1. CHANGE AND EMOTION www.opensourcemanagement.it O PEN S OURCE M ANAGEMENT

2. 2 Slides at: www.paoloruggeri.net

3. WHEN ARE WE GOING BACK TO NORMAL?

4. 4

5. OVERSUPPLY

7. RESULTS  ACTIONS  IDEAS (paradigms no longer working)

8. Paradigm shift

9. ECONOMIC DOWNTURN HITS YOU HARDER WHEN IT’S BEEN A WHILE SINCE YOU HAD A VISION…

10. VISION = HOW CAN WE PRODUCE VALUE FOR THE CUSTOMER? (what’s the real deal for him)

11. SOMETIMES TREATMENT JUST WORSENS THINGS

12. 20/80

13. 4/37

14. WHY?

15. “COUNTER-INTUITIVE” Goes against common sense At first seems impossible “The Earth is Flat…”. “The Earth rotates around the Sun…”

17. Are the colors of squares A and B the same?

19. The brain sometimes tricks you (in this case by increasing contrast)

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

21. EXCHANGE IN ABUNDANCE

22. If you want things to change, the first one who has got to change it’s you.

23. If you want to improve a failing employee… you need to work on his OK points rather than on the negative ones. In order to sell you need to be interested and not interesting.

24. 6 ideas www.opensourcemanagement.it O PEN S OURCE M ANAGEMENT

25. 1) HARD WORK HAS CHANGED!

26. COMFORT ZONE

27. ComfortableUncomfortable == Consuming Creating

28. Innovation (and value creation) is exciting and not comfortable

29. Make a hard (scary) decision…

30. HARD WORK CONSISTS OF MAKING EMOTIONALLY DIFFICULT DECISIONS

31. 2) UP THE VALUE ADDED LADDER

32. 32 VALUE ADDED LADDER Commodities Products Services ?????? Experiences Game changing solutions (or turnkey solutions) “Sell out” Solutions

33. 3) BECOME A STUDENT OF CHANGE

34. “GO TO SEE JOHN ZERMER, DEALER IN BAKERSFIELD. HE USED SICIS BUT WOULD LIKE TO CHANGE. I’VE TALKED TO HIM ABOUT TREND AND HE IS VERY INTERESTED. YOU HAVE TO MAKE HIM GOOD PRICES THOUGH…”

35. 35 LOGIC-EMOTIONS

36. 36 What the customer buys In order to get a close, the customer must buy 5 things in sequence: THE SALESMAN THE COMPANY THE PRODUCT/THE SERVICE/THE PROJECT/THE PROPOSAL THE PRICE WHEN TO DO IT

37. 37 Emotion and relationships AN INTERESTING STORY: Ms X went to dinner both with Mr Y and Mr Z. After dinner Ms X said of Mr. Y: “at the end of the dinner I felt he was the smartest person on Planet Earth…”. Of Mr. Z said: “at the end of the dinner I felt the smartest person on Planet Earth…”

38. THE “LIZARD” BRAIN 80% of the sales are already closed before the product is even mentioned

40. Information and knowledge do not bring about change Analyze  Think  Change ????? See  Feel (emotion)  Change!

41. While you explain the new idea… Give knowlegde but ensure that you: –A) Make the person in front of you FEEL something (CARE GENUINELY) –B) Try to “ignite” positive emotions.

42. “We got to the part of your head that thinks from the heart”

43. “ Selling [today] is not about objects. It is about interaction”. – Seth Godin

44. 44 WHERE DID THE MONEY GO?

45. Money goes where people create emotions

46. HOW CAN WE DO IT?

47. THE CUSTOMER DOESN’T LISTEN ANY LONGER THE CUSTOMER “FEELS”

48. CORRECT MIX FOR A SPEECH A logical part where data and processes are explained. An emotional part where you create emotions.

49. 4) ENGAGE PEOPLE

50. WHAT IS THE VALUE OF A BUSINESS IDEA?

51. Tangible Capital (visible) Intangible Capital (invisible)

52. INTANGIBLE FACTORS ADD THE REAL VALUE TODAY! “Value today is added by what is around the product: by the application of creativity and intellectual capital”. – Tom Peters

53. The missing 80% Only 19% of employees feel passionate about top goals in their organization. –No emotionally connected to the leader/goal

54. ACCEPT RESPONSIBILITY! INTERNAL CONTROL EXTERNAL CONTROL

55. LEADERSHIP A LEADER IS SOMEONE WHOSE REQUESTS ARE EXECUTED WITH PRIDE. In order to develop leadership you must feel fully responsible for the behavior of the people you are leading. When something goes wrong it’s not them, IT IS YOU!

56. QUALITY OF RELATIONSHIPs The emotional connection existing between the leader and the employee cannot be replaced by processes, policies, statistics, organizing boards, budgets, management systems. If you want things to change… The first one who has to change is YOU.

57. 5) MANAGE TIME!

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

59. 6) STUDY (IMPROVE YOURSELF)

60. 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

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

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