10008296 Company Meetings - Strategy Structure

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Strategy and Structure


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TABLE OF CONTENT

INTRODUCTION WORDS 4

THE PARTNER ID 5

THE NEED 5

THE EXPECTATIONS 5

THE FIRST CONTACT PERSON 5

THE FIRST CONTACT MEANS 6

The Phone 6

The Letter / Fax 7

The Email 8

The Show-Up 8THE COMPANY REPRESENTATIVES 8

THE AIESEC REPRESENTATIVES 9

THE SALES MATERIALS 10

THE TN/EP FORM EXAMPLES 11

THE MEETING STRUCTURE 11

Introduction 11

Salutations 11

Yourself 11

The Business Cards 11

Icebreakers 12

The Company 12

AIESEC 13

The History 14

The Structure and Reach 14


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THE APPROACH 16

The Enabler versus Supporter Approach 17

The Marketing versus the HR Approach 18

The Managing Director versus One of the Top Managers 19

The Cash versus In-kind Approach 19

THE MEETING FEEDBACK & EVALUATION 20

THE FOLLOW-UP 21

THE LAST PIECES OF ADVICE 22

THE SELLING FLOW 23

Appendixes 24

Partner ID

Introduction Letter Corporate

Introduction Letter Non-Corporate

Sales Materials

TN/EP Forms

AIESEC in NumbersThe AIESEC Way

The AIESEC Brand Experience

The AIESEC Experience Stages

The AIESEC Experience Principles

AIESEC 2010 Scorecard


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INTRODUCTORY WORDS

Hi! My name is Vincent and I have been working for External Relations in AIESECsince I joined. At the beginning of my ER leadership career as a responsible for thatdepartment in my LC, I did not benefit from any transition of any training (I got therein the middle of the year because my VPER left on an Erasmus Exchange Program).Therefore, I did a lot of mistakes at the beginning not knowing anything about ERPrinciples, Company Listings and so on.

Now that I am in Rwanda, I have been rethinking about it because I will have to makea transition myself. I then decided to write down some things about what I learned inthe way to contact companies and to sell AIESEC.

However, what was originally a project of a few pages ended up to become nearly anovel. I am sorry about that, by the way! But I think you might find a lot of usefulthings in this document. At least I hope so! And you might also benefit from theexamples and what you may find in the appendixes.

If you have any comments, please let me know so that I can update, complete, adapt,

change or add examples to what you may already find in the too-many followingpages.

I hope you will learn from it and that I will have contributed and helped a bit to thesuccess of your selling process.

AIESECly yours,

Vincent


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THE PARTNER ID

The first thing to do before contacting a company is to gather as much information onit and on its sector and environment as possible. You should at least be able to fill inthe document provided in the appendix 1. Of course, depending on the reason forwhich you contact the company, you will want to find out more it according to yourmain purpose.

Also try to gather information about their recent history that you might find in thelocal, national or international newspapers, depending on the scale of activity of thecompany. By knowing that history, you may find out how the company wants to applyits strategy and vision.

Never forget that information is a strategic weapon! The more you have, the bestprepared you are and the bigger the advantage you have on the company is. It oftenhappens that the company does not know a lot (or anything) about AIESEC and thatit will not try to find out before you meet them. Therefore, you have a huge advantageby possessing that information.

Beside, try to show the company that you did your homework and looked for thatinformation by talking about one of their specific and original products or by pointingout some recent or historical facts or something concerning the organizationalstructure (locally, nationally or internationally). This will show them that you take themeeting seriously and that you act responsibly and professionally even though youare from a youth driven association.

THE NEED

Gathering all this information will allow you to discover one of the most importantthings to study in marketing: the need. Usually, once you found a real need for thecompany, you will just have to use it properly and you should be able to sell whateveryou want to it. The more needs you find, the better. And you will be able to set up astrategy according to these needs. But be sure that the needs you are setting up yourselling strategy on are real needs for the company. You have to look at the situation

through the companys eyes.

