AIESEC International Business Development FY Q3 Report
Q1 Highlights Long Term BD Evolution
• Created of a detailed roadmap that outlines all elements of the Global Business Development area: current state, ideal state, goals, and key milestones that need to happen in order for this area to evolve and best contribute to AIESEC. Also defined a proposal for an alternative Global Exchange Partners delivery model to increase delivery capacity of the AIESEC International BD team.
Partnership Delivery
§ Delivered 14 partnership launches, 12 Y2B workshops at Global Youth to Business Forum Top Leaders Edition, and Regional Youth to Business Forums at International Presidents Meeting in Mainland of China and regional congresses in Poland, The Philippines and Mexico. § Internships: Raised 76, Matched 39, Realized 35
Partnership Development
§ Confirmed a new partner for the Global Excellence Awards – ELECTROLUX! § International SOS doubled number of internships in the contract for 2nd year of partnership § New 1314 partner UCB over-delivered the contract and opened internships outside HQ in USA and Luxemburg § 2 long standing partners completely evolving partnership activity portfolio – more focused on youth opinion and engagement, thought leadership
New Sales
§ Executed 2nd Wave US and AP sales trips (USA, Singapore, Australia, Hong Kong virtually) § Signed new Global Exchange Partnership with Control Towers International
Highlights continued… New Sales
London Partners Week
Sales Development Programme
In Numbers
§ Executed 2nd Wave US and AP sales trips (USA, Singapore, Australia, Hong Kong virtually) § Signed new Global Exchange Partnership with Control Towers International § International Advisory Council Meeting - with senior partner representatives § Global Coordinators Meeting § Annual Partners Dinner § Launched “Partner of the Year Award” § X attendees
§ Creating a Global Sales Development Programme content framework to enable self-driven sales training and development for all sales members in AIESEC § Launched first SDP sessions at European regional congress § In the long run, we aim to have this on the GIS eLearning platform where members can engage with the content and share best case practices and learnings with the rest of the network
New Sales Activity
USA
Asia Pacific
UK
NYC Youth to Business Dialogue – engaging businesses & increasing our external brand § Hosted at PwC offices § 25+ attendees § New prospects and representatives from current partners Working with MC to build sales capacity and long-term plan for the market Singapore, Hong Kong, Australia – market understanding § 3 weeks on the ground § 28 meetings – 18 companies, 7 senior alumni § Purpose: partnership development and market strategy development/understanding Rebuilding relationship with AIESEC alumni network § 1 week on the ground § Mapping 40+ mid and top level managers § Updating the pipeline with 3 new active prospects
Partnership Management & Development Partnerships 5+ Years
12/13
13/14 GEP
Y2B
*
Network Contribution: SDP Sales Development Programme § Creating a Global Sales Development Programme content framework to enable self-driven sales training and development for all sales members in AIESEC § Launched first SDP sessions at the regional congress in Poland § In the long run, we aim to have this on the GIS eLearning platform where members can engage with the content and share best case practices and learnings with the rest of the network § Hopefully, in the long term, this will start to address our talent pipeline challenges for qualified sales and account management people applying for MC and AI
Q3 - Financial Overview & Pipeline Overview 13/14 Target Revenue to Date
§ § § §
Total AI Budget updated at IC 2013 for 13/14 term: Additional budget increase for 5th BD Manager: BD Target Contribution - 49% of AI 13/14 Budget:
€ 1,181,416.50 €18,000.00 (13/14) € 596,894.09
BD Revenue signed for the 13/14 term (to date): € 593,974.00
§ BD Revenue signed for the 14/15 term (to date): € 181,271.00
AI BD Revenue, 49%
Membership Fees, 51%
(99.5% of adjusted target) (30% of 1415 budget target, 50/60% 1314 contribution target)
*Each year, the current BD team aims to cover 60% of the next term’s financial target
Pipeline for 13/14 and 14/15 budget targets
€ 2,920.00
Status
€ 596,894.00
99.5% 30% (50/60%)
€ 588,658.00
€ 136,173.00 Target: 49% of Budget Secured to date
Q3 Contribution
13/14 Target
14/15 Target
To be signed
§ 106% § 37,000 EUR surplus
§ 41% total target § 68/60% 1314 contribution target
Re-Negotiation Pipeline
§ 111% § 56,764 EUR surplus
§ 81% total target § 135/60% 1314 contribution target
Revenue Sources Global Online Awards Branding 6% 1%
Social Media Campaign 2%
Annual Report 2%
Top Performing
Global Y2B TLE 5%
§
Global Y2B (IC) 10% GEP 57% Partnership Launches IC 12% Partnership Launches IPM 5%
Global Exchange Programme – 57% (internships centrally coordinated through AI BD team)
§
Partnership Launches (IC & IPM) – 17%
§
Global Youth to Business Forum (IC & IPM) – 15% *IPM 2014 partnership launches and Global Youth to Business Forum sales opportunity impacted by IC 2013 Egypt situation **22% of annual revenue is delivered at International Congress ***10% of annual revenue is delivered at International Presidents Meeting
Challenges this Quarter
Q4 Outlook
q Heavy delivery period for conferences and events, less time for strategic account management (more reactive in this period)
q Closing Financial Term
q Onboarding of new partners is challenging and slow § Ratio of new/”onboard” partners vs. older established partners is 7:10 § A lot of attention and capacity goes to this
q Current Partners Contract Negotiation for 2014-2016 (these negotiations are critical for ensuring financial stability of 14/15 term)
q New Partners Onboarding (Control Towers International, Mindvalley)
q 1415 BD Team Transition q New GEP Delivery Model Decision-Making & Implementation q New Sales/Market Performance Analysis & Recommendation to 1415