Building Dreams or Meeting Objectives

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OBJECTIVES PRE-SEEN-TATION

Oeiras, 29 September 2008

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WARNING This presentation doesn’t contain magic solutions or universal formulas Don’t try this at home.

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BUILIDING DREAMS

OR MEETING OBJECTIVES WHATEVER...

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Oni invited Tiago Forjaz and Zé Pedro from Xutos e Pontapés to explore similarities between their minds, trying to find equal beliefs that could inspire Oni’s commercial team to successfully achieve their commercial goals.

THOUGHT STRUCTURE Jason associates ® proprietary & confidential, 2008

Success

How does he do it to achieve success

Can I do the same?

Are you born with it?

How does he react when he’s not successful

Can I do the same?

Are you born with it?

Although there are many coincidences between Tiago’s and Zé Pedro’s approaches to life, they got to the conclusion that success depends more in how people act when they’re still not successful and so they decided to analyze this line of thought.

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WHO’S THIS GUY ?

So, after Zé Pedro shared his life story with the audience, it was Tiago’s time to do the same.

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1972

Tiago Forjaz, son of Portuguese immigrants, was born in South Africa, in 1972, where he lived and studied until 1985.

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1985 In 1985 Tiago moves to Portugal where he graduates in Economics and works in Banking and HR until he decides to follow his father’s steps and becomes an entrepreneur.

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ď Œ

He manipulated himself in order to achieve results. He could only do it because he knew himself very well and he was not satisfied with his life.

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SELF-AWARENESS TRIP: BALI

Balance : 12,500 Euro Tickets for 2 : 6,000 Euro

With personal savings of only 12,500 Euro, Tiago knew he worked better under pressure but he also needed time to reflect. So, he decided to go on a self-awareness journey that left him with only 6,000 Euro to invested in whatever he would decide to do‌ and he came back knowing exactly what that was!

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THE MILLION DOLLAR QUESTION

The Million Dollar question was: what will make me happy? Despite having 3 entrepreneurial options, Tiago had to chose only one and apply all his energy and resources to implement it. The project of setting up a luxury travel consultancy and the one of trying a new concept for the restaurant industry didn’t pass the million dollar question posed by his friend and advisor Rui: “forget about what if things go wrong… what if things go right? Will you be happy?” NO! This was the turning moment when Tiago decided to create a talent advisory firm. One that looked after the talent community instead of merely intermediating people.

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WAKE UP!

Tiago called this phase the awakening. He had worked for other companies and developed what he considered a unique point of view.

One he was willing to follow, facing whatever difficulties might lie ahead: the vision that happiness comes from self-awareness and the pursuit of each person’s unique talents.

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THE LEAP

In September 2004, Tiago decided to take a leap of faith and become an entrepreneur, selling his only belonging (a Mercedes van he had inherited from his father) to finance his company.

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BECOMING AN ENTREPRENEUR

Tiago challenged Pedro Brito and Patrícia Luz to set up Jason Associates. This was the feeling of building something mine. Na incontrollable speed, powered by a mix of fear, responsibility, enthusiasm and freedom.

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Inspired by the Greek Mythology and the story of Jason and the Argonauts, the company incorporated a name that invoked the power of a group of heroes (the Argonauts) that live an odyssey in search of the golden Velocino – a lamb skin made of gold that had the ability to bring happiness to the people in the World.

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

The company’s mission was: make people happy! The people that work in Jason Associates and all the people with whom we have a relationship as advisors or intermediation agents.

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We went looking for definitions on talent in our effort to destroy the prejudices around the concept.

KJELL NORDSTROM: TALENT IS KNOW HOW, KNOW WHO, CAN DO.

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EXPERIENCE ≠ TALENT

Experience and talent are complementary and strengthen each other, but they are not the same! Beethoven composed at the age of 8... and Einstein didn’t stop being talented at 50. The prejudices around talent don’t help us finding or promoting it.

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CAREER… YOUR GRANDPA DIDN’T HAVE ONE If you think carefully, you grand father didn’t have a career (well… depending on how old you are). The fact is that only after World War I companies started having structures and organizational charts with boxes that granted command and control.

