manage sub product in gip operation-aiesec
DESCRIPTION
How to embed sub product in GIP operation? Here is the experience summarized from the experience of the networkTRANSCRIPT
How it started
45% Match Rate
TN & EP is not aligned
What is the line for GIP?
MarketingMarketing AccountinAccountingg
BABA FinanceFinance
LawLaw HRHR EconomicEconomicss
ITIT
EngineeriEngineeringng
Nature & Nature & Life Life
ScienceScience
Other Other Technical Technical SubjectsSubjects
TeachingTeaching
Arts & Arts & ArchitectuArchitectu
rere
Culture Culture EducationEducation
Social Social ScienceScience
CommunicCommunication & ation &
JournalismJournalism
The Solution
Solution 1: S&D
alignment
Create specific and common language to align supply and demand globally
Solution 2:Market penetration
Sub-product market penetration by correlating AIESEC’s brand as a supplier of talent within the specific industry (applies to OGX as well as sub product brand)
Allow better and more specific cross-cultural professional GIP experience for youth leadership development
Solution 3:Specific leadership development
GIP Sub Products
16 GIP 16 GIP Sub-ProductsSub-Products
TechnicalTechnical::----------------------------------------
Information TechnologyInformation Technology
Nature & Life ScienceNature & Life Science
EngineeringEngineering
Other Technical SubjectsOther Technical Subjects
Social Science and Social Science and Culture:Culture:
----------------------------------------Teaching & Language EducationTeaching & Language Education
Arts & ArchitectureArts & Architecture
Cultural EducationCultural Education
Social SciencesSocial Sciences
Communication & JournalismCommunication & Journalism
ManagemeManagementnt
--------------------------------Marketing Marketing
AccountingAccounting
Business Business AdministrationAdministration
FinanceFinance
LawLaw
Human ResourcesHuman Resources
EconomicsEconomics
Technical Technical InternshipInternship
ss
Technical | Technical | Information TechnologyInformation Technology
Artificial IntelligenceArtificial Intelligence
Database ManagementDatabase Management
Mobile ApplicationsMobile Applications
Mobile TechnologyMobile Technology
Network Management & Data TransmissionNetwork Management & Data Transmission
Software Development and ProgrammingSoftware Development and Programming
Systems Analysis and DesignSystems Analysis and Design
Web Development and ManagementWeb Development and Management
Technical | Technical | Nature and Life ScienceNature and Life Science
AgricultureAgriculture
Applied PhysicsApplied Physics
BiochemistryBiochemistry
BiologyBiology
BiophysicsBiophysics
EcologyEcology
Environmental ProtectionEnvironmental Protection
Food EngineeringFood Engineering
General & Inorganic ChemistryGeneral & Inorganic Chemistry
Genetic EngineeringGenetic Engineering
HorticultureHorticulture
Land & Water ManagementLand & Water Management
Medicine & HealthcareMedicine & Healthcare
MicrobiologyMicrobiology
Molecular BiologyMolecular Biology
Organic ChemistryOrganic Chemistry
Physical ChemistryPhysical Chemistry
Process Engineering / Process Engineering / BioprocessBioprocess
Technical | Technical | EngineeringEngineering
Aerospace EngineeringAerospace Engineering
Automotive EngineeringAutomotive Engineering
Chemical EngineeringChemical Engineering
Civil EngineeringCivil Engineering
Electrical EngineeringElectrical Engineering
Electronics EngineeringElectronics Engineering
Environmental EngineeringEnvironmental Engineering
Industrial EngineeringIndustrial Engineering
Introductory EngineeringIntroductory Engineering
Mechanical EngineeringMechanical Engineering
Telecommunications Telecommunications EngineeringEngineering
Technical | Technical | Other Technical SubjectsOther Technical Subjects
Advanced MathematicsAdvanced Mathematics
Animal Products TechnologyAnimal Products Technology
ConstructionConstruction
Fermentation TechnologyFermentation Technology
GeometryGeometry
HydromechanicsHydromechanics
Plant Products TechnologyPlant Products Technology
Renewable EnergiesRenewable Energies
RoboticsRobotics
TourismTourism
Social Social Science and Science and
Cultural Cultural InternshipsInternships
Social Science and CultureSocial Science and Culture| | Teaching & Language EducationTeaching & Language Education
Advanced TeachingAdvanced Teaching
Child (Youth) EducationChild (Youth) Education
Foreign Languages EducationForeign Languages Education
Introductory TeachingIntroductory Teaching
