upscale the partnership

Up-scale partnership

Spend enough time with good customers

1. Do you know who are your good customers(not only national account)? Do you have account list?

2. What are you doing with your top accounts?3. Do you have good reason for partner to up-

sell?4. Do you proactively replicate success in the

same segments?

Key Questions

Step 1: Who are good customers?

1. Have an account list(not only national accounts, but also local accounts)

2. Identify your great accounts

Who are good customers?

Partners who providesmost valuable experiences

Partners who has most potential to grow

Step 2: Give your customers a reason to take more

1. Develop benefits for partners to take more2. Package your product

Give your customers a reason to take more

Case 1: In US, only if partners take more exchanges, they will get the employer branding benefits.Case 2: In Mainland of China, national exchange partner have special delivery process.Case 3: In Czech Republic, if partners take more than 5 exchanges, they will get 10%-20% off. They will also have pre-selection service.

Promotion Sourcing & Matching

Visa & Legality

Reception and

Housing

Step 3: Plan and execute up-scaling activities

Plan and execute up-scaling activities

1. Set goal for partnership up-scaling2. Solve MC-LC conflicts in accounts3. Arrange national/local account visit for

partnership review and up-scaling4. Collect endorsement and testimonials and

use them in future sales5. Recognize re-raise result

Case: In Czech Republic, MC visits the most important local partners and support LCs to upscale. They develop long term development plan for the partners. NST also coordinate and support the delivery of those partnership.

Step 4: Global Resources to Support You

We want to give practical support to national and local sales. With the finalized top 100 partnership list, we will-Collect endorsement and testimonials from them and share with the network to upsell in other countries-Support in upscale in TN country-Global recognize top partnerships of AIESEC