leveraging growth in ogip
DESCRIPTION
How can we ensure the delivery of our results?TRANSCRIPT
Session Objectives:
• Understand and have an holistic vision about the current state of GIP in the
Global Network and in Southern Cone
• Understand how to drive growth in oGIP
Quality of
Product
Poor Capacity of Sales
Long Delivery Process
Retention of Customers
• GIP TN rate from Raise to Match: 50% • GIP EP rate from Raise to Match: 40%
TN Ra to Ma: • 1 month 29% • 2 months 54% EP Ra to Ma: 25% 1 month
Wrong product/ Customers
Our Bottlenecks of GIP Growth (global)
How to grow GIP?
Wrong Product
+ Wrong Customers
• Sell products that we have capacity to deliver • Support Country to successfully implement
market segmentation strategy • Improved sales capacity • Faster Delivery Process
Solution 1 Sell products that we have capacity to deliver
What stops us from selling RIGHT PRODUCT?
The network doesn’t have knowledge of supply.
Did you know, that right now we have in the system: 167 Engineering work field TNs 914 Teaching & Language work field TNs 1042 IT work field TNs
Do you know where are them? Do you
know the which are the needed backgrounds?
GIP is too broad, We need a more specific common S&D language
It is not new. Do you remember…
• Education Traineeship • Technical Traineeship • Management Traineeship
Tailored Operation for Different Customers
Benefits
Limit further Segmentation
Challenges
Now… Refreshed GIP Sub Product Strategy!
4 GIP Sub Products based on Working Field/Background
Technical:
Information Technology
Social Science and Culture: Teaching & Language Education
Management:
Marketing, Human Resources, Economics, Finance, Accounting,
Business Administration
Talentos Globales Business
Talentos Globales Educación
Technical:
Information Technology
Talentos Globales IT Talentos Globales Ingeniaria
Supply Information
and planning
Country/LC Partnership
Management
Matching Process
Preparation Process
Sub Product Based
GIP Sub Product based Delivery Process
Sub Product Global Match Mania
Sub Product Supply Newsletter Sub Product Supply Tool
Sub Product Growth Network
Existing Successful Products
Growth Potential
Global Focus Sub Product
Global Focus Sub Product
13561; 1796
7885; 1297
6517; 959 5486; 866
5193; 694
2808; -181
2137; 86 1722; 115
1667; -192 1576; -162
1562; 52
690; 251
338; 92 149; 148
144; -41 128; -63
-500
0
500
1000
1500
2000
0 2000 4000 6000 8000 10000 12000 14000 16000
GR
oW
TH
SCALE
GIP Segmentation, Scale-Growth
Marketing
Business Administration
IT
Teaching
Marketing
IT
Teaching
Global Sub Product Focus
Wrong Product
Focus
+
Wrong Customers
=
Lack of oGIP Delivery
Engeneering
IT
Teaching
Regional Sub Product Focus
Marketing
Solution 2 Support Southern Cone to successfully implement market segmentation strategy
GIP needs market segmentation
Segmentation means: • Better matching of customer needs • Target marketing communications • Gain share of the market segment
= Better opportunities for growth
Market Research
Segment
Market
(Area of Impact)
Customized
Product
Marketing
Channel
Focused
Sales
Supply based
delivery
Showcasing
Impact 1
.
Right People & Structure
2.
Education & Tracking Method
3.
Replicating Success
The current challenges are operational challenges
HR Product
Process Sales & Marketing Strategy
Solution 3 Improve capacity of sales
EP Recruitment Strategy
RANDOM GIP
STOP
Random GIP
Can AIESEC reach and attract the right pool of students?
Poor capacity of sales – EP (global) EP Ra/Re
3232
9601 11033
12714 13337
10594
3198 3743 3756 4592 4830
3221
9000
13000
17000
0
2000
4000
6000
8000
10000
12000
14000
16000
18000
2007 2008 2009 2010 2011 2012 2013 2014 2015
Raises
EP recruitment 2012-2013
• Market Segmentation Education
• Product Development Education
• Easier Access to Information
Product Based EP Strategy
• Cooperation with youth organisations
• Cooperation with Top Universities
• Cooperation with relevant organisations
Develop Channels for EP recruitment
• ORS evolution for better data management Virtual Platforms
for EP recruitment
Solution 4 Faster Delivery Process
Matching Time (01.01-30.06)
Time Ra to Ma # EPs % EPs % Matched in this
time
or faster
<2 weeks 263 14% 14%
2-4 weeks 200 10% 24%
4-6 weeks 177 9% 33%
6-8 weeks 168 9% 42%
8-10 weeks 150 8% 50%
10-12 weeks 113 6% 56%
> 3 months 844 44% 100%
1. Impropriate supply management 2. Impropriate demand management 3. Lack of account delivery culture, behavior and
process
Why?
What can we do to make GIP process significantly faster?
1. Every LC using the Talentos Globales product and
sub products
2. Better education focused on area development
3. Better Supply& Demand Management 4. Engaging every member in the Education &
Delivery
oGIP Solutions 2012-2013
Ideal State of GIP 2012-2013
1. Our members know where our customers are and have the capacity to attract them.
2. Every member in the organization knows the supply of the organization.
3. We have fast delivery processes.
4. The quality of our Product is improved.
X is BOOM Dynamite!
Be a self learner and drive your own experience!
OGX Resource Center:
http://www.myaiesec.net/content/viewwiki.do?contentid=10156696