LinguisticsLinguistics
Subjects EducationSubjects Education
Social Science and CultureSocial Science and Culture| | Arts & ArchitectureArts & Architecture
ArchitectureArchitecture
ArtsArts
Fashion & DesignFashion & Design
Graphic DesignGraphic Design
Social Science and CultureSocial Science and Culture| | Cultural EducationCultural Education
Advanced Cultural EducationAdvanced Cultural Education
Bilingual and Cross Cultural EducationBilingual and Cross Cultural Education
International EducationInternational Education
Introductory Cultural EducationIntroductory Cultural Education
Social Science and CultureSocial Science and Culture| | Social SciencesSocial Sciences
Counselling and GuidanceCounselling and Guidance
Development StudiesDevelopment Studies
PsychologyPsychology
Social WorkSocial Work
SociologySociology
Social Science and CultureSocial Science and Culture| | Communication & JournalismCommunication & Journalism
Introduction to CommunicationsIntroduction to Communications
JournalismJournalism
Public RelationsPublic Relations
ManagemenManagementt
InternshipsInternships
ManagementManagement| | MarketingMarketing
Advertising + Public RelationsAdvertising + Public Relations
Brand & Trademark ManagementBrand & Trademark Management
Consumer + Buyer BehaviorConsumer + Buyer Behavior
Customer Relationship ManagementCustomer Relationship Management
Import & ExportImport & Export
International MarketingInternational Marketing
Introductory MarketingIntroductory Marketing
Market Research & EvaluationMarket Research & Evaluation
Product Planning, Development & ControlProduct Planning, Development & Control
Retail + Sales MarketingRetail + Sales Marketing
ManagementManagement| | Human ResourcesHuman Resources
Advanced HR managementAdvanced HR management
Industrial relationsIndustrial relations
International Resource ManagementInternational Resource Management
Introductory HR managementIntroductory HR management
Organisational BehaviourOrganisational Behaviour
Personal EvaluationPersonal Evaluation
Recruitment and AllocationRecruitment and Allocation
Training and DevelopmentTraining and Development
ManagementManagement| | EconomicsEconomics
Developmental EconomicsDevelopmental Economics
Economic Research + ForecastingEconomic Research + Forecasting
Environmental EconomicsEnvironmental Economics
International Trade + Balance of PaymentInternational Trade + Balance of Payment
Introductory EconomicsIntroductory Economics
MacroeconomicsMacroeconomics
MicroeconomicsMicroeconomics
Monetary Economics + Public FinanceMonetary Economics + Public Finance
Political SciencePolitical Science
StatisticsStatistics
ManagementManagement| | FinanceFinance
BankingBanking
Financial Planning + BudgetingFinancial Planning + Budgeting
InsuranceInsurance
International Financial ManagementInternational Financial Management
Introductory FinanceIntroductory Finance
Investment Management + Security AnalysisInvestment Management + Security Analysis
Risk ManagementRisk Management
ManagementManagement| | LawLaw
Advanced LawAdvanced Law
Business LawBusiness Law
Civil LawCivil Law
Criminal LawCriminal Law
International LawInternational Law
Introductory LawIntroductory Law
ManagementManagement| | AccountingAccounting
AuditingAuditing
Cost accountingCost accounting
Financial accountingFinancial accounting
Introductory accountingIntroductory accounting
Managerial accountingManagerial accounting
PurchasingPurchasing
Social & Ethical Editing + ReportingSocial & Ethical Editing + Reporting
Social AccountingSocial Accounting
TaxationTaxation
ManagementManagement| | Business AdministrationBusiness Administration
Corporate Community EngagementCorporate Community Engagement
Crisis ManagementCrisis Management
Event ManagementEvent Management
Hotel + Restaurant ManagementHotel + Restaurant Management
Industrial ManagementIndustrial Management
International ManagementInternational Management
Introduction to Management / Business Introduction to Management / Business AdministrationAdministration
Organisation Management + PlanningOrganisation Management + Planning
Project ManagementProject Management
Transportation / Distribution ManagementTransportation / Distribution Management
Sub Product GIP Operation
Content
Choose sub productsDevelop sub productsDevelop sub productsImplement sub product strategy Implement sub product strategy
Step 1: Choose
Sub Products with Focus Industry
