Key Questions1. Do you know who are your good customers(not only national account)? Do you have account list?2. What are you doing with your top accounts?3. Do you have good reason for partner to up-sell?4. Do you proactively replicate success in the same segments?
Who are good customers?1. Have an account list(not only national accounts, but also local accounts)2. Identify your great accounts Partners who provides most valuable experiences Partners who hasmost potential to grow
Step 2: Give your customers a reason to take more
Give your customers a reason to take more1. Develop benefits for partners to take more2. Package your productCase 1: In US, only if partners take more exchanges, theywill get the employer branding benefits.Case 2: In Mainland of China, national exchange partnerhave special delivery process.Case 3: In Czech Republic, if partners take more than 5exchanges, they will get 10%-20% off. They will also havepre-selection service. Reception Sourcing & Visa & Promotion and Matching Legality Housing
Plan and execute up-scaling activities1. Set goal for partnership up-scaling2. Solve MC-LC conflicts in accounts3. Arrange national/local account visit for partnership review and up-scaling4. Collect endorsement and testimonials and use them in future sales5. Recognize re-raise resultCase: In Czech Republic, MC visits the most importantlocal partners and support LCs to upscale. They developlong term development plan for the partners. NST alsocoordinate and support the delivery of those partnership.
We want to give practical support to national and local sales.With the finalized top 100 partnership list, we will-Collect endorsement and testimonials from them and sharewith the network to upsell in other countries-Support in upscale in TN country-Global recognize top partnerships of AIESEC