1. SUCCESSFUL BULGARIAN BUSINESS STRATEGIES
OPEN SOURCE MANAGEMENT
SUCCESSFUL BULGARIAN BUSINESS STRATEGIES 1

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

3. 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

4. Wealth

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

6. Passive Income > Life Style

7. SOMETIMES THINGS ARE NOT AS THEY APPEAR

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

11. 20-80

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

13. OPEN SOURCE MANAGEMENT
8 STRATEGIES 13

14. 1) Generate Value

15. Comfort Zone Uncomfortable = = Consuming value Creating value

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

17. OUT OF THE COMFORT ZONE

18. Find the killer!

20. 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

21. GOALS
When we don’t have clear (written) goals in life, it is life controlling us and not vice versa.

22. Two environments: MENTAL  MATERIAL

23. 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

24. Exercise

25. Two friends open a new company…

26. «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

27. 3) FIRST WHO then WHAT

28. 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

29. 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?

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

32. 4) THE WORLD IS BASED ON 2

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

34. 5 characteristics of people that should work with you

36. 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

39. The Cost of Non Quality

40. OPEN SOURCE MANAGEMENT
SELLING 40

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

42. LOGIC MAKES PEOPLE THINK-EMOTIONS MAKE PEOPLE ACT42

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

45. When do people buy?

46. 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

48. CUSTOMER NEED
PROPOSAL 48 48 48

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

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

51. 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

52. 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.

53. 5) Entrepreneurial Strategy

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

55. Passive Income > Life Style

56. 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

57. MANAGE TIME

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

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

61. 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
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

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

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

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

65. 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

66. 8) STUDY (IMPROVE YOURSELF)

67. 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

68. 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

69. iprofile.bg/books/

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

71. MOST IMPORTANT COMMODITY. IT DOESN’T COME FOR FREE