a. External and internal a. External and internal research to identify product research to identify product
in key marketin key market
External Market External Market PotentialPotential
Supply of AIESEC Supply of AIESEC NetworkNetwork
Q1 :Where to Sell
Q2: What to Sell
Market & Product Market & Product SegmentationSegmentation
1) Market segmentation to drive 1) Market segmentation to drive penetration in the marketpenetration in the market2) Sub product to align supply & demand2) Sub product to align supply & demand
1) Market segmentation to drive 1) Market segmentation to drive penetration in the marketpenetration in the market
Case study 1: Market penetration in Bursa-Case study 1: Market penetration in Bursa-City in TurkeyCity in Turkey70% TNs realized in top 3 industry: Automobile, 70% TNs realized in top 3 industry: Automobile, Textile, FoodTextile, Food
Penetration in top industries:Penetration in top industries:-Well known as international talent provider in the industry -Well known as international talent provider in the industry HR circleHR circle--Cooperation with big names in the industries Cooperation with big names in the industries -Exposure on most industry events as guest-Exposure on most industry events as guest-Cooperation with main industrial park (contacts of all -Cooperation with main industrial park (contacts of all companies in the industries)companies in the industries)
2) Product segmentation to align 2) Product segmentation to align supply and demandsupply and demand
Case study 1: Sub Product Package in BrazilCase study 1: Sub Product Package in Brazil
AIESEC Brazil offers 5 sub products for AIESEC to AIESEC Brazil offers 5 sub products for AIESEC to sell in key industries. For each product, they have sell in key industries. For each product, they have specific proposal with concrete supply information, specific proposal with concrete supply information, proposed JD and testimonial.proposed JD and testimonial.
The benefits of sub product package is-make it The benefits of sub product package is-make it specific for company to understand AIESEC and specific for company to understand AIESEC and make it easier for members to sell with business make it easier for members to sell with business language.language.
Implementation advice for ICXImplementation advice for ICX• Choose focus industriesChoose focus industries
• Link sub products with focus industriesLink sub products with focus industries• Build sales force around focus industriesBuild sales force around focus industries
• Package and offer sub productsPackage and offer sub products
1) For OGX, market segmentation can be 1) For OGX, market segmentation can be based on sub product. We do recruitment based on sub product. We do recruitment based different backgrounds and type of JD. based different backgrounds and type of JD.
2) Students also want to know what 2) Students also want to know what industries they will be working for.industries they will be working for.
Clarification of Market Clarification of Market & Product Segmentation for & Product Segmentation for
oGIPoGIP
Implementation advice for Implementation advice for OGXOGX• Choose focus sub productsChoose focus sub products
• Identify key student markets for focus sub Identify key student markets for focus sub productsproducts
• Build operation process based on sub Build operation process based on sub product but align marketing & sales product but align marketing & sales activities based on student marketactivities based on student market
• Provide industry information when offering Provide industry information when offering sub products to EPssub products to EPs
a. External and internal a. External and internal research to identify product research to identify product
in key marketin key market
External Market External Market PotentialPotential
Supply of AIESEC Supply of AIESEC NetworkNetwork
Q1 :Where to Sell
Q2: What to Sell
Sub Product MatrixSub Product Matrix
Product AProduct A
Market AMarket A
Product BProduct B
Product CProduct C
Market BMarket B
How we choose focus How we choose focus product globally?product globally?
1. Past performance 1. Past performance analysis analysis
GIP Product GIP Product SegmentationSegmentation
MarketingMarketingBusiness AdministrationBusiness Administration
ITITTeachingTeaching
Develop business strategies for different sub Develop business strategies for different sub products based on scale & growth.products based on scale & growth.
