Daniel Peraza Gonzรกlez MCVP IGIP applicant AIESEC IN COLOMBIA 2015/16
aiesec Experience
Daniel ricardo peraza gonzález nationality: Colombian
2011: o
birth: 29th Aug, 1990 Bogotá D.C.
2012: o
phone: +57 300 660 3536
2013: o
Finance TMP, AIESEC in Rosario o OCVP Finance, Zonalito event and TPS ZoE LCVP Finance, AIESEC in Rosario o NFT, AIESEC in Colombia
skype: daniel.peraza
2014: o
iGCDP TMP, AIESEC in Rosario o MC Project Coordinator F&L, AIESEC in Colombia
mail: daniel.peraza@aiesec.net
2015: o
main
Structuring the finance team and financial culture of the local committee. Structuring the savings plan system using "AIESEC money" . 80% of term compliance with full right to vote.
NFT:
Effective coaching in expansion entities.
MC National Coordinator:
Effective administration of the visa process. Gains of 150 million pesos. Compliance with the 92% of the national audit Successful cooperation with AIESEC in Italy. 400+ applicants to Colombia, contribution to growth of oGIP program in more than 80%
achievements
LCVP Finance:
Finance TMP, AIESEC in Rosario
MC Project Coordinator Operation Execution, AIESEC in Colombia
Conferences: RDC: TPS: LCD:
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o Girardot 2012 o Girardot 2013
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Activating leadership Several events in my life have made me think about the purpose of my life and my
AIESEC VALUES
Leadership is not something you learn with manual functions, it is needed an example to follow for your team to develop in them skills and especially the confidence to believe in their potential and become the new leaders. This is how, as VP Finance, I managed my team to reach EB positions and going on exchange as well. Similarly, I created a partnership and trust with the MC of Italy and the LCVPs OGIP, which made compliance with the 20% goal of Shape Colombia, which contributed to the growth of oGIP in Italy in over 80%.
career plan. Every day I think of many people suffering and bitterness that invades them for any reason, I think of how to avoid those situations and what to life my life working and giving my best to make this world a litter better for the future. I believe in personal freedom and fullness of each one in regardless of their beliefs, thoughts or features and AIESEC in Colombia has made me think that all of this is possible. Life has taught me through various events great lessons that I show in every action that I do and I am proud of that. Nowadays, I am aware that the time wasted can not be recovered, that material things and sufferings can be overcome by the love of family and the support of your friends. Every day you have to learn something new because the world is full of infinite knowledge, and I think Colombia needs to learn from the others how to be more fair, competitive and peaceful day by day. I dream a country without poorness and with opportunities for everyone where sustainable development and competitive enterprises give their best for the society, and I am sure I can contribute being part of AIESEC in Colombia and improving our program and our processes for a better society. My purpose of life is to improve the world around us every day and take advantage of every opportunity that is presented giving 100% of me in it. My career plan is linked to the volunteering work for a better world, hopefully someday I will work for the UNESCO, because I want to leave a legacy, not for recognition, but for the meaning of being helpful at every opportunity that life gives me. For these reasons I want to stay in the organization, working for peace and fulfillment of humankind's potential which is fully aligned with my life purpose. AIESEC is the main fact in my life that have created my concept of life, through the people who I am impacting every day by every experience and work delivered, giving my best for leaving a legacy for the good of my country.
Striving for excellence
Excellence is daily purpose to which people should drive their actions. It is about giving one's best in every task, every call, every message, to achieve 200% effectiveness in your effort. That is my purpose in my work as when I communicate with different stakeholders Shape Colombia Project and the Ministry of Education, public schools and MC offices. Striving for excellence, I have not misunderstandings and the purpose of my actions are effectively met.
Enjoying participation
It is the ability to take advantage of every situation, learn from people and contribute to make things better. This is how I managed to meet people from 40 countries around the world and learning about different realities. On this way, I also managed to improve the implementation of a national project with innovative ideas where the Ministry of Education recognizes us for our excellent work.
Demonstrating integrity
Every action you do must be adherence to moral and ethical principles. Being consistent and transparent in your decisions and actions. I live this value every day being always honest with people and taking decision avoiding my personal interest.
