1. MCVP Sales AIESEC Romania 2012-2013
Application Form Adriana Mahu
Members Committee Vice President Sales
1. Taking into account the current situation of Romania as a country, please describe your strategy to
achieve AIESEC Romania’s budget?
As MCVP Sales, I have to cover expenses for office& flat, national committee board, information system,
finance charges, international meetings, national meetings, national support teams, marketing, activities/products,
national fund, other LC support expenses, AI taxes, reserves.
This year, from a budget of 120 000 euro, in 6 months there were brought almost 30 000 euro from Sales.
Next year, around 80 000-100 000 euro (cash, inkind, GIP) should be covered by me and MCVP CD. Together, we
should decide at the beginning of our term the percentage that has to be brought by each of us and define our account
management strategy for AIESEC Romania Accounts.
Product Development Account Management Sales Management
 Innovation -> Initiatives  Delivery ->  Empowering NGP
Customer Care
-Building products according to the NGP -Setting clear criteria and benefits for the
resources in the local markets and to Develop the NGP Accounts, NGP: the current situation is that although
the needs on the MC market tracking on them and on the the criteria is 20000 euro platinum, 15000
-Add more benefits to national delivery gold, 10000 silver and 5000 bronze, the
conferences and deliver benefits that Hot Accounts companies aren`t delivering this amount of
we offer Develop the relationships with money so I will assure new criteria and
-Build new products for the MC the accounts that have potential strong benefits in order to have at least
(thanking event) and national projects to sign 16000, 12000, 8000, 4000
in collaboration with the LCs Account Management Plan - Creating customized packages with
-Try initiatives from AIESEC Account Managers from the MC each partner from NGP
International (for ex sending young a -Resigning and improving partnerships
people from the companies in Customer Care Plan ~70000-80000
exchange to gain international Activities done with/for partners  Expanding NGP
experience and to bring more benefits Events
to the company when they return; bring CRM -Reconnecting with old partners
incoming GIP`s to coordinate students New benefits -Signing new partnerships based on Mc
in internships; extend with GIP) Budget
* The power of AIESEC Romania *AIESEC Romania needs -Smart selling
website, competencies and profile of transparency, honesty, -Presence in the external environment
AIESEC members measurement of the quality of its *I want to sign more partnerships based on
- Assessment on our partners benefits and impact in the our needs and at least 4 more partnerships
needs, Capitalizing on close partners external environment ; build in domains such as: telecom (orange,
feedback to develop new products initiatives around our partners Vodafone), IT (Microsoft, Oracle, IBM),
- Product Packaging on Incoming feedback; bring them more close industry (Dacia, Rompetrol), inginery
GIP for each market to the organization and to insurance, financial consultancy, Coca
- Products based on key benefits students Cola, P&G, ING bank (if they aren`t signed
- Create initiatives with our partners before my term)
~20000
2. In order to financially sustain the MC, please mention 2 new products that you would propose for
your term. Please provide us a brief description and concrete steps of implementation.
They way I see it, in the MC, we can create 2 types of products:

2.  MC products
In my opinion, here we should develop our existing products and make them more valuable:
National Conferences- We should also create an external track for students to access the workshops of the
companies. This way, we solve the delivery problems caused by lack of information about members or gap between
the planned number of participants and participants.
Steps: we should see the interest of the companies (profiles), we should see the interest of the students (domains), we
should see the resources we have and then start implementation in the conferences that are more externalized.
*LOT is a valuable conference so we should focus more on it. We should try to make a follow up for LOT that consists
in internships at companies or projects made by the participants in collaboration with the companies on different
issues.
Recruitments- Taking into consideration that during the recruitments, the media and online coverage is very big, we
should try to focus more on this types of advertising and include more valuable benefits consisting in cross-linking
services, e-mailing campaigns, PR Campaigns on Social Media (introducing our partners in campaigns related to
Leadership, Internationalism, Development; also PR Campaign on each Program and associate partners with them),
SEO services etc
In my opinion, here we should also develop a new product:
An annual thanking event which will be a great occasion for our close partners, alumni and companies we want to
partner with to gather and bond.
