This document outlines an iGIP management session, with the following key points: 1. The session objectives are to explain why and how iGIP works, discuss sub-product strategies, profiles, and planning iGIP in committees. It also covers growth models and how to help committees reach the next level. 2. iGIP works through sales activities like performance targets, education, and relationship building. Expectations must be aligned, and professionalism and follow up are required. 3. Sub-product strategies should customize to different realities without losing focus. Profiles track committee goals and timelines. Backward planning helps committees set targets to achieve their recruitment goals. 4. Growth models

1. iGIP Management
Session

2. Session Objectives
• Why iGIP?
• How iGIP works.
• Sub Products Strategy
• iGIP Profile
• Planning iGIP in my Committee
• Growth Model for iGIP
• How to make my committee reach the next level?

16. How iGIP works

17. Sales Activities - SDP
Performance
 Clusters
 Minimums
Education
 3 weeks to create a seller
 Static
R&R
 CEEDership
 Newsletters
 Showcasing

18. Sales Activities
• Intensity
Expectations Alignment!
• Frustration
• Focus
• Specialists
REQUIRED!
• Professionalism
• Follow Up: “People forget about 45% of what they
hear in 24 hours and 65 –75% in 36 hours.”

19. VISA Procedures
• EU vs non EU
• Timeline
• Ente promotore
• Different law interpretation
• Legality of interns in Italy

20. Delivery & Support
• CLO
• EP LEAD
“It is six times more expensive to get a new
customer than to keep a current customer
happy.”

21. Sub Products
Strategy

22. Sub Products Strategy

23. Sub Products
Engineering
Information Technology
International Business
Corporate
Language Schools
Attention Points:
•Having sub products doesn’t mean being focused
•Different realities = Different customization
•Sub Products ≠ Market Sector

24. iGIP Profile

25. iGIP Profile

26. iGIP Profile

27. iGIP Profile

28. iGIP Profile
Managing my VP iGIP:
-iGIP profiles have always to be challenged
-Breakdown the goals to facilitate planning and actions
-Track step by step
-Clarify Timeline
-Be clear on DDLs
-Recognize advances

29. Planning iGIP in
my Committee

30. iGIP
FAST
FOCUS
SIMPLE

31. Planning iGIP in my Committee
If I know how many RE I want
R
E
in my term, I’m done!
V
EV
N !
Backward Planning: G
!! wanna
N P
 If you know how many REs you
Iterm, then: S
LL T O
have in your
E 80%S
RA S MA:
to
MA to RE: 80%
Meetings to RA: 1/6
Calls to Meetings: 1/8

32. Planning iGIP in my Committee
It means that, if you wanna have 5 RE in your
term, you should ensure that:
–Your iGIP area has
7 MAs
–Your iGIP area has
9 RAs
–Your iGIP area has
54 Meetings
–Your iGIP area has
432 Calls

33. iGIP Timeline
If I wanna those 5 RE in iGIP, there are
topics to be considered:
– Sales activities: on going
– MA: 1 month
– VISA
• European: ...
• Non European: around 3 months

34. Growth Model in iGIP
Cluster
Local Committes
Goals
Coaching
TOP
/
15/25
/
GRO
NF, AN
5-15
Rafa
POT
TS, BA, VE, TN, CT, GE,
MI, R3, TO, RS, PV, BO,
NP, FE, PA, PD
5
Rafa and
NSTs

35. POTENTIAL LCs
(TS, BA, VE, TN, CT, GE, MI, R3, TO, RS, PV,
BO, NP, FE, PA, PD)
Goals
6 months, 5 exchanges
Capacity
1 VP + 1 team (3 – 5 sellers)
Efficiency: 1/1
L&D
Focus
Members:
Middle Managers:
Selling like never before.
VPs:

36. GROWTH LCs
(NF, AN)
Goals
9 months, 5- 15 exchanges
Capacity
1 Sales team (1 TL, 3 members),
1Acc Management Team (1 TL,3 members)
Efficiency: 1/2
L&D
Focus
Members
Middle Managers
Selling, Account Management
VPs

37. TOP LC
(waiting for...)
Goals
15/25 exchanges, 9 months
Capacity
2 Sub Product Teams
(1TL + 3 sellers + 3 account managers / 1 TL+ 2 sellers + 2 account managers)
Efficiency: 1/1
L&D
Focus
Members
Middle Managers:
Process Optimization, Efficiency, Customer Loyalty
VP:

38. Focus Discussion
• Which is the current situation of iGIP in your LC?
• What was the biggest challenge you faced this year
in iGIP in your LC?
• What is missing in order to make this area happen?
• If you had 50 iGIP RE/year in your LC, what would be
different?
• What is the current trend of your city’s market?

39. Focus Discussion
CASE: You are LCP of a committee that has currently 0 sales
activities.
You have an iGIP area with 5 members (3 old and 2 new
members) + TL.
How will you ensure that the iGIP area will attend to
50 sales meetings in the next month???
What will make your sellers go out and sell?
-Incentives
-Structure

40. Domande?

41. MAKE iGIP HAPPEN!