The document discusses product packaging and customer flow for an organization providing internship projects. It explores analyzing internal and external factors to understand the market and choose a focus. Potential focuses include providing long-term national projects, local projects, or ad-hoc projects. Example value propositions are outlined for orphanages, schools, and NGOs. The customer flow involves attracting, converting, and delighting customers through understanding, focusing, customizing, and showcasing the product. Key performance indicators and goals are discussed to track progress.

1. iGCDP Ad-Hoc + Project

2. Market Value
Personal Value
Organisational
Value

3. What happens
We sell things we don`t know
for people that don’t need it

4. Product
understanding
&
Market research

5. Product Understanding and Product Packaging
1. Definitions
2. iGCDP Sub-product evolution
Product Packaging based on sub-product
3. Value propositions
4. Minimum cost
5. Successful product packaging

6. let’s define what we are
doing.

7. What is sales?
The exchange of goods or services for an
amount of money or its equivalent

8. What is product?
Something produced by human or
mechanical effort or by a natural process

9. let’s explore issues.

10. iGCDP sub-product
11 master
issues
45 sub issues

11. Why issue segmentation strategy is helpful
source and direction of growth
faster matching
Better Customer Experience
Aligned Business Intelligence
Stronger showcasing and marketing
Competitive Advantage

12. Is every issue relevant for
Indonesia?

13. Maybe not
:/

14. so, Currently we focusing for 6 master issues:
1.
Culture understanding
2.
Literacy
3.
Health and lifestyle
4.
Environment
5.
Economic growth
6.
Career development

15. Cultural Understanding
Sharing about
internship
experience within
‘culture-shock’
Global Village
Learning about
Indonesia culture
Information
sessions/ workshops
and events
Visiting historical
places in Indonesia

16. Literacy
Teach to
unfortunate people
Sharing
experience through
social media / blog
Information
sessions/ workshops
and events

17. Health and Lifestyle
Seminar about
lifestyle and health
Visiting patients in
hospital
Share internship
through social
media and blog
Information
sessions/ workshops
and events

18. Environment
Events about
preventive actions
Events to
increase awareness
of environmental
issues
Competition and
Exhibition
Share internship
through social
media and blog

19. Economic Growth
SME-Visit
Business Plan
Competition
Information
sessions/ workshops
and events
Share internship
through social
media and blog

20. Career Development
Information
Sessions/workshops/
events
Share internship
experience through
social media/ blog

21. Who knows concrete direct
impact of internships we
organize?

22. Social Impact Model
3
Analyze
current
reality of
Indonesia
What should
we do, our
strategies
4
How we will
measure our
strategies
Clear outcome we
want to see
after project
2
1
Description of
how the project
works
➢
5
➢
➢
➢
Connection of
activities with mission
Groups involved
Evaluation
Costs and Revenues
➢
➢
7
How we
measure
whether
7 we
succeed or
not
Short-term results!
Measures the
capacity to
implement the plan!
➢ Shows the progress
of activities

23. 1. Social program
definition
(example of national health and lifestyle project)

27. Cardiovascular disease

30. Male smoking

31. Example of
Health & lifestyle
project
Social Problem Definition
• Heart
• Lung
• Overweight/Nutritional deficiencies
!
Caused by:
• Smoking
• Lack of physical activity
• Wrong food consumption

32. Mission
In the next 6 years from (2014 to 2020):
• Lung and heart disease is not the first
reason of death
• In each city community of people that will
live healthy lifestyle increased for 50 %

33. Impact strategies
•decreasing amount of youth that is
smoking
•people eat proper food
•people do physical activities
Operating model
!
•info sessions at schools
•holding events that helps to increase
awareness of issue (running competition,
GV, 24 hours without smoking)
•cooperation with other NGO, companies
•creating information recourse center about
healthy lifestyle
Economic indicators
•decreasing level of tobacco smoking
for male from 61 to 30%
•20% more people start to eat
healthy food
•20% more people do physical
activities
!Organizational and Program indicators
!
# info sessions at schools, universities
# of students changed their behavior
(stopped smoking, start to eat healthy food,
start to do physical activities)
# of people increasing time to walk each
day
-complain against smoking
-changing food in canteen of schools
- organized yearly event against smoking

34. Vision of success
Podio
Project
report

35. Project brand refreshment HERE

36. how much does it
cost?

37. Minimum cost

38. let’s explore our product

39. PRODUCT-CUSTOMER FLOW
1 2 3 4
PRODUCT EVOLUTION
!
UNDERSTAND!
--------!
FOCUS!
!
!
CUSTOMIZE!
CUSTOMER FLOW
ATTRACT!
--------!
CONVERT!
--------!
CLOSE
DELIGHT!
!
--------------------------!
!
SHOWCASE !

40. PRODUCT-CUSTOMER
FLOW
PRODUCT EVOLUTION
1
!
UNDERSTAND!
--------!
FOCUS!
Analyzes Internal
Analyzes External
Supply and Demand Supply and Demand
Choose your
focus

41. Analyses External
Supply and Demand
Youth surveys
Social Issues trending on media
General Economic Report by Government or consulting groups
Companies interested in CSR
Growth in NGO’s/ Social Businesses

42. Information Channels
1.Search Engine(google)
2.Social Network and online promotionLinkedin
3.Business and Social Newspaper and
Website
4.Event and Forum
5.NGO, schools, orphanage website
6.Deep talk with our supporters -alumni,
partners, school professors etc.

