Gi pi ap

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Growing iGIP

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ASIA PACIFIC EXCHANGE AND LEADERSHIP DEVELOPMENT SEMINAR 2013

Provide you with the THEORIE and CONCRETE TOOLS to grow iGIP in your entity.

Objective:

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Fact: The organization is learning GIP again and AP has a lot of potential for growth

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“It does not happen all at once, but builds upon and is shaped by what we already know”

“Learning is based on experience. “

How does learning

happen?

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Acknowledge and embrace the challenge of learning to grow iGIP

Grab the opportunity to learn.

Why?

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“Opportunity is missed by most people

because it is dressed in overalls and looks

like work.”

Thomas A. Edison

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The value of acceptingthis challenge

Who has ever raised a TN?

How did this feel? What did you learn?

The learning experience for iGIP AIESECers is:

Professional and Relevant

Challenging but Rewarding

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Acknowledge and embrace the

challenge of learning to grow iGIP

We know why.

But how?

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Market Research

Segment

Market(Area of Impact)

Customized

Product

Marketing

Channel

Focused

Sales

Supply based

delivery

Showcasing

Impact1. Right

People & Structure

2. Education & Tracking Method

3. Replicating Success

“Product Growth Strategy”

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Are you focused?

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Efficiency & Effectiveness of Operations

FOCUS =

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Delivering upon your promises

FOCUS =

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Market Research

Segment


Customized

Product

Marketing

Channel

Focused

Sales

Supply based

delivery

Showcasing

Impact1. Right

People & Structure




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The Steps Of Productdffdg

The Steps Of Product Based Growth

Segment

Market

Evolve

Product

Marketing

ChannelQuality of

SalesDelivery

EfficiencyShowcasing

Impact

1) Segment your market

2) Evolve your product/ product segmentation

3) Decide upon your marketing channels

4) Ensure quality of sales

5) Ensure delivery efficiency

6) Showcase the impact you make

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Do you already know your market..?

Find a partner – preferably from the same city or country, or a

comparable region

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Do you already know your market..?Question#

Market Segment

1 2 3 4 5

...

...

...

...

...

...

Per market, judge if the question can be asnwered with YES.

If YES, cross the box!

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Do you already know your market..?

Internally: 1) Have you successfully delivered interns to this sector in

the past?2) Is their sufficient EP supply for this sector currently?

Externally:3) Is this one of the biggest markets in your region?4) Are their NO COMPETITORS offering a similar product

as AIESEC in this segment?5) Can AIESEC be of added value to the companies in

this sector?

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Do you know the answers to these questions?

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Five times YES means SUCCESS.

CAN mean

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1. Identifying Your Target Market

High Demand in

my City, few

competitors

= external

High Supply in

the AIESEC network

= internal

Your top market

segment

Segment

Market

Evolve

Product

Marketing

ChannelQuality of

SalesDelivery


Impact

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1. Market segmentation - iGIP

1. Internal analysis:

I. Past 5 terms = DAAL Files & Internal Historical Documentation

II. Current Supply = Available Forms Tracker (AFT on myaiesec.net)

2. External Market Analysis

I. Local Chambers of Commerce

II. Professional Contacts, Board of Advisors

III. General industry analyses

IV. Competitors

V. …

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1. Market segmentation - iGIP

There Are More Questions to ask!

Sub-segment – E.g. ‘Industrial Engineering’ instead of ‘Engineering’

Company size – SME or MNE?

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Market Segmentation

Product Segmentation

1. Market segmentation to drive penetration in the market

2. Sub product to align supply & demand

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2. Evolve the product

Product evolution needs: Engineer/technical background (IT Focus) Management experience (marketing, finance, supply chain management, etc.)

Evolved product: “A student with an engineer background, that supports the IT Company manager thanks to

the Management XP/Skills that this student have had (curricular or extra-curricular)”

Develop marketing material accordingly!

