SUCCESSFUL BULGARIAN BUSINESS STRATEGIES OPEN SOURCE MANAGEMENT SUCCESSFUL BULGARIAN BUSINESS STRATEGIES www.osminternational.com 1

Slides www. paoloruggeri Slides www.paoloruggeri.net Effective Management, Sofia 17th and 18th of January Motivating People and the Team, Sofia 15 February

Beauty Leader Program I-Profile Analysis 2 Days Effective Management: How to Improve Yourself 1 Day Motivating People and the Team 1 Day: Delegation and Building a company that works without constant supervision 1 Day Sales 1 Day Financial Management of the Company

Wealth

Passive (Automatic) Income Royalties (books, franchises, licenses) Bond coupons Pensions Rental income (apartments or companies) Interests Company Profits (Dividends)

Passive Income > Life Style

SOMETIMES THINGS ARE NOT AS THEY APPEAR

Are the colors of Square A and Square B the same???

20-80

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

OPEN SOURCE MANAGEMENT 8 STRATEGIES www.osminternational.com 13

1) Generate Value

Comfort Zone Uncomfortable = = Consuming value Creating value

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

OUT OF THE COMFORT ZONE

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

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

Two friends open a new company…

«We want to build a great company together that will attract other people with similar values and standards. «We will design, manufacture and sell products in the electrical engineering fields. «The question of what to manufacture has been postponed.» Bill Hewlett, Dave Packard, Founding minutes of HP, August 23, 1937

3) FIRST WHO then WHAT

Those who build great companies understand that the ultimate accelerator of growth is not market or technology or products . It is the ability to get and keep enough of the right people The «right people» want to be part of something great

Practical Actions A) The business owner should be an hunter of great people rather than the creator of great strategies B) When you know you need to make a people change, act Would you hire him again? Would you feel relieved if he left?

The Demotivating Person Behind business failures Broken Families Life becomes really hard

4) THE WORLD IS BASED ON 2

ARE YOU “BETTING” ON THE RIGHT PEOPLE?

5 characteristics of people that should work with you

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 If productivity keeps low, either the person has a difficult personal situation, either she has another goal

The Cost of Non Quality

OPEN SOURCE MANAGEMENT SELLING www.osmconsultgroup.com 40

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 42

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

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

CUSTOMER NEED PROPOSAL 48 48 48

Understanding Real Needs Effort Building the rapport Understanding Real Needs Present the solution Emotion Overcome objections Close 49

Представяне на решението Усилие Подход Интервю Представяне на решението Разрешаване на възражения Затваряне

What the customer buys THE SALESPERSON THE COMPANY In order to get a sale, the customer must buy 5 things in sequence: THE SALESPERSON THE COMPANY THE PRODUCT/THE SERVICE/THE PROJECT/THE PROPOSAL THE PRICE WHEN TO DO IT 51

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.

5) Entrepreneurial Strategy

Passive (Automatic) Income Royalties (books, franchises, licenses) Bond coupons Pensions Rental income (apartments or companies) Interests Company Profits (Dividends)

Passive Income > Life Style

HOW TO BECOME RICH A) Exchange in abundance Work on your personality Give to the customer more than expected Become the best in your profession B) Delegate: build a structure C) Apply the Principles of Financial Management in the company to create a surplus D) Build passive income E) The generated harmony and well being will help you attract even more money and opportunities

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?

Parkinson’s Law «The amount of time we have available to complete a task … …will be the amount of time needed to complete it».

Not Important Urgent Non Urgent Important Quadrant I Crisis Key activities of one’s role Selling Performing Treatments Quadrant II Activities that will increase the potential of the Center, of personnel. Training and Motivation Strategic Progress Prevention Marketing Planning/Organizing Important Quadrant III Some phonecalls E-mail Certain meetings Some Customers Do the work of one’s employees Pressing but not important problems Quadrant IV Useless actities you generally do when you’re burned out Facebook/Instagram Internet Physical Labor Etc Not Important

Poor Manager Time Allocation Quadrant I Quad. II CRISIS Quadrant IV Quadrant III

improvement activities Effective Manager Quadrant I CRISIS Prevention, training and improvement activities Quadrant II

and not urgent” activities the effective manager compresses Working on “important and not urgent” activities the effective manager compresses the crisis of tomorrow

How to work on Quadrant II Identify prevention, training and improvement activities (strategic progress) we would like to get done during the next few weeks. Set aside IRREVOCABLE slots of time in your calendar to take care of such activities. Agenda + drill

8) STUDY (IMPROVE YOURSELF)

THE COMPANY MIRRORS THE OWNER 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

Beauty Leader Program I-Profile Analysis 2 Days Effective Management: How to Improve Yourself 1 Day Motivating People and the Team 1 Day: Delegation and Building a company that works without constant supervision 1 Day Sales 1 Day Financial Management of the Company

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

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