Acting sustainable
It means acting in a way that will allow the organization and the society to keep improving for the future of next generations. That is how I try to live my life, thinking in the future and acting always analyzing the consequences of each decision.
Living diversity
Seeking to learn from the different ways of the life and opinions represented in our multicultural environment. To respect and encourange the contribution of every individual. I live this value being empathic and understanding the reality of each person, without judging and taking decisions seeking the equity of all the people involved.
MC 14.15 National Strategy Should be keep: o OD
o CEM
Model,
o BSC
implementation
o OES,
IGIP projects
o CLO o Digital o EXPA
Marketing
implementation
o Accountability o International
Improving points and solutions:
and Financial Audit System
Cooperation.
strategy: CSI and NST structures must be strengthen in order to teach how to align the expectation since the beginning of the experience of the
costumer and avoiding firefighting. o Sales
speed and conversion rates: BXP strategies that will allow the costumer to understand the product since the first contact with AIESEC.
o National
projects implementation at local level: Communication between national and local level must improve. Decisions and national management
of IR must be coordinate and understood by the membership. o SDP
implementation: Analyzing and adapting the program according to each reality. Also generating a qualified pool of sales trainers.
o Marketing o ICX
volume management: NSTs focuses on strategic planning of the delivery. Strengthen the synergy with the NFT to avoid quality cases.
o Arrangement
of the information: Structuring the information in PODIO, bring to the membership all the information updated in an easy way to get.
To consider in the process of creating and starting the impletation of our next mid-ambition Evaluate our history and good practices:
Since it looks at past performance, historical analysis is not the optimal way to set a measurable goal. However, it is required to keep our essence and the GCPs to reply.
Define AIESEC Potential:
Measure the market potential and trends, account for the limiting factors that will keep AIESEC from realizing the entire potential, and determine the needs of our societies and the market penetration you are likely to achieve.
Redefine our market and its measure:
Nowdays Youth environment is constantly changing, marked by the trends of the technology and digital evolution. According to this reality, we need to redefine our market and adapting our process by product, customer type, knowledge field, geography, and some combination of these.
Add Adjustments:
Since AIESEC environment is dynamic, we have to apply rates of expansion (or contraction) to the static potential goal that we determined, this according to the variables that influence our system and the planning of different scenarios.
Identify and Quantify the Limiting Factors:
There are factors that will inhibit AIESEC’s ability to realize the entire potential. For this it is important to evaluate way we are choosing our Leaders, evaluate our Competition, the level of our Limited Resources, and Government plans and regulations.
colombia in
2020
Post-Confict: Colombia is a new nation with opportunities for all, with a government willing to make a lasting peace with focus on effective exercise of rights. The challenges of this trend are based on providing opportunities to generate necessary changes in a society that has more than half a century of conflict and AIESEC have direct responsibility considering our impact. Our opportunity is based on all initiatives in favor of peace that can be aligned with AIESEC like GCDP project development, peace talks and national alliances.
Shaping Colombia’s
Reality
Education: Education will be the most powerful instrument of social equality and economic growth in the long term, oriented to close gaps in access and quality education system, among individuals, populations and regions, bringing the country to high international standards and achieving equality of opportunity for all citizens view. AIESEC will have the opportunity to improve education with international standards. International mobility is critical and massive projects GCDP and GIP will be essential to achieve this.
Trade Agreements and economical challenge: The new global trends and the economic landscape of Colombia will allow the competitive development of domestic industries, innovation in new sectors and attracting foreign investment. Our opportunity is based on the product development and structuring of innovative projects IGIP
1
IGIP information is spread in many recourses that are not efficient when it comes to teach the network about WHY this program is being offered to the enterprises of our country. We count on a membership that is really motivated to go out and make AIESEC real, but the sales argument are not enough to achieve our goal according to the volume and the speed that we need to do it. Furthermore, we are still learning during the experience in how to deliver our program, fact that generates many quality cases and it is not sustainable to handle a bigger volume. The following drivers aims to encourage the potential of the program and overcome the main bottlenecks of the area in the next term:
IGIP real awareness IGIP results measurement Corporate Showcasing
IGIP processes and sales speeches memorization are the basis of the learning curve of the membership, which is good but it is also the reason of the slow results of the our sales since this lack of arguments makes the difference between trusting in a well-known Global NGO and working with a common student organization. For this reason, national IGIP management must focus on the research, identification and standardization of the impact of program as well as the measure of its results in relevant facts for the enterprises. Bringing the tools and a platform to the LCs that will help the network membership to learn why IGIP program exists and how sellers can add value during the sale and adapt the program according to the needs of each enterprise. This driver requires a strong synergy with BXP and BD areas to make it real.At local management level, LCs real awareness of IGIP relevance will allow the effective empowerment of the membership and specifically of the sellers, moreover the adaptation of the SDP in a practical way and the diversification of our sales.
