1 Sales and Business Development for Market Makers O PEN S OURCE M ANAGEMENT

Books in six languages 2

DO YOU HAVE THE «RIGHT» PEOPLE?

Leadership and People Development Programs

10 Slides:

“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

19 5 Strategies to make a difference O PEN S OURCE M ANAGEMENT

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 ZoneUncomfortable == Consuming valueCreating 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 make the customer more profitable 29

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?

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