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Country analysis of Q4 By MC Shockwave
Goals year progress
> 50 % of term
Total X realized Q4 2013:
40
Total X realized Q4 2012:
35
So far, we have achieved around 32% of our
yearly results. Taking into consideration that we
have passed through 50% of our term (by days),
we are behind. Looking at results of the last year,
we achieved 35% or our yearly results by this time
so we are approximately the same. What it
means though is that we still have 400X ahead of
us, which means each next Q would need to be
as big as first half of the term. Are we aware of
that? Are we ready for that?
In terms of plan fulfillment,
our most successful area is
OGX, being able to reach
100% plan fulfillment in both
programs!
GIPi is the weakest program
in Q4.
Comparing to last year, we
have improved the plan
achievement from previous
Q , still it is 8% less than last
year.
GIPo: 100%
GCDPi: 53%
GCDPo: 100%
GIPi: 28%
Total plan fulfillment Q4:
67%
Last year Q4:
75%
20 7 18 15 20
7 5 8
114
158
65
258
GIPo GCDPo GIPi GCDPi
Plan fulfillment
Plan Q4 Reality Q4 Year plan
Driver Q plan fulfillment
LC plan Q fulfillment
Comparing to the previous quarter,
we actually have two LCs achieving
or overachieving their plan-congrats
to LC Banská Bystrica and LC Košice
When it comes to plan fulfilment in
GIPo, LC CU reached 120% of their
goals of this quarter, which is great.
Thank you guys for your contribution.
What is interesting to see, is the fact that the
MC has a quite strong contribution when it
comes to GIPo Re-in total it was 5Re this
quarter. This is mostly for the partnership with
Belgium or previous MC members being
realized.
Comparison to last year
2012-2013 Q3 13-14 Q3 Growth
GIPo (Re) 13 20 54%
GCDPi (Re) 6 8 33%
GIPi (Re) 11 5 -55%
GCDPo (Re) 5 7 40%
35 40 14%
0
10
20
30
GIPo GCDPi GIPi GCDPo
12/13
13/14
This year Q4:
Absolute growth: 5X
Relative growth: 14%
Last year Q4:
Absolute growth: 4X
Relative growth: 13%
Right now the question in terms of results is GIPi and its
big drop we have been seeing. What is the main reason-weaker account management, lack of subproduct knowledge, wrong market segmentation? In terms of success factors for this quarter-we are becoming more efficient, matching more, faster, which leads to a very good plan achievement especially in GIPo.
Quarter 4 was extremely successful when it comes to OGX programs. We managed to fulfil the plan for both and keep GIPo growth rate of 54%, having in mind 5% as a global average. We could see growth as well in GCDP
programs. However, looking at absolute numbers-overall we can call them very small. This means that Q4 is not the right time to plan huge growth in terms of absolute numbers, mostly due to school timeline. This Q does not provide a big space to catch up with our gaps and grow vastly.
Even though the performance of Q4 is again higher comparing to
previous years we should always strive to be as good or even better
than we planned to be.
We are not growing fast
enough •What we need to realize is that we need to achieve 200X each
quarter ahead of us-making them bigger than any peak we have ever
seen. We need to be prepared in terms of capacity, process
optimization, HR and we need to raise and match like never before.
Country results + growth in GCDPi + growth in TMP/TLP + growth in GIPo Ma + growth in GIPo Re
+global top 4 GIPo Ma growth +CEE top 3 GIPo Re growth +100% plan fulfillment in OGX Internal processes + Member Retention rate + LEAD program for MC
+ Clarity of Why initiative +MC communication (newsletter, SKIA wiki, fanpage, weekly mails)
+Youth to Business product delivery +New potential sales (J&T, Profesia) +Customer Experience Management focus International positioning
+ MC facilitating in Austria +MCP chairing a global subcommittee +strategic GIP summit in CZ attended +CoW program as a global GCP (Kazachstan, Morocco, CZ, Greece)
Other + LCs alignment (LIC, RCTM timeline) + progress with MC legality + delivery of DARE
Successes
Challenges Results - Growth rate
- Tea at 5 realizations - GIPi constant drop
- GCDPo raising
Internal processes - GIPi sales activity - losing VPs -> LC and MC level
- lack of transition/preparation in
LCs
- LEAD program management
(facis)
- MC revenues + finalcial model - BIG AIESEC initiative
Others
- Youth to Business
attendance
- Košice situation
Pipeline building
218 X in Q1 (replanned) 125X in Q1 (original)
Taking into considerations our matching rates
for all programs, we still need to raise, match
and realize extra 71X in and realize all forms
we have in our pipeline in order to achieve the plan until the end of EB term.
One noticeable thing-our matching rates in
GIP have improved by more than 10%,
whereas GCDP rates have been dropping quite significantly.
Plan Q1 Gap Existing pipeline
Need to RaMaRe in Q4/Q1
GIP o 28 15 25 (44% MR) 18
GCDPo 21 24 11 (69% MR) 34
GIPi 17 22 12(39% MR) 27
GCDPi 59 32 99 (66% MR) -8
MA AV
11 30
7 5
5 17
64 53
Goal for Q4:
218X
If we matched just 72% should we expect just 72% of realization coming during this Q? Or what should we do different in order to manage our pipeline for this Q, fulfill realizations and build strong legacy for Q1? Which process is bottleneck in your performance? And don’t forget that there is GAP in most LCs, how we can encourage collaboration us as a country so we can reach results together? What should be the program where you have potential to overachieve results? Some LCs are struggling in processes and performance, what are you doing to make our country better?
Plan Q4 Reality
Ra 179 146 82%
Ma 150 108 72%
Ma rate 84% 74%
Focuses for Q4: January February March
Final GCDPi matching for winter peak with partner countries
GIPo matching of all current pipeline in the system
OGX + ICX raising for June realization and summer
pipeline building
GCDP winter peak realizations and scale management
New members
recruitment
Final sprint of the 13/14 EB generations
Majority of the
transition activities delivered to new EBs
Realizing everything we got
Building pipeline like never before
All in all Q4 brought a lot
of results our country
didn’t have before for this
time period and we have
improved a lot in Ra and
Ma efficiency. This gives us
a great base for many
fantastic things we are
capable to do next. Now
it’s time to put all our
efforts to the right focus
and start thinking
differently. Start thinking
big, because we need to
become big. Bigger than
ever. We truly believe that
this is the year, this is the
period where we break
through our limits and
become unstoppable..
We can impact our
people, our country and
to get desired
development which will
lead to success and pride
as an amazing AIESEC
country.
Thank you AIESEC SKIA for Q4!
Yours,
MC Shockwave