O
P E N
S
O U R C E
M
A N A G E M E N T
Sales and Business
Development for Market Makers
1
www.osmconsultgroup.com
Books in six languages
2
DO YOU HAVE THE «RIGHT»
PEOPLE?
Leadership
and People
Development
Programs
Slides:
www.paoloruggeri.net
10
“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
O
P E N
S
O U R C E
M
A N A G E M E N T
5 Strategies to
make a difference
19
www.osmconsultgroup.com
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
=
Consuming value
Uncomfortable
=
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
29
make the customer more profitable
• 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?
The provider can rapidly provide an after sales service
35%
1%
The provider is reliable and has a good reputation
8%
17%
Provider studies customer needs to make him more pro
17%
22%
Provider offers personalized solutions
The provider does follow up on the customer
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
4
INCREASE
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
Descargar

Diapositiva 1 - Paolo Ruggeri