November GIP Monthly Meeting
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Transcript of November GIP Monthly Meeting
November GIP Monthly Meeting
From the War Room ;)
Agenda
• Check-In• October Review• Purposeful iGIP• Customer Loyalty for Organizations• Sales Wins• EP Raising Campaign• Match Like Never Before Challenge• Selection Materials• Talent Capacity• Supply and Demand• MC VP GIP To Do’s
How are you guys doing?
• Heading into re-planning, what is the main activity that has brought positive results for you?
• Heading into re-planning, what is the main challenge you want to solve?
MoS Report
October Report
RA TN RA EP MA RE0
500
1000
1500
2000
2500
3000
3500
4000
4500
5000
950
1276
440540
1005
1351
484 491
2405
3498
1178 1124
3400
4600
1900 1900
2544
1296 1206
Quarter 4
Q4 Report
Matching rates
Net Promoter Score
Why Does Any of This Matter?Russia is growing 100% in iGIP, mainly through Teaching, which has a strong purpose for Russia’s members.
Russia’s young people are let down by the education system, unprepared for a globalized, English-speaking world. Fixing this doesn’t mean just bringing teachers—it means improving teaching around the country.
Teaching trainees in Russia do not just teach students; they also teach the teachers and help schools adopt more modern teaching methods. AIESEC in Russia hopes if they can bring enough trainees that clearly educate youth better, the education system will take notice and change education nationwide.
The schools have better teaching–for the long-term—because of AIESEC. The EPs don’t just teach, but also learn to challenge the status quo and influence society. And the members selling and delivering these TNs learn sales and contribute to the future of Russian education.
Growth through Purpose in iGIP
How Can We Make iGIP More Purposeful?
• Choose your markets: If you could place 1000 EPs in any companies you wanted in your country, which ones would you choose?
• Identify their need: What talent can solve their problems?
Who Can Help Us With This?
GST
Maggie from Mexico
Tabiness from Kenya
Mando from Egypt
Vika from Kenya
Dhruv from India
Mei from Australia
How Can I Make iGIP More Purposeful?
• Attend the market-product strategy webinar at 14:00 GMT on Tuesday November 19, where we will discuss phases on implementation and customization for tiers
• Schedule a call with Cole before your MC Re-planning at http://colewgip.youcanbook.me/
Customer Loyalty for Organizations
Vision of CLO
Customer Loyalty for Organizations
Leaders
Top 10 Entities in TNs Re-Raised
1 INDIA2 BRAZIL3 POLAND4 GERMANY5 CHILE6 HUNGARY7 UNITED ARAB EMIRATES8 GREECE9 COLOMBIA
10 CHINA, MAINLAND
Top 10 Entities in % of Customers Surveyed
1 ESTONIA2 NEW ZEALAND3 SOUTH AFRICA4 TUNISIA5 KENYA6 MOROCCO7 ETHIOPIA8 LITHUANIA9 DENMARK
10 NORWAY
Top 10 Entities in Total Customers Surveyed
1 TURKEY2 TUNISIA3 UNITED STATES4 LITHUANIA5 RUSSIA6 ESTONIA7 CHINA, MAINLAND8 INDIA9 THE NETHERLANDS
10 PORTUGAL
Conversation• Monthly touchpoint and quarterly meetings at IC
• Must have a CRM—video guide for Podio as a CRM
Engagement• Events and advisory councils at IC
CEPT Model
Product and Process Improvement• CLO Summit planned
Talent Capacity• Every account should have a person
responsible• Talent Capacity Strategic Meeting output
including structures, JDs, and learning and development for raising, account management, and re-raising
CEPT Model
ANALYSIS.Of survey responses
3245%
13%
42%NPS score
% of promoters
% of detractors
% of passives
Level of trainee's motiva-tion53
Personal skills of trainee50
Professionalism of AIESEC
48 Professional skills of trainee
48
Logistical support upon arrival
46
Communication with AIESEC
46
Promoters Issues Level 1
ANALYSIS.Of survey responses
Selection Process40
Visa Documents and In-formation
33
Professional skills of trainee
29
Logistical support upon arrival
27Communication with
AIESEC27
Trainee preparation by AIESEC
22
Passives Issues Level 1
Professional skills of trainee
35
Selection Process29
Level of trainee's motiva-tion24Accessibility of informa-
tion18 Visa Documents and In-
formation18
Communication with AIESEC
18
Detractors Issues Level 1
ANALYSIS.
