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Brief lessons from 10+ years in China

Brief lessons from 10+ years in China. Agenda : Why China? Sales lessons Purchasing lessons Managing people & the system Getting to where you want to go Reading references. Nicolas Bonsignore – nbonsignore@dnlindustries.com Skema Suzhou Campus Presentation, October 22 2010.

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Brief lessons from 10+ years in China

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  1. Brief lessons from 10+ years in China Agenda: Why China? Sales lessons Purchasing lessons Managing people & the system Getting to where you want to go Reading references Nicolas Bonsignore– nbonsignore@dnlindustries.com Skema Suzhou Campus Presentation, October 22 2010

  2. Why China? • Arrived in 1998 • First job in listed British Real Estate Co. – From Junior to Director in 4 years • Founded, built and sold Architecture and Design firm • Founded DNL in 2004

  3. Sales lessons • Know your product • Know your customer • Set sales objectives • What’s the plan to reach the objectives • The sales funnel • Track your time and activity • Build your network • Focus on results – accomplishment not activity

  4. Purchasing lessons • When you buy you must first sell • Understand what you are buying • Never let anyone know exactly where you stand • Always have alternatives • Make concessions to move the process forward • Keep the big picture in mind • Never compromise on quality • There is never too much validation

  5. Managing people & the system • You can get anything you want if you help other people get what they want • People are essential to any success • Be tough but fair • Never make someone lose face • It rarely is what it seems • Working from No towards Yes • First get to know people, then get what you want • Always think of what the other party gains from being with you – nothing is for free

  6. Getting where you want to go • Realise that you can do anything you want • What do you want to do professionally & personally? • The only barriers you have are the ones in you mind • Have a life plan – write down your specific goals • Set up intermediary milestones • Reward your accomplishments • Don’t over analyse – make decisions and execute • The worst decision is no decision • Don’t be scared of failure – keep on going • Be patient • Have fun in the process

  7. Reading references • The 7 Habits of Highly Effective People by Stephen R. Covey • How I Raised Myself from Failure to Success in Selling by Frank Bettger • Mr. China: A Memoir by Tim Clissold • Competing in a Flat World by Victor K. Fung

  8. Q & A 谢谢!

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