GROWTHGROWTH(Absolute growth of (Absolute growth of
TNs)TNs)LOW SCALE – LOW SCALE – HIGH HIGH
GROWTHGROWTH
THETHEPIONEERSPIONEERS
(Below 1000 realization; (Below 1000 realization; above above 500 growth) 500 growth)
HIGH SCALE – HIGH SCALE – HIGH HIGH
GROWTHGROWTH
THETHECHAMPIONCHAMPION
(Above 1000 realization; (Above 1000 realization; above 500 growth)above 500 growth)
LOW SCALE – LOW SCALE – LOW GROWTHLOW GROWTH
THE THE BEGINNERSBEGINNERS(Below 1000; below 500 (Below 1000; below 500
growth)growth)
HIGH SCALE – HIGH SCALE – LOW GROWTHLOW GROWTH
THETHEPRODUCERSPRODUCERS(Above 1000 realization; (Above 1000 realization;
below 500 growth)below 500 growth)
SCALESCALE(Absolute (Absolute realization realization
of TNs)of TNs)
GR
OW
TH
GR
OW
TH
(Ab
solu
te
(Ab
solu
te
gro
wth
of
gro
wth
of
TN
s)
TN
s)
SCALESCALE(Absolut(Absolut
e e realizatirealizati
on of on of TNs)TNs)
HIGH SCALE HIGH SCALE – HIGH – HIGH
GROWTHGROWTH
Marketing Marketing Business Business
AdministrationAdministrationInformation Information Technology Technology
Teaching Language Teaching Language Education Cultural Education Cultural
EducationEducationHIGH SCALE HIGH SCALE – LOW – LOW
GROWTHGROWTH
Social Science Social Science EngineeringEngineering
LOW SCALE – LOW SCALE – LOW LOW
GROWTHGROWTHAccounting Accounting
Art & Architecture Art & Architecture Communication & Communication &
Journalism Journalism Economics Economics
Finance Finance Law Law
Nature & Life-Nature & Life-science science
Human ResourcesHuman Resources
LOW SCALE – LOW SCALE – HIGH HIGH
GROWTHGROWTH
Other Technical Other Technical SubjectsSubjects
GIP GIP 20112011
2. Market validation2. Market validation
Market Market valuevalue
(Product)(Product)
Org. ValueOrg. Value(Program)(Program)
Personal Personal Value & Value & NeedsNeeds
(Membership)(Membership)
b. Identify value of the b. Identify value of the sub productsub product
Step 2: Develop sub product
Romania iGIP Teaching Product
Netherlands iGIP IT Product
Sub-product developmentSub-product development• AIESEC Germany oGIP product
development NST summit
Sub Product Development Checklist• Target industry/faculty
• Sample Job Description and sample profile• Sub product target EP/TN supplier• Product value and benefits• Pricing• Sub product raising/selection standard• Timeline of the product• Successful cases• Product sales tool
TelecommTelecommunicationsunications
Web Web ServicesServices
Web AppsWeb Apps
Mobile Mobile AppsApps
GamesGames
User AppsUser AppsWeb Web HostingHosting
ITIT
NetworkinNetworkingg
Server Server AppsApps
Embedded Embedded AppsApps
Desktop Desktop AppsApps
Target Industry and Faculty
Sample JD and ProfileSample JD and Profile
Sample JD and ProfileSample JD and Profile1. Detailed sub product 1. Detailed sub product analysisanalysis
Technical | Technical | Information TechnologyInformation Technology
Artificial IntelligenceArtificial Intelligence
Database ManagementDatabase Management
Mobile ApplicationsMobile Applications
Mobile TechnologyMobile Technology
Network Management & Data TransmissionNetwork Management & Data Transmission
Software Development and ProgrammingSoftware Development and Programming
Systems Analysis and DesignSystems Analysis and Design
Web Development and ManagementWeb Development and Management
Sample JD and ProfileSample JD and Profile2. Develop key JD and Profile2. Develop key JD and Profile
Market Segment Top Profile needed (Must to have)
Web App/Services Development
BackgroundWeb Development and ManagementDatabase ManagementSoftware Development and ProgrammingSkillsSQLPHPMySQLCSSUnix/Linux
IT sub product in Web App/Services development
industry
Sample Job Description and sample profile
Target EP/TN supplier
Target EP/TN supplier
Product Benefits
The product benefits identified by AIESEC India for their GIP marketing sub product.•Cost effective•Linguistic abilities•Multicultural work environment•Outreach to talent through virtual platform•Effective selection process
Step 3: Sub product implementation
a. Set goal, build pipeline a. Set goal, build pipeline and plan based on sub and plan based on sub productproductEach sub product has its own match rate and timeline. Setting separate goal and monthly pipeline is the first step in managing sub product.
AIESEC Colombia Monthly Tracking Tool
b. Front office based on sub b. Front office based on sub productproduct
b. Front office based on sub b. Front office based on sub productproduct
• Sub product based channel
• Sub product based sales education
• Sales force focus on specific sub products in target industry
• Sub product based country partnership
• Sub product based matching process
c. Back office based on sub c. Back office based on sub productsproducts
Key ProgramKey Program
Back officeBack office
Front officeFront office
If 1000 IT GIP is a project, it If 1000 IT GIP is a project, it definitely has the involvement definitely has the involvement
from back office and front from back office and front office. And it needs a project office. And it needs a project manager for all front office manager for all front office and back office activities.and back office activities.
