1. BUSINESS DEVELOPMENT AND NEW MARKETS EXPANSION
OPEN SOURCE MANAGEMENT
BUSINESS DEVELOPMENT AND NEW MARKETS EXPANSION 1

2. A business idea is as valuable as the people who support it

3. Books in seven languages

7. Slides www.paoloruggeri.net

8. How is Macedonian economy going?

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

11. SOMETIMES THINGS ARE NOT AS THEY APPEAR

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

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

16. 19% CONTROLS 85% WEALTH

17. OPEN SOURCE MANAGEMENT
NINE STRATEGIES 17

18. 1) HANDLE THE INTERNAL REASONS

19. LOW PERFORMANCE
CAUSE
(=Source Point)
EFFECT
(=Receipt Point)

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

21. 2) Generate Value

22. Comfort Zone Uncomfortable = = Consuming value Creating value

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

24. OUT OF THE COMFORT ZONE

25. 3) EMBRACE MARKETING

26. € £ ¥ $ ???

27. Unique Value Proposition

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

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?48

32. GDP Growth FYROM : +8%
E-Commerce Growth Europe : +38%

33. C) MARKETING: TRIDIMENSIONAL
Events
Alliances
Relationships
Social Networks

34. Find the killer!

36. 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

37. 4) GOALS
When we don’t have clear (written) goals in life, it is life controlling us and not vice versa.

38. Two environments: MENTAL  MATERIAL

39. 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

40. 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 $ a year».

41. 5) THE WORLD IS BASED ON 2

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

43. 5 characteristics of people that should work with you

44. PROBLEM
CAUSE
(=Source Point)
EFFECT
(=Receipt Point)

45. 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

47. Praise Often
Involve People
Interested genuinely in the success of others

48. 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

52. OPEN SOURCE MANAGEMENT
6) RETHINK SALES 52

53. I AM NOT CLOSING
CAUSE
(I am the source thus I can learn)
EFFECT
(It is the customer, the market, etc)

54. LOGIC MAKES PEOPLE THINK-EMOTIONS MAKE PEOPLE ACT54

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

57. «In Belgrade they are much better than us…»
CONVICTION!
«In Belgrade they are much better than us…»
«Our beer is not as good as the others…»

58. In marketing it is better to be the first rather than the best

59. When do people buy?

60. People buy (except e-commerce) 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

62. Understanding Real Needs
Effort
Building the rapport
Understanding Real Needs
Present the solution
Emotion
Overcome
objections
Close 62

63. CUSTOMER NEED
PROPOSAL 63 63 63

64. 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.

65. 7) Promote your company internationally

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

68. 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

69. 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)

70. 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.

71. 4) Learn to keep enthusiastic even when dealing with really difficult or boring things

72. 5) Promote like crazy! Talk to people (chamber of commerce, trade shows, contacts you have, , etc).

76. 8) MANAGE TIME

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

79. 9) STUDY (IMPROVE YOURSELF)

80. 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

82. Slides www. paoloruggeri
Slides Training programs in Sofia, Bologna, Moscow, Miami

83. “Millionaires have a system and the know-how to restore their enthusiam and energy when they lose it.” – Thomas Stanley

84. MOST IMPORTANT COMMODITY. IT DOESN’T COME FOR FREE