ER Process
ER Process Follow-up Delevry sales
Product dĂŠveloppement
Market Analysis
Market Analysis Segmentation
Market researsh
Market Focus
Market Analysis
Product development • What is a product ? • Why a product development ? • Our internal product • Our external Product
What is a product ? Product : everything what we offer on the market in order to draw attention, to buy, use or consume and what can fulfill the needs of consumer. Besides physical things, products are also services, persons, places, organizations, ideas and projects . Product creates the value for its consumers.
Why a product development ? To have different products for all AIESEC XP-stages. To have different ways to attract people. To have new trends – something new for old partners. To adapt our organization with a changing environment, changing Stakeholder groups.
Our internal product Internal products are useful for AIESECers in different stages to have a “better AIESEC XP”.
First round: Seller: AIESECer s e lling to
Group: Potential corporate or non corporate partners Second round: Seller: AIESECer s e lling to
Group: Potential EPs
First round: Seller: AIESECer s e lling to
Group: Corporate representatives Second round: Seller: AIESECer
s e lling to
Group: Potential EPs
First round: Seller: AIESECer s e lling to
Group: Programme participants Second round: Seller: AIESECer s e lling to
Group: Corporate representatives
First round: Seller: AIESECer s e lling to
Group: Potential project participants Second round: Seller: AIESECer s e lling to
Group: Multinational organization representatives
Our external Product
• Employer Brand
• Talent Access • Impact on Society • Access to youth opinion If the benefits AIESEC offers are not within these four groups, you will need to reconsider what you are selling to the market as AIESEC may not be able to deliver on such product in the long term
Sales Premeeting
Post meeting
Meeting
Pré-meeting Sending an e-mail with a brief presentation of AIESEC, GIP,GCDP and projects. Calling – Cold calling – Warm calling Network event (or: your own network) Only goal is to arrange the meeting, not to sell the traineeship or project yet!
Meeting Questions
Agenda
Intro
Summary
Closing*
Questions
Examples
Follow-up… Follow-UP…FOLLOWUP !
Closing*
Suggest the next steps to engage relationship beyond the meeting: • Send formal proposal • Follow-up with a phone call • Set a date that is agreed upon for you to receive their feedback or preference on next-steps • Confirm or get contacts to book a second meeting with decision makers or leaders from other areas & departments • Send detailed information about something specific. i.e. Stats, previous experiences, conferences info, other intern-taker companies contacts, available EP profiles.
Post meeting PROPOSA L Is a customized proposition to a company. That includes generally : -
AIESEC Presentation Background of the partnership Features (what you offer) Description of the project (detailed) Benefits for the company Delivery Timeline Investment (details are preferred)
Delivery The delivery and account management process is related to the accomplishment of what was promised for the company to ensure integrity from our side and also guarantee that we are renewing the partnership and an extra effort to be always increasing the scope of the partnership. 1. From proposal to action plan It is really important that you set all the deliverables of your partnership in order to have a clear and concrete way to check if you delivered what was promised or not. What about replacing sentences like “positioning inside AIESEC network” for concrete actions like “creation of a Wiki” , “name of the company on members’ signature” or “presence on the board of partners”? Use it as tool to track your own performance regarding the partnership and from where should come all the information to be used in the final report for the company. 2. Action / Communication Do w hat yo u p ro m is e d! Ensure that both sides have the expectations aligned and that they can use the same informations to see if you are delivering what you should or not.
Follow-up Reporting and Renewing After realizing actions you were supposed to and all the extra interactions you promoted, it’s time to create a report of everything done, present the report to partner if possible and ask for feedbacks Our partner s feedbacks help us developing a new product and resigning a new contract with him about, a new Project or a new collaboration.