43. National Indonesian statistic site
• http://www.bps.go.id/eng/index.php
United Nations website
• http://unstats.un.org/unsd/default.htm
World Health organization
• http://www.who.int/en/
Earth observatory
• http://earthobservatory.nasa.gov/

44. United Nations Development program in
Indonesia
• http://www.id.undp.org/indonesia/en/
home.html
Human Development Report
• http://hdr.undp.org/en/countries/
country_fact_sheets/cty_fs_IDN.html
MDG report form UN
• http://mdgs.un.org/unsd/mdg/Default.aspx
UNICEF
• http://www.unicef.org/

45. Analyzes Internal
Supply and Demand
Customer profile data
Customer feedback
Previous realizations according to
issues (countries)
LC Goals for the 13-14 according to
issues (countries)

46. Customer profile data
http://www.myaiesec.net/

47. Customer feedback
https://www.cg-express.com/an/login.php

48. Previous realisations according to
issues (countries)
http://www.myaiesec.net/content/
viewfile.do?contentid=10279774

49. Choose your
focus
Market: NGO,
school,
orphanage etc

50. what is our value?

51. PRODUCT FLOW
1 2 3 4
PRODUCT EVOLUTION
!
UNDERSTAND!
--------!
FOCUS!
!
!
CUSTOMIZE!
1. Value
CUSTOMER FLOW
Proposition
DELIGHT!
ATTRACT!
2. --------!
Product !
CONVERT! --------------------------!
!
--------!
Evolution
SHOWCASE !
CLOSE

52. Product
evolution is
needed
Product
adaptation
is needed

53. Value
Product
Ad hoc
National
projects
Local
projects
•Providing constant impact through year
•Financial sustainability
• Giving specific education needed for
institutions
•Long term impact to society
•Easier to sale to partners (companies)
•IR
• Giving direct impact on specific issues
in city

54. Ad hoc Target: Orphanage
Channel
Sales
Value
•Bringing international
environment
•Introducing foreign culture
•Providing simple education
for children
•Building global mindset of
children

55. Ad hoc Target: School
Channel
Sales
Message
•Bringing international environment
•Introducing foreign culture
•Encourage students to be confident
in speaking English
•Building importance of learning
language
•Building global mindset of students

56. Ad hoc Target: NGO
Channel
Message
Sales,
Events on
specific
topic of
issue,
Alumna
•Bringing international environment
•Introducing foreign culture
•Giving perspective about specific issue
from intern`s home country
•Encourage people in NGO to be
confident in speaking English
•Building importance of learning
language
•Building global mindset for people in
the NGO

57. 1. Define between
people of function: a)
sub product to focus
(project, ad hoc)
b) market (NGO,
orphanage, school)
2. Set personal target for
calls meetings and follow
up meetings
3. Create list of
potential TN Takers for
each market (NGO,
Orphanage, school)

58. Check the goals
1
2
RE
Goal
Write down my specific iGIP goals: they should be defined per sub-product and
have specific targets (Industry, SME etc.)
Undergo backward planning using your conversion rate to further define your
goals and your sales team structure.
MA
Goal
RA
Goal
For suggested iGCDP Structures please see:
!
http://www.myaiesec.net/content/viewfile.do?
contentid=10287618
Sales Meeting
Goal
Team/Individual
Cold Calling
Goal
Number of
Sales Members/
Structure
Average
productivity per
sales member

59. Review Current Members
3
Do your members fit with the iGCDP Seller profile below?

60. Review Talent Gaps
4
What are the Gaps? Ensure that through individual coaching and Talent Review,
that sales members can get the Learning and Development they need.

61. Give Education
5
Align the gaps in member knowledge/skills/attitude with individual course
content and objective of the Sales Development Program

62. Review Sales Bottlenecks
5
Now look at the sales context of your reality.
What are the bottlenecks you are facing?
Is it a problem in (for example):
1. Not enough people
2. Individual Capacity is low
3. Low understanding of the market
4. Can’t negotiate
5. No education

63. Track. Track. Track.
6
Track your members and focus in on these highlighted topics.
Track member growth in those sales processes
Growth in number of cold calls per week in target members
Growth in number of cold calls per week in target members.
Growth in conversion rate from cold call to meeting
Growth in number of cold visits per week in target members
Growth in conversion rate from cold visit to meeting
Growth in number of meetings per week in target members.
Growth in conversion rate from First Meeting to Negotiation
Meeting
Growth in number of negotiation meetings per week.
Growth in conversion rate from negotiation meetings to raises.
Growth in number of TN Raises
RA-MA Time Period
MA-RE Time Period
NPS Score
Growth in # of re-raises

64. Track. Track. Track.
7
Assign additional KPIs to VPTMs and VP iGIPs for tracking
VP TM:
VP iGCDP:
# of TMPs in iGCDP Sales
# of iGCDP TMP Sales
participating in SDP
Retention Rate of iGCDP Sales
Members
Conversion Rate per Member
dependent on member/team
focus (See previous slide)
# of applicants for higher
positions