iGIP Evolution NST Application Booklet AIESEC in Hong Kong | Business Development Team 14/15
Why are you here?
Because you’re curious about iGIP in Hong Kong Because you want to know where we want iGIP to go in the future Because you’re interested in being part of the driving force to make this happen!
Ambition
Current State
Strategic Evolution
Drivers
OUR AMBITION
MoS! 169 Realization
Productivity! >1.0 in LC level
Standard&! Satisfaction! NPS 40
OUR AMBITION Sub Product Development! Focus on targeting areas in: Marketing | Business Administration | Education
MoS! 169 Realization
BD Portfolio Developed a portfolio encompassing Youth Summit | iGIP | CSR Product
AIESEC International BD CoSales ! Together with AI BD Managers, AIESEC in HK is working to raise Global Exchange Partnerships in HK.
OUR AMBITION NPS for Companies! AIESEC in HK selected as one of the 15 pilot entities to implement NPS system for Companies!
Standard & Satisfaction! NPS 40
Customer Centricity Additional focus in EP&TN service delivery to create Promoter of our GIP experience and generate new Customers
International Saturdays! LC based events to connect AIESEC Interns to the local environment in Hong Kong
OUR AMBITION
Productivity! >1.0
TM x iGIP Synergy! For our Members to learn, we set a goal so that 1 member in IGIP will contribute in creating 1 professional internship experience in Hong Kong
Reward and Recognition Additional focus is put into recognising LCs with a high level of productivity
CURRENT STATE Role of Business Development in MC is categorised into 4 parts:
Partnership Management
New Sales and Delivery
Regional Market Exploration
LC Empowerment
CURRENT STATE Partnership Management Objective: To deliver 200% of the promise we made to our Partners ! Global Exchange Partners: Euromoney | EF Education First National Exchange Partners: Pfizer HK | Johnson & Johnson | Digacor | InvestHK | State Street Asia ! Partnership management involves: Contract signing | TN Raising on system | Opportunity promotion | Candidate shortlisting | Visa processing | Intern reception service | Constant communication | Service Evaluation | Re-raise/Upscale ! Currently all partnership management handled by the MCVP. In Session 13/14 National iGIP Revenue contributed up to 21% of the total MC revenue.
CURRENT STATE New Sales and Delivery
Objective: To expand the impact of AIESEC to more companies in HK and create more opportunities for young people to experience working in HK ! At MC level, there are few MNCs currently in progress. ! Leads are generated through: Networking Events | Alumni referrals | Partner referrals | GEP Expansion
CURRENT STATE Regional Market Exploration
Objective: Together with AIESEC in Australia and Singapore, we are exploring the possibility of raising Global Exchange Partners in Asia Pacific region. ! AIESEC in Hong Kong is selected as the focus entity to expand the market in Asia Pacific. ! Currently the MCVP BD is working closely with AIESEC International in co-sales activities. ! The AI BD Manager will be conducting sales in Hong Kong later this year.
CURRENT STATE LC Empowerment
Objective: Provide the needed skills and training to LCs for them to create GIP experiences through their members. ! Currently due to lack of HR and capacity at MC level, there are challenges in finding time and resources to conduct a full scale training to the LCs.
Strategic Evolution
Strategic Evolution #1 iGIP Customer Flow Expected Outcome: ! - Increased Matching Rate - New Product value for companies in the new GIS ! How:! GIS will streamline the Sign-up, Matching and Realization process according to the new Customer Flow. Opportunities will be far more accessible to the network. The GIS will allow greater company exposure with customisable company pages.
Strategic Evolution #2 NPS for Companies Expected Outcome: ! - Increased Re-Rasing rate - Referrals from current partners into new partners - Business Intelligence on promoter/detractor issues from Company perspective ! How:! AIESEC International will update us on the detailed implementation strategy.
Strategic Evolution #3 iGIP Internal Comms Expected Outcome: ! - Increase LC productivity - Increase in TMP satisfaction and motivation ! How:! Through the national internal communication channels, an iGIP focused message will be delivered to the entity. Highlight key success stories of individuals in creating powerful iGIP experiences.
Strategic Evolution #4 Sales Summit Expected Outcome: ! - Increase LC productivity - Improved sales talent pipeline ! How:! TM and iGIP co-deliver a training campaign to enable TMP to become successful sales in the entity.
iGIP Drivers Bringing impact to Corporates
iGIP Drivers
General Introduction to the Role The Business Development team is responsible for ensuring financial sustainability of the national office, contributing to the achievement of GIP growth of the entity with Multinational Companies & Small to Medium Enterprises, and engaging current and prospective partners with AIESEC through virtual and physical spaces.
! The team will be responsible for the management of some of the largest National Partnerships. The team will be doing new sales (clearer JD between the positions explained in the next slides).
! Each year the amount raised by the National BD team is over 330,000 HKD in each financial year.
! The BD team looks for opportunities to increase the involvement of current partners in AIESEC and manage their profile within AIESEC network.
iGIP Drivers
Looking for those who are‌ Extensive understanding of AIESEC and AIESEC’s strategy
! Sales and Account Management experience and result
! Good overview of international business issues and trends
! Understanding operations of the corporate, non-governmental and foundation sectors especially in areas of Human Resources, business development and CSR/sustainability
! Independence, persistence and personal initiative
! Innovation and creativity - ability to find solutions in unfamiliar situations
! Planning and scenario building skills
! Good understanding and experience with exchange processes preferable
iGIP Drivers
Two types of Responsibility National Partnership Manager
New Sales and Delivery Manager
Contract Delivery of the Partnerships assigned (internships, conferences, online, publications).
! Global Talent Programme Delivery: Internship promotion, short listing, manage communication with LC responsible for reception.
Pursue mature or emerging markets for BD in high growth industries.
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Ensure engagement and presence of partners at relevant events and virtual platforms.
Tracking, follow up and closing sales with past and current prospects.
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Develop the strategic employer brand of the partners in the AIESEC network
Developing and Selling both existing and new products.
! Look for opportunities to expand the current relationship to larger National partnerships.
! Sign new partnerships for MC.
iGIP Drivers
Application Procedure Only the application for “New Sales and Delivery Manager” is currently available! !
There are 3 parts to the Application Procedure: !
1. 2. 3.
Basic Information General Questionnaire Position Specific Questionnaire
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Please answer the questions in A4 pdf format with the name “AIESEC in HK_NST 1415_*your name*” and send the application to applications@aiesec.hk !
Deadline of Application: 12th September 23:59 (GMT+8)
iGIP Drivers
Application Procedure Basic Information:! - Name - LC - AIESEC Experience - Conference Experience
! General Questionnaire:! What is your motivation in applying for this position? What will be your unique contribution to AIESEC in HK What is your plan in AIESEC after taking up this role?
! Position Specific Questionnaire! - AIESEC’s core product is the Global Talent Programme. What is the value they offer to our partner? To the AIESEC network? - What are the 3 most important criteria in order to establish and grow a successful National Exchange Partnership? - You have the major task of re-negotiating an exchange partnership with one of our national partners. How would you communicate the “why” of the partnership with AIESEC?
Become the Driver of iGIP in HK
AIESEC in Hong Kong Business Development Team 14/15