THE EXPECTATIONS

Once you have identified the company and its needs, determine the expectations youhave from the meeting Set up several goals that you want to accomplish before the


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thereby the Human Resources, Finance, Marketing, Project Managementdepartments of the company. Therefore, the Managing Director is the person you

should try to see so that he can direct you to the most adequate people to talk to oreven take care of the partnership himself/herself. Still, having the support of theManaging Director when working with a new partner is a very important asset in thefuture negotiations.

THE FIRST CONTACT MEANS

There are several ways to get an appointment with the Managing Director of acompany or with one of its Top Managers, depending on what and how you want tosell (see The Approach, hereunder). The mean used depends also on the countryyou are in and on how things are usually done in that country. Each mean may alsobe used differently than what is explained hereunder according to the country andculture that are considered.

1. The Phone (method used in Belgium)

The phone is a very easy and common mean of contacting people and companies.However, it may also be dangerous if badly used. Indeed, like every other firstcontact mean, the telephone should only be used to get an appointment. It has to beas short as possible. Around one minute is the average duration. At the end of thatone minute, you should have an appointment that may last between 30 and 60minutes. Here is an example of phone communication.

Receptionist (Name of the Company)

AIESECer Hi! Could I speak with (name or function of the personyou are trying to reach, always try to get the name, ifyou do not know it, ask it to the receptionist)?

Receptionist What name shall I give?

AIESECer (Your name) from AIESEC.

Sometimes, the receptionist ask you more questions about AIESEC andthe reason for which you are calling: Stay as brief and straight to the pointas possible.

Manager Yes


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to get the name and the direct phone number to confirm the appointmenta few days before the actual date.

And by doing so, you should get an appointment in one minute. If the Manager asksmore about AIESEC, answer the question directly and truthfully but never lose thefact that you call only to get an appointment. NEVER sell anything on the phone! Thefact that you cannot see the person and that he/she cannot see you plays a lot in theconversation and makes it easier for him/her to reject your proposal even if theywould benefit from it.

If you find this method too direct or anything else and you do not feel comfortablewith it, do not hesitate to adapt it! The most important thing is for you to be at easewhen you call or sell. Just note that when I was trained to use this method, I firstthought it would not work and did not feel very comfortable with it. However, since myold method did not result in a satisfying amount of appointments, I tried. And I directlysaw that this method has a more-than-75% success rate.

A method that is often used is to write down your text or keywords of what you aresupposed to say during the phone call. However, if you choose to do so, payattention not to sound like reading! It often gives a monotone sound to the voice thatwill definitely bore the person you are talking to. The best way to know what to say isto do simulations and to practice. After a while, the words will just come out withoutfor you to have to think anymore. Practice is the best exercise.

2. The Personal NetworkA personal network is something very valuable that people do not always think, wantor dare to use. It consists of friends, relatives, acquaintances or any other people youknow and who relate you to people you would not have the opportunity to meetotherwise.

AIESEC is designed as an international networking platform; be it with otherAIESECers or with company representatives. Furthermore, one of the principles of

the AIESEC Experience is all about personal and professional networking. Moreover,connecting people to each other is part of the essence of humankinds life andinteractions.

Network facilitates these interactions as well by playing the middleman part whileconnecting other people. This is also valid in the professional life and especially with

l ti i th f i l ld h i ht l k th t k id


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advised to sell anything using the letter/fax. The information should not be too precisebut the letter/fax should still go straight to the point. Never forget also to put a subject

to the mail and pay attention to what it is because if the subject is not to the liking ofthe addressee, he/she might not even read further. Some examples are given inappendix.

The most important thing about the letter/fax is the follow-up, be it by phone or byshowing up to the company and see whether the letter/fax arrived to the addressee(Managing Director) or not. When you check it, mention that you sent a letter/fax froman international organisation called AIESEC, mention also the date on which you sent

it and the names that were mentioned on it so that they have enough information tofind it and remember what is was about. Mention as well that it was to request for anappointment. Do not get desperate if you have to call or show up many times beforeactually receiving an answer. This is the main problem with this first contact mean,letters often get lost or misplaced in the frequent very bureaucratic organisations oftoday.

