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RAising….,[object Object]
Our ICX Flow works around the relationship with TN Takers since they are the ones that finally allow us have trainees in our city, that’s why we should take a look at this flow seen from TN Takers’ perspective:,[object Object]
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1. SALES PREPARATION,[object Object]
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a. Market Research,[object Object],Start by analyzing the environment: markets analysis, identification of strong economic trends in the city as well as city-projects and development plans; political, economic and financial junctures. ,[object Object],Once there are some sectors identified as potential ones, search for databases of entities belonging to those sectors. Go to Chambers of Commerce, associations, or any other place where you consider you can find the information you need.,[object Object]
b. Segmentation and Targeting,[object Object],Take the databases and group the entities by specific characteristics in common. ,[object Object],E.g.: you have a database of educational sector, but it’s too general, so you divide it by schools, universities and languages institutes. ,[object Object],In each group, define criteria to identify the ones you are going to visit, like size of the company, net sales, previous relations with @, contacts, etc. Then apply it to the entities, and those are the TARGETS. ,[object Object]
c. Define Positioning and Approaching Strategy ,[object Object],According to the sectors defined and their respective targets, structure a strategy to position among those entities, taking into account: media appearances, presence of @ in events that gather them, @’s representation in unionizations/associations, etc. ,[object Object]
Define punctual strategies to make SMART APPROACHES, which must include: ,[object Object],[object Object]
Diversification of Portfolio: @ can offer more than TNs.
Creation of sales materials (product sheets, proposals, PPTs, corporate video).
Support on External Communications Coordination.
Find contacts that facilitate getting the meeting or even the sale.
Use the @cers net, Alumni, local BoA (Board of Advisors), current partners, and finally relatives and friends. ,[object Object]
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a. Execute Positioning and Approaching Strategy ,[object Object],b. Sales Meetings and Follow-Up,[object Object],Get trained in sales and its techniques (like SPIN method), product leadership strategy, international exchange policies (IXPQS), pricing policies, etc., and make sure you deeply understand what you’re offering ,[object Object],Get information about the company before the meeting (recent news, mission and vision, projects, etc.) and identify value-added activities to offer them. Also take you sales materials, as well as GCPs (local, national and global ones), testimonials or references, and EP forms samples (remember international cooperations, this helps you offer more concrete opportunities). ,[object Object]
c. JQ Sign,[object Object],Make the TN Taker sign 3 copies of JQ The current LCP must sign them too. ,[object Object],When filling the Job Questionnaire take into account: ,[object Object],Explain the difference between Required and Preferred, and try to get almost everything as Preferred. ,[object Object],There’s no need to explain the whole JQ, but only the needed information. ,[object Object],E.g.: if it’s an ET, you don’t need to explain the Programming Skills. ,[object Object],Be very CAREFUL when filling the Job Description, it’s essential to get the Match and it’s the beginning of a high quality exchange. It must be as clear and concrete as possible, and the tasks must be really reachable. It must have at least 4 Tasks. ,[object Object],Clarify the monthly maintenance fee, the work hours (not more than 40 hours per week, and specify if Saturday work is needed or not), and the needed conditions of work space. ,[object Object]
3. DELIVERY,[object Object]
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a. Enter and audit JQ form,[object Object],[object Object]
After that, go to Exchange Menu (you must be certified on it first), search for the link TN and then click on Add TN Form.
Once all the information is entered (which is basically the info from JQ), you get the TN ID. ,[object Object]
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When entering the data of the TN Form, take into account what follows: ,[object Object],Put the TN fee in US Dollars. ,[object Object],Put the monthly maintenance fee in US Dollars at the exchange rate of that day, and clarify it in the box Additional Information. E.g.: 650 USD = COP $1’287.500 at exchange rate 1 USD = COP $1.980, current date 25/01/2010. ,[object Object],In the same box, put the link to the ICX Manizales wiki. ,[object Object],In the same box, clarify this: “The intern must pay the monthly health insurance, which costs COP$67.000”,[object Object],Attach the document explaining the visa procedure. ,[object Object],Once this process is finished, you have a TN Form with Status: NEW,[object Object]
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