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  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • When you get out the comfort zone is when you learn the most.
  • Transcript

    • 1. +Growing iGIP
    • 2. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013 Provide you with the THEORIE and CONCRETE TOOLS togrow iGIP in your entity.Objective:
    • 3. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Fact:The organization is learning GIPagain and AP has a lot of potential forgrowth
    • 4. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013“It does not happen all at once, but builds uponand is shaped by what we already know”“Learning is based on experience. “How does learninghappen?
    • 5. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Acknowledge and embrace thechallenge of learning to grow iGIPGrab the opportunity to learn.Why?
    • 6. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013“Opportunity is missed by most peoplebecause it is dressed in overalls and lookslike work.”Thomas A. Edison
    • 7. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013The 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
    • 8. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Acknowledge and embrace thechallenge of learning to grow iGIPWe know why.But how?
    • 9. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013MarketResearchSegmentMarket(Area of Impact)CustomizedProductMarketingChannelFocusedSalesSupplybaseddeliveryShowcasingImpact1.RightPeople &Structure 2.Education& TrackingMethod3.ReplicatingSuccess“Product Growth Strategy”
    • 10. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Are youfocused?
    • 11. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Efficiency &Effectivenessof OperationsFOCUS =
    • 12. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Delivering uponyour promisesFOCUS =
    • 13. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013MarketResearchSegmentMarket(Area of Impact)CustomizedProductMarketingChannelFocusedSalesSupplybaseddeliveryShowcasingImpact1.RightPeople &Structure 2.Education& TrackingMethod3.ReplicatingSuccess“Product Growth Strategy”
    • 14. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013The Steps Of ProductdffdgThe Steps Of Product Based GrowthSegmentMarketEvolveProductMarketingChannelQuality ofSalesDeliveryEfficiencyShowcasingImpact1) Segment your market2) Evolve your product/ product segmentation3) Decide upon your marketing channels4) Ensure quality of sales5) Ensure delivery efficiency6) Showcase the impact you make
    • 15. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013
    • 16. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013
    • 17. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Do you already know your market..?Find a partner – preferably fromthe same city or country, or acomparable region
    • 18. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Do you already know your market..?Question#Market Segment1 2 3 4 5..................Per market, judge if the question can beasnwered with YES.If YES, cross the box!
    • 19. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Do you already know your market..?Internally:1) Have you successfully delivered interns to this sectorin the past?2) Is their sufficient EP supply for this sector currently?Externally:1) Is this one of the biggest markets in your region?2) Are their NO COMPETITORS offering a similar productas AIESEC in this segment?3) Can AIESEC be of added value to the companies inthis sector?
    • 20. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Do you knowthe answersto thesequestions?
    • 21. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Five times YES meansSUCCESS.CAN mean
    • 22. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20131. Identifying Your Target MarketHigh Demand inmy City, fewcompetitors= externalHigh Supply in theAIESEC network= internalYour topmarketsegmentSegmentMarketEvolveProductMarketingChannelQuality ofSalesDeliveryEfficiencyShowcasingImpact
    • 23. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20131. Market segmentation - iGIP1. Internal analysis:I. Past 5 terms = DAAL Files & Internal Historical DocumentationII. Current Supply = Available Forms Tracker (AFT on myaiesec.net)2. External Market AnalysisI. Local Chambers of CommerceII. Professional Contacts, Board of AdvisorsIII. General industry analysesIV. CompetitorsV. …
    • 24. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20131. Market segmentation - iGIPThere Are More Questions to ask!Sub-segment – E.g. „Industrial Engineering‟ instead of„Engineering‟Company size – SME or MNE?
    • 25. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013MarketSegmentationProductSegmentation1. Market segmentation to drive penetration in the market2. Sub product to align supply & demand
    • 26. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20132. Evolve the productProduct 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 thanksto the Management XP/Skills that this student have had (curricular or extra-curricular)” Develop marketing material accordingly!SegmentMarketEvolveProductMarketingChannelQuality ofSalesDeliveryEfficiencyShowcasingImpact
    • 27. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013You are no longer sellingthe Global InternshipProgramme, you areselling a sub-product
    • 28. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20133. Marketing ChannelMarket Segmentation enablesyou to capitalize on existingnetworks in your sector!SegmentMarketEvolveProductMarketingChannelQuality ofSalesDeliveryEfficiencyShowcasingImpact
    • 29. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Looking for high-qualified InternationalICT talent for your company? You areone click away from it!
