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Yesterday I had a pleasure to speak at the Trend Sales Conference in Long Beach, California. 

I have gone over six basic points or strategies that need to be executed in order to be a successul consultant: 

1) Don't blame, be proactive 
2) Become a coach: praise and help them win 
3) Embrace their personal goals
4) Act as if you were a shareholder of the company 
5) Exchange in abundance 
6) Praise 

Slides attached. 

Paolo Ruggeri

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Yesterday I delivered a presentation to several managers and business owners in Lugano. 

I covered HR, how to hire and motivate people. 

Slides are attached, although in Italian... 

Paolo Ruggeri

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Sometimes in China you can be surprised by the total "unprogrammed" attitude of many people.

One example is the planner (agenda). At the beginning of the year I was looking for a planner like we are used to in the West.... No way! 

I visited many shops in Beijing and Shanghai and I wasn't able to find one with the dates printed on each page. I was able to find only the planner full of "Memo pages" where on top of the page you can write yourself the date and then there’s a clean page to write on! The first idea that came to my mind was “you cannot write the future”. In fact these Planners are usable only for the past and the present.

Another instance happened when I asked a customer to set an appointment one month in advance. He looked at me like an alien… “Mr. Gon, in one month from now anything can happen… how can I give you an appointment so ahead in the future?”

I had to "adapt". So now when I'm "around", I give some calls to ask appointments with short notice like the next morning or the next few hours... and, surprisingly, it works!

Therefore I always have some “spare appointments” wherever I go... I have learned “to go with the flow!” …even though I am still searching for a planner like the one I used in Europe. I am still and stubbornly a manager that wants to PLAN!

Ciao from Suzhou 

Leonardo Gon

This is a letter we just received from an executive about the book The New Leaders, a Leadership Manual for the third millenium manager: 

Dear Mr. Ruggeri, I was remiss for not sending this note upon receipt of your book The New Leaders. I thouroughly enjoyed reading it. It provides helpful insights in leadership. 

It is wonderful to read about your success in this book. Your two presentations at our International Meeting and Global Meeting were very well received. Everyone was impressed with the content and your delivery. 

Warm regards

For more information about The book The New Leaders http://www.paoloruggeri.net/pagine.asp?idp=93 



We often blame it on our employee's, yet the company mirrors the manager: if as a company we are underperforming, there is a problem at the top.

Paolo Ruggeri

Today I visited a really great company: Minimotor Srl of Reggio Emilia, Italy www.minimotor.com . I was impressed by the attention they pay to quality and to even the smallest of the details. No wonder they keep growing and they are the market leader in their niche.

Great products, great people, great passion. Their people are really good and they strive to provide real value to their customers.

I gave a presentation to their foreign distributors on how to develop leadership in a competitive marketplace. 

The slides of the presentation are attached. 

Many thanks to Andrea Franceschini and to the Franceschini Familiy for the invitation. 

Paolo Ruggeri  

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Here is a short e-mail I have just received from a customer in the United States regarding the Human Talent Analysis:  

"Hi Paolo,

I have to tell you this Test is amazing...Everything you have pointed out is what i have been seeing over the years. I'm absolutely amazed on how this test works.

Amazing tool to have.

I'll also have my installer that I would like to take it as soon as he has the time...(we are busy-good news).As soon as he does I will contact you again.

Im extremely grateful of your help.

Thank you have a great weekend

The Human Talent Analysis helps manager and business owners in understanding whether they have the right person in the right place and how to better manage their staff and employees. 

Paolo Ruggeri


You'll find attached the paoloruggeri.net Newsletter of March 2013. In this newsletter we publish an excerpt from the sixth chapter of the book “The New Leaders”, where Paolo Ruggeri explains that, in order to achieve good results in the management and motivation of their staff, managers have to learn to manage their time in a different and more effective manner.

Download it by right clicking on Download Presentation.

