2014 winter national award application sysu gipi

Winter National Award Application

AIESEC SYSU iGIP 2013

AIESEC SYSU iGIP

Function Review on 2013

Quality KPI

s

• NPS, • %Promoter• Response Rate

TN Analysis

• No. of Raise/Match/Realize• No. of MT/TT TN Match/Realize• Break Match

Match Efficiency

• Average Match Duration• No. Match Per Person

Talent

Developmen

t

• Retention Rate• DADP

Overall Review

• Achievement• Non-achievement

Quality KPIs 2013 SYSU iGIP NPS Number

NPS： (35 - 12)/71= 32%

% Promoter: 35/71 = 50%

Response Rate = 71/90 = 79%

Promoters Passives Detractors

Responses

35 24 12 71

TN Analysis

Raise Match Realize0

40

80

120

160

13590 90

SYSUICX 2013 Raise/Match/Real-ize No.

• No. of Break Match :1

TN Analysis

Match

Realize

53

51

35

36

2

3

SYSUICX 2013 ET/MT/TT Rate

ET MT TT

Match Efficiency Match Per Person:

• No. of Match = 90

• Member TNM = 8+7=15

• Match per person = 90/15 = 6

Average Match Duration

• 1.5 months

Talent Development Retention Rate

1st Term:

2nd Term

Function

Mbr No. Retention Mbr No.

Retention Rate

TL App TL App Rate

BD 13 6 46% 9 70%

ICX 8 6 75% 6 75%

Function

Mbr No. Retention Mbr No.

Retention Rate

TL App TL App Rate

BD 18MMB electing

14 80%

ICX 7 5 71%

Talent Development DADP

• In this term we encourage members and MMBs to participate DADP events.

• Over 20 individuals became OCs in different activities such as Global Village, CI, RIC, Y2B, ALS, XPS, Green Cup and so on.

• Over 30 individuals applied to be Faci, Day OC, buddy in RIC, Y2B, Buddy Programs from both PJ and ICX.

We also opened our own Buddy Program(offering 5 OC positions and about 20 buddies positions) in ICX function which has satisfying results.

Overall Review_BD Achievement

• Numbers: 133 Rasie

• Hainan Sales Team: 14 Raise

• Function Structure Optimization

• Networking Training

• Summer Team & Winter Team

• Leadership Pipeline :

23 MMB applications

4 VP Candidates among 6 MMBs

Non-achievement

• Raise from CEEDer

• Raise from BoA

• Raise from networking

Overall Review_ICX Achievement

• Numbers: 90 Realization

• Over 50 reraised forms

• KM platform build-up

• Buddy Program

• CRM team

• Leadership Pipeline:

11 MMB applications

4 VP candidates among 5 MMBs

Non-achievement

• Big accounts management

• Trainee management

• Monthly newsletter

AIESEC SYSU iGIP

GCP Review on 2013

NetworkingTraining

Structure

Optimization

CV Report Amendme

nt

Sales Driving

Networking Training

Background：

Guangdong Province has many networking opportunities that can offer us a chance to approach companies’ key persons easily. However, the performance of networking is not very impressive since ICX MMBs and members do not have enough networking knowledge or skills.

Action Plan:

• Make a networking training session base on the networking knowledge and experience from VP.

• Deliver this session on regular function training.

Networking Training

Outcome:

• Networking training KM, including a PPT and some articles about networking.

• Networking training session on regular function track

• Over 10 networking events participated.

Networking Training

Networking Training

Suggestions for other LCs:

• Mark the networking opportunities in your cities and encourage members and MMBs to participate. Practice is the sole criterion for judging truth.

• According to regional culture, make your own way to communicate with strangers. The meaning of same sentence maybe totally difference in two areas, especially in China.

• VP can delivery this session to MMBs first. Make sure MMBs are totally mastery, and then, encourage MMBs delivery this training session to their members.

Pls refer to the suggestions base on your function reality.

Structure Optimization

Background：

In the first term of 2013, BD had 3 sales team which had no focus among ET, Hotel, Manufactory Industry and IT. In order to drive our sales performance, we decided to do market segmentation.

Action Plan:

• Divided four sales teams into “New Market Team” and “Consolidated Team”. New Market Team target to Manufactory Industry, etc. Consolidated Team target to Education and Hotel industry.


Outcome:

• We received an excellent progress in 2013 with 133 raise numbers.

• Developed more sub-industries in Manufactory Industry and IT Industry. Such like logistics industry and mobile game and so on.



• Base on the real market to assign works to your sales team since market is a very important factor in this function structure. For example, if there are just 5 top-level hotels in your city, “consolidated team” may does not have enough work to do.

• Sufficient human resources is the basis of this new function structure. Qualify team leaders really matters. =D


CV Report Amendment

Background：

The old version of CV report cannot save all needed information well, so we revised the CV report to make it more user-friendly.

Action Plan:

• Base on the old version of CV report. We added “Key Issues” and “Remark”.

• “Key Issues” is to help members mark the main problems companies emphasized.

• “Remake” is to encourage members record more information from the CV even the personality of the HR Manager which can benefit customer relationship management.