4. The Email (method used in Belgium)

The email is preferably not used before the actual meeting. It is even often seen as afailure when a company asks for you to send more information by email. However, doit anyway and do not forget to follow-up and call, show up or send another email tocheck whether the information went through or not.

The email must once more go straight to the point and should be as short as thephone call. People never read long emails! Pay also attention to the subject of youremail. This is even going to determine whether the addressee is going to open theemail or not.

5. The Show-Up

The Show-Up may be a very powerful instrument. You may use it to request for anappointment and may even end up meeting that person directly. Therefore, never try

to show up is you are not ready to meet the person and if you are not presentable assalesman/saleswoman.

Even if you use it as a follow-up, be very careful that it might happen that the personyou have been trying to contact might be available at that very same moment. Youshould than have all the knowledge and material to do the company meeting. Never


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THE AIESEC REPRESENTATIVES

Beside the fact that the AIESEC members part of the ER Team should have ordiscover in them a high potential in Sales and Marketing and have a good and cleanpresentation, there are also other requirements to fulfil if you want to be a goodseller. The best case example would be to sell a fridge to an Eskimo; however theethics in doing so would be very questionable.

First, never forget that in a meeting, the first thing you sell is yourself! And it is eventruer with AIESEC where you are the best example of the AIESEC product: themember. Never hesitate to take yourself as an example to show that what AIESEC

does is real and impressive. Being young does not prevent from being talented andprofessional! Even if some companies tend to think so, always show them subtly,politically correctly, diplomatically and politely that they are wrong.

Second, know your product and believe in it! As I have just said, you are the perfectexample of the AIESEC product achievement. It means that believing in the productis equal to believing in yourself and in what AIESEC has brought you since you

joined the association. If you are not convinced that joining AIESEC is a life-changing

experience giving practical learning opportunities allowing to discover and developyour potential and the world and that by contributing in the development of ourmembers, AIESEC contributes to the development of our communities, do NOT try tosell it! Maybe you need more time to realize how AIESEC can work for you But ifyou recognize your own experience in these few words in italic, that you areconvinced that AIESEC played a major part of it (still it is you who played the mainpart) and that you succeed in putting it into clear and sensible sentences, than go for

it and sell it to anyone who might be interested! Be it a company, a government, anNGO, a friend, your relatives, a stranger in the street or anyone else, sell it andpromote it only if you believe every word you are about to pronounce.

Then, it is always a very good idea to make simulations. By simulations, I do notmean going through the company meeting in your head and think about variousscenarios. You will never think about the one that you will actually face since thereare some company-specific realities you are not aware of. Furthermore, thinking doesnot make possible to practice the body language, which represents a bigger part ofthe message in a conversation. And to conclude, thinking is very different thanactually speaking in front of person, even if it is yourself looking in a mirror. Bysimulation I mean actually speaking, preferably in front of someone else (severalpeople is even better) and test your convincing power. Then, get a feedback fromthat person to see what you should work on before the real company meeting, even if

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representative is dressed with jeans and t-shirt, the jacket and tie may be too muchand may even intimidate or annoy the people you are meeting. This dress code

sometimes depends on the kind of company you are going to. Publicity companiesemployees are often dressed cool whereas bank employees are very smart. Do notoverdo and do not appear too much confident. Be yourself and feel comfortable butnever forget that you are the first image that the company will have of AIESEC.

THE SALES MATERIALS

The Sales Materials are supports that you may use during the company meeting. Itmay be a brochure, an Annual Report, a folder, a few pages, a PowerPointpresentation or anything else that would add visuals to your words. You may findsome examples of Sales Materials in the appendixes.

To design these Sales Materials, you have to be sure that it fits the AIESECInternational Brand Policies and is Brand Aligned. To do so, you have to follow a fewprinciples like colour codes or specific polices and make sure also that the content

reflects what AIESEC is really about. You may find information on this in theappendixes. You can also find a filter tool in the Brand Experience toolkit that mayhelp you to assess whether your material or even projects are brand aligned or not.

Being brand aligned is very important for the consistency and clearness of the imageAIESEC spreads to the external world. It also differentiates AIESEC (as you can seein the Brand Experience toolkit in appendixes) from other organisations through itsalignment reflecting a strong professionalism as it strives for excellence. Indeed, it iseven more important as part of an international network striving for a strong andrecognised brand and a clear and consistent external positioning.

