Business Development Report Key achievements and strategy analysis
Project Description: Raise minimum 49% of the global budget for sustainable AIESEC International. Ensure long term sustainability of partnerships. Sign 60% of BD target for 2013-14 year by 1 June Impact on team purpose: Allow s AIESEC International to operate. Additional sales are reinvested into AIESEC and permit long term investments towards AIESEC 2015.
Budget Targets and numbers AI budget 12/13: 51% - Member Fees: 49% - BD sales revenue target 12/13: BD Revenue signed for the 12/13 term (to-date): BD Revenue signed for the term 13/14 (to-date):
1,154,362.00 EUR 588,724.62 EUR 565,637.38 EUR 460,075 EUR 159,023 EUR
Impact on entities and Mos Quarter 3 Q3 Amount of GIP through GEP Raised Q3 Amount of GIP through GEP Realized Amount of GIP (TT) Raised Amount of GIP (TT) Realized Amount of Entities we are working with
83 81 28 14 30+
(minimum sales target) (achieved 81% target 100%) (achieved 28% target 60%)
*The revenue figures above includes total amounts for partnerships whose revenue will be recognized in the 12/13 term as well as recognized for the term 13/14.
Quarter 3 highlights: Sales and delivery
We visited the following global partners during transition: Vale, EF, Hult, Alcatel-Lucent, DP DHL, Ingersoll Rand, ING, Cognizant, Microsoft, Husqvarna, and Electrolux. We received a grant from Microsoft to promote youth and technology activities during Q2 2013. We are on the last stages (lawyers are finalizing the revision) of Potencia Ventures and ING’s contract. We delivered services to over 60 people representing partner organisations during International Congress 2012 in Russia successfully. We had over 12,000 unique visitors during the Livestream of the Global Youth to Business Forum and over 800 people physically at the event. We attended 48 amount of meetings in-person and we had over 23 virtual meetings. This will become a good pipeline to the conversion between prospects to partner in the next two quarters. We contributed to the design of the Global Sales Development Programme We continue delivering services to our trial partnerships: Kermel, Mindvalley, Nestle, UCB, BP, Stanley Black and Decker in order to convert them to GEPs in the next two quarters. We are in the process of bringing on board a new trial partner from The Netherlands called Vopak and we re-established communication with Guardian Industries.
Partnership Management
Overall, relationship management and account delivery of global partnerships are on track according to the contracts. Most partnerships are stable and some partnerships are growing. There has been a conscious effort and strategy for the AI BD team to attempt to make our global partnerships more long-term with longer contract durations to ensure more financial stability and predictability and in the next few months we will try to convert some more long-lasting one year partnerships into two year partnerships in order to leave AIESEC International in good financial health for the next two years.
Next steps Q4:
Continue and finalize contract negotiation with: DP DHL, Unilever, TCS, Ingersoll Rand, Hult, PwC and Vale. Plan second part of sales trips of 2012-2013 term. Continued delivery of our Global Partnerships and expand trial partnerships. Focus on supporting the Global ER Principles pilot as well as the TT Pilots for GIP Growth (all with our global partners and specific entities in the network.) and the implementation of the Global Sales Development Programme.