4. Goal Planning for Sign Up, Ra, Ma, Re –
Finalize your goals as in
GIP and GCDP for
Sign Up, Ra, Ma, Re
Use Marketing Planning guide/tool for Sign Up Planning
Use Excel sheet for Goal Planning if you do not have
goals for 2014 or 2014-15
If you have goals for 2014 consider:
1. Are these your final goals across sub products?
2. Do you need to make any changes depending on
what you have achieved now/your current pipeline?
3. High growth in all 4 programmes and low
capacity/knowledge to make it happen in the entity
for tier 1 and 2?
6. Our ambition is to grow a lot and sometimes
we pick more programmes to grow in than
we have the capacity to,
What is important is to FOCUS in a way that
allows us to grow in the right way in the
right programme/programmes!
7. IT IS NO LONGER ABOUT you as an MC
having a FOCUS Programme OR FOCUS
Programmes. IT IS ABOUT LCs having
CLEAR what is their FOCUS
PROGRAMME!
For Tier 1 and 2 it is about EACH LC being clear
on the one or two focus programmes for the LC
(Based on your growth Model)
It is about enough LCs having the national focus
as their focus and some LCs also doing other
programmes if needed!
For Tier 3 and 4, LCs should ideally have the
SAME Focus Programme as the MC!
8. What does focus
MEAN?Highest jump in
relative
numbers in these
1 or 2
programmes
All resources
aligned to
growth in
these
programmes
Enough LCs
aligned to these
programmes to
meet the goals
9. Recommendations
for focus programme
Tier 1 and 2 can
have 2 focus
programmes
Tier 3 and 4
1 focus
programme
Tier 3 if more
than 10 LCs then
can consider 2
focus
programmes
Tier 1 having
more than 15
LCs can balance
growth in 3
programmes
11. Aligning Entity
Partnerships in Re
goal and NPS to
Growth Model
Why is this important?
LCs understand
which
programme/s they
are JUMPING in
LCs know their
goals
ALIGNED TO
MC GOALS
Aligning LC
Coaching and
Education Cycle to
Goals and
programmes
Aligning Back
Office Support
(Mrk, TM, Quality,
BD, Fin) in
programmes on an
MC and LC Level
12. Aligning Entity
Partnerships in Re
goal and NPS to
Growth Model
Why is this important?
LCs understand
which
programme/s they
are JUMPING in
LCs know their
goals
ALIGNED TO
MC GOALS
Aligning LC
Coaching and
Education Cycle to
Goals and
programmes
Aligning Back
Office Support
(Mrk, TM, Quality,
BD, Fin) in
programmes on an
MC and LC Level
Having a National Growth
Model in the ENTITY
13. What does that lead to?
MC Goals and Plan
LC Development based on Growth Model
15. Tier 1 and Tier 2
Guiding Principles in creating an OD Model
Keep the Balance
Programme
Based Growth
Model
16. Tier 1 and Tier 2
Step 1: Group LCs based on Realization volume in 2013 in programmes (Basic,
Intermediate, Advanced, Mature)
Step 2: Allocate Refreshed GIP and GCDP Goals to LCs and Expansions in a way
that NO LC is growing a LOT in more than 2 programmes (Preferably 1 GIP and
1 GCDP Programme)
Step 3: After step 2, cluster GROWTH LCs across Programmes (By scale) to
create the direction for each cluster , eg: LC in basic cluster doing 5 Re in 2013
to jump to 25 in 2014 iGIP this is a growth LC
17. What will this look
like?Programme -
iGCDP
Focus/G
rowth
LCs
2013 Realization
Cluster (0-25, 25-
100, 100-200,
200+)
2014 Realization
Goal
Absolute and
Relative Growth
Programme -
oGIP
Focus/G
rowth
LCs
2013 Realization
Cluster (0-10,10-
30,30-50)
2014 Realization
Goal
Absolute and
Relative Growth
18. LC
iGIP oGIP iGCDP oGCDP
Current Tier Planned Tier Current Tier Planned Tier Current Tier Planned Tier Current Tier Planned Tier
LC A 1 1 2 1 2 2 1 1
LC B 2 1 2 2 2 2 1 1
LC C 3 1 2 2 2 2 1 1
LC D 2 1 2 2 2 2 1 1
LC E 2 1 3 1 2 2 1 1
LC F 2 2 3 1 2 2 1 1
LC G 3 2 3 1 1 1 1 1
LC H 3 3 3 3 3 2 2 1
LC I 3 3 3 3 3 2 2 1
LC J 3 3 3 3 3 3 2 1
LC K 3 3 3 3 3 3 2 1
HOW
NETWO
RK
LC
LC
LC
LC
LC
LC
GIP Focus
GCDP
Focus
Growth Model
19. Example
Example: AIESEC in Brazil has
clear focus LCs for GIP growth
(10 LCs out of 38)
The other LCs and expansions
are doing some GIP but mostly
either iGCDP or oGCDP
This allows focus
Example: AIESEC in Turkey wants to
GROW in iGIP
5-6 out of 12 LCs are going to have HIGH
goals/JUMP in iGIP and balanced growth
in GCDP
Other LCs are focused on GCDP
Since they need 1 more LC to do iGIP to
achieve their goals, they are doing a
special city based expansion for iGIP
20. Tier 1 and Tier 2
Step 4: Plan Back Office Support and Exchange Strategies based on this per cluster.