Segment

Market

Evolve

Product

Marketing

ChannelQuality of

SalesDelivery


Impact

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You are no longer selling the Global Internship Programme, you are selling a sub-product

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3. Marketing Channel

Market Segmentation enables you to capitalize on existing networks in your sector!

Segment

Market

Evolve

Product

Marketing

ChannelQuality of

SalesDelivery


Impact

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Looking for high-qualified International ICT talent for your company? You are one click away from it!

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3. Marketing Channel

WHAT IS YOUR MARKETING/SALES

STRATEGY?WARM CONTACTS !

Alumni, SG, Interns Companies endorsements Positioning through existing partners LinkedIn Networking events

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4. Quality of Sales

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How much time and

work does it take you

to raise a TN?

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Ruben: MCVP ER Belgium 2011-2012- Call Meeting = 1

- Meeting Raise = 1.75

- August – mid-Januari:

20 meetings, 35 TNs realized, 8 new partners

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What’s his magic?

Good sales!1. Right profiling (feasibility study

know S&D)

2. Sales visit: 80% customer talks, 20% VP ER talks

3. Be interested, not interesting

4. Know your competitors + our competitive advantage on them

5. Solution oriented

6. No cold calling

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5. Delivery Efficiency

Segment

Market

Evolve

Product

Marketing

ChannelQuality of

SalesDelivery


Impact

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Delivering upon your promises

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Lessons Learned:

Know your Supply

Dare to say NO

Develop International Partnerships

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6. Showcasing Impact

Network: Reporting, statistics & any tangible elements that makes that impact credible & realistic

Segment: Ask for referrals or testimonies

Position through existing partners

Use umbrella strategies

Segment

Market

Evolve

Product

Marketing

ChannelQuality of

SalesDelivery


Impact

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“The AIESEC IT Trainee was of great value for us. He was immediately employable and the right guidance made him one of the key figures in our team. His work was even expored to customers, something that usually never happens. The collaboration with AIESEC was a very positive process. The selection of a candidate as well as the pleasant communication was exactly what we were looking for.”

Zenna Laser Solutions B.V., Twente, The Netherlands.

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Market segmentation to drive penetration in the market

Bursa-City in Turkey Automobile Textile Food70% TNs realized in top 3 industry

Penetration in top industries:- Cooperation with big names in the industries - Well known as international talent provider in the industry HR circle- Exposure on most industry events as guest- Cooperation with main industrial park (contacts of all companies in the industries)

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But who is helping you?

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ICX GIP

TM

OGX Finance

ER

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We have a great product, but...

(1) ...do we have the right people to sell it?

(2) ...do we implement the appropriate teamstructure?

(3) ...do we educate our members in the right way?

(4) ... do we manage their activity in a smart way?

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VP TM

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Market Research

Segment


Customized

Product

Marketing

Channel

Focused

Sales

Supply based

delivery

Showcasing

Impact1. Right

People & Structure




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Learning Points

Understand, Focus, Deliver

Market research is not as complicated & time consuming as it might seem

Education is key

(Backwards) Planning in iGIP is crucial

Market segmentation + Warm contact strategy = Success

{ }

{ }Do you want to accept the

challenge to grow GIP in

your LC?

{ }ICX:

to segment my market

{ }ICX:

to choose a subsegment

and specify my product

{ }ICX:

to develop strong sellers in

my LC

{ }ICX:

to deliver upon my promises to my clients by

knowing what I can supply and

developing partnerships

{ }ICX:

to showcase the impact I make in my segment

{ }ICX:

to open a lot of marketing TNs for Brazilians

{ }OGX:

to base my recruitments on

Supply and Demand, and partnerships

{ }OGX:

to develop my products localy

upon market needs

{ }OGX:

to build and develop strong

GIP teams

{ }OGX:

to establish strong relations

with universities and

youth organizations

{ }OGX:

to raise a lot of IT students

especially for The

Netherlands

{ }Together we promise to

deliver more GIP

experiences to Asia Pacific

{ }Together we will

move the elephant.

Date post:	13-Jan-2015
Category:	Business
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