CV Report Amendment

Outcome:

• Increase of performance. According to the “Key Issue” and details which companies emphasis, we can suit the remedy to the case.

• Industry analysis base on CV reports. According to the “Key Issues” which companies emphasis, we can find the “Rule” between the companies and industries.

CV Report Amendment

CV Report Amendment


• Pay attention to company visits, note down all the information, select what is useful for us, base on it to renew our CV report.

• TNT matters. Find the good communication channel with TNT and transit it to TNM can help a lot in matching and customer relationship management


CRM Team• Customer relationship management• Process optimization• Upsell

Buddy Program• Trainee management• Function synergy• Member development

L&S Manager• Process optimization• Member development• Match efficiency enhancement

Quality Control

CRM Team Background：

Base on the poor post-realize service and the objective needs of reraising, upselling and branding we set CRM team in the 2nd term.

Action Plan:

• CRM team will do regular accounts visits to collect feedback about the internship from both EP and TNT, to promote reraise and confirm the need, to gain more industry knowledge and optimize our interview process.

• CRM team will send newsletter to our TNT to inform the latest events like Y2B, in order to keep good communication and prepare for external relations.

CRM Team Outcome:

• Due to the poor post-realize communication, CRM team needs to deal with communication problems before promoting reraise most of the time. However, we still got 2 reraise in ET (plus 1 potential) and 1 reraise in MT-Hotel (plus 1 potential in MT-Sales) directly because of our TN Visit. As well as 2 GCPs and endorsements.

• CRM team has carried out a primary version of CRM files including Accounts Database, Accounts Visit Proposal, Internship Evaluation Form, Company Endorsement Letter and Letter For Thanks.

• CRM team also collects 6 visa agencies contact for the strict visa policy.

GCP展示 _AdMaster精硕科技

CRM Team Suggestions for other LCs:

• Database is the foundation of accounts management, remember to build up a useful accounts database that keep updating.

• Keep good communication with both TNTs and EPs, try to deal with the communication problem first, it will make your work on CRM become easier.

• If the communication problems do exist, CRM team should work with TNM to solve it as soon as possible.

• The feedback from TNT about EP can be used to be the EP interview questions. Ask more details to optimize our selecting process.


Buddy Program Background:

Due to the large scale of accounts, TNMs focus more on raising and matching, but ignore the post-realize communications. trainees can rarely join AIESEC events, trainees work in other cities have little face to face communication with AIESECers.

Action Plan:

• Synergy with PJ, we organize a buddy program OCT which consists of ICX mbrs, this program was set as a DADP chance.

• 20 buddies in total while 12 from AIESEC club, 8 from AIESEC, both ICX&OGX.

• One buddy will work with one trainee and care about his/her life.

• OCT organized 2 events, involved about 15 trainees.

Buddy Program Outcome:

• An orienteering activity in our campus at the beginning of December which involves 50% of our trainees in Guangzhou. They experienced hotpots and launched Kongming lanterns.

• “Thanks for the event and everybody who joined, also for the lanterns, can not think any other better Chinese way to celebrate the starting for Christmas time.” Comments from trainee.

• On December 21 we hold a Christmas party in a trainee’s house which involves about 20 person, including a trainee from other city. The feedback is quite good.

• Quoted from trainees: “It was so nice meeting so many cool people, and it was absolutely worth it(travel from Huizhou to Guangzhou). Thank you so much for inviting me!”

Buddy Program Suggestions for other LCs:

• Since we only run this program the first time, we do not have many experience to share, we suggest all VPIs learn for PJ about buddy program base on function reality.

• Whether running buddy program or not, drive post-realize service will be a wise choice.

• Because ICX is more commercial than PJ, and it may relates to our pricing model or other business issues sometime, we suggest other LCs recruit buddies among AIESECers who understand AIESEC value well and will help to deal with trainees’ dissatisfaction towards internships if there’s any crisis. Do training before they get in touch with trainees, be careful about our branding.Pls refer to the suggestions base on your

function reality.

L&S Manager Background:

In order to drive our matching efficiency, we set L&S Manager to lead process optimization. He also in charge of trainee service(buddy program) .

Action Plan:

• Build up an online EP Pool and track delivery team member to update it.

• Build up an online KM platform and track team leaders to redact KM in each matching process then update.

• Read books and collect useful info for time management skills.

• Lead and coach buddy program OCT.

L&S Manager Outcome:

• A good start of buddy program. Christmas party and other activities attracts many trainees, buddies and ICX members, help to enhance the relationship between trainee, buddy and TNMs.

• An online Knowledge Management platform including basic training about all matching process as well as time management skill training guidance.

• L&S Manager give sessions in function track, help Business Development member know more about delivery works.

KM Platform 截图

AIESEC Internview面试题截图

L&S Manager Suggestions for other LCs:

• As the saying goes, “Changminggongfuchangmingzuo.” Pay attention to knowledge management will help to reduce the extra effort on matching.

• However, we are still wondering whether giving members KM too early will make them rely on KM and be limited by our model sometimes but lost the chances to innovate, so when should we give them KM is still under discuss.
