Skybridge presentation

39, Tzvetna gradina Str.,Floor 4, Apt 19, 1421 Sofia - BULGARIATel./Fax +359 (02) 962 3984; Mob. +359 (0) 878 532 [email protected];

www.ideas-freeboss.com Head office in Belgium: Veilinglaan 46, 1861 Meise

IDEAs – Free BOSS InternationalTraining. Consulting. Project Management

Marc De Turck – Founder IDEAs

Marc de Turck is an international business coach, consultant and trainer, worked for European Commission funded consulting projects towards governmental institutions in Belgium, Bulgaria, Surinam, Algeria. Marc has a Masters in Business Economics and WISE consultant license in administrative technology of the Hubbard management System, studied in HCA College of Administration, West Sussex (Great Britain). Marc realized consulting projects for KPMG, DHL, COLLIERS Int., DAEMON and many others. Marc trains, coaches, tests and manages projects for leaders and innovators in the business, social, academic and political world. Marc has delivered workshops on leadership, management and motivation to career counselors representing 200 000 students in Bulgaria and to more than 100 university graduates.

Marc has personally coached more than 450 leading companies in Europe, trained more than 12 000 Government Officials and Business Leaders and worked on different EU funded projects.

One of his last assignments was that of team leader of a project modernizing the Bulgarian State Administration and an equivalent project in Suriname.

Marc has a mission to help leaders in the social, economic and academic world by providing effective solutions to deal with their daily problems.

Company “IDEAs – FreeBOSS”

International Consulting Company “IDEAs – FreeBOSS” (“From idea of a business – to free boss”) has Head Quarters in Belgium, Brussels. (www.ideas-freeboss.com ), incorporated in 1999 and has today different Associates throughout Europe and recently in Suriname.

Today, IDEAS has over 20 associates and is active all around Europe. Company provides consulting, seminars, trainings, individual coaching for business owners in the following subjects:

• Strategic consulting• Goal setting and leadership • Planning and organization • Motivation and communication • Human resources management • Conflict prevention • Sales and marketing • Financial planning • Investment management • Security management • Information technology • Public relations and affairs

IDEAS International has a wide range of references in the following sectors:• Automotive • Architecture • Banking • Building contracting • Building materials and tools • Dental tools, materials • Distribution • Electric supply • Engineering • Food production and supply • Gas supply • Hotels and restaurants • Insurance • Interior Design • International Trade • ICT • Leasing and Brokerage • Renting • Software

Company “IDEAs – FreeBOSS”

If you would like to have more information on a specific industry and/or organization,please contact us by mail [email protected].

We will be delighted to show you letters of recommendation we have received from individuals and companies

Drs. Marc J. De Turck

Understand and expand your client base

Based on the works of L. Ron Hubbard

The Basics of operation

Be there Look Don’t lie

3 Elements of succes

Conviction

Emotions

Behavior

Conditions of existence

DO

HAVE

BE

There are three conditions of existence

These three conditions comprise life

They are BE, DO and HAVE

Сonditions of existence

L. Ron Hubbrd, Fundaentals of thought

BE

The condition of being is defined as theassumption (choosing) of a category of identity.

An example of beingness could be one's own name.

Another example would be one's profession.



DO

The second condition of existence is doing.By doing, we mean action, function, accomplishment, the attainment of goals,the fulfilling of purpose, or any change of position in space.



HAVE

The third condition of existence is havingness.By havingness we mean owning, possessing, being capable of commanding, positioning,taking charge of objects, energies or spaces.

Сonditions of excistence


A product is a finished high quality service or article,in the hands of the being or group it serves, as an exchange for a valuable. ….

It's a finished high quality service or article in the hands of the consumer as an exchange for a valuable.

In other words it isn't a product at all unless it's exchanged. Unless it's exchangeable it's not a product at all.

Even the individual has to put his service or article in the hands of some other staff member before it could be called a product.

Product is exchange, exchange is product.

Products and exchange

L. Ron Hubbard, Management technology defined

Products - Ice cream

L. Ron Hubbard, Management technology defined

Result of YOU

Result of Product

Result of Company

Positioning:

“Old advertising tech is worn out… they have a new tech called positioning. “This means putting a subject (like shaving cream) into a relative position with other products. People only remember, they say, by relating one thing to another.”

