BUSINESS DEVELOPMENT AND NEW MARKETS EXPANSION OPEN SOURCE MANAGEMENT BUSINESS DEVELOPMENT AND NEW MARKETS EXPANSION www.osmconsultgroup.com 1

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

Books in seven languages

Slides www.paoloruggeri.net

How is Macedonian economy going?

“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

OPEN SOURCE MANAGEMENT NINE STRATEGIES www.osmconsultgroup.com 17

1) HANDLE THE INTERNAL REASONS

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

Comfort Zone Uncomfortable = = Consuming value Creating value

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

OUT OF THE COMFORT ZONE

3) EMBRACE MARKETING

€ £ ¥ $ ???

Unique Value Proposition

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 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? 48

GDP Growth FYROM 2012-2015: +8% E-Commerce Growth Europe 2012-2015: +38%

C) MARKETING: TRIDIMENSIONAL Events Alliances Relationships Social Networks

Find the killer!

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.

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

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».

5) THE WORLD IS BASED ON 2

ARE YOU “BETTING” ON THE RIGHT PEOPLE?

5 characteristics of people that should work with you

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

Praise Often Involve People Interested genuinely in the success of others

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

OPEN SOURCE MANAGEMENT 6) RETHINK SALES www.osmconsultgroup.com 52

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

LOGIC MAKES PEOPLE THINK-EMOTIONS MAKE PEOPLE ACT 54

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

«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…»

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

When do people buy?

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

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

CUSTOMER NEED PROPOSAL 63 63 63

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.

7) Promote your company internationally

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

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).

8) MANAGE TIME

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

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

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

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

MOST IMPORTANT COMMODITY. IT DOESN’T COME FOR FREE