The most important benefits of the project will be:
-in a city where networking is a strong word but one should make great efforts in order to succeed in organizing a
strong networking event, this will not be a problem anymore; being a thanking event, we will have there our partners
from that year, close partners from last years and alumni, they will be perfect to attract the companies we want to
partner with and also convince them of the relevance of AIESEC.
-also, having this categories of people there, it will be easier for us to make this event an event where companies not
only want to be present, but want to be part of.
-we can also include different activities in this event, depending on the feedback of our partners
Steps:
-location, agenda, invitations, promotion, confirmations, event running
 LC Products
In this category are the products that need a big involvement from the LC`s in order to take place. Here is
very important to have a strong collaboration between MC, LCs and companies in order to create products and
establish implementation steps.
Another very important thing here is the strong collaboration I will have with MCVP Corporate
Development.
We should have products for all the key benefits we offer:
Access to a international talent pipeline:
We should create a products consisting in an Incoming GIP Project that can have MCVP CD as project Manager and
is focussing on creating a frame for the LC`s to bring results on Incoming GIP:
-have a timeline from the end of Q3 until the end of Q1
-have a team of people dealing with each process.
-have national support in customizing GIP for LCs market, materials, etc
We can sign important national partnerships for some LCs during a project like that
Access to a national talent pipeline
Increase your employer branding
Direct connection with students and pupils
We should have more exclusive partnerships with companies for initiatives and projects consisting in
workshops with students and internships. A concrete example can be P&G Business School. We can make more
partnerships for different cities and organize workshops, promote and select and develop a Business School on the
domains that the company is interested in and in the cities that provide that market of students.

3. Another valuable benefit in this kind of project is that exclusivity means more money, more focus on that partnership
and a more simple process of implementation
Other examples of companies with which we can grow such initiatives are PWC, BRD, Kraft, Petrom etc.
Another type of project we can go is a customised Change IT taking into consideration the markets on each LC. This
way, we offer internships on the specific domains in the LC which brings money and experience to the students for
them to go in exchange by matching easier.
Steps: sign partnerships with the companies, promote on the local students market and implement the initiative
Increase your brand awareness
Action on the CSR by developing young people
We can develop a project with other NGOs in our local markets. We can bring trainees that work on improving
visibility of the NGOs and their issues in the local market. By involving in a project like that, a companies can
experience the real CSR because this way, they get to have an impact in much more NGOs which means much more
issues.
Steps: research n the local NGOs markets, assessment in the NGOs and in the companies, sign partnerships with
companies, with NGOs, bring trainees, have events
3. Imagine you are in front of a top employer company in Bucharest. Please present him/her the „why?”
and „how?” of the reasons he should invest in AIESEC.
*First of all, I will tell him Why that company? and then I will ask him to develop upon the company values
and organizational climate in order for me to make the connection between the 2 organizations and emphasize on a
common path.
Why AIESEC?
Because AIESEC is a credible and experienced partner (63 years of Activating Leadership, 21 years in
Romania). AIESEC is the international platform for young people to explore and develop their leadership potential to
become change agents to have a positive impact in the society.
This impact means 15 cities, reaching out 500.000 students from 50 universities 1.500 members - 500
members having an international internship - 700 members having a managerial experience, 90 projects for
approximately - 30.000 students - 4000 high school pupils - 130 NGO’s, 2.500 alumni 35% in top management 25%
middle management and partners like BRD, Accenture, RBS, KPMG, Hilti, TMI, Human Invest, D’ale Carnegie, RIN
Grand Hotel.
Our added value is that we are part of a network of over 100 countries, the biggest youth organization in
the world, we select our members from the best 5% in the University, based on a competency model, we have 20
years of experience in youth development we offer 63 preparation conferences, management positions,
international internship opportunities, we have been working with 442 companies from different sectors that have
benefited of access to more than 2300 talented young people , former AIESEC members, and extensive exposure.