“A position is where you put a product in somebody’s life or mind and in relation to other products.”

L. Ron Hubbard, Modern Management Technology Defined, “Positioning” p. 398

*

“Fast communication is most easily done by comparisons…

“So we get a law which is this:

“THE UNFAMILIAR IS RAPIDLY INTRODUCED OR

COMMUNICATED BY COMPARING IT TO A FAMILIAR.”

L. Ron Hubbard, Management Series, Vol. 3“Marketing Series 5, PR Series 30, Positioning, Philosophic Theory” p. 181-182

BEFORE

AFTER

POSITIONING, PHILOSOPHIC THEORY

“There is an excellent booklet called: “The Positioning Era” put out by Ries Cappiello Colwell, Inc., 1212 Avenue of the Americas, New York, NY 10036, which has been reprinted and issued as HCO PL 13 Sept. 88R, Marketing Series 24, THE POSITIONING ERA. It is an excellent book”. – LRH

HCO PL 30 January 1979, POSITIONING, PHILOSOPHIC THEORY

THE POSITIONING ERA

“The little booklet on this is proved below – “The Positioning Era,” written by Jack Trout and Al Ries, published by

Ries Cappiello Colwell, Inc., 1212. It is a vital tool.” – LRH

HCO PL 13 Sept. 88R, Marketing Series 24, THE POSITIONING ERA

1. THE LAW OF LEADERSHIP

“It’s better to be first than it is to be better.

The basic issue in marketing is creating a category you can be first in. it’s the law of leadership. It’s better to be first than it is to be better.”

THE LAW OF LEADERSHIP

What’s the name of the first person to fly the Atlantic Ocean solo? Charles Lindbergh, right? What’s the name of the second person to fly Atlantic Ocean solo? Not so easy to answer, is it?

Niel Armstrong was the first person to walk on the moon. Who was second?

George Washington was the first president of the United States. Who was second?

2. THE LAW OF THE CATEGORY

If you can’t be first in a category, set up a new category you can be first in.

The most successful computer company of the seventies and eighties next to IBM was Digital Equipment Corporation. IBM was first in computers. DEC was first in microcomputers.

Many other computer companies became rich and famous by following a simple principle: If you can’t be first in a category, set up a new category you can be first in.

NUMBER TWO STRATEGY

“Most companies are in the No. 2,3,4 or even worse category. What then?

“simply stated, the first rule of positioning is this:

You can’t compete, head-on against a company that has a strong, established position. You can go around, under or over, but never head-to-head.”

The classic example of No. 2 strategy is AVIS. But many marketing people misread the AVIV story. They assume the company was successful because it tried harder.

Not at all. Avis was successful because it related itself to the position of Hertz. Avis preempted the No. 2 position. (if trying harder were the secret of success, Harold Stassen would be President.)

*preempted: to take the place of something else.

Most marketplaces have room for a strong No. 2 company provided they position themselves clearly as an alternative to the leader…

3. THE LAW OF THE MIND

It’s better to be first in the mind than to be first in the marketplace.

The law of mind follows from the law of perception. If marketing is a battle of perception, not product, then the mind takes precedence over the marketplace.

For example, IBM wasn’t first in the marketplace with the mainframe computer. But thanks to a massive marketing effort, IBM got into the mind and won the computer battle early.

4. THE LAW OF PERCEPTION

Marketing is not a battle of products, it’s a battle of perceptions.

5. THE LAW OF FOCUS

The most powerful concept in marketing is owning a word in the prospect’s mind.

A company can become incredibly successful if it can find a way to own a word in the mind of the prospect. Not a complicated word. Not an invented one. The simple are best, words taken right out of the dictionary.

MARKETING:

“The conceiving and packaging and the moving of a specific product into public hands. It means to prepare and take to and place on the market in such a way as to obtain maximum potential and recompense.”

L. Ron Hubbard, Management Series, Vol. 3 p. 174 “Marketing, Promotion and Dissemination Defined”.*

Motivation Scale

Duty highest

Personal convictionPersonal gainMoney lowest

L. Ron hubbard, Motivation scale

Conditions of exchange

1. Rip-off

First consider a group which takes in money but does not deliver anything in exchange. This is called rip-off.

