1. OPEN SOURCE MANAGEMENT
THE NEW LEADERS!!! 1

2. Quality Relationships
Quality opportunities and quality people
Social Impact
Personal Growth
Financial Success
Values
Spirituality
Quality Relationships
Knowledge

3. 19% CONTROLS 85% WEALTH

4. Slides www.paoloruggeri.net

5. 1) SUSTAINABLE STRATEGY
OPEN SOURCE MANAGEMENT
1) SUSTAINABLE STRATEGY 5

6. Who am I?
Technician?
Manager?
Entrepreneur?

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

8. I
I HAVE A JOB

9. I
I HAVE A JOB II
I OWN A JOB

10. I
I HAVE A JOB
III
I OWN A SYSTEM II
I OWN A JOB

11. I
I HAVE A JOB
III
I OWN A SYSTEM II
I OWN A JOB IV
I MANAGE MANY SYSTEMS

12. Passive Income > Life Style

13. a) Pay profit sharing (dividend)
Make company flourish!
a) Pay profit sharing (dividend)
a1) Invest part of the capital outside the company
b) Build a system that can be duplicated
b1) Build passive income for the company

14. RICH STRATEGY 1) Improve your exchange value
2) Control and measure money
(3) Build a company that will pay you a dividend)
4) Spend less than what you make. (Save to build a capital)
5) Invest the capital to build passive income

15. A company generates only the money it thinks it may need

16. 2) LEARN TO BUILD A FLOURISHING COMPANY
OPEN SOURCE MANAGEMENT
2) LEARN TO BUILD A FLOURISHING COMPANY 16

17. GDP BULGARIA ,3%

19. 1) GENERATE VALUE

20. Comfort Zone Uncomfortable = = Consuming value Creating value

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

23. JUMP INTO THE FUTURE

24. 2) EMBRACE MARKETING

25. € £ ¥ $ ???

26. A) UNDERSTAND MARKETS
Age group 20-34: There are male to female
Bars, social networks, personal care for young adults

27. GDP Growth Bulgaria 2009-2015: +3,3%
E-Commerce Growth Bulgaria : +300%

28. D1. On a scale from 0 to 5 how much those results/services from our company may be interesting for you/your company? (0 means not interesting and 5 very interesting).
4.1 Se “oggi” o “all’inizio, a cosa attribuisci maggiormente questo miglioramento/peggioramento del rapporto?
SERVICE/RESULT
VOTE 0-5
1A. Delivery within 24 hours
1B. Online orders
1C. Pleasant and caring employees
1D. Special training on the products/services
1E. 24 hours maintenance
1F. Possibility of renting to own
1G. Etc
1H.
1J. 28

29. MARKETING: BIDIMENSIONAL
Website
Trade shows
Advertising

30. MARKETING: TRIDIMENSIONAL
Events
Alliances
Relationships
Social Networks

31. Age: 11
Occupation: primary school student

32. Clients are engaged to promote the company (Apple, sharing on social networks, etc)

33. People LOVE what you do

34. Find the killer!

36. 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

37. 3) DECIDE WHAT YOU WANT (YOU «DREAM YOUR WAY OUT» OF A PROBLEM)

39. Prototype fast!

40. Ready
Fire
Aim
Ready
Aim

41. 4) THE WORLD IS BASED ON 2

42. ARE YOU “BETTING” ON THE RIGHT PEOPLE?

43. 5 characteristics of people that should work with you

44. MBS SCHOOL IN BULGARIA
30 September
1 October 2016, Sofia

45. 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

46. 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

49. 5) Hire at least a sales superstar (and train yourself to become really good at it) Sales in a modern company are a religion

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

51. LOGIC MAKES PEOPLE THINK-EMOTIONS MAKE PEOPLE ACT51

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

54. When do people buy?

55. 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

57. Understanding Real Needs
Effort
Building the rapport
Understanding Real Needs
Present the solution
Emotion
Overcome
objections
Close 57

58. CUSTOMER NEED
PROPOSAL 58 58 58

59. 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.

60. 6) Set up the business so that many people can be successful and make money

61. 7) TIME!!!!

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

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

64. 3) BUILD A POCKET SIZED MULTINATIONAL
OPEN SOURCE MANAGEMENT
3) BUILD A POCKET SIZED MULTINATIONAL 64

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

69. 1) International. or Expansion = Innovation.
2) Find in Bulgaria (or in your country) a partner with your same drive to be successful (don’t associate with people who have different goals)

70. 3) Ethics: having a high ethics when dealing with people from different cultures is essential
4) Find the right people in the foreign country. Try to develop with them a quality relationship that is not just business.