Taylorism allowed for role specialization, but at the cost of people’s happiness.

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ZAPPING - HOMO ZAPIENS

You are the lead actor in your life, but life is not a movie or a TV show. So you can’t make choices like if you were zapping. “How’s the market? What’s the best project available at the moment?”. If you don’t like mud wrestling, you’ll first have to decide if your thing is classical music and chose the channel from the program menu. This is managing what you want instead of what is available. This is managing your potential instead of managing risk. At the end of the day, it’s managing your happiness instead of your survival.

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HAPPINESS THEORY

This is surely not the evolutionary curve you want to be a part of!

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HOW DOES IT WORK?… SIMPLE Self-awareness

Better Choices

Happiness

Recognition

We believe that people that come to us are not looking for a job. They’re just unsatisfied and not really aware of their talents.

With the little self-knowledge they possess e because schools and organizations don’t make talents known, people don’t dare to be happy and set up for survival. Fostering people’s self-awareness process allows them to make better choices, thus getting more recognition, which feeds self-esteem and promotes inner happiness.

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PIB vs. HAPPINESS

We’re not the only ones concerned about people’s and society’s happiness. Positive psychology movement and momentum is noticeable, and prime ministers from several countries are watching their population’s happiness indexes more closely than economic ratios.

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GOAL: BEING HAPPY!

We believe that if we’re applying our talents in the best way possible serving the talent community (the ones that bring us the happiness and success we aim) we will achieve our commercial goals. Don’t get us wrong… we’re ambitious and we enjoy creating wealth. We understand that without resources we won’t have freedom of choice and thus won’t be happy. But we don’t believe our goal is to make money. We are an organization of stimulus rather than just incentive.

DREAM: TO SERVE THE TALENT COMMUNITY Jason associates ® proprietary & confidential, 2008

WHAT CAN I DO FOR THIS COMMUNITY?

STIMULATE THEM Introduce talents and foster relationships between them.

CONNECT THEM Connect the Portuguese talents spread around the World energizing them so they lose the complex that Portuguese people are not good enough, granting them access to information and critical relationships for their success.

ADVISE THEM Jason will launch the advisory button in their new website, allowing talent direct access to the firm and making the interview depend on them.

We’re passionate about the idea that the talent industry exists because of talent and not because of clients. In fact, it is focusing on talent that we genuinely best serve our clients. Organizations realize that the value in “search” has evaporated since the advent of social networks. This allows them to focus where the real value lies. In the fit with the organization. Now, the million dollar question is: is the person going to be happy in this company? It’s not only about hiring the most qualified or experienced person for the job anymore. We exist to create value for the talent community and we believe that this will bring us dividends and sustainable success.

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The idea that it will be possible in the future to search for people based on their recognized talents and virtues, granting them further mobility and happiness in careers where they’ll be productive (i.e. where they’ll do fast and better just because they’re doing what they like) makes us happy and gives us a purpose as an organization.

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COMMERCIAL GOALS SALES BUDGET

REAL SALES

2005

470

339

2006

714

766

2007

1000

1416

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Are you happy at Oni? Are there reasons for you to feel good in the company? What are your advantages? What’s the value proposition of working at Oni?

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B R A I N E C O N O M I C S We live in the knowledge economy, so what matters is our talent and our knowledge. Productivity is no longer attained by working longer hours and at great cost. It depends on the adequate use of our competencies; on the fit you feel with the tasks and responsibilities of the role you perform; on the responsibility of our mission; on the empathy/compatibility with your leader and the key people in the company, but also with the fit with the organizational culture (rituals, habits, traditions, the way the company celebrates, the way it sanctions, etc.).

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Globalization has had an impact on the size of organizations and the role of people inside them. 60% of the biggest corporations are not countries, they’re companies. Portugal’s GDP corresponds to General Motors annual revenue.

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Big companies make us feel‌ lost in organizational labyrinths, creating a sensation of personal impotence.

