Brief lessons from 10+ years in China

Agenda:Why China? Sales lessonsPurchasing lessons Managing people & the system Getting to where you want to goReading references

Nicolas Bonsignore – nbonsignore@dnlindustries.com

Skema Suzhou Campus Presentation, October 22 2010

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

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

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

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

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

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

Q & A

谢谢 !