 Access to a international talent pipeline -a pool with 10.000 candidates from 110 countries
 Access to a national talent pipeline -a pool with 1.500 AIESEC members from 15 cities
 Increase your brand awareness - 15 cities, 50 universities, 500.000 students
 Increase your employer branding -promoting your company, culture, value, opportunities
 Direct connection with students and pupils -10.000 participants, 100 projects
 Action on the CSR by developing young people
How can all these be possible? Trough the activities that we do daily which best meet the company needs!
Global Internship Program
-Recruit international top talent
-Simplifying the hiring process- AIESEC provides assistance with every procedure related to bringing the intern in
Romania, as well as with his integration
-Globalize your work force- an international working environment will add dynamism to your company’s culture
-Cost effective -The financial investment is minimal 500 euro fee + trainee’s salary according to Romania’s local
market.
-Diversity- Gain access to a different perspective, provided by a well‐prepared, self‐driven and eager trainee

4. -Flexible timing- You can choose the exact duration of the internship form two months to 18 months.
National Conferences
• Your company can build the corporate image among selected, proactive, entrepreneurial, talented young people,
AIESEC Romania members
• By involving in AIESEC conferences not only you will increase your brand awareness amongst our members, but
also you will give back to society by investing in the education of future Romanian leaders
• Also you can target future talented employees to be recruited after they finish their experience in the organization, in
the same time they will also target you as a future company they will like to work in
Recruitments AIESEC Romania
Your company will be promoted as the Partner for the Spring/Autumn Recruitment Campaign in 14 University
Centers.
•Your company can build the corporate image in a very short period of time among a large number of students
(400.000 students exposed to our message).
•By associating your image with AIESEC, your company will be seen as a corporate partner in the education and
development of the entrepreneurial and innovative young people.
Employer Branding projects
You have access to 50 chosen students on every workshop. The same to a whole track.
• Transmit your ideas, vision and perspective to young people by your company's representatives.
• Your company is positioning in front of the students as a possible employer. Also, you have the opportunity to get in
contact with interested and motivated students that want to be well prepared for their future job.
• You have the opportunity to find out what are the students expectations and to know what they want.
• Positioning as supporter of youth development and build a sustainable talent pipeline.
Campus activities , Alumni events, Board of advisors, Mentorship programme
Financial sponsorships
In-kind sponsorships
*I believe in a more friendly and fair approach, because if you have a too professional approach you might
put the other person in the same place and he will start to calculate and check on the profitability. I like to find a
common path and activity that we want to do and just point out the resources we put and the resources we still need in
order to create together what we want to do.
4. Taking into consideration the evolution our world is facing today regarding social media, online
interaction and e-marketing, what changes do you foresee in terms of AIESEC products, market/sector focus,
pricing and delivery models?
Given the fact that nowadays everything is moving in the online environment, the digitalization of information,
we have to start capitalizing more on this reality and I see a 3 steps approach in order to increase the value of our
products:
 Through the selling process by focusing on certain markets/sectors:
- Signing partnerships with strategic entities such as: YouTube Romania, Amazon, Google and with them
- Developing customized benefits, applications for AIESEC (there for also AIESEC partners)
 Through delivery models by introducing new benefits for our products
- National newsletter- Deliver constantly the National newsletter and having information about our partners,
interviews with them etc
- National website- Improve the Partners section with constant update and news about them
- Cross-linking services- concrete association in our activities in the online environment
- E-mailing campaigns- in collaboration with our partners for transmitting important activities for them
- PR Campaigns on Social Media- Introducing our partners in campaigns related to Leadership, Internationalism,
Development (AIESEC Romania and X Partner…); Also we should have PR Campaign on each Program and
associate partners with them

5. - Booklet with partners- emphasize on the contribution of our partners and results of the partnership
- SEO services- introducing in our online posts and appearances key words of our partners
 Through pricing
- How many services online in certain value
- Different packages
5. Please describe how the quality of delivery that the MC and the LCs are making for partners should
look like, and how can we reach this stage?
