leadership in a competitive marketplace o pen s ource m anagement

LEADERSHIP IN A LEADERSHIP IN A COMPETITIVE MARKETPLACECOMPETITIVE MARKETPLACE

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OPEN SOURCE MANAGEMENT

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Slides at: www.paoloruggeri.net

MORE AND MORE PEOPLE COMPETING FOR A PIE OF PRETTY

MUCH THE SAME SIZE…

OVERSUPPLY

A GLOBAL WORLD…

• Surplus of similar companies selling similar products and services. Need to be different or unique!

• In almost every industry, upper end niches and low cost are growing, while all that falls in the middle is shrinking.

INTANGIBLE ECONOMY

Tangible CapitalTangible Capital(visible)(visible)

Intangible Capital Intangible Capital (invisible)(invisible)

7 ideas7 ideas

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OPEN SOURCE MANAGEMENT

1) HARD WORK HAS CHANGED!

COMFORT ZONE

Comfortable Uncomfortable = =

Consuming value Creating value

2) DEVELOP LEADERSHIP

PROBLEMS

Control

•To get things to go as you wish (the ability to influence something positively)

Responsibility–THE FEELING OF BEING THE

ONLY ONE IN CHARGE OF SOMETHING

–=–THE ABILITY TO SEE ONESELF

AS “THE CAUSE”

PROBLEM

• CAUSE(=Source point)

• EFFECT(=Receipt Point)

Cause and EffectTo solve a problem or to handle succesfully a situation we need to see ourselves as “the cause” of such situation.

• If we aren’t able to do it, it is the situation that will control us.

• If we are not capable of seeing ourselves as the cause of the reaction of our customers and the performance of our people, we are indeed leaving the control to them.

Case history scuola

LEADERSHIP • A LEADER IS SOMEONE WHOSE REQUESTS ARE

EXECUTED WITH PRIDE.

• In order to develop leadership you must feel fully responsible for the behavior of

the people you are leading.

• When something goes wrong it’s not them, IT IS YOU!

If you want things to change…

•The first one who has got to change it’s you.

3) UP THE VALUE ADDED LADDER

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VALUE ADDED LADDER• Commodities

Products

• Services

• ??????

• SOLUTIONS(Turnkey or “Game changing”)

• Success/Experiences

4) REFRESH SALES (AND

RELATIONSHIPS)

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CUSTOMER NEEDPROPOSAL

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LOGIC MAKES PEOPLE THINK-

EMOTIONS MAKE PEOPLE ACT

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Build the rapport

Understanding Needs

Stimulate the Need

Present the solutionHandle

objections

Close

Effort

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What the customer buys• In order to get a sale, the customer must

buy 5 things in sequence:

• THE SALESPERSON/CONSULTANT

• THE COMPANY

• THE PRODUCT/THE SERVICE/THE PROJECT/THE PROPOSAL

• THE PRICE

• WHEN TO DO IT

GENUINE INTERESTFOR THE PERSON IN

FRONT OF YOU

IGNITES EMOTION

5) PEOPLE

WHAT IS THE VALUE OF A BUSINESS

IDEA?

INTANGIBLE FACTORS ADD THE REAL VALUE TODAY!

• “Value today is added by what is around the product: by the application of creativity and intellectual capital”. – Tom Peters

Tangible CapitalTangible Capital(visible)(visible)

Intangible Capital Intangible Capital (invisible)(invisible)

6) MANAGETIME!

URGENT VS. IMPORTANT

• What is that activity that when done regularly for the next months (years) would

make a huge difference for your company or your career?

7) 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

“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