O
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S
O U R C E
M
A N A G E M E N T
BUSINESS DEVELOPMENT
AND NEW MARKETS
EXPANSION
www.osmconsultgroup.com
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A business idea is as valuable
as the people who support it
Books in seven languages
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5
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Slides
www.paoloruggeri.net
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How is Macedonian
economy going?
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“The pike dies of
experience and
habits…”
SOMETIMES THINGS 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
19% CONTROLS
85% WEALTH
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O
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S
O U R C E
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A N A G E M E N T
NINE STRATEGIES
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www.osmconsultgroup.com
1) HANDLE THE
INTERNAL
REASONS
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LOW PERFORMANCE
•CAUSE
(=Source
Point)
• EFFECT
(=Receipt
Point)
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
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Comfort Zone
=
Consuming value
Uncomfortable
=
Creating value
Take up a
challenge
Take a scary (or
tough) decision
OUT OF THE
COMFORT ZONE
3) EMBRACE
MARKETING
€ £ ¥ $ ???
Unique Value
Proposition
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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
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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
• GDP Growth
FYROM 20122015: +8%
• E-Commerce
Growth
Europe 20122015: +38%
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C) MARKETING:
TRIDIMENSIONAL
• Events
• Alliances
• Relationships
• Social
Networks
Find the killer!
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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
4) GOALS
•When we don’t have
clear (written) goals in
life, it is life controlling
us and not vice versa.
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Two environments:
MENTAL  MATERIAL
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
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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 $
100.000 a year».
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5) THE WORLD IS
BASED ON 2
ARE YOU “BETTING”
ON THE RIGHT PEOPLE?
5 characteristics
of people that should
work with you
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PROBLEM
•CAUSE
(=Source
Point)
• EFFECT
(=Receipt
Point)
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
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1.Praise Often
2.Involve People
3.Interested genuinely in
the success of others
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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
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O
P E N
S
O U R C E
M
A N A G E M E N T
6) RETHINK SALES
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www.osmconsultgroup.com
I AM NOT CLOSING
•CAUSE
(I am the
source
thus I can
learn)
• EFFECT
(It is the
customer,
the market,
etc)
LOGIC MAKES
PEOPLE THINKEMOTIONS MAKE
PEOPLE ACT
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Now that you have
experienced an
emotion you’d be
willing to help
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CONVICTION!
• «In Belgrade they are much
better than us…»
• «Our beer is not as good as
the others…»
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In marketing it is
better to be the first
rather than the best
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When do people buy?
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People buy (except ecommerce) 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
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Effort
Building the rapport
Understanding Real Needs
Present the solution
Emotion
Overcome
objections
Close
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CUSTOMER
PROPOSAL
NEED
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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.
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7) Promote your
company
internationally
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«At HSBC we believe that in
the future even the smallest
company will have to be
multinational»
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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
• 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)
• 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.
4) Learn to keep
enthusiastic
even when
dealing with
really difficult or
boring things
5) Promote like crazy! Talk to
people (chamber of commerce,
trade shows, contacts you have,
email, etc).
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8) MANAGE
TIME
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URGENT VS. IMPORTANT
• What is that activity that when done
regularly for the next months (years) would
make a huge
company?
difference for your
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9) 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
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Slides
www.paoloruggeri.net
Training programs in
Sofia, Bologna,
Moscow, Miami
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“Millionaires have a
system and the knowhow to restore their
enthusiam and energy
when they lose it.” –
Thomas Stanley
MOST IMPORTANT
COMMODITY. IT DOESN’T
COME FOR FREE