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  1. 1. RAising….<br />
  2. 2. 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:<br />
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  4. 4. 1. SALES PREPARATION<br />
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  6. 6. a. Market Research<br />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. <br />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.<br />
  7. 7. b. Segmentation and Targeting<br />Take the databases and group the entities by specific characteristics in common. <br />E.g.: you have a database of educational sector, but it’s too general, so you divide it by schools, universities and languages institutes. <br />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. <br />
  8. 8. c. Define Positioning and Approaching Strategy <br />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. <br />
  9. 9. Define punctual strategies to make SMART APPROACHES, which must include: <br /><ul><li>Products Development for each sector and its targets.
  10. 10. Diversification of Portfolio: @ can offer more than TNs.
  11. 11. Creation of sales materials (product sheets, proposals, PPTs, corporate video).
  12. 12. Support on External Communications Coordination.
  13. 13. Find contacts that facilitate getting the meeting or even the sale.
  14. 14. Use the @cers net, Alumni, local BoA (Board of Advisors), current partners, and finally relatives and friends. </li></li></ul><li>2. SELLING<br />
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  16. 16. a. Execute Positioning and Approaching Strategy <br />b. Sales Meetings and Follow-Up<br />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 <br />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). <br />
  17. 17. c. JQ Sign<br />Make the TN Taker sign 3 copies of JQ The current LCP must sign them too. <br />When filling the Job Questionnaire take into account: <br />Explain the difference between Required and Preferred, and try to get almost everything as Preferred. <br />There’s no need to explain the whole JQ, but only the needed information. <br />E.g.: if it’s an ET, you don’t need to explain the Programming Skills. <br />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. <br />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. <br />
  18. 18. 3. DELIVERY<br />
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  20. 20. a. Enter and audit JQ form<br /><ul><li>If it’s a new TN Taker, first add the data of the company in the platform. To do so, go to Partnership Menu and click on Add Organization. Fill all the information.
  21. 21. 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.
  22. 22. Once all the information is entered (which is basically the info from JQ), you get the TN ID. </li></li></ul><li>
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  25. 25. When entering the data of the TN Form, take into account what follows: <br />Put the TN fee in US Dollars. <br />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. <br />In the same box, put the link to the ICX Manizales wiki. <br />In the same box, clarify this: “The intern must pay the monthly health insurance, which costs COP$67.000”<br />Attach the document explaining the visa procedure. <br />Once this process is finished, you have a TN Form with Status: NEW<br />
  26. 26.
  27. 27. Then follow the next steps:<br />1) Collect this info from TN Taker and send it to the VP ICX: <br />TN ID: the code of the TN in the platform <br />(e.g. TN-In-CO-MZ-2010-1310)<br />Name of legal representative of the TN Taker<br />His/her ID number and place of expedition<br />The address of the TN Taker<br />The NIT of the TN Taker<br />The social reason of the TN Taker<br />The amount of monthly maintenance fee agreed. <br />This data is entered in a Google doc with the information of all TNs in Colombia. <br />
  28. 28. 2) The MC is notified about the new TN; they generate an Agreement with that information, and send it virtually to VP ICX, VP Finance and LCP. <br />3) Make TN Taker sign 3 copies of the Agreement. They must be signed directly by the legal representative. <br />4) Give the VP ICX the 3 copies of Agreement and the 3 copies of JQ. VP ICX sends them to the MC office in Bogota; the MCP (who is the legal representative of AIESEC in Colombia)signs the Agreement copies and sends 2 of them back. One is for VP Finance and the other one is for the TN Taker. <br />
  29. 29. 5) Ask the VP Finance to generate the bill for the first 50% of the CUA. <br />6) Take the signed Agreement to the TN Taker, and make him/her sign 3 copies of the first bill (again, one is for VP Finance, the other for MC and the other for the TN Taker). <br />7) Once the TN Taker has paid the first 50% of the CUA, the MC passes the TN form from new to AVAILABLE. <br />
  30. 30. VP ICX sends copies to MC office<br />Entity accepts buying TNs<br />Make TN Taker and LCP sign 3 copies of JQ<br />Fill JQ<br />Upload TN form in the platform: form on NEW<br />Collect data for agreement<br />TN Taker pays: form on AVAILABLE<br />MC sends agreement virtually<br />VP ICX fills data to generate agreement<br />VP finance generates bills for first part of CUA<br />VP ICX sends copies to MC office<br />Make TN Taker sign 3 copies of agreement<br />
  31. 31. CONGRATULATIONS!!!<br />YOU HAVE A RA!!!!!  <br />