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Check out this new course from Paolo Ruggeri


Goal: maximizing effectiveness, doing what counts

A different perspective on time
The Parkinson Law
The Quadrants of Time Management
Do what counts!
How to plan effectively
The key to effective delegation


Check out the new course from Paolo Ruggeri


Goal: Increase sales 20-50%

Proactive approach: the attitudes and convictions of the Superstars in sales
The principles of persuasion:
Why people buy and why they change their minds?
Logic vs. emotion
The phases of sales and coaching on each of them.
Effectively managing objections


Check out this new course from Paolo Ruggeri


Goal: increase profits and enthusiasm

Maximizing your effectiveness as a business owner
How to increase profit and build passive income
The five strategies of successful small and midsize businesses (creating value, marketing, goals, people, sales)
How to delegate effectively
Time Management
Life Balance: Counterintuitive strategies to build your company while preserving your positive emotional energy


Yesterday and today I held the Leadership Training in Saint Petersburg. 

I had a group of great entrepreneurs and business owners and we had quite a lot of exchanges and brainstorming. 

Attached you'll find the slides of my presentation that are mainly in Russian. For more information about the programs of OSM Russia visit www.opensourcemanagement.ru 

Paolo Ruggeri 

download slidesDownload Presentation

From my experience as a business owner and coach, I have learned some things about managing staff and how to bring out their potential. A first major premise is that if life suddenly becomes harder and requires more effort to achieve the same results, then it is because you have come into contact with a demotivating person and unconsciously formed a connection with them. That is to say, you are in contact with a person who limits your growth as an individual and as a professional.

The demotivating person has little respect for the property of others and thinks everything is due to them as their right. They therefore insist on being paid for jobs they haven't done, or for working the bare minimum. They don't care about your well-being or gain, only their own, and heaven help you if they find you lacking in some way.

The demotivating person is like a tape worm: first they consume the value of the company, then they begin to consume you too.

You have to root them out while there's still time.

Now, getting back to us ... If you ask people how to grow potential, most people will probably tell you things like "watch people: what is that person really good at? What could they be best in the world at? In what professional activity do they find great pleasure? Find what someone truly likes and they will begin to express the best of themselves."

I don't think this is wrong, but I also think there are other rules as well:

ABILITY: Each of us has the ability do everything, and when the opportunity presents itself we must not be afraid to use (though not exploit) the person available. For me there is no such thing as "I'm just not made for sales ..." everyone can do everything, they just need to believe it. Competence is not knowledge. Competence is a psychological condition that is built through results rather than through education.

There are several ways to create competence. However, among them there is a method that, in my opinion, is most effective: achieving a result. I take a person and shadow them and insist with them until they get a result. When that person wins, then they acquire psychological competence. If you hire a salesperson, motivate them, trust them, and insist, possibly accompanying them until they achieve a result. Make a sale, even easy. You will find that with the enthusiasm that comes from this one success will give them the ability to deal more easily with subsequent challenges.

DISCIPLINE: Nobody grows in the absence of discipline. In the absence of discipline the worst of the person emerges. Discipline also means creating an environment in which one produces something useful that can be measured. You don't have to set up an authoritarian environment, but use precise rules and methods of measuring results, because in the absence of these standards, potential cannot emerge. A salesperson, for example, must be measured by the value of sales. A marketing manager is measured by the number of information requests received from potential customers. An administrative figure is measured by payments recovered from customers. You cannot base your impression of people on "sporadic" judgments. You have to give each person one (or more) statistics and hold them accountable so that the statistic is always positive

THE ENVIRONMENT: A feeling of calm in the space around us is the first necessary condition to positively put things into action. It is difficult to free up your potential when you have the perception that there is a threat in your environment. It is therefore important to include people who are motivated and convey serenity. Motivating people have a real passion for what they are doing, they are cheerful and are more likely to agree than disagree. These are the people who light up when they are presented with a new business project. They support you and they see opportunities everywhere. Then over time maybe they will analyze the details and correct the direction, but they will always support you regardless.

How to attract motivational people:

- Like attracts like. Great people socialize with other great people. Positive people look for other positive people. "If you want to soar with eagles don't hang out with turkeys." This means that you yourself will have to face a personal growth path.