A big challenge in the MC is signing National partnerships that imply having activities/ initiatives in the country and
make sure that the country and the MC delivers. As most of them imply this, the most important thing for me is to
deliver on promises. The ideal delivery should focus on the following:
 Qualitative communication between MC and LCs, Company and MC/ LCs
- Setting a way of working between the 3 entities from the beginning. If all parts are involved, they will have the
responsibility to stick with it.
- Setting clear deadlines for everyone to respond. If not, the LC should face some consequences
- Evaluation reports for the partnership (from the LCs and from the MC) that will be sent to our partner
 Planning and implementing
- Analyze the resources we have to implement the partnership and then decide if we can sign or not for certain cities
- Setting clear milestones during the implementation stage and until de project/action takes place. For example if
a certain milestone doesn`t happen as expected, it`s clear that the project can`t be successful so the partnerships fails
 The development of the activity
- Concrete actions that show the realization of the objectives during the activity/project
- If the action takes place and the delivery from the LCs isn`t good (it doesn`t reach certain level of objectives
realized), we should take measures and give the LCs a membership warning (black ball)
- In order to prevent the poor delivery, we can think of a system of money delivery for the partnership: after, before
and after, before with giving a part back if the delivery isn`t good
6. How would you ensure the realization of the TNs you Raised in the MC taking into consideration the
workload you have?
The way I see it, there are 2 major moments which are vital in ensuring the realization of the TNs I will raise:
MOMENT STEPS RESULT OUTCOME
-Lack of overselling which leads to
-Good knowledge of the platform easier matching
(what can be be offered) -Raise TNs based on what we can offer
Sales -Right market assessment (what the platform offers) which leads
Management -Product Development of GIP to easier matching Realization
-Customize GIP for the company -Better understanding from the of the TNs
company of our product which leads to I Raise in
easier development of the process the MC
-Development of the relationship -Right expectations, involvement in
Implementation with selection which leads to easier
the company development of the process
-Collaboration with MCVP -Efficient matching
Corporate Development, go in
meetings together

6. 7. How do you think your workload, responsibility and strategy will gather with the ones from MCVP
Corporate Development?
ACTIVITIES INVOLVEMENT MCVP CORPORATE
DEVELOPMENT
Fund Raising By always being connected to the local
- Facilitate as best possible the extension of national partnerships to realities, the MCVP Corporate
local level and local cooperation to national level where needed; Development will bring relevant inputs
- Facilitates the extension of local cooperation to national level where and information about trends, needs
needed; and feedback from the corporate sector.
Sales Management and cooperation within the MC
- Securing fundraising targets for MC Budget; This will help in creating new products
- Discover new opportunities for attracting funds from the corporate adapted to the needs and in extension
area; of partnerships at local level.
Product Development
- Maintain & further develop the current MC products portfolio; We can also go together at some
- Design new products, according to organizational and market meetings. This will help to have a good
opportunities; collaboration for the matching process.
National Exchange Strategy Development and Management Also we both have to be connected to
- Manage national corporate meetings related to GIPs; the MC and LCs products because we
- Explore new sectors were AIESEC can be involved; can discover needs related to the MC at
- National Exchange Corporate partners Raises, Matches and each meeting so we have to be
Realizations; informed.
- Manage and track the national TN takers and TNs. Constantly sharing information from
Servicing Management the market to each other.
- Coordinate a proper delivery for all MC Products and MC accounts;
- Involve National Partners in our activities and create the frame for Going to events, making customer
them to receive AIESEC Experience care
- Represent AIESEC Romania in the main networking national Events. and account management together
I strongly believe that there has to be a close relationship between us two, because I see an
involvement in all that implies the corporate sector. I see this position involved in all my focus areas through
information, results and ideas.