1. LEADERSHIP IN A COMPETITIVE MARKETPLACE www.opensourcemanagement.it O PEN S OURCE M ANAGEMENT

2. 2 Slides at: www.paoloruggeri.net www.paoloruggeri.net

3. MORE AND MORE PEOPLE COMPETING FOR A PIE OF PRETTY MUCH THE SAME SIZE…

4. OVERSUPPLY

5. A GLOBAL WORLD… Surplus of similar companies selling similar products and services. Need to be different or unique! In almost every industry, upper end niches and low cost are growing, while all that falls in the middle is shrinking.

7. INTANGIBLE ECONOMY

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

9. 7 ideas www.opensourcemanagement.it O PEN S OURCE M ANAGEMENT

10. 1) HARD WORK HAS CHANGED!

11. COMFORT ZONE

12. ComfortableUncomfortable == Consuming valueCreating value

13. 2) DEVELOP LEADERSHIP

14. PROBLEMS

15. Control To get things to go as you wish (the ability to influence something positively)

16. Responsibility –THE FEELING OF BEING THE ONLY ONE IN CHARGE OF SOMETHING –=–= –THE ABILITY TO SEE ONESELF AS “THE CAUSE”

17. PROBLEM CAUSE (=Source point) EFFECT (=Receipt Point)

18. Cause and Effect To solve a problem or to handle succesfully a situation we need to see ourselves as “the cause” of such situation. If we aren’t able to do it, it is the situation that will control us. If we are not capable of seeing ourselves as the cause of the reaction of our customers and the performance of our people, we are indeed leaving the control to them. Case history scuola

19. 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!

20. If you want things to change… The first one who has got to change it’s you.

21. 3) UP THE VALUE ADDED LADDER

22. 22 VALUE ADDED LADDER Commodities  Products  Services  ?????? SOLUTIONS (Turnkey or “Game changing”) Success/Experiences

24. 4) REFRESH SALES (AND RELATIONSHIPS)

25. 25 CUSTOMER NEED PROPOSAL

26. 26 LOGIC MAKES PEOPLE THINK- EMOTIONS MAKE PEOPLE ACT

27. 27 Build the rapport Understanding Needs Stimulate the Need Present the solution Handle objections Close Effort

28. 28 What the customer buys In order to get a sale, the customer must buy 5 things in sequence: THE SALESPERSON/CONSULTANT THE COMPANY THE PRODUCT/THE SERVICE/THE PROJECT/THE PROPOSAL THE PRICE WHEN TO DO IT

29. GENUINE INTEREST FOR THE PERSON IN FRONT OF YOU IGNITES EMOTION

30. 5) PEOPLE

31. WHAT IS THE VALUE OF A BUSINESS IDEA?

32. 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

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

34. 6) MANAGE TIME!

35. 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?

36. 7) STUDY (IMPROVE YOURSELF)

37. 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

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

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