In the 90s, AIESEC got nearly closed because of, among others, a lack ofconsistency throughout the network when it came to its external image andpositioning. Indeed, countries were definitely not aligned and each of these wereseeing AIESEC differently and, worst, were explaining AIESEC to the outside worldin different ways. For this, the Brand Experience (formerly, Brand Promise) and theAIESEC way (formerly, AIESEC identity) was standardized and implemented in every

country at the beginning of the years 2000. Since then, AIESEC is still working on theimplementation of these common principles that have been designed and agreedupon by all the countries during a legislative meeting at an international conference.

Furthermore, what makes AIESEC different from other student clubs or organisationsis, among others, our professionalism (striving for excellence) and mature behaviours


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THE TN/EP FORM EXAMPLES

One additional material that can be useful to prepare and bring at company meetingis an example of an EP profile and the TN form it was matched to. That way, thecompany can better understand what the details are that needs to be put in the formsand which kind of information they can get concerning EPs.

Furthermore, try to use realised forms that fit the organisation you are going to. Forexample if you go to sell the exchange program to a bank, take a form matched witha bank for example. Sometimes, it is even possible that we already work with thisorganisation. Therefore, it is also better if you can find a form on the system from that

same organisation (even in another country, usually, the internal processes are thesame worldwide).

Still, be careful. Pay attention to the forms you bring. Some information should notappear on the forms you hand out to the organisation. Indeed, it is better not to showwhich organisation it is from (not giving the name and contact details). This has adouble effect: it avoids to bother the organisation when talking about one of theircompetitors working with us, and it also shows that we are professional and do not

just use company names and details and give them to everyone (for confidentialityissues). You can find in appendix a form that can be used to present the forms tocompanies (all that is needed is to copy paste the content of the TN/EP forms in thedocument found in appendix).

THE MEETING STRUCTURE

1. IntroductionLike in most of the conversations in life, the way the meeting is going to happendepends on the first minutes and the first impression. Even if everybody knows firstimpressions nearly never teach truth about someone, most of the time, people stilltrust the first impression. Therefore, it is very important to make a good firstimpression during the small time of introduction.

a. Salutations

It might seem silly but salutations are one of the requirements. Salute every personpresent in the room and, if possible, try to address each person with their name.

b. Yourself

After or during the salutations, present yourself. Each AIESECer should present


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return the move since the company representatives take the initiative to provide theirbusiness cards.

d. Icebreakers

Since you are more likely to be stressed for our meetings, icebreakers may help youto overcome that stress. On the other side, it may also set up a cooler atmosphere forthe whole meeting. Laughs are amongst the most powerful ways to relax a situationand to establish a more informal link between you and the company.

However, laughs are not the only way to break the ice. For example, if you happen to

learn that the person has studied in your school or university, comes from a foreigncountry you know a lot of, turned to live next to your house when you were a child oranything else, try to come up with it at the beginning of the conversation.

Here is an example of icebreaking conversation that happened to me during my stayin Rwanda. We actually found out that the friend with whom I was going to themeeting with the Managing Director of one of the main Rwandan companies used tolive next-door to her when he was a child, played with her children and even that she

drove him school together with her children. We also found out that one of herchildren was currently in my own country in a university and city I knew quite well. Wetherefore had a way to break the ice to talk about personal fields and make thesituation less formal. Furthermore, at the end of the meeting, after the presentation ofAIESEC and having determined how we could walk together, she came back with theicebreaking conversation herself.

However, pay attention to the reaction of people when you talk about personalissues. Some do not like it at all! In that case, it was a woman talking about herchildren. And this is often a good thing. Furthermore, it was my friend who talkedabout it! I did not intervene in the conversation until we talked about the son studyingin my country. But be very careful with family issues.

Last but not least, do not spend too much time breaking the ice. Otherwise, you mightend up falling in very cold and troubled water and have difficulties to appearprofessional enough and make a transition between personal and professionaldiscussions.

