leadership in a competitive marketplace o pen s ource m anagement
TRANSCRIPT
LEADERSHIP IN A LEADERSHIP IN A COMPETITIVE MARKETPLACECOMPETITIVE MARKETPLACE
www.opensourcemanagement.it
OPEN SOURCE MANAGEMENT
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
www.opensourcemanagement.it
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