Administrative and legal processes breakthrough
Faster sales
Doing a bigger IGIP only can be possible if we realize the huge responsibility of deliver a high quality service. For this, it is important to standardize the way we are delivering our program and focused in the CRM and CEM, understanding customers as all the stakeholders involved in the TN flow. For this, the national IGIP management must focus the efforts on define and standardize a minimums for managing the customers relationship . There also must be a legal educational program made by IGIP and together with the NST, the CSI and Finance area that will help the membership to become real managers of the program. At local manager level, the adaption of these standards will positioning AIESEC in our costumers minds as the first choice partner because of theefficiency of our processes. Moreover, the structuring of a trainee services center will encourage the CSI and the prevention of quality cases.
3
CRM and CEM standards Legal educational program Trainee service center
GIP Network Strengthening
Cooperations Follow up Business Intelligence EXPA encourage
s t c e j pro
2
AIESEC in Colombia has the responsibility to teach how to do a massive GIP in the whole network. In this way, we will be able to spread our impact and have diversified supply of high-qualified international talent a . Regarding this information, our level of negotiation is higher when it comes to generate international cooperations in the AIESEC network. The effectively management of each cooperation will give us the oppo rtunity to create the right demand for our TNs. The Coodelivery, more than a route, should be a policy and a process that we need to measure and report.Furth ermore, business Intelligence strategies will allow us to align sellers according to real data of the kind of profiles offered on the platform. For this, it is requir ed a strong synergy with IM area and the support of our MCVP O&I to manage the cooperations. At local level, each LC must be aware of the power of the network, also how to generate strategies that will encourage the performance of other partner LCs MCs according to the instructions given by the nation and al office. Moreover, IGIP membership have to under stand and start to empowered international cooperation that will leverage GIP impact to a higher level. s
GIP for exporting SMEs GIP for tourism sector Opportunities in Marketing Subproduct. It will help the enterprises to open markets around whole world.
Opportunities in Marketing, IT and Teaching Subproduct. It will help the tourism sector to be more competitive improving the way they deliver different services.
GIP for Universities
Opportunities in Teaching, Management Fields and ITs. Colombian universities must be one of our main partners because the education in the world is requiring competitive universities with a high-qualified staff and high levels of international mobility.
1) 2)
Sellers Effectiveness
Information for Sales and Sales arguments are rights but not enough to accelerate sales process. SDP is not implementing.
Volume Management Administrative and legal process are not that strong to support high volume projects.
3) 4)
main bottlenackes Customer Relation Management There is no standard and follow up to TN taker experience.
Cooperations and Codelivery
Steps are defined but not well implementent. There is a lack of communication and coordination between MC and LCs.
improvement process stranger 1) Synergy with BXP will allow iGIP strategies to improve the way external companies perceive AIESEC and our value proposal, it will give our seller sales arguments and awareness of the responsibility of the program. Showcasing and measurement of iGIP results are required to improve this process.
visitor 1) Define the standards of reporting measures and focus on CRM effectiveness.
customer 1) Complete legality documents and follow up each Trainee with a master tracking tool.
2) SDP improvement and adaptation according to each local reality.
2) Integration of the TN taker to the IPS
3) IGIP regional gala events, where our allies and potential partners are invited to share the results of the program and generate new partnerships.
