Business Development Introduction Powering Financial Sustainability
Business Development DESCRIPTION PROJECT/SUBTEAM BOTTOMLINE 604.000 EUR Recognized 561 GEP TN RE
PEOPLE INVOLVED Tala Mansi. BD Manager, New Sales US Zsófia Szabó. BD Manager, Account Management Orion Joss Azevedo. BD Manager, Account Management Rafael Carvalho. BD Manager, Account Management Vishant «1989» Kothari. BD Manager, New Sales AP Kevin Cornwell. VP Business Development, aiesec.org Leads Management AIESEC International Q4 2014 Report
efforts GENERAL COMMENT
In Q4 2014, we had a lower demand from partners regarding traineeship delivery and conference delivery, allowing for more work on new sales, account management, and improvement projects.
Overall EFFORTS New Sales. ZS(7%) KC(15%) TM(50%) RC(30%) VK(63%) OJ(8%) OVERALL= 34.6 15 Account Management. Projects, ZS(22%) KC(20%) TM(24%) RC(30%) VK(4%) OJ(22%) OVERALL = 24.4 GEP Delivery ZS(44%) KC(0%) TM(0%)New RC(20%) VK(1%) OJ(40%) OVERALL = 21 Sales, 28 Non-GEP Delivery ZS(0%) KC(0%) TM(8.3%) RC(10%) VK(0%) OJ(10%) OVERALL = 5.7% Network Management, Network Management. ZS(16%) KC(20%) TM(8.3%) RC (10%) VK(22%) OJ(10%) OVERALL = 17.26 14 Projects. ZS(16%) KC(50%) TM(8.3%) RC(0%) VK(9%) OJ(10%) OVERALL = 18.67 Account Management, 20
Non-‐GEP Delivery, 5 GEP Delivery, 17
AIESEC International Q4 2014 Report
OUTCOMES Q4 MILESTONES CHECK % Partners to New Delivery Model
Structural Alignment
Y2B Sales Refresh
Engineering Project
~50% - But this is absolutely satisfactory. Expecting it to to move by 1-2 current partners by end of term
Project was approved, January BD Summit prepared
Some success in Europe and US, needs customization for Asia/ LatAm/Africa
CEED Completed. Output created for network and GCs.
MAIN KPIs MONITORING KPI Name
Planned
Achieved
%
Revenue Pipeline
700.000
760.000
108%
#of Massive Proposals
3
1
33%
GEP MA
X
Y
N/A
# Delivery Entities Implementing Structure
0
0
100%
AIESEC International Q4 2014 Report
results Goal Name
Planned
Achieved
%
Revenue Recognized
302.000
281.000
93%
GEP RE
115
65
57%
COMMENTS YTD GEP TN RE is 137/378. That has taken a backseat to revenue recognition and pipeline. We continue to monitor delivery of our GEP promises based on opportunities matched, a KPI over which we have more control. TN RE has been hard to track on account of EXPA. As well, we are not counting GEP TNs as they were counted in the past (all TNs realized with a GEP, whether or not they were raised as GEP), which significantly changes our count.
AIESEC International Q4 2014 Report