    • 30. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20133. Marketing ChannelWHAT IS YOURMARKETING/SALESSTRATEGY?WARM CONTACTS ! Alumni, SG, Interns Companies endorsements Positioning through existing partners LinkedIn Networking events
    • 31. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20134. Qualityof Sales
    • 32. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013How muchtime andwork doesit take youto raise aTN?
    • 33. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013
    • 34. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Ruben: MCVP ERBelgium 2011-2012- Call  Meeting = 1- Meeting  Raise = 1.75- August – mid-Januari:20 meetings, 35 TNsrealized, 8 new partners
    • 35. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013What’s his magic?Good sales!1. Right profiling (feasibility study know S&D)2. Sales visit: 80% customer talks,20% VP ER talks3. Be interested, not interesting4. Know your competitors + ourcompetitive advantage on them5. Solution oriented6. No cold calling
    • 36. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20135. Delivery EfficiencySegmentMarketEvolveProductMarketingChannelQuality ofSalesDeliveryEfficiencyShowcasingImpact
    • 37. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Delivering uponyour promises
    • 38. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Lessons Learned:Know your SupplyDare to say NODevelop InternationalPartnerships
    • 39. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 20136. Showcasing ImpactNetwork: Reporting, statistics & any tangible elements that makes that impact credible & realisticSegment: Ask for referrals or testimonies Position through existing partners Use umbrella strategiesSegmentMarketEvolveProductMarketingChannelQuality ofSalesDeliveryEfficiencyShowcasingImpact
    • 40. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013“The AIESEC IT Trainee wasof great value for us. He wasimmediately employable andthe right guidance made himone of the key figures in ourteam. His work was evenexpored to customers,something that usually neverhappens. The collaborationwith AIESEC was a verypositive process. The selectionof a candidate as well as thepleasant communication wasexactly what we were lookingfor.”Zenna Laser Solutions B.V.,Twente, The Netherlands.
    • 41. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Market segmentation to drivepenetration in the marketBursa-City in Turkey Automobile Textile Food70% TNs realized in top 3 industryPenetration 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)
    • 42. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013But who ishelping you?
    • 43. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013ICXGIPTMOGX FinanceER
    • 44. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013We 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?
    • 45. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013VP TM
    • 46. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013MarketResearchSegmentMarket(Area of Impact)CustomizedProductMarketingChannelFocusedSalesSupplybaseddeliveryShowcasingImpact1.RightPeople &Structure 2.Education& TrackingMethod3.ReplicatingSuccess“Product Growth Strategy”
    • 47. +ASIA PACIFIC EXCHANGE ANDLEADERSHIP DEVELOPMENT SEMINAR 2013Learning PointsUnderstand, Focus, DeliverMarket research is not as complicated & timeconsuming as it might seemEducation is key(Backwards) Planning in iGIP is crucialMarket segmentation + Warm contact strategy =Success
    • 48. Do you want toaccept thechallenge togrow GIP inyour LC?
    • 49. ICX:to segment mymarket
    • 50. ICX:to choose asubsegmentand specify myproduct
    • 51. ICX:to developstrong sellers inmy LC
    • 52. ICX:to deliver uponmy promises tomy clients byknowing what Ican supply anddevelopingpartnerships
    • 53. ICX:to showcase theimpact I makein my segment
    • 54. ICX:to open a lot ofmarketing TNsfor Brazilians
    • 55. OGX:to base myrecruitments onSupply andDemand, andpartnerships
    • 56. OGX:to develop myproducts localyupon marketneeds
    • 57. OGX:to build anddevelop strongGIP teams
    • 58. OGX:to establishstrong relationswithuniversities andyouthorganizations
    • 59. OGX:to raise a lot ofIT studentsespecially forTheNetherlands
    • 60. Together wepromise todeliver moreGIPexperiences toAsia Pacific
    • 61. Togetherwe willmove theelephant.

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