Eg: iGIP 0-10 Re, 10-40 Re, 40-70 Re, 70-100 Re etc – do for all programmes (this is
for LCs in all clusters across all programmes)
Step 5: Customize the strategies per cluster to FOCUS LCs/GROWTH LCs with
small changes if needed and COMMUNICATE to LCPs and LCs, this is connected
to step 3 because customization is done with growth LCs identified in step 3
Step 6: Base your LC Coaching Model and Implementation Plan on this so that
LCs are being coached and education based on this growth model!!
21. Eg: AI Growth Path for iGIP with Front office and back office strategy.
This is the OUTPUT OF STEP 4 on the MC – THIS IS FOR ALL LCs
22. Points to remember for Step 4 (Strategy)
Eg: AI Growth Path for iGIP with Front office and back office strategy.
This is the OUTPUT OF STEP 4 on the MC – THIS IS FOR ALL LCs
• Add clearly the Supply and Demand strategy + who are the partner MCs/LC for growth LCs
across programmes
• Add clear action steps for NPS to all programmes and all clusters (NPS action steps might
not be fully aligned to volume and the OD Model but it is important that LCs have a clear
understanding of how to eliminate NPS detractors)
23. Programme -
iGCDP
Focus
LCs
2013 Realization
Cluster (0-25,
25-100, 100-200,
200+)
FO Strategy BO
Strategy
2014
Realization
Goal
Absolute and
Relative Growth
Output of step 5 connected to Growth/Focus LC identification (which
happens in step 2 and 3) – Customize to Focus LCs
26. Tier 1 and Tier 2
Create an Expansions development
PlanExpansion
creation/management
TIMELINE
Goals:
• Programme
contribution
• Define KPIs
Expansions strategy
and coaching model
Structure and Synergy
on MC team and in LCs
to manage Expansions
28. Define Implementation Channels and internal comms
Per each operation
Step 6: Base your LC Coaching Model and Implementation Plan on this
so that LCs are being coached and education based on this growth
model!!
29. What is the clear output of a growth model for tier
1 and tier 2? Tier 3 use this if you feel it is relevant!
Focus LCs/Growth LCs for
specific programmes with
clear growth strategy in
Front office and Back office
Clear Growth Path for LCs
across programmes in GIP
and GCDP Front office and
Back office (In Clusters –
Basic, Intermediate,
Advanced, Mature)
Clear strategy for
Implementation of Growth
Model and LC Coaching
based on Growth Model
30. Programme -
iGCDP
Focus
LCs
2013
Realization
Cluster (0-25,
25-100, 100-
200, 200+)
FO Strategy BO
Strategy
2014
Realization
Goal
Absolute and
Relative Growth
Clear Growth Path for LCs
across programmes in GIP
and GCDP Front office and
Back office (In Clusters –
Basic, Intermediate,
Advanced, Mature)
Focus LCs/Growth LCs for
specific programmes with
clear growth strategy in
Front office and Back office
31. Find this in Implementation of growth
model content
Clear strategy for
Implementation of Growth
Model and LC Coaching
based on Growth Model
Editor's Notes
Keep the Balance – No LC is growing in more than 2 propgrammes massively
Slides from National Planning framework should come after this
We have a sample LC Planning framework if they need
Slides from National Planning framework should come after this (Add expansions and NPS + S&D to this)
