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Tc for webinar

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Tc for webinar

  1. 1. Talent Capacity for GIP
  2. 2. The Talent Capacity Model
  3. 3. How to work with this model? Strategic Direction for TM into 2 key blocks of Capacity and Learning and Development.
  4. 4. ALIGN TO GIP STRATEGY GIP TM
  5. 5. Simple
  6. 6. Implement Capacity and Learning and Development Run Sales University - Structures for Quality Delivery to EP and Company - EP LEAD
  7. 7. Productivity of members
  8. 8. Implement Capacity and L&D for iGIP and oGIP
  9. 9. iGIP Capacity
  10. 10. Remember!
  11. 11. GIP Clustering for LC iGIP Start Up 0-15 X RE Potential 15-40 X RE High Potential 40-100 X RE High Volume >100 X RE
  12. 12. Structures can be by Sub-Product or By Market Remember, whether the structure is sub-product based or market based, TLs and Team members should be clear on which subproducts are we selling to what market and WHY (Connect to Purpose driven Market Segmentation)
  13. 13. Structures by Scale - Start up LCs (1 team with members doing the whole process) - Potential (10-40 Re) – 2 Team Leaders with the same members responsible for Ra and Ma and specific members responsible for Realized.
  14. 14. Structures can be by Sub-Product or By Market More than 40 Re, structures by process (Sales, Matching and Delivery) Structures split into new accounts and current accounts (iGIP it is important to split goals between new accounts and current)
  15. 15. Go through TC Output in more detail for? - Specific Job-Description of members in each LC Cluster - Delivery of Inner and Outer journey to members - Specific Examples - Average efficiency of LCs
  16. 16. iGIP Learning and Development
  17. 17. iGIP Levels All
  18. 18. iGIP TOPIC All levels CONTENT OBJECTIVES SALES MANAGEMENT  Market Research and Segmentation  Product packaging  Sales Techniques  Know how to sell the product of iGIP to companies PRODUCT FOCUS  What the product is, how to sell, the values propositions.  Why focus on sub-product: to ensure members understand how to sell based on supply  Understand the iGIP based on the subproducts and supply EXCHANGE PROCESS  Raising  Raising Operation  Contracts Management  Matching  Realizing  Receptions  VISA  Minimum Quality Deliveries  Quality  NPS Operation  Firefighting TARGET Members, Leaders, VPs  Understand how to manage the entire exchange process in iGIP
  19. 19. iGIP Potential
  20. 20. iGIP TOPIC POTENTIAL CONTENT OBJECTIVES TARGET SUBPRODUCT PACKAGING  Specific sub product; what;why;how; the values propositions and packaging  Know how to package subproducts to the external reality Leaders & VPs MARKET RESEARCH AND SEGMENTATION  Advanced research and segmentation based on sub product  Understand how to get the needed data from the market for iGIP delivery Leaders & VPs SALES SPECIALIZATION  Sales based on sub product and how to make it effective and focus  Get the next level of sales for more efficiency and volume Leaders & VPs CUSTOMER RELATIONSHIP MANAGEMENT  Database of Sales activities (software or virtual space), account management and account transition.  Make sure partners are retained in a long term perspective Leaders & VPs
  21. 21. iGIP High Potential
  22. 22. iGIP TOPIC HIGH POTENTIAL CONTENT OBJECTIVES TARGET CUSTOMER LOYALTY FOR ORGANIZATION S Creating and maintaining long-term partnerships with organizations (ex. schools, universities, NGOs etc) Dealing with different stakeholders (ex. embassy Shift the mindset of memebrs from short-term raising to long-term relations with stakeholders. Know how to create and maintain long-term partnerships. Leaders, VPs CUSTOMER LOYALTY FOR STUDENTS  Building a customer relationship with students (since EwA)  Minimums of EP preparation  How to satisfy our customers  Understand the standards and extra deliveries in oGCDP in order to have promoters and develop leadership Leaders & VPs
  23. 23. iGIP Volum High
  24. 24. oGIP TOPIC PROCESS OPTIMIZATION HIGH VOLUME CONTENT Conversion from Sale to Raise Approach umbrella organization Attend corporate events Make proposal easier process Utilization of networks (BoA, Alumnae) Capitalized partnership in other LCs or even country Conversion from Raise to Match Raise a matchable TN Raise based on LC partnership Raise based on S&D analysis Conversion from Match to Realize Supply and Demand Analysis LC Partnerships Peak Season Understanding Conversion from Realize to Re-Raise Fast feedback system and follow up Upscale partnership - Upselling Mass Realization Project In kind partner for accomodation Upscale partnership benefit (accomodation providers) OBJECTIVES TARGET Understand what part of the exchange process can be improved to increase results Leaders, VPs
  25. 25. oGIP Capacity
  26. 26. Remember!