2. Partial exchange

The group takes in order or money for goods and then delivers part of it or a corrupted version of what was ordered.


L. Ron Hubbard, Finance series 36

3. Fair exchange

One takes in orders and money and one delivers exactly as was ordered.

4. Exchange in abundance

Here one does not give two for one or free service but gives something more valuable than money was received for.

Л. Рон Хаббард, Серрия Финансы 28

Conditions of exchange


The Emotional tone scale

4.0 Enthusiasm

3.3 Strong interest

3.0 Conservatism

2.5 Boredom

2.0 Antagonism

1.5 Anger

1.1 Covert Hostility

1.0 Fear

0.5 Grief

0.05 Apathy

L. Ron Hubbard, The emotional tone scale

4 exact steps

Contact

Handle

Salvage

Bring to understanding

L. Ron Hubbard, Dissem drill

4 exact steps in sales CONTACT

Clear and simple On a fair On a meeting In a train, …. On holiday In a restaurant Use tone scale

HANDLE

Handle all antagonism towards YOU and towards your product and your company

Control, direct, ….

4 exact steps in sales

HANDLE

Interest

Communication

Control

HelpL.Ron Hubbard Precession proces


Salvage

What does the person need?Why doe she need this?How does this have an effect upon him?What would happen if he wouldn’t get

what he needs?How long is this going on?Does he really think he can get it?

4 exact steps

Bring to understanding and propose

False objection : is changingDo not change – come back with

same proposalReal objection is coming back


Closing with real objection

1. Understand the objection

2. Find something the person is right and acknowledge this

3. Wait

4. Come back with your proposal

5. Ask for his solution

Never give a solution, give data.

4 exact steps

Conditions and formulas

0

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W1 W2 W3 W4 W5 W6 W7 W8

Non-existence

1. Find a communication line.

2. Make yourself known.

3. Discover what is needed or wanted.

4. Do, produce and/or present it.

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L. Ron Hubbard, Ethis, the Condtions formulas


Danger

1. Bypass habits or normal routines.2. Handle the situation and any danger in it.3. Assign self a Danger condition.4. Get in your own personal ethics by

finding what you are doing that is out-ethics and use self-discipline to correct it and get honest and straight.

5. Reorganize your life so that the dangerous situation is not continually happening to you.

6. Formulate and adopt firm policy that will hereafter detect and prevent the same situation from continuing to occur.

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Emergency

1. Promote. That applies to an organization. To an individual you had better say produce.

2. Change your operating basis. 3. Economize.4. Then prepare to deliver.5. Part of the condition of Emergency

contains this little line—you have got to stiffen discipline or you have got to stiffen ethics.


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Normal

1. The way you maintain an increase is when you are in a state of Normal Operation you don’t change anything.

2. Ethics are very mild, the justice factor is quite mild, there are no savage actions taken particularly.

3. When a statistic betters then look it over carefully and find out what bettered it, and then do that without abandoning what you were doing before.

4. Every time a statistic worsens slightly, quickly find out why and remedy it.


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Affluence

1. Economize. Now the first thing you must do in Affluence is economize and then make very, very sure that you don’t buy anything that has any future commitment to it

2. Pay every bill. 3. Invest the remainder in service facilities;

make it more possible to deliver.4. Discover what caused the condition of

Affluence and strengthen it.


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Conditions and formulasPower

The first law of a condition of Power is don’t disconnect. You can’t just deny your connections; what you have got to do is take ownership and responsibility for your connections.

2. The first thing you have got to do is make a record of all of its lines. And that is the only way you will ever be able to disconnect. So on a condition of Power the first thing you have to do is write up your wholepost. You have made it possible for the next fellow in to assume the state of Power Change. If you don’t write up your whole post, you are going to be stuck with a piece of that post since time immemorial, and a year or so later somebody will still be coming to you asking you about that post which you occupied.

3. The responsibility is write the thing up and get it into the hands of the guy who is going to take care of it.

4. Do all you can to make the post occupiable.


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