3) Integration of Finances and Quality areas to the IPS
4) Business Intelligence strategies will allow IGIP areas to make an effective segmentation according to the EPs supply. 5) A real market research will give us a basis to modify our product in terms of prices and services that AIESEC could bring. Our product should be developed according to the needs of each enterprise. 6) Development of a sellers benefits system that will recognize the results of being a great seller. 7) Regional NSTs that will support and align the sales of the LCs according to the characteristics of each market. 8) Guarantee the consistent of the sales. NST tracking of sales and agreements according to the legal terms and conditions.
lead 1) Follow up of the cooperations and coodelivery. National communication improvement regarding the database of applicants. 2) Creation of external demand by promoting our TNs in different channels than facebook groups. 3) Current Trainees mobilization among cities and offering our TNs to trainees GCDP.
4) Follow up the conditions of work according to the JD every week 5) Follow up the satisfaction of the TN taker every week
promoter 1) Measurement of the results of the internship in the enterprise, analysis and proposals for the next internship 2) Showcasing of intern experience
high performance sellers The control of the sales force is needed to assess the degree of fulfillment of our goals both qualitative and quantitative. The IGIP LCVPs, as program director, have a responsibility to set a consistent goal followed by a clear plan that must be accepted by the team so it can be controlled.
The successful key to effective sales tracking is to make a real sales planning,which allows implementing an effective tracking process:
Set objectives
planning
How to teach membership to be be organized? We must convince them that this is the right rout to the progress of our work
and become IGIP area to the professional area that real markets are demanding nowadays. It includes the preparation of reports, routine part of mailings, rates and reports dating and continuously report their daily availability. We should establish a procedure manual so that all can act appropriately to the administrative level. The seller is the one who lives directly the market and we need to standardize reports to obtain more information.
Switch on control methods
Control tools should aim not only to measure whether the goal is done or not, but to evaluate the deviations in planned sales and obtaining market data that will help us to understand our products. One of the most important factors in the daily work of the seller and also not willingly accepted is the organization and planning of their work. The reason may be in a communication error when leaders transmit this task. It consists in tell them how to perform their functions day by day, which includes standard daily reports, files, agendas and routes. The best quality of the seller is to be organized, so we must teach and insist on it.
Set objectives
When IGIP VPs begin to set goals, it is advisable to involve the team in setting these goals since some of them deeply know the aspects and specific features of the area and also can provide us a number of interesting facts for execution. It is also important the fact of asking and motivates them. For monitoring to be effective, our goals must be Measurable, in the sense that we can measure their progress; Achievable with a reasonable chance of reaching them; Motivators, which means with a clear reason to get; Temporary, must be achieved within specified time and specific, so that we can clearly see what we can get.
Quantitative goals 1) Forecast sales or exchanges. 2) Forecast sales in pesos. 3) Forecast Subproducts. 4) Forecast sales by person. 5) Number of appointments. 6) Number of agreements.
Qualitative targets 1) Acquiring new customers. 2) Recovery of lost customers. 3) Development and introduction of new products. 4) Expanding sales channels. 5) Customer information. 6) Use of corporate image on the web.
Team meetings focused on performance.Area meetings in IGIP are fundamental to the implementation and monitoring
of these tracking tools and the LCVP IGIP must know how to drive in order to obtain good control, better information and give greater dynamism to the team. For this, it is necessary to accomplish the following steps: B) How to deliver an effective IGIP meeting • Introduction: compliance schedule and agenda. • Lead the discussion: focus on sales, review of the tracking tools and generate constructive discussions • Specify the subject of the meeting. • Drive the summary: You note agreements and • Organize the group according to each profile. disagreements. Summarize solutions. • Plan of the meeting, agenda order. • Conclusions: Get agreement, action plan and • Prevent the details and communicate in responsibilities for the following week, and generating advance. record of meeting. A) Preparation Phases
Tracking tools - administrative tools
1.
Clients Sheets Clients Sheets the seller has to follow daily accompanied by this type of document routes; in it the following data is collected: • Frequency of visit. • Date of last visit. • Number of exchanges. • Type product. • Observations. This will allow us to evaluate: • The elapsed time since the last visit. • Rotation of each subproduct. • The behavior of our product in that period. • Market trends.
3.
Expense account
This document may be weekly or together with the dialy report. To collect the costs incurred by the seller in a given time. It also allows you to check the degree of coherence of efforts, since the contrast of this information with that obtained in the report allow us to verify the accuracy of the data above. It must collect the following information: • Routes followed. • Observations.