71. 5) Learn to keep enthusiastic even when dealing with really difficult or boring things

72. 6) Work by steps. International expansion requires time
6) Work by steps. International expansion requires time. Dont give up even if at the beginning you dont get results.
7) Build an international recognized brand for your company

73. Be Committed to the process

75. Ready
Fire
Aim
Ready
Aim

79. 4) LEARN TO BUILD CAPITAL AND MAKE IT YELD A RETURN
OPEN SOURCE MANAGEMENT
4) LEARN TO BUILD CAPITAL AND MAKE IT YELD A RETURN 79

80. You cannot change the outside if you first dont change the inside

81. Passive Income > Life Style

82. First Question: Do you have capital?

83. Capital = amount of money that you can invest (and that you dont need)

84. No Capital Solve a problem Exchange in abundance Excitement
Cost Control
Cash flow
Duplicate

85. How to build Capital Sell and collect as much as you can
Spend less than you make
Make them before you spend them
Build a «cushion» of cash to protect yourself in case of downfall (Pay dividend each year)
Dont spend reserves in case of difficult times
Think with your head as far as finance
Fare pratica su questo + spiegare che un’azienda produce solo i soldi che le servono e a che cosa ti servono i soldi.

86. Golden Rule
Dont buy for speculation.
Buy only things you’d like to keep forever.
Think at the value of things!

87. Second Rule
With the exception of some local stock markets and those overvalued companies (fads) everything that goes down sooner or later will go up again.
You have to be patient and not need the money

88. Build a high yeld Bond Fund. Today’s pick:
Country
Maturity
Coupon
Value today
Net Yeld
Currency
Argentina Par 38
2038
2,26%
63,76
6,53%
EUR
Turkey 30
11,875
2020
168,5
3,74%
USD
Portugal 24
5,25%
2024
5,625%
100,29
4,48 %
Petrobras 40 Srn 6,875%
2040
6,875%
88,75
6,02%

89. Build a Nasdaq Fund (My pick today)
Google (Alphabet)
Facebook
Amazon

90. INVEST IN REAL ESTATE WHERE YOU WOULD LIVE
OPEN SOURCE MANAGEMENT
INVEST IN REAL ESTATE WHERE YOU WOULD LIVE 90

91. RULES
1) Buy only what you would have no problem in keeping because you like it. Would you live in that apartment/house/etc?
2) A real estate unit should produce a 3-4% net rental income per year. Otherwise it is overvalued.
3) Or buy if it is a location you really like (would you live there?) and you see you could buy it at a decent price.
4) If you have money buy everything you like because it will increase in value.

92. Today I would buy… Apartments in Key West, land in the Keys (Florida)
Florence, city center
Forest or agricultural land around Bologna (small parcel)
Sao Paulo Avenida Paulista (but I would do it for speculation, therefore I dont do it)

93. COMPANIES Invest in companies that produce cash flow
Innovate the market with a sustainable business model (low cost)
Start companies with your best employees

94. BUILDING THE EMOTIONAL BATTERY
OPEN SOURCE MANAGEMENT
BUILDING THE EMOTIONAL BATTERY 94

95. The new gasoline is spiritual
The specialists will not solve problems. Only «high emotional tone» individuals will

96. Faith

98. Lets first see who you definitely not are…

100. Exercise

101. MANY (ALL???) OF THE PRACTICE AND ATTITUDES THAT BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE, THAT IS TO SAY APPARENTLY GOING AGAINST LOGIC

102. COUNTERINTUITIVE PRINCIPLES
Exchange in abundance
To persuade someone you need to listen
People buy the salesperson and not the product or service
Technical competence is less important than relationship skills
When you do something unethical in reality, you’ll lose more than what you make
The story is more important than the product

103. To improve someone’s negative sides, you need to work on his positive sides.
If your main motivation is money, you will always have money problems
If you relinquish (give up- abandon) contested properties, you’ll end up owning much more.
If you want things to change…you have to change first
If you want to make new customers, you need to be willing to waste them

104. To be a great leader who gets people to do things, you need to be willing to serve.
If you want to have more time, you need to set aside time in you calendar reserved for important things
Reality is an illusion, while illusion is the true reality.

105. 8-0  0-8

106. Quality Relationships
Quality opportunities and quality people
Social Impact
Personal Growth
Financial Success
Values
Spirituality
Quality Relationships
Knowledge