promoters
29%
45%
12%
3%
1%
DEFINITELY WILL
PROBABLY WILL
MIGHT OR MIGHT NOT
How likely are you to take another intern with AIESEC GIP?
passives detractors
22 14 1
28 28 2
PROBABLY WILL NOT
3 7 6
31
DEFINITELY WILL NOT 1
What Promoters Say
• I really appreciate AIESEC and Carlie specifically finding a great candidate for us. The skill sets we look for are very hard to find and it was amazing she found someone that fits what we were looking for (Canada)
• We have had success with the program. Not having to deal with the visa application is a huge plus. Being able to interview via Skype was nice. I liked the number of candidates we had to interview. Communication was good; The experience has been great so far. (USA)
• The AIESEC program helped me solve a desire of mine, to make my employees work in an international environment. (Romania)
• AIESEC trainees are self motivated, clear in thought and adaptable making them great to work with. (India)
KEY RESULTS.
1.Selection Process is one of top issues specifically quality of candidates and its number, as well as the speed of the process
2.Customers want more customization (promotion, length of internship, selection arrangement, etc.)
3.Quality of intern highly influences customer satisfaction
What CLO has Brought Canada
• Team leader of "New Sales" and Team leader of "Account Delivery" on NST
• Sales campaigns incorporating 100 Days Challenge (LCs will be recognized with more points for filling out surveys, booking meetings with Past TN takers, and re-raising etc)
• Sales Structures for each LC (based on tier) to raise new sales and re-raises
100 Days Challenge Bringing Results in Belgium
• One TN-taker satisfied with AIESEC’s service, but wasn’t contacted again. Once they were contacted, they wanted to re-raise
• Another TN-taker was satisfied but didn’t have a need. Approached by AIESEC, they decided to begin a new project with AIESEC talent
GATHER CUSTOMER INPUT
Target specific LCs and follow up weeklySJArizonaIllinois
LCs have until Thanksgiving to reach out to partnersNST + MC will contact all partners who have not submitted feedback by that point
UTILIZE CURRENT CUSTOMER INPUT
1. Release project update to national plenary
2. Video Testimonial Collection to mobilize promoters
3. Provide LCs with a referral framework to mobilize promoters
4. Create an AD Account Manager Certification process. Every account manager must pass the following trainings:
1. J-1 Visa2. Delivery Process3. Partnership Management
5. Change ER Principles: LCs must meet partners every quarter. If partner isn’t met for two quarters the contract is re-allocated to another LC
6. Re-vamping website content for companies with clear process
INCREASE ENGAGEMENT WITH AIESEC
Have EPs (at NPM) write thank you letters to our partners for creating exchange experiences and include these in our Christmas Cards
Send a letter to all our detractors/passives in January with “AIESEC New Years Resolution-Our Commitment to our Partners” Signed by MCP and LCP
Make Sure This Isn’t You!
What’s Coming Next?Re-Raising• CLO Summit output customized for tiers• Entities and LCs making goals for new raises and re-raises in re-
planning framework• LC iGIP planning including every account, who is responsible, their
goal, and their action steps to retain and upscale the partner (aligned with CEPT)
• Re-raising menu on myaiesec.net to track MCs and LCsProduct and Process Improvement• Entities from CLO Summit pilot product and process improvements• Results of those pilots shared with the network so they can be
implemented by others
Action Steps
• Attend webinar at 15:00 GMT on Nov 19 for putting CLO into your MC and LCs’ replanning
• Ensure every account has a transition meeting in the next two months
• Make sure your CRM allows you to see every account, who is responsible, and when that account has been contacted—or build your CRM
• Set goals for re-raising and new raising in your entity and in your LCs for Q1 and Q2
• Showcase testimonials from partners
• If you’re using another survey platform, share the results with Olga and me asap: [email protected], [email protected]
• Set a time limit for LCs to reach their partners before you reach them yourself and LCs potentially lose the account—how many of you have done this?
Sales Wins!
Sales Win AnalyticsWhat have we learned from 12 Sales Wins?