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The workplace is changing. While in the majority of the European Countries an intense debate is going on as to how to protect and create more full time jobs, a survey by Elance indicates that 65% of people who tried it, is happier working as a freelance...

The corporation as we always knew it, is at its end. Work as we always knew it is at its end. The majority of the factories will be in Asia while in the West we will have to learn how to thrive with the work of knowledge, experience and emotions. 

There will be more and more "corporations of single individuals" and, in order to reach your goals, you'll have to learn how to effectively motivate freelancer or people who have loose ties to the company. 

That's, by the way, what we describe in the New Leaders, a Leadership Manual for the Manager of the Third Millenium. 

Paolo Ruggeri


The above concept explains one thing I saw while working in Asia. 

Lately I had a chance to attend many business dealings, some involving contracts worth millions of dollars and others about technical negotiations. Most of these staged Europeans on one side and Asians on the other. I had a chance to see the whole show and perceive both sides from a distance. 

However a light bulb went on in my head the moment I saw business dealings involving Asians dealing with Asians. 

Sometimes in European-Asian negotiations I saw shrewd people obtaining immediate results but they later ended up losing a lot of opportunities as well as having hard times completing the jobs they sold. I saw few dealings where the strongest party obtained an immediate result but even here there were lost opportunities after. 

Oftentimes Europeans and Western people tend to work out of their “efficiency paradigm” and think that they can solve everything in Asia through their management capability. That, alas, isn’t so. Often they end up making big mistakes. 

If you think in an efficient way, you find and localize the problem and then solve it. I noticed that if you follow that rule In Asia, you will end up spending a lot of time going back and forth through the path, spending a lot of energy for one single task. If you adapt to the "local attitude", for sure sometimes things will get a bit messy, but you’ll end up having a lot of opportunities as well . Basically you have to accept the Asian way to go about it and become able to manage within reasonable boundaries. 

Sometimes Chinese people call it "dancing with the dragon". Can you imagine yourself dancing with a dragon? Trying to avoid his nice breath and his big feet? if you adapt to his acting, you will survive and after some practice you might also enjoy! 

Therefore, these are my three most important tips on negotiating with Asian: 

1) Look and feel the whole picture .
2) Follow the flow!
3) Be prepared with everything in hands. 

I am still learning how to become skilled at adapting. 

Ciao from Singapore! 

Leonardo Gon

In the recruitment interview whoever asks questions sells himself. Whoever talks buys the other. 

That is to say: if during the interview it is you doing the talking and describing your company, at the end of the interview you'll think the applicant is really good. 

Paolo Ruggeri

To the degree we blame our difficulties on external things, our ability to influence our company and make a difference decreases. 

At the beginning we blame the Government, then the market, then our employees and ,if we keep going that route, we end up not even being able to take care of ourselves.

Blame is not the answer. If you blame, you'll keep finding other things to blame and soon you'll feel unable to influence anything. 

Paolo Ruggeri

You'll find attached the paoloruggeri.net Newsletter of February 2013.

This month topic is: "Motivation:What Our Employees Want In Order To Give Their Best"

Download it by right clicking on Download Presentation.

Paolo Ruggeri

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If you want to know how to hire good people, then you must not undermine the importance of pre-employment tests. 

Personnel profiles are very informative but they do not always necessarily answer all the questions. So, it is vital that pre-employment tests should be conducted. 

Here is a list of ways in which you could test potential employees: 

Online Tests 

Large business organizations do not have the time to invite employees to their premises and conduct written tests. Therefore, they make use of technology and conduct online testing. These tests, like the Human Talent Analysis, are designed specifically for different types of workers and help employers in the hiring process. 

Psychological Tests 

This is a new trend that is quickly gaining prominence. Employers test the emotional intelligence of potential employees; this sort of testing enables employers to assess whether these workers are good at working with other people and how they react in stressful situations. 

Personality Tests 

These tests inform you of the personality traits of your employees. You may ask their likes or dislikes and their preferences in terms of work. 