- You have to stop being critical and controversial, and raise your emotional tone.

- You can only attract motivational people in your life if you offer them an opportunity. The good guys look for projects that thrill them and give them opportunities for personal, economic, and professional growth.

It's time to make the people at your side explode with potential! What are you waiting for?

Paolo Ruggeri

Delegation is an indispensible skill for any business owner. With only 24 hours a day to run an entire company, the better your business is, the harder it becomes to do it all yourself.

However, delegation isn't simply a matter of passing work off to other people. How can you be sure that the work will actually be done? Are the people you work with really reliable enough to do it properly?

Many business owners who struggle with delegating are plagued by these questions, and this uncertainty often means that the work they had delegated will simply end up back on their desk for them to do (or redo) later.

Usually these unsuccessful delegations have a common problem at their core: They aren't delegating the right tasks.

Here's a quick question for you:

You have two tasks that need to be done, but you only have time to do one of them yourself. Which of the tasks do you delegate to someone else?

A) The task that you have never done before and don't really understand.


B) The task that you already have experience with and know how to do well.

Many people assume that delegation exists so that the owner can pass off the tasks they don't like or don't understand, and so option A seems to be the obvious choice.

Here's the flaw in that reasoning: If you don't understand the task or don't know how to do it well yourself, how are you supposed to know if the person you delegated to is doing it properly?

People who choose A often end up failing to check up on the task, blindly assuming that the other person will figure it out. Or, if they do check on progress, it will almost always be painfully superficial, because they have no way of truly verifying the answer.

The person you delegated to may say "oh yeah, everything's fine because of x, y, and z", but if you have no idea what x,y, and z mean, that update means nothing to you. For all you know it should be a, b, c, not x,y,z, and at the end of the month you'll find yourself landed with a crisis you didn't know was coming!

That is why the correct answer is B. By delegating tasks you already understand and know well, you can quickly and easily identify the warning signs if something starts going wrong.

Your job as the business owner is to pioneer into the unknown, master it, and then (and only then) pass it on to someone else so that you can concentrate on the next innovation.

Did this information surprise you? Perhaps there are other aspects of delegation you've never considered before.

You can find out now by clicking one of the links below to download our FREE ebook: Learn to Delegate in 1 Hour.

Although I have recently published several posts on financial investments, I would like to point out that in the vast majority of cases, those who try to make money through speculation, usually end up without even two pennies to rub together.

Money, from what I have understood in my life, depends on:

- Your true motivation. Which is not to make money, but to add value to people. To make a difference in their lives.

- Your desire to help others. Those who have a lot of money are willing to help others for free (and this was true even before they had a lot of money). Meanwhile, those who do not have a cent to their name will only help if they can see a profit or salary in it for them.

- A fanatic and artistic pursuit of perfection, of greatness. My dear friend Daniele Beretta, who is one of the most experienced ergonomics in Italy, rightly states that "the search for perfection in the details brings you closer to God ..."

- How easily you light up and get excited about the little things. How many times in your life you find yourself saying "That's great!" (several times a week = a lot of money, a few times a month = underpaid work). If it's all just a big game, you’ll find yourself working a lot of hours and yet still having a load of fun without ever getting tired. Have you ever seen a child get tired playing their favorite game?

- The people around you. If you're always the smartest in the room, you have a problem. It’s also a problem if you find yourself surrounded by sad people, etc., etc.

- How good you are at selling, organizing, hiring, marketing, and managing people. Paradoxically, knowledge about all these things is available for everyone. You can learn it from me or, somewhat more limited, from one of many former colleagues (some of whom are really very good), who studied at my school and then branched off on their own. But this isn’t the hardest part. The points at the top of the list are.

Ultimately, I think that every human being has been born to be rich, and possesses their own unique and fantastic road to greatness and wealth. To follow it, you must rediscover yourself, work on yourself, and remember to listen to your own voice. Money is more a product of the heart, rather than the wallet.

Financial investments, on the other hand, will come after. When you begin to accumulate your first riches. After all, you will certainly have to manage your portfolio and make it grow: investments, real estate, bonds, annuities, etc. etc.