  27. 27. GIP Clustering for LC oGIP Start Up 0-10 X RE Potential 10-40 X RE High Potential 40-70 X RE High Volume +70 X RE
  28. 28. Structures by Scale and sub-product - Start up LCs (1 team with members doing the whole process) - Potential (10-40 Re) – 2 Team Leaders with the same members responsible for Ra and Ma and specific members responsible for Realized.
  29. 29. Structures by Sub-Product For 40-70, integrate a marketing responsible into the oGIP Team to ensure smooth synergy. Can be done with a TM Responsible as well. Structure for On-going recruitment can be by process (specific members for Ra and some members for Ma and Re together) and for pocket recruitment one team can manage the whole process.
  30. 30. Structures by Sub-Product For more than 70 Re, keep the points of 40-70 with added capacity. Here focusing on TXP – oGIP (Upselling) is important.
  31. 31. Go through TC Output in more detail for? - Specific Job-Description of members in each LC Cluster - Delivery of Inner and Outer journey to members - Specific Examples - Average efficiency of LCs
  32. 32. oGIP Learning and Development
  33. 33. oGIP Levels All
  34. 34. oGIP All levels TOPIC GIP KNOWLEDGE COMM AND SALES SKILLS MANAGEMENT AND LEADERSHIP CONTENT      Program principles Value proposition Product to the market oGIP processes S&D – internal market understanding OBJECTIVES  Know the elements of products (price, brand, quality, value, customer segments, etc.) and the different stages of products  Understand the exchange process from Subscription until Completed  Know how to use all the functions on myaiesec.net for exchange management to make the process fast and effective     Basic sales skills Basic communication skills Attracting right EP talents Communicating our Value Proposition  Understand how to sell focused on the subproducts and supply     Program planning Execution and Performance Tracking Time management Leadership developed as GIP EP and oGIP member  Understand how to manage the needed resources to provide the right leadership development for members and EPs TARGET Members, Leaders, VPs
  35. 35. oGIP TOPIC CUSTOMER EXPERIENCE MANAGEMENT All levels CONTENT  Building loyalty  Customer Servicing  Delivering quality experiences in practice  Showcasing OBJECTIVES  Understand the importance of our customers and how to provide them the right experience for leadership development TARGET Leaders & VPs
  36. 36. oGIP Potential
  37. 37. oGIP TOPIC POTENTIAL CONTENT OBJECTIVES TARGET  How to run market research for student market  Understand how to get the needed data to make an efficient promotion to attract the right EP Leaders & VPs  Deep understanding of subproducts  Marketing knowledge to package oGIP products (GTCM)  Understand how to build your product and align with subproducts Leaders & VPs SUPPLY & DEMAND  Supply and demand theory and necessity  CY2CY partnerships  Understand the processes in CY2CY partnerships, responsibility towards delivering the XPs on LC levels and clear WHY of working by CY2CY CUSTOMER LOYALTY FOR STUDENTS  Building a customer relationship with students (since EwA)  Minimums of EP preparation  How to satisfy our customers (massive volume)  Understand the standards and extra deliveries in oGCDP in order to have promoters and develop leadership MARKET RESEARCH PRODUCT PACKAGING VPs Leaders & VPs
  38. 38. oGIP Potent High