Building a pre-screening system for your organization
Whatever procedure you decide to follow in your organization, make sure you do have a system in place to understand beforehand what are the unique qualities and what is the potential of the person you are consider for hiring. 

A well structured recruitment process does often make the difference between success and infinite struggle.

Paolo Ruggeri

"If there's a will there will be a road", this I was told a few months ago in South Korea and, in my view, it reflects the spirit of the culture here, in this part of Asia. 

To my considerations in the Asia Pacific Area, l feel that Japan, South Korea and China share most of the common attitudes in business.
There are a lot of books about doing business in this part of the world and many say that it's easy to give up or to become stressed out trying to find a way. 

What I noticed is that most of the western people try to "organize" and "linearise" the process, which is a typical efficient way of working, but their main assumptions are wrong! 

In most of the cases, here, the person is more important and that's why, in my opinion, to do business here we need to learn to use our feelings instead of trying to see this part of the world with the paradigm of our culture. 

Having feelings is not rational or logical and it's really personal, it belongs to you. It means that you can really make the difference in good and bad.  

What I also found out is that "faith" should be present during dealings in this part of the world. I'm not really an expert on this, even if the Pope lives in my home country... I am talking about a different kind of definition of faith, one that goes more like "something is going to happen". In this part of the world people are more driven by signs and they are actually looking for "telltale signs" that will spark their feelings and will drive them to do business in their complicated way of doing things. 

Just think about what could happen if you say something about feelings or faith during a business meeting in Europe or in the U.S.! 

If there is a will (and it sparks a feeling), there will be a road ... if you have faith. 

So, you can continue to fight your way or adapt, but this will be one of the next posts! 

Ciao from china! 

Leonardo Gon

It is with pleasure that we announce that The New Leaders is now on sale also at Barnes and Noble!!!


The New Leaders is a textbook that covers the subject of how to motivate and engage employees and how to improve one's leadership style. 



Often for a manager interviewing a potential hire it is like having a meeting with someone who wears a mask. 

How do you tell which one will be the most loyal and productive staff member? 

Paolo Ruggeri


In the following video a young Steve Jobs explains what happened after he hired the wrong guy: 

"He destroyed everything I spent 10 years working for. Starting with me...". - Steve Jobs

A single wrong hire can kill even the most talented business owner. 

Screen every potential employee using the HTA Personnel Profile. For info write to info@paoloruggeri.net

Paolo Ruggeri

The New Leaders, a leadership and motivation manual for the managers of the third millenium has sold over 50.000 copies in Europe. 

It is a complete handbook on how to get more from your personnel by changing your leadership style. 

Businesses are made up of people. In order to improve business, you need to improve people. Learn how to do it effectively by reading The New Leaders. 

Available on I- Tunes: 


On Amazon: 

or by writing to info@paoloruggeri.net 

People are everything today. If you learn how to effectively motivate people today, you'll end up having have much more capital tomorrow.



Lets face it: in the future Asia will have an ever increasing impact on what happens in our economy and in our lives. 

That is why I have asked Leonardo Gon https://www.facebook.com/leonardo.gon who travels for professional reasons all over Asia to describe what goes on over there with a slant on people and on motivation of personnel. Follows his introduction: 

Hello! Let me introduce myself ! My name is Leonardo Gon, I'm an Italian working for a Dutch company designing and producing pipe and profile cutting machines, living in China with my family and running from Japan to Australia as a regional sales manager.

So, it's an interesting and challenging combination to see different Asian countries in the real working life!

Asia is made of barracks and bullet trains, buildings of 30 floors and endless landscapes of nothing. Difficult to understand everything as well as to tell. But this is what I will try to let you be involved.

As Paolo asked me, I'll be happy to share with you my views on what I'm learning and discovering on this side of the world!

Leonardo Gon 

Stay tuned for info on what goes on in Asia and what are the best practices to deal with personnel in the various areas of such big and diverse continent. 

Paolo Ruggeri

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