2.
Dialy report:
It will be delivered daily to the VP iGIP; it aims to know the following information: • The daily activity of the seller. • Result of sales management. • The degree of coverage of the objectives. • New customers achieved. • Products sold. • Observations.
4.
Montly Report
The LCVP IGIP does this report, which is issued to MCVP IGIP once a month. Collects and summarizes the information provided by vendors with their analysis. Among the main points concerned are: • Analysis of the overall results of sales of the relevant month. • Qualitative targets of the month and compliance. • Result of the promotional activities. • Market situation. • Actions of local promotion. • Qualitative and quantitative goals of the following month. • Market trends.
During the current Government, competitive improvement of the country is one of the main mechanisms of the National Plan that will promote efforts to develop social initiatives of youth strategies, the strengthening of ITs, the development of Specialist Logistics Infrastructure, Transport and tourism improvement, the Strategic Agreements for Science, Technology and Innovation, among others. According to this scenario, there is initiatives and startups that have the potential to work with AIESEC in different fields according to the city. Many opportunities to propose a professional service and projects that will help to add value in different markets to make them more competitive.
PROGRAM FOCUS Opportunities
Exporting SMEs: Exportation of products increases in 7,8% to Latin America and Europe. Exportation of food, machinery and technological equipment. A lack of marketing research and processes improvement demands profiles with a high awareness of the world and the market trends. IT market: According to IDC, between 2003 and 2013 the market for software & IT in Colombia has grown 5 times its size. Hardware production keeps dominance in the technology market with 59% of the total market share, then services with 29%. The main IT services in Colombia are related to Outsourcing Implementation & Support, requiring international talent to bring new ideas and processes improvement. Services and tourism: Tourism is a dynamic, high-growth sector. The arrival of foreign travelers to Colombia spent 1.59 million in 2012 to 1,730,000 in 2013, with an average annual growth of 8.5%. This value represents more than twice the world average and is one of the highest in the region. New startups are taking advantage of the opportunities, bringing services for hotel development focused on improving and extending the health of people. Development thalassotherapy centers, spas, and wellness centers, requiring international profiles for developing strategies of brand positioning, market research and costumer services. Educational: Universities and educational institutes must be our main allies. As a business, universities besides its educational processes also have administrative processes that can be improved, especially the improvement of the technological infrastructure where the supply of IT and Marketing profiles can be adapted to solve these problems and make them more competitive. We need innovate finding new ways to deliver our impact according to university’s needs.
Changing our behavior and make a TN takers research
Asking the opinions of our former and current TN takers will help us identify issues that caused TN takers to leave us, and how to best correct these problems and planning new proposals and compromises. We can do it using corporate customer service surveys and by contacting them directly. It is important to prepare to accept honest and hard criticism regarding our performance. We shall avoid the urge to be defensive about AIESEC, realize and accept responsibility and take all feedback as an opportunity to improve. 3) IGIP Program Reborn 1) Product Development and CRM focus 2) Create Purchase Value TN takers stop buying from AIESEC for a variety of reasons not related Regarding the previous reseach, AIESEC can customize and Increasing the value of our program can encourage former TN takers to sales performance or product offerings, including disinterest or just offer temporary discounts on our products and services that can to rejoin AIESEC and potentially make new agreements. To raise the value they forgot our value proposal, and no new sales discounts or products attract lost clients and customers back to us. This will give us new of our program, we need to provide warranties; real support, real analysis of can bring them back. For this reason, we need to concentrate efforts to opportunities to impress the TN takers with improved service the needs and customized can increase program value for consumers. win back TN takers taking advantage of the digital strategies and brand experiences and product offerings that can turn opportunities hunters Higher program value can even allow AIESEC to increase prices while still positioning giving a new change to the TN takes to discover AIESEC as into our loyal customers. Our TN takers could just easily migrate away, gaining additional TN takers. When program values are high, TN takers show an organization with different process from 1999. IGIP events and but this should motivate us from continuing to offer quality products increased willingness to pay higher prices. measurement of the results of the program can positioning our brand and services. and make the former TN takers to realize the relevance of the organization.