Date post: | 16-Jul-2015 |
Category: |
Education |
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Workshop flow
1. Background of the Project
2. Output of the BD Summit
3. Discussion and Next Steps
4. Sales Structure Questions
Bottleneck we are facing Objectives of the summit
Role similarity for different roles in Org. BD or other
related functions
AI BD Team is too occupied in delivery workloads and can not focus on big partnership
development.
To clarify the roles between different roles(GC/AI/MC/LC)
in terms of GEP management for better communication and
efficiency.
To create the new GEP customer flow and delivery structure to
ensure leadership development of GEP Trainees.
1. If we clarify the roles and responsibilities
= save time, resources
2. LC levels unique role is delivery of internships, use AI for
BIG Global Partnerships
3. The learning of different levels should be clarified and
aligned
4. Collaboration for Existing and new Global Partners
5. Create a proposed structure for the network
Pilot Entities- Belgium
- United Kingdom
- United States
- Mainland of China
- India
- Sweden
- Switzerland
- Germany
- Mexico
- Colombia
Working with AI to implement the
GEP Customer flow, fully
implement standards, implement
lead for EPs, align expectations and
delivery
For Tier 1-2 entities
Or at least 20-30 GEP realisation a year
MC VP iGIP: Experience Delivery, Exchange Processes, LC
management
MC VP BD: Sales of the focus program, MNC sales
Large scale Accounts: BD Managers/ CEEDers as account managers
LCs: Set MC-LC co-delivery model for MC/ Global TNs
For Tier 3-4 entities MC VP BD: Sales of the focus program, MNC sales
MC Operations/ Manager and LC responsible: Experience delivery, Exchange
Processes
ENTITY MC-LC COLLABORATION MODEL % FOR DELIVERY
Colombia -CLO: Certified LCs to deliver National Partnerships with MC BD team (cross-sales);-Shared revenue (depeding on the product and participation on the sales process ):
-iGIP: TN fee 70% MC/ 30% LC
-Y2B fee: 60%MC/40%LCs
Mexico -Shared revenue;-MC is managing account raising&matching process
- 10% (delivery)
US Visa + Matching done by MCVP BD;-BD regional managers/NSTs;-Shared revenue (LCs get what they generate/sales -nonethless they pay a membership fee based on the revenue generated);
LCs membership fee based on the revenue generated;
Switzerland -GC-LC delivery;-MC tracking and coaching;-Revenue shared model;
30% (delivery)
MoC -LCs delivery process; 25% (delivery)
ENTITY MC-LC COLLABORATION MODEL % REVENUE SHARED
Sweden -Shared revenue -MC is selling and matching, LCs are responsible for delivery/reception;
15% (delivery)
India -Shared revenue (for reception/delivery)-LCs don’t pay membership fee for NEP/GEP
50% (delivery)
UK -CEEDer structure (with LC collaboration)-MCLC coaching;
10% (delivery)
Germany -MC raises/GCs match/LCs deliver-Shared revenue (delivery);
25% (delivery)
Belgium -LC-GC collaboration;-Shared revenue (raising + delivery done by LCs)
55% (delivery)
1. Have you implemented the new CF, Standards
and LEAD already? What are the next steps for your
entity until June?
2. Do you have a clear role and responsibility
allocation in your team/ future team between iGIP,
BD, Managers, CEEDers etc?
17
MC- LC CollaborationMain questions to answer based on your financial models, plans:
1. Are you sharing revenues with the LCs? If yes how much? Why? What is the
reason behind
2. Are you outlining the roles and responsibilities between MC and LC?
3. Who is getting the realisation on the system? Is the membership motivated by
that?