2. The Company

Before talking about AIESEC, talk about the company. People like talking aboutthemselves. And this will introduce the company in the discussion. If you start directly


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you think so and tell them why you think so (new products brought regularly on themarket).

Also, talking about the company might give you the information you did not find inyour previous research. You may ask direct questions about their employees (mainbackground, amount), their activities, their scale (local, national, regional,international) You may also verify your information and show them that you didyour homework.

When you do so, pay extremely attention to everything the company is going to say.The best thing about what they are going to say is that you might have the possibility

to use it when talking about AIESEC. For example, I once had an HR Managersaying that in their recruitment, her company was looking for people showingintegrity, being proactive, with the ability to manage several types of tasks (multi-function skills) and willing to innovate Does it ring a bell? These are exactly thekind of competences and skills that AIESEC develops in its membership. I just had touse her words and remind that it was exactly what she was saying a few minutesago.

Furthermore, if you can use some studied statistics to back your arguments. Forexample, it has been shown that a student having followed experiences like the oneprovided by AIESEC during their studies are on average 2-to-5 times more efficientand proactive than other usual students.

Beside, it is also the opportunity to assess the company knowledge and historyconcerning AIESEC. Sometimes, the company representatives know AIESECbecause they participated as students or worked in another company with which

AIESEC was working. Start by asking the person if he/she has ever heard of AIESECbefore. If he/she has, start by saying: As you already know and introduceAIESEC anyway. Things may have changed over the year since they last heard ofAIESEC. For example, I had an Alumnus who was talking about his experience inAIESEC and how it was structured and I noticed instantly that the situation hadchanged a lot. Furthermore, AIESEC wants to evolve and improve every day. Youthen cannot imagine that the association is the same than in the 1950s.

Next to this, even if you are talking about the company, never forget that you are theone supposed to lead the conversation. You must direct the company to where youwant it to go. You have to follow your structure and never let the control pass to theother side.


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a. The History

In the history, talk about the fact that AIESEC got created in 1948 in Europe to

establish peaceful links between the countries having participated to the SecondWorld War. Mention also that it was the initiative of a bunch of students coming fromsome of those countries and that it still is an association driven by youth for youth. Atthat time, the solution that was found concerned an exchange program allowingfinishing students to make a traineeship in a company abroad which is still one of themain activities of AIESEC. It allowed understanding and sharing ideas andinformation between different cultures and between the divided countries that

suffered from the worldwide conflict.

b. The Structure and Reach

This section allows you to explain briefly the structure of AIESEC. Mention that theAIESEC International office is in Rotterdam coordinating all the National Committeespresent in the 90 countries where AIESEC is present. Next to that, we are alsopresent in more than 800 institutions of higher education where AIESEC isrepresented by students operating locally, gathering thereby around 27.000members.

c. The Nature

The nature of AIESEC is also very important. It shows that we are youth driven andthat we do not try to do profits. Next to that, we are non-political and independent and

do not discriminate on any basis. This assures that AIESEC does not take any part toadvantage anyone according to any criteria unfavourably to another individual orcommunity.

d. The Role

By explaining the role of AIESEC, you show what AIESEC stands for, what it has

been providing since 1948 and how it intends to interact with the society.AIESEC is the international platform for young people to discover and develop theirpotential to have a positive impact in society.

By developing individuals, we contribute to the development of our communities withan overriding commitment to international understanding and cooperation.


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f. The Values

Naming the AIESEC values and explaining them very briefly, if necessary, might alsoshow another aspect of what AIESEC stand for. It also gives you the opportunity tolink the sales meeting with the AIESEC Identityand the AIESEC Brand Experience.

The AIESEC Values are:

- Activating Leadership

- Enjoying Participation

- Living Diversity

- Acting Sustainably

- Demonstrating Integrity

- Striving for Excellence

g. The AIESEC Experience Cycle

When mentioning the AIESEC ExperienceCycle, do not forget that it is the mainprocess used in the organisation worldwide.This is how the members are developed andacquire the practical knowledge that thevarious AIESEC experiences andopportunities provide them, and what makesthe partners appreciate them specifically.This is a good time to mention that you arethe example of this AIESEC process throughwhich members go.