However, if you try to accumulate wealth without first starting your personal path to greatness, without listening to your voice and embarking on the brave road of self-transformation as described above, then you will find that all attempts to "do business" will only make you "tougher" rather than more spiritual. You will only accumulate additional doubts and self-criticisms. You’ll end up thinking things like "I’m just not fit for business", etc., etc.

You need to follow YOUR path to greatness. Start from your heart and it will take you through your own personal transformation.

I started listening to mine many years ago.

25 years ago I was a salesman, and I would never have imagined ending up at TEDx talking about how to change the world.

I have achieved great satisfaction in my career: personally, professionally, and financially. Much more than I expected. Now is the time to dedicate myself to other people.

I've achieved what I set out to. Now I have to help you. Thanks for the help you all have given me.

And incidentally, my success is not really mine but a sign of the times: it is a sign that there is a new motivated business class that is successful but, above all, also contributes to society. They don't just want to make profits, but they also want to change the world. For the better.

I will always be in debt to these people.

As requested here are the slides I used in my recent presentation about successful delegation. 

download slidesDownload Presentation

Make meaning, not money

I have met thousands of entrepreneurs and known extraordinary companies. Many of them have focused on improving their product or service. But whatever your business is, whatever sector you compete in, you have to have a strong desire to create meaning. You have to create a deep change in the world with your business.

Always ask: How do I make a difference in the lives of my clients? How does my product / service manage to solve a problem in their everyday lives?

I assure you that money is just a natural consequence of answering this question.

Google has democratized information. The goal was to have all the information available on a single computer. Google, in this sense, has changed the world.

Youtube has democratized videos. Anyone can create a video easily and for free. Youtube offers a place to express yourself and communicate through the videos.

Ebay has democratized business. Anyone can sell anything they want to get rid of, without obstacles, without barriers. In a few minutes. Today, thanks to Ebay, we can do business with anyone in the world.

I-Tunes and Amazon have democratized the publishing industry. Today anyone can write a book and publish it.

Facebook has made contact with people, helping us all keep in touch with the old friendships as well as establish new ones.

Whatsapp has changed the way we communicate, with its brevity, its speed.

I could give hundreds of example. What does your business do? How can you change the world?

Jump to the next arc

What's the next arc in your industry?

Each product follows an arc: it is born, established, and then disappears. Here's an example. The ice industry at the beginning of the eighteenth century was based on the collection and transport of ice. Taking ice to where it was needed, in places where there was demand. Then came the companies that specialized in ice production. The next arc was the invention of the fridge.

In the telephone industry, Alcatel did not anticipate the arc of the mobile. Nokia and Motorola have been unable to grasp the evolution of the smartphone.

What is the next arc in the industry where you work? Do you understand the importance of asking this question?

Companies fail to skip over to the next arc because they define themselves based on what they do and don't take into account the driving purpose behind what their business actually produces. Alcatel built telephones, but lost sight of the fact that they were supposed to be meeting a very basic need: to help people communicate.

Marketing and sales merge

When a consumer decides to buy something these days, they go into the transaction already know what to expect. People learn everything they need to know on the web. They don't just go on the web anymore, they live on the web. The purchasing process is largely based on information available on the internet. That is where every individual forms their own opinions about your business.

What information is there about you? A company is only as good as its online content.

The ideas are already there, what's missing is the connection

You have to get in the flow. You have to lose yourself to your passion. Reach that mental state where creativity comes naturally, without you even realizing what you're doing. Because the ideas are already there. You just have to follow your instinct, your intuition, to remember the dreams you had when you first started out. Get back your enthusiasm and let yourself be driven by your spirit. Find the connection.


Today with OSM Partner Romania and with Cesar Angheluta, I have delivered a presentation to a group of Romanian managers and business owners in Iasi. 

I have covered five strategies to generate value in today's marketplace. 

On June 15th and 16th I will deliver a Leadership Seminar in IASI

The slides of my presentation are attached. 

Paolo Ruggeri 

download slidesDownload Presentation

On May 20 I will be joining TEDx Stara Zagora for a special presentation on "How to generate value today", no matter the market, economy conditions, or business cycles.

I am very excited about this opportunity to share my most important tips and know-how with the global TED audience.