Anyone can raise a sales win. We’ve received them from MCs, LCPs, LC VPs, and new members—from every region
in the network
½ of sales wins have been
from re-raises In big contracts, how does AIESEC fit with the partner’s strategy?
Expanding to new countries 4
Huge need for talent across the company 4
Specific need for international talent 3
Want to increase the diversity of their office 1
What sealed the deal for these companies to take multiple trainees?A large need for talent
They trusted AIESEC based on past experience, referrals, or reputation
They share AIESEC’s vision
When we raise big contracts, who are the decision makers in the companies?
HR Director 5
Middle Manager 4
General Manager / Executive Director 2
CEO 1
Why do our biggest customers work with us and not our competitors?Our reach of recruiting talent from around the world
Our professionalism and reliability
Our relatively low cost
What size of companies sign big contracts with us?
60% are SMEs 40% are MNCs
EP Raising Campaign
EP Raising Campaign
EP Raising Campaign
What happened so far?
1. Launch global campaign– Promotion via global channels– Conversion to ORS
Result: – 10000+ ORS applications– 8000+ OP applications
2. Entity education on conversion– Education at physical touch points– Education via virtual channels (GIP meeting, calls)
Result:– Not fully able to measure, more and more entities are
starting to implement ORS/OP
What is still to come?
1. Webinars– Week 47 (18th-22nd of November )– MC & LC webinars– Focused on conversion and selection
2. General education– Wiki’s– Video’s
Key assessments
1. Large amount of traffic driven to the global ORS
2. ORS is not yet implemented by many MCs & LCs– Main reasons: waiting for system improvements, waiting for conferences, not
clear on benefits of ORS implementation, not clear how to implement
3. Therefore conversion is still very low
What is happening in your entity?
ORS Country Data
What do you need to do?
• 1. Follow up with your ORS registrations!
• 2. Start attracting students to the opportunity portal (& therefore ORS) with your own campaigns
Tips & Tricks
1. Understanding the system on MC and LC levels– Video’s – BIG AIESEC Online wiki– Session at EuroCo (attract more people than ever before) – Webinars – Play with it!
– LCs and MCs having login– Know which data is where, how to follow up, how to analyze the ‘analysis’ etc
– Ensure interactive education with LCs!
Tips & Tricks
2. How to embed in operations?
- Launch the ORS on a conference! (don’t wait for it though)- Incentive systems for early adopters- Responsible & champion in every oGIP team- Automatic response after 48 hours with contact details- Weekly tracking in oGIP team meetings- Tracking by MC or NST- Track conversion and showcase success stories!
System functionalities
Managing my Registrations
• Always know what stage your registrations are on– Simple colour key, and live conversion data everywhere– Stages change automatically by the customer’s actions– Add multiple labels to show important information ie.
• Label registrations with who is their EP manager• Label registrations if they attend events
• Notifications– Set up your notifications so each time
a registration moves stages, you are notified
Close Faster with Customized Emails
• Automatic Emails Sent at each Stage Change– Edit the content of emails to customise for
each information point ie: – Once they move to “in review” include
an interview sign up form in the email– Include CultureShock posts for their
chosen country – Link upcoming events in your LC through
Facebook and Blog plugins
What about Opportunity Portal Applications?
• Find your applications in one place– Name and the number of opportunities they have applied
for – Follow up with them to invite them to interviews
• Find their feedback – Your MC controls which
countries users from yourcountry can see (country partnerships)
– Customers can tell you which countries would they like on offer and what internshipbackgrounds
What About Analytics?
• Improve your Local and National Marketing Strategy!– How do people find out about AIESEC in your entity?– What value are they searching for from AIESEC?– Which programme are they interested in?– What do they study?– What level of education are you
attracting?– Where do they want to go
• View information about the market of others!
Implementing the ORS will make us grow like never before!
Therefore, please do not hesitate to ask any questions or give inputs,
And let’s drive this together!
Resources
• Marketing wiki: http://www.myaiesec.net/content/viewwiki.do?contentid=10255817
BIG AIESEC Online wiki: http://www.myaiesec.net/content/viewwiki.do?contentid=10274711
Selection wiki: http://www.myaiesec.net/content/viewwiki.do?contentid=10279542
EP Raising Campaign
Match Like Never Before Challenge
What is it?Background
– 28% EP matching rate, 43% TN matching rate– Many LCs don’t have right matching processes, tools & behaviors– We want to increase matching rate NOW!
