1. 1 Sales and Business Development for Market Makers www.osmconsultgroup.com O PEN S OURCE M ANAGEMENT

2. Books in six languages 2

7. DO YOU HAVE THE «RIGHT» PEOPLE?

8. Leadership and People Development Programs

10. 10 Slides: www.paoloruggeri.net www.paoloruggeri.net

12. “The pike dies of experience and habits…”

13. THINGS OFTEN ARE NOT AS THEY APPEAR

15. Are the colors of Square A and Square B the same???

17. MANY OF THE PRACTICE AND ATTITUDES THAT BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE, THAT IS TO SAY APPARENTLY GOING AGAINST LOGIC

18. Wealth Distribution 20% of the people  80% of the wealth 80% of the people  20% of the wealth 18

19. 19 5 Strategies to make a difference www.osmconsultgroup.com O PEN S OURCE M ANAGEMENT

20. 1) HANDLE INTERNAL REASONS 20

21. 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

22. 2) Generate Value!

23. Comfort ZoneUncomfortable == Consuming valueCreating value

24. Accept a challenge Take a scary (or tough) decision

25. OUT OF THE COMFORT ZONE

26. 3) Embrace Marketing

27. € £ ¥ $ ???

28. A) ASK IT TO THE CUSTOMERS

29. 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

30. 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.

31. Q6.1 WHAT IS THE MOST IMPORTANT ADVANTAGE FOR YOU?

32. MARKETING: BIDIMENSIONAL Website Trade shows Advertising 32

33. B) MARKETING: TRIDIMENSIONAL Alliances Relationships Social Networks Events Clients are engaged to promote the company (Apple, sharing on social networks, etc)

34. People LOVE what you do

35. We are looking for partners and franchisee’s

36. 4 INCREASE PEOPLE VALUE 36

37. A BUSINESS IDEA IS AS VALUABLE AS THE PEOPLE WHO SUPPORT IT

38. ARE YOU “BETTING” ON THE RIGHT PEOPLE?

39. STUDY (IMPROVE YOURSELF)

40. 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