See you May 20 at 46, Gen. Gurko Street, 6000 Stara Zagora, Bulgaria!


A special thank you note from a participant of the Sofia Sales Intervention 2. There is nothing more satisfying than seeing someone achieve that "I get it now!" moment.

Great Mr. Ruggeri, thanks!
I've focused on your advice: to be curious about their work and just listen. This is a great way to get them engaged in a conversation, that I used to disregard in continuous contacts, I must confess.
Now I am back on the right track with enthusiastic customers :)
Thank you for your great guidance!

Coming Soon: OSM China

Many people today at my Sales Intervention 2 Presentation in Sofia. 

It was an exciting day where we covered many strategies and opportunities for Bulgarian salespeople. 

Attached you'll find the slides of my presentation 

Paolo Ruggeri 

download slidesDownload Presentation

The last two days together with Dr. Massaiu from Italy and George Naydenov, CEO of MBS Bulgaria, I have been delivering a seminars to some of the best Bulgarian Dentists as well as Bulgarian Dental Clinics. 

They were two very productive days. 

Here are my final recommendations for Bulgarian Dentists: 

1) Handle Internal Reasons

2) Get out of the Comfort Zone (confront things that do not work and fix them)

3) Embrace marketing

4) Supervise Finance (P&L every month)

5) People strategy
A) Measure
B) Hiring process
C) Motivate

6) Manage Time

7) Study

The slides of my presentation are attached. 

Paolo Ruggeri 

download slidesDownload Presentation

Today I have delivered a Management and Leadership Training in Leicester, UK. 

I have gone over the following concepts: 

a) Manager has to consider himself the Cause of the performance of his people 

b) In order to motivate people, it is important to understand what are their dreams and desires

c) There are some individuals who are just demotivating and that we can't motivate.  

Slides of my presentation are attached. 

Paolo Ruggeri 

download slidesDownload Presentation

Here are the slides of my presentation on what are my successful activities to promote myself on the web and on social networks.

I thank MBS Bulgaria for the invitation

Paolo Ruggeri  

download slidesDownload Presentation

One of the most common phrases we hear from struggling entrepreneurs every day is "I don't have enough time".

There are only 24 hours in a day (and to stay healthy you really should be spending at least part of that time eating and sleeping), but if you run your own business sometimes even a 50 hour day doesn't feel like enough, especially if you're trying to fill several different roles at once! 

Believe it or not, there is a simple solution: Delegation

Delegation means to authorize someone to take action in your place, and is a neccessary skill for any entrepreneur who wants to stay healthy and sane, let alone be successful.

With this in mind, we have decided to help you start the new year off right with a FREE EBOOK, teaching you exactly what you can do to make sure you successfully use delegation to it's maximum potential: 

  • What you should (and shouldn't) delegate

  • Who you should delegate to

  • Troubleshooting for when delegation doesn't seem to be working

  • What steps to follow in the delegation process

  • and much more...

Click on your prefered online bookstore below to download your free copy now:

Google Play

Yesterday I delivered a presentation in Skopjie, Macedonia, to a group of local managers and business owners regarding how to grow when the economy is tough. Here are the nine strategies I shared: 

1) Handle the Internal Reasons: when in a slump do not justify it away, handle the internal causes

2) Get out of your comfort zone: you generate value only when you display courage

3) Embrace marketing: build a nice story around your product. Find out something in which you are unique. 

4) Write your long term goals and stick to them

5) Find a conspirator, a person of equal capabilities with whom you can build your company 

6) Rethink the sales process 

7) Expand on international markets: it will give you the strengths, energy and ideas to be more efficient also at home 

8) Manage time: do today the things that will make a big difference tomorrow. Do not get caught up in busy work

9) Study! Improve yourself. 

For whoever is interested in buying the book The New Leaders, the book can be ordered here http://www.paoloruggeri.net/buy-paolo-ruggeri-books.asp 

Our business school MBS is held monthly in Bologna Italy and the next dates will be: 

13 and 14 December 2016 

26 and 27 January 2017 

28 Febrary and 1 March 2017 

Slides of my presentation are attached 

Paolo Ruggeri 

download slidesDownload Presentation
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