  39. 39. oGIP TOPIC HIGH POTENTIAL CONTENT OBJECTIVES TARGET PROCESS OPTIMIZATION Information system management (different advanced platforms) How to simplify processes to make it faster and more effective Know how to use and deal with different platforms Understanding which process they can do faster and how to be more effective ADVANCED MARKET AND SUBPRODUCT Student market reality based on backgrounds Subproduct reality based on supply & demand, JDs and market Understanding how to capitalize on untapped opportunities for oGIP growth Train the trainers GCPs and BCPs Empower LCVPs to bring more innovation and solutions in the local level Managing a large team Empower team leaders to be able to provide good TMP experiences to their members Leaders Work as a team to drive results Empower members to cooperate and bring results together Members MANAGEMENT SKILLS Leaders, VPs Leaders and VPs VPs
  40. 40. oGIP Volum High
  41. 41. oGIP TOPIC INTERNAL MARKETING ADVANCED EP ENGAGEMENT HIGH VOLUME CONTENT Virtual promotion for supply creation LC2LC partnership Inner & Outer Journey delivery High volume of EPs management OBJECTIVES TARGET Understanding of how to get the right supply for the EPs Leaders, VPs Know how to use deliver inner & outer journey for GIP EPs Know how to manage high volume of oGIP EPs Leaders, VPs
  42. 42. How MCs can manage structures better - Ensure LC clustering (from start up – high volume) - Ensure every LC has the right structure - Ensure PROCESSES for capacity are in place: Product Packaging for TMP TLP , Recruitment, Reallocation, IXP - Track KPI: Number of people in GIP, % of members be process in GIP
  43. 43. How MCs can manage L&D better - Ensure LC clustering (from start up – high volume) - Ensure every LC has the right GIP Education cycle (Operational knowledge, leadership and management combined for all levels) - Ensure PROCESSES for L&D are in place: LEAD, Learning, Induction, Performance Appraisal, Individual Development Plan - Track KPI: TMP Retention Rate and Pipeline to TLP
  44. 44. Embed Belief in GIP and Type of Leadership GIP develops into Learning
  45. 45. Implement Capacity and Learning and Development Run Sales University - Structures for Quality Delivery to EP and Company - EP LEAD
  46. 46. Run Sales University
  47. 47. How to Run National SDP KPIs and MoS Specific Examples
  48. 48. How to RUN National Sales University 1. Set Sales Goal Through Backward Planning 2. Set KPI and MoS
  49. 49. How to Run National Sales University 4. Develop Strategies 5. Implement Strategies: - Sales summits - Virtual platforms 6. Track Progress
  50. 50. Go through Wiki!! http://www.myaiesec.net/content/v iewwiki.do?contentid=10281917
  51. 51. What do I do? Start implementing national sales university if you don’t, if you do go through the wiki and make it better! sTAY TUNED TO GLOBAL CONTENT EVERY 15 DAYS Regional sales challenge!!!
  52. 52. Can Be Customized to oGIP as well 
  53. 53. Implement Capacity and Learning and Development Run Sales University - Structures for Quality Delivery to EP and Company - EP LEAD
  54. 54. Quality Delivery EP LEAD
  55. 55. Recap: Implement structures and learning
  56. 56. Sales University
  57. 57. Quality delivery and EP LEAD
  58. 58. What do I do? The challenge: how TO PLAN FOR IT How to start implementing with lcs
  59. 59. The challenge: how TO PLAN Eg: Focus on CLO 100 Re from Re-raising Number and Kind of people needed – Team Planning Embed CLO into SDP
  60. 60. Pick LCs you want to start Piloting this with
  61. 61. How to start implementing with lcs Capacity: Number of members in the programme, % in back office and front office, % by process Set KPIs Learning and Development: TMP Retention Rate Action Steps Start Tracking Clear timeline and action steps to achieve KPIs Track LCs to measure increase in productivity
  62. 62. Questions? 
  63. 63. RESOURCES • TC Output wiki http://www.myaiesec.net/content/viewwiki.do?contentid=102767 80 • Sales University wiki – http://www.myaiesec.net/content/viewwiki.do?contentid=102819 17 • EP LEAD wiki – Coming soon, on 27th November!!! Yay! :D

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