Project: 1000 GIP “Global IT Talent Project: 1000 GIP “Global IT Talent Sourcing”Sourcing”
ODOD
Only if different parts of the Only if different parts of the project plan is reflected in project plan is reflected in
different individuals’ plan, it different individuals’ plan, it will be tracked and it will will be tracked and it will
happenhappen
ICX planStrategy Initiatives Action steps DDL Respo
Segment Outsourcing
UO
Call to XXL 11.11. VP ICX..........contact signed 12.12. VP ICX
Eventsmake timeline of events with VP Com 10.11. VP ICXdivide people particpating in events 11.11. VP ICXpreperae promotion materials with VP Com 12.11. VP ICX
ER/BD/CR planStrategy Initiatives Action steps DDL Respo
Segment Outsourcing
Partnership of segment
Call to PWC 11.11. VP BD..........contact signed 12.12. VP BD
Partnership of sellers
call to .... 10.11. VP BDpartner found 11.11. VP BDeducation delivered 12.11. VP BD
TM planStrategy Initiatives Action steps DDL Respo
Segment Outsourcing
Team JD and flow reviewed
Meeting with ICX about team JD and flow 11.11. VP TM..........structure of team planned 12.12. VP TM
Education of segment delivered
Meeting with ICX about needed national education 10.11. VP TMPlan of national education done 11.11. VP TMEducation delivered 12.11. VP TM
c. Back office based on sub c. Back office based on sub productsproducts
GIP sub product oriented marketing strategy
Example: International Tech Talent Program(IT, Engineering)
c. Back office based on sub c. Back office based on sub productsproducts
GIP sub product oriented marketing strategy
-Foundation of alignment
-Tracking
c. Back office based on sub c. Back office based on sub productsproducts
G – T – C - MG – T – C - M
-Set goal and tracking the progress of joint -Set goal and tracking the progress of joint project (Online)project (Online)
Ultimate KPIUltimate KPI
c. Back office based on sub c. Back office based on sub productsproducts
GIP sub product oriented Talent Management strategy
Example:
1.TMP recruitment for IT sub product
2.Sub product based GIP TMP induction
c. Back office based on sub c. Back office based on sub productsproducts
GIP sub product oriented Talent Management strategy
Example:
Sub product based structure
NST sub product manager, LC Sub product based team
c. Back office based on sub c. Back office based on sub productsproducts
What is the key question your TM process try to solve?
ProgramProgram
ProcessProcess
TalentTalentCapacityCapacity
&&Quality Quality
ExperienceExperience
What matters the solution these process bring
What matters the solution these process bring
GIP sub product oriented education/LCD strategyExample: IT education camp in Mainland of China
c. Back office based on sub c. Back office based on sub productsproducts
c. Back office based on sub c. Back office based on sub productsproducts
Sub Sub ProducProduc
tt
• Teaching TL in each LC which runs GIPi or starts running it and has market potential
• Teaching and Marketing TL in LCs which are experienced in GIPi
• Formed sub-product national growth networks: ex. teaching TLs for teaching growth network
• NST for specific sub-product to manage growth network
Russia’s sub product based Russia’s sub product based structurestructure
Russia’s sub product based Russia’s sub product based education cycleeducation cycle
• NST sub-product responsible worked out sales trainings based on sub-product specifics
• Sub-product sales education for VPs (before TL elections), than for TL (before team allocation), than for TMs
• Coaching & support from NST to TLs growth network in specific sub-product: personal coaching chats, group chats within sub-product growth network to share knowledge and GCPs
• Constant sub-product supply analysis provided by NST and country2country cooperations setting and management to sell right profiles from right countries and increase MA rate
d. Sub product based d. Sub product based trackingtracking
4. LC&MC role in 4. LC&MC role in implementationimplementation
MMCC
LCLC
4. LC&MC role in 4. LC&MC role in implementationimplementation
MMCC
Lead sub product sales Lead sub product sales and delivery strategyand delivery strategy
Sub product partnership Sub product partnership CY partnershipCY partnership
Identify main sub products Identify main sub products and develop sub productsand develop sub products
Education, Support and Education, Support and Replicate SuccessReplicate Success
4. LC&MC role in 4. LC&MC role in implementationimplementation
LCLC
FeedbackFeedback
Match based on sub Match based on sub productproduct
Implement Implement raise/recruitment/selection raise/recruitment/selection based on main sub product based on main sub product
standardstandardDevelop sub product based Develop sub product based
on local realityon local reality
Change GIP with
Sub Products
Generation 12/13