2. Overview MC Planning for Tier 2
Goal
Product
and
Partner
Planning
Backwards
planning &
strategy
planning
Implementation
Planning
3. Backwards planning & strategy planning
Once you have your Re goals..
How do you come up with the right strategies to
achieve these goals?
…You look at your current backwards plan
(Re, Ma, Ra, Sign Up, No of members but also Ma-Re rate, Ra-Ma rate, Lead-Ra rate, pro
ductivity of members)
And see where the gaps are, so you know where to improve
with strategies..!
4. Session Objectives
I can identify gaps in
my backwards plan to
come up with grounded
strategies for growth
I understand how to
come up with strategic
projects to grow
programs
(involving FO and BO)
6. The Steps.
1a. Assess
the current
state of the
program
1b. Identify
the key KPI’s
you want to
improve with
strategies
How to build strategies for programs.
2. Brainstorm
to come up
with strategies
for these KPI’s
3. Prioritize
strategies Using
the
Impact/Feasibili
ty Matrix
7. Prog
ram
Cluster
1&2
Strategy 1
& KPI
Strategy 2
& KPI
Strategy 3
& KPI
Cluster
1
All
clusters
Activitie
s
Resp
The Output
Activitie
s
Resp
Activitie
s
Resp
Exchange
Project(s)
Exchange
Project(s)
Exchange
Project(s)
8. 1. Assess the program current state
Past
performance
RMR & SPs
SWOT
analysis of
program
Assess key
strategies
1314
9. Past
performance
RMR & SPs
You need to take a look at the
backwards plan of your current state
See which KPI’s you want to move
Then make a backwards plan based on
you realisation MoS
10. # of
Members in
iGIP
# of Sales
Meetings, or
Sign-Ups
# of
Customers
# of Raises # of Matches
# of
Realizations
5,2805,44910,9523,653~25,000~8,000
3 Meetings
/Member
10 meeting
s/RA
3 TNs RA/
Customer
50% MA
Rate
97% RE
Rate
11. # of
Members in
iGIP
# of Sales
Meetings, or
Sign-Ups
# of
Customers
# of Raises # of Matches
# of
Realizations
5,2805,44910,9523,653~25,000~8,000
3 Meetings/
Member
10 meetings
/RA
4 TNs RA/C
ustomer
50% MA
Rate
97% RE
Rate
Make sure you know these KPI’s!
Some you can find on the current aiesec.net, some you will need to find in your
CRM or ask your LCs for! (eg. # members, meetings/member/month etc)
When you have this data, you will be able to assess where the gaps are based
on actual facts and not assumptions!
12. # of
Members in
iGIP
# of Sales
Meetings, or
Sign-Ups
# of
Customers
# of Raises # of Matches
# of
Realizations
1001103301103300275
12 Meetings
/Member
10 meetings
/RA
3 TNs RA/C
ustomer
33% MA
Rate
97% RE
Rate
Take a look at this example of Entity A.
What is the KPI which you think you can improve the most?
13. # of
Members in
iGIP
# of Sales
Meetings, or
Sign-Ups
# of
Customers
# of Raises # of Matches
# of
Realizations
1001103301103300275
12 Meetings
/Member
10 meetings
/RA
3 TNs RA/C
ustomer
33% MA
Rate
97% RE
Rate
In this case the Matching Rate is particularly low
You can choose to Ma Rate as one of the KPI’s you want to build strategies for.
14. Past
performance
RMR & SPs
Once you have decided the KPI’s you
want to move, you can make a
backwards plan for the your RE GOAL
You will be able to see how much you
will need to increase your KPI’s and if
your Re goal is feasible..!
16. SWOT Analysis
Then make also a SWOT analysis of the
program based on your insights of the
backwards plan and any additional
insights you have about the program in
your reality (eg. Based on external
data/research)
17. 1b. Assess KPI’s you want to improve
You know your 1) backwards plan, 2)
you ideal backwards plan 3) your
SWOT
Conclude with the 2-3 KPI’s you want
to impact to improve program results
18. 2. Brainstorm for strategies
Past
performance,
SWOT, 1314
Strategies
Global
Growth
Model
National
Growth
Model
Use the following resources:
19. 2. Brainstorm for strategies
For example:
Quick presentation of growth model(s)
if needed
Divide team in sub groups to rotate
around programs to come up with
strategic projects for 1415
Give content in terms of goal
achievement, SP/IS and timeline
20. Please
Note!
We are using a
growth model to be
able to customize
strategies for
different realities!
22. Prog
ram
Cluster
1&2
Strategy 1
& KPI
Strategy 2
& KPI
Strategy 3
& KPI
Cluster
1
All
clusters
Activitie
s
Resp
The Output
Activitie
s
Resp
Activitie
s
Resp
Exchange
Project(s)
Exchange
Project(s)
Exchange
Project(s)
23. oGIP
Cluster
1
Conversion
KPI: conversion
rate
Optimized
Selection
KPI: Ra-Ma
time
Strategy 3
& KPI
All
clusters
All
clusters
Segment leads
Build information flow
Update website content
VP oGIP
VP Mrk
VP Mrk
Example!
Co-create selection criteria
Build communication flow
Create selection materials
VP oGIP
VP oGIP
VP oGIP
Activities Resp
All
Exchange
Project(s)
Teach
Colombia
Exchange
Project(s)
24.
25. Strategies can and should
involve TM MRK QUALITY,
FIN and OPS
Make sure you know if
strategies are driving Ra Ma
or Re
Some strategic projects are
for all clusters, some only for
cluster 1 for example
Take into
account!
