For big aiesec
Nov 01, 2014
Incoming GIP
For big aiesec
Raise Match Realize
CLO
BI for Growth
Talent Capacity
for Growth
Market – Product Strategy
CLS LXP
Current State of iGIP RaisingGrew by 30 TNs Ra in
Q3Growing:Colombia, Romania, Japan, Spain, Tunisia, Hong Kong, Greece
Dropping:India, China, The Netherlands, Germany, Brazil, Russia, Chile
Capacity
Only 13 entities have iGIP as their first focus, only 6 of Tier 1 entities
Many entities claim poor sales knowledge and lack of sales culture is main gap in sales intensity
Not enough entities selling iGIP, and not enough people selling iGIP
Sales people use inefficient methods—time-intensive, high effort
What is the purpose of the GIP program?
Providing organizations with fresh and unique talent. Therefore, driving the
economy of the county.
iGIP means youth interacting with business and learning
Ep's help our TN taker to improve their result and be more competitive
Provides the members the experience to get in touch with big
companies
I honestly don't know how to answer this question. It offers a cross-cultural
experience with the support that XPP requires, but I really don't know if this is
developing leadership or not.
We partner with young companies that need skilled HR .
training our members to be great sellers, packaging products
How does iGIP develop leadership?
We are the youth leadership provider of the world
Really?
Yes! Through us, young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
Wow, sounds amazing. What do these internships look like?
Leadership development is not a
natural by-product of an internship Bridging the talent gap
is not the purpose of the GIP program
The ideal TN should have a purpose in society, creating better members, better leaders, better experiences, and better
partners
Organisational Value
Market Value Individual Value
The Story of AIESEC in Spain
Organizational Value:A young person witnesses and contributes to
responsible and entrepreneurial
leadership overcoming the environment
Market Value:Entrepreneurs can sell
their products in international markets, survive, and support
Spain’s economy
Individual Value:A young member learns sales and delivery, and
learns how to contribute to society through market solutions
The Story of AIESEC in Russia
Organizational Value:A young person practices their teaching and tries
to influence a whole school to teach
differently
Market Value:Schools can have better teaching to serve their
students’ needs
Individual Value:Members learn sales and delivery, and how they
can improve the education system with
market solutions
How Can We Make a Purpose-Driven Market-Product
Strategy?
• Choose your markets: If you could place 1000 EPs in any companies you wanted in your country, which ones would you choose?
How Can We Make a Purpose-Driven Market-Product
Strategy?
• Identify their need: What talent can solve their problems (in terms of sub-product)?
How Can We Make a Purpose-Driven Market-Product
Strategy?
• Determine feasibility: Can we provide that talent?
Relevant Market Segment
In what industry can you develop leaders who will have a positive impact on society?
Industry Talent Needs
What are the talent needs in that industry?
JD that Develops Leadership
What can the EP do that will develop leadership and serve the industry’s talent needs?
SupplyBO AlignmentDo we have
the EP supply to fill this need? Where are the EPs from, and how can we match with them?
How do we align our marketing and TC to sell and deliver these experiences on a major scale?
Leadership is developed when we deliver challenging and purposeful experiences
And How Do We Start
Doing This from
Scratch??
iGIP Global Support Team Has Your Back
Proposed Market – Product Strategies for IGN
Providing marketers and software developers to help healthcare facilities
Providing teachers to schools that want to teach English, integrated with learning about leadership or entrepreneurship
Providing marketers and software developers to social business
Proposed Market – Product Strategies for Africa
Providing marketers from China to help African companies capitalize and integrate with the incoming Chinese companies
Provide marketing interns from Africa to help Chinese companies understand and integrate with the local market—to also retain how these companies work
Proposed Market – Product Strategies for CEE
Providing teachers with modern teaching approaches to schools
Providing market research EPs to start-ups that are working on relevant products or providing rewarding working environments
What You Will Get
Do we have to change everything??
No, don’t stop raising TNs
No, you don’t have to drop your current market – product strategy
No, we don’t have to raise with only non-profits, schools, and hospitals
Make specific
changes to what we’re doing now
Start doing new things to build a purposeful
GIP program
How to Change What You’re Doing Now In the JDs your EPs are currently doing, add activities that
develop leadership
Ensure TN-takers understand and want to co-deliver leadership experiences
Embed purpose into your sales member education, your marketing, and your sales process
Market – Product Process1. Research trends in business, education, government, social issues, IGOs,
NGOs, etc
2. Choose relevant needs of society and the industries that address these needs
3. Interview with industry leaders and experts, use research to understand talent needs and create hypothesis of sub-product solution for the industry
4. Test sub-product solutions and choose top market – product combinations
5. Make a targeting list of companies to sell these products to
6. Align marketing an talent capacity to be able to reach these markets, sell the right product, deliver it, and showcase it
How to Add Relevant Market Segments
Adopt the GST’s Market Segments
Replicate the GST’s market segmentation process and do your own market research to find the most relevant segments
Will This Solve All My Problems?
Still need to train people
Still need to market, sell, and deliver well
In Colombia sales members see the impact so clearly it’s difficult to move their focus to other sub-products
In Russia the sales members were so successful they don’t feel pressure to perform anymore
What Will Be the Impact When We Do This?
More sales intensity because members understand the why
Better leadership experiences for EPs and members as they contribute to society’s needs
More TN raises with better customers for our purpose
BIG AIESEC
How Can We Address this in Re-planning?
Activity When? Tier 1 Tier 2 Tier 3Choose what market segments you want to sell in based on “If you could bring 1000 EPs to your country . . .”
Now X X X
Message purpose of GIP to LCs in all channels By end of Q4 X X X
Add purposeful elements to JDs of current market-product strategy By end of Q4 X X X
Integrate CLO Summit Output based on your tier By end of Q4 X X X
Share CoW of GIP with TN-takers and help them plan to co-deliver leadership experiences
Q1 X X X
Embed purpose of GIP in all marketing, talent capacity, and showcasing for iGIP By end of Q4 X X X
How Do We Address This in Re-Planning?
Activity When? Tier 1 Tier 2 Tier 3Integrate 1 new market segment from GST research Q1 X X
Help LCs adjust their market – product strategy to have purposeful internships
By end of Q4
X X
Create a new market – product strategy based on purposeful GIP Q1 X
Test new market – product strategy on national level Q1 X
Raises that create leaders
What are we trying
to achieve
?
Be the leader who confronts
the fundamental
problem
Make an organizatio
n whose purpose
and actions are aligned
Create purposeful leaders
Why Go Through all the Trouble?