OPEN
SOURCE
MANAGEMENT
HOW TO BEAT THE
DOWNTURN!
www.opensourcemanagement.it
2
Slides at:
www.paoloruggeri.net
3
BULGARIA GNP
100
99
+0,8%
+1,8%
98
97
+0,5%
+0,4%
-5,5%
96
95
94
93
????
92
91
90
2008
2009
2010
2011
2012
2013
2014
“The pike dies of
experience and
habits…”
OPEN
SOURCE
MANAGEMENT
6 Strategies
www.opensourcemanagement.it
1) HANDLE THE
INTERNAL
REASONS
8
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

Owner

100
75
80
61
60
60
40
46
54
30
20
7
7
0
-20
-20
-40
-30
-60
-80
-100

Existing situation of the company
10
2) HARD
WORK HAS
CHANGED!
Comfort Zone
=
Consuming value
Uncomfortable
=
Creating value
OUT OF COMFORT ZONE
Take up a
challenge
Make a scary (or
hard) decision
3) EMBRACE
MARKETING
MONEY DO NOT DISAPPEAR, BUT
THEY DO CHANGE DIRECTION…
• Melba Toast S.
Europe 2012 + 6%
• Wood Stoves
2013 + 25%
• What is the
«Melba Toast» of
your industry?
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
19
make the customer more profitable
• 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?
The provider can rapidly provide an after sales service
locally
8%
35%
1%
The provider is reliable and has a good reputation
17%
Provider studies customer needs to make him more
profitable
17%
22%
Provider offers personalized solutions
The provider does follow up on the customer
Doesn't answer
B) “HOW MANY, AMONG THE
COMPANIES/INDIVIDUALS
THAT TODAY HAVE A NEED
THAT MY COMPANY COULD
SATISFY, KNOW THEY
SHOULD CONTACT MY
COMPANY?”
Q13. Who at present is the
salesperson who is caring for
your company?
18%
2%
42%
Doesnt remember/doesn't
know
Remebers name
38%
Only with customer service
nobody
Train somebody
on marketing!
24
WHAT TO DO?
• 1) Handle internal reasons
• 2) Out of your comfort zone
• 3) Embrace marketing
• 4) Mind financial aspects
26
5) INCREASE
PEOPLE VALUE
27
A BUSINESS IDEA IS
AS VALUABLE AS
THE PEOPLE WHO
SUPPORT IT
ARE YOU “BETTING”
ON THE RIGHT PEOPLE?
Steve Jobs, around 1997, talks
about his failure in Apple
70% OF COSTS OF NON
QUALITY OF PERSONNEL
DEPEND ON CHARACTER
RATHER THAN ON
COMPETENCE AND
EXPERIENCE
OPEN
SOURCE
MANAGEMENT
HOW TO GET PEOPLE TO
BUY INTO COMPANY GOALS!
www.opensourcemanagement.it
PRODUCTIVITY PROBLEM
•CAUSE
(=Source
Point)
• EFFECT
(=Receipt
Point)
DO YOU
HAVE A GOAL?
35
36
Write your 3 years goals
37
Why should
someone really
capable work for
you?
38
WHY HAVING A
COMPANY GOAL?
• “When in a group there isn’t a goal,
any member of the group will be
looking for a new one to embrace…”
• “Given a good quality goal even an
average quality management can
make good progress»
• “Without a positive goal, middle
managers cannot get support from
the group”
39
WHAT IS A GROUP?
• A group is not just a number of
people. It is a number of people
with a shared purpose, ethical
principles and motivations.
40
Every important person in the company
should have a special project
• 1) Understanding the goal or the project of
our employee
• 2) If he doesn’t have one, you have to
propose one that could motivate him
• 3) Making him wanting it
• 4) Making sure he reaches it
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