They sometimes make us feel SMALL‌

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Jason associates ® proprietary & confidential, 2008

SAD AND DEPRESSED… Churchill suffered from several depressions, referring back to them as the “BLACK DOG”

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Recognize the existing privileges of working in a company with your characteristics.

It can be good to work in a small enterprise, agile, ambitious, where the centre of the decision is at the distance of an elevator. SMALL IS BEATIFUL!

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COLABORATIVE ARCHITECTURE

Where the collaborative architecture can accommodate efficiency, innovation and fast action.

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CREATIVITY

An organization where creativity doesn’t need to die in the organizational charts, neither be mistaken with technological advancement, but lies where the client most feels it, in the service and relation.

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IMAGINATION FLOURISHES

Nonetheless, a place where imagination is not only possible but desirable, as well as quickly recognized and propelled.

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Adaptability FLEXIBILITY

At this stage it looks like working for ONI is so easy it’s a dream. No, no it’s not… In no place it’s easy, due to the dimension, ambition and… shareholders will, whom will apply pressure for you to be flexible.

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“ SHIVA MULTITASKING”

…transforming you in authentic organizational “shivas”

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ADAPTABILITY

Your biggest weapon all together is adaptability! An organization that can differentiate through vision and adaptability.

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DIFERENTIATION IS KEY

Believe that the key to your success lies in differentiation, not only in product (you’re less f a hostage to this than you think) but much more in the client’s experience.

HUMAN SIGMA – EXPERIENCE Power of Human SigmaTM (cont.)

$300 $251

$200 $136

$136

Rationally satisfied

Dissatisfied

$100

$0 Emotionally satisfied

Copyright © 2005 Harvard Business School Publishing Corporation. All rights reserved.

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AVERAGE MONTHLY SPENDING BY CREDIT CARD CUSTOMERS

Recent studies by Harvard Business Review show that clients which are emotionally attached to a brand or product spend double than those that are rationally loyal (the ones that are there only for price, product or technology).

HUMAN SIGMA – HOW IT WORKS…

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Human SigmaTM Leverages:

Pride

Client feels positive identification with your company

Career

Employee believes his Attitudes have an effect On his career

Trust

Compensation

Client feels company Keeps promises

Employee is adequately compensated

CLIENT ENGAGEMENT

EMPLOYEE ENGAGEMENT Recognition

Integrity

Employee gets Recognition for his successes

Client feels he gets Treated as he should

Passion

Client feels the Company is irreplaceable

Value

Employees opinions count and contributions Are valued

In: Harvard Business Review May 2005

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IS THERE A PERSONAL PURPOSE?

My point is that everyone needs emotional motivation! A purpose… this must be emotional. You must think on what stimulates you in your position and career. Is it the happiness glimpse in the face of the people you serve? Is it that your service can be the difference between life or death? Or is it due to the fact that you’re the best at solving clients problems, accepting that they happen in all relations in the world?

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IF YOU DON’T HAVE IT…...

CREATE IT!

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Decide to be the best at what you do, following your differentiation strategy with everyone, not only with your internal and external clients. At work, be who you are (in your best days) everyday.

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TELL THE TRUTH, IT’S WORTH IT!

AND ALWAYS TELL THE TRUTH. EVEN IF AT THE BEGINING YOU CAN’T SAY THE WHOLE TRUTH, SAY ONLY THE TRUTH!

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HAPPYNESS

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MONEY

If you still think money brings happiness, maybe it’s going to take some time to reach your goals. Believe me, it’s the opposite… It’s like putting the bar too low… we won’t reach it. To have emotional motivation guarantees sustainability of your results.

MONEY

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HAPPYNESS

Happiness occurs when you apply your talent in a context you appreciate and identify with. It will bring you as a consequence results and money. Identify your talent and use it, I assure you will “have a date” with happiness… money will also show up!

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SUCCESS IS AN EXERCISE ON CONSISTENCY AND COHERENCE

We can learn a lot from our mistakes, as it is easier to identify the critical factor for failure, than it is for success. This occurs because our memory saves the pain resulting from a mistake. With success, on the other hand, it’s harder to learn, as it is an exercise of consistency and coherence of our beliefs and virtues.

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THANK YOU!