Describe then briefly every step of the cycle and what the member is going to dopractically and concretely to discover and develop his/her potential. You may also

use the Experience Principles. You shall find these principles and an explanation onthe different stages of the AIESEC Experience Cycle in the appendixes.

h. Questions


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- Cash Sponsoring

- In-kind Sponsoring

- Career Launch Program

- Learning / Content Partner (for workshops, trainings, seminars)

- Mentorship

- Advice, Accountability and Governance (Board of Advisors)

- Networking

However, the way you will address the company representative in front of youdepends on two main things: what you want to sell and who you want to sell it to.Usually, the product you sell should be sold to the right person. Do not try to sell thesponsoring of a conference to an HR Manager but do it to a Marketing Manager. Togo in detail about this, go in the Approach section of this document, see hereunder.

Do not forget to end up this section by asking if there is any question about what hasjust been said.

5. The Next Steps

Before planning per say the next steps between the company and AIESEC, youshould ask questions concerning their interest in any of the products you have justbeen talking about. This does not bind them to any obligation but it helps you to knowwhat the partnership would be based on.

Then, plan what is going to happen next: Is the company going to re-contact you orshould you re-contact them?; In how many days?; Who will be your contact person?Should you send more information?; Should you send a formal proposal?; Plan thenext meeting...

Do not forget to get all the contact information that you shall need to build the futurepartnership and to exchange the business cards if has not been done at thebeginning of or during the meeting.

6. The Thanks

Small things create a good and friendly relationship between you and the companyand building this kind of relationships with the partners is one of the Critical Success


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1. The Enabler versus Supporter Approach

Enablers and Supporters are two business perspectives found in the AIESEC

International 2010 Scorecard. They both interact with the Strategy of the organisationbut do it very differently.

The Critical Success Factors concerning each of these two business perspectivesare:

- Supporters: Partners Actively Engaging in Activities

Sustainable Sources of Revenue

- Enablers: Relationship Building & Capitalizing on Partners NetworksCredited for our High Quality Membership

You may find more information on the AIESEC 2010 Scorecard and the businessperspectives in the appendixes.

Depending on the relationships you want to have with the concerned company, youhave to adapt your selling. It might also be advised to approach a company who doesnot know AIESEC as a supporter first before making the relationship evolve into anenabler perspective.

The progressive approach allows the company to get to know a bit more AIESECbefore choosing to invest more time, energy and money into what the association hasto offer. You can also create a trustful atmosphere before offering the whole portfolio.Of course, doing so allows also AIESEC to learn about the company and analyse


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what you offer is the best answer to their prayers. Still, do not get stubborn andalways remember that you are there to learn, not to teach. If the company makes

another proposition or wants to use your product another way than what youpresented, consider it and think about how AIESEC could answer to it. This might bea new opportunity to develop your portfolio and/or customize your product.

Afterwards, the way to improve the relationship is therefore to increase the value thateach of the partners will capture.

Enablers To approach a company as an Enabler, you have to add to this veryconcrete view a hint of abstraction by selling the whole AIESEC package meaning, its

identity, philosophy, role, values Thereby, the association takes a new dimensionwhich is global, social and responsible transforming usual students into agents ofpositive change. By getting involved more deeply in the AIESEC activities, thecompany improves its social engagement in the development of the youth andcommunities. In a time where Corporate Social Responsibility represents a hugebusiness trend, this kind of offer is what most companies are looking for.

Enablers are directly involved in the learning process as TN takers, mentors or

content and learning partners. Therefore, they directly contribute to the experienceand knowledge acquired by the members. It is then very important to show them thewhole picture of AIESEC and how and why a member goes from a usual student toan internationally recognised high-potential top talent.

2. The Marketing versusHR Approach

This Enabler versus Supporter Approach might be, in some cases, directly linked tothe Marketing versus HR Approach. Indeed, selling AIESEC as a Marketing Channeland selling it as an HR Solution Provider are two very different things. The first one isbased on value whereas the second is based on answering a more specific talentneed.

