1

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

18

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