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: olgat@ai.aiesec.org, colew@ai.aiesec.org

• 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 olgat@ai.aiesec.org and colew@ai.aiesec.org asap!

• Email nikitas@ai.aiesec.org if you want to pilot country partnership framework (must have a partner already)

• Email nikitas@ai.aiesec.org if you have any challenges in delivering your partnerships

• Email nikitas@ai.aiesec.org 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