertising 32
B) MARKETING: TRIDIMENSIONAL
• Alliances
• Relationships
• Social Networks
• Events
• Clients are engaged to promote the company (Apple, sharing on social networks, etc)
People LOVE what you do
We are looking for partners and franchisee’s
4INCREASE
PEOPLE VALUE
36
A BUSINESS IDEA IS
AS VALUABLE AS THE PEOPLE WHO
SUPPORT IT
ARE YOU “BETTING” ON THE RIGHT PEOPLE?
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