Plan – Educate LCs over a 6 week period– 4 Webinars– Topics: matching process, tracking, tools, knowledge and behaviors
Who?– LC VPs, TLs, members– MC VPs can also encouraged to participate!
When?– Webinars:
How to participate?– Sign up your LC via: – Deadline: Monday 11th of November at 24:00 GMT+1
More info– Wiki: – Matching Wiki:
http://www.myaiesec.net/content/viewwiki.do?contentid=10281900– Myaiesec.net changes wiki:
http://www.myaiesec.net/content/viewwiki.do?contentid=10269591
SIGN UP DEADLINE: 11th of November 17:00 GMT+1
Let’s implement faster and match like never before!
Match Like Never Before Challenge
Let’s implement faster and match like never before!
EP Selection Wiki Coming Out Next week!
Content:1. EP Selection progress
2. Selection guides
3. Sub-product based selection inputs
Link:http://www.myaiesec.net/content/viewwiki.do?contentid=10279542
Check it and use it!
Talent Capacity Driving GIP
What is the strategic Direction?
Strategic Direction
TC Strategi
c Meeting
(General Guide)
Specific
What should I do as GIP responsible?
SDP for iGIPInner &
Outer Journey
EP LEADDelivery in every XP
Strategic Direction
TC Strategi
c Meeting
(General Guide)
Remember!
Capacity
• Structure for every reality
• JD
• Average Efficiency from the structures (Number of People/Number of Re)
• How to ensure delivery of inner and outer journey to member and EP through the structure
Learning and Development• Learning and Development content for entities across specific LC realities
• Split into GIP Knowledge, Management and Leadership development
• For specific profiles
• Balance between new sales, account management, up scaling and managing raise, match, realize simultaneously.
Strategic Direction
TC Strategi
c Meeting
(General Guide)
Specific
What should I do as GIP responsible?
SDP for iGIPInner &
Outer Journey
EP LEAD
As GIP Responsible
• Pick LCs to work with on implementing output
• Decide LC Growth Path
• Set KPIs for Capacity and L&D along with MC VP TM
• Work with LCs on creating a concrete plan to get there
Strategic Direction
TC Strategi
c Meeting
(General Guide)
Specific
What should I do as GIP responsible?
SDP for iGIPInner &
Outer Journey
EP LEAD
Presenting to you!!!!!
Sales Development
Programme 2.0
What it has for you?
• Step by Step guide on how to IMPLEMENT and TRACK the SDP in your entity
My Entity has a Running SDP
My Entity does not run the SDP
• Customized content every 10 days ( GIP, Sales knowledge, leadership development)
• Working with Top LCs/ iGIP focused LCs across specific regions starting December – January
• Working with specific MCs to Implement starting next week!!
What is next from the Global Office?
Strategic Direction
TC Strategi
c Meeting
(General Guide)
Specific
What should I do as GIP responsible?
SDP for iGIPInner &
Outer Journey
EP LEAD
Teaching Summit, The Philippines
What you can find in the output?
Teaching Summit, The Philippines
- Indonesia- The Philippines- India- Vietnam- Taiwan- Thailand- Cambodia- Australia (Virtual)
OUTPUT RELEASE BY SATURDAY 5 PM GMT+1!!!!
Supply and Demand Update
Supply and Demand Management
• General education for the network on partnerships and S&D management
• Bi-weekly S&D Newsletters starting end of next week
• Visual analysis and inferences from Q3 DAAL in first S&D Newsletter
• Visa education for entities in third week of November
MC VP GIP To Do’s
• Attend Consultancy Week
• Launch Match Like Never Before Challenge
• Share your survey results from other platforms with [email protected] and [email protected] asap!
• Email [email protected] if you want to pilot country partnership framework (must have a partner already)
• Email [email protected] if you have any challenges in delivering your partnerships
• Email [email protected] for questions regarding TC Strategic meeting output & for any specific VISA Challenge you are facing as we are working on VISA Education for the next 2 weeks