Marketing What you have to offer as a marketing channel is visibility in thedifferent universities where you have Local Committees (still, mainly your own) and to

the different partners you have, depending on the support you have to offer thecompanies. Know that every support you use can be transformed into publicityobjects. From the branded usual letter to the brochure destined to students orcompanies. Each and every one of these can include logos, articles or any marketingtool provided by the partners. Offering a very wide coverage to the partners assuresyou to capture their interest. Note also that youth is nowadays one of the main


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acquire skills and competences with high value for their future professional life andemployers.

The link established by AIESEC between top talented youth and their futureemployers is a very important aspect for recruiters who spend huge amounts ofmoney to develop the required skills and competences in their employees whereasAIESEC provides it to students, making sure that they have these same skills andcompetences when they enter the labour market, saving this training cost to theemployers.

The best strategy is to meet each responsible of the different departments one at a

time. This increases the impact in each approach. However, be very careful to keepclear and consistent your external positioning. These department representatives aregoing to talk together and if it comes to AIESEC, be sure that they have the samepicture in mind otherwise, the partnership is in great danger. Be sure to be clear thatthe two approaches give the same image but under two different angles.

Note It is important to know that, usually, HR Departments have access to morebudgets than Marketing since recruitment, trainings, evaluation and long-term

employer branding is a very expensive strategy to implement and sustain.

3. The Managing Director versus One of the Top Managers

Addressing to a Managing Director and to one of the Top Managers are two verydifferent things. Even if it is always preferable to approach first the ManagingDirector, most of the work will be delegated to the Top Managers.

Top Managers The main Top Managers you will have to work with are HR,Marketing and sometimes Finance. The two first are approached according to theprevious point. The Finance Manager is usually approached on the fact that AIESECis an investment for the company where the return is mainly focused on HR andMarketing. Still, AIESEC offers a cost-efficient solution with its exchange programwhere you can afford top talent to the expense of a trainee.

Managing Director Managing Directors are usually very busy. If they agree to see

you, know that they do not have much time. Therefore, keep your meeting timed for10 to 15 minutes and go straight to the point of how AIESEC and the company canwork together and what would be the benefits from such partnership. You have tocover every angle but not enter into details. Give the general picture and a very brief(one or two minutes maximum) introduction about AIESEC. Tell that AIESEC is acost efficient Marketing Channel and HR Solutions Provider having developed


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- When does the event take place and when are the products andmarketing tools going to be used and exposed?

- Where does it take place? What are the infrastructures and coveragesupports that are offered to the products and marketing tools? In whichsituation/context/atmosphere/topic are the products going to be used?

- Who is the product destined to? Is it companys target?

- How many of these people do you expect at your event?

- How much of the product do you think you will need? (the company is

usually used to this kind of request and gives you the needed quantity)Ex: in a castle of 200 bedrooms both single and double, a hall of 50 sq.m., a reception room of 300 sits, small seminar rooms of 50 sits and aparty room of 200 sq. m.

At the beginning of the academic year during a whole three-day weekend

Between 250 and 300 people coming from 10 institutions of higher

education in the whole country and a few internationalsA welcome pack containing product A; product B will be used during theparties on Friday and Saturday nights and product C will be distributedduring breakfast on Sunday morning

When asking for sponsoring, make sure that you do it soon enough (3 to 4 monthsbefore the event) so that the company has time to analyse your proposal into depth.

Cash As already said, cash is more difficult to obtain. The reason is that it requiresthe involvement of many departments and every expense has to been consideredregarding its return, its meaning, its amount, its availability, its tax impact Indeed,companies are more and more closely watched regarding their expenses. Therefore,they pay much attention to their marketing portfolio.

To get cash sponsoring from a company, you usually to be very precise about theevent but also about the organisation you represent.

Furthermore, the pricing is very important. And this is often the tricky part. Accordingto the power and recognition of the AIESEC Brand in your country, you will have thepossibility to price high or low. A strong brand is something everybody wants to beassociated to and no one really cares about weak brands, supposing that theyactually know about their existence. Besides, in pricing your packages, be sure not toappear cheap or weak but do not appear arrogant either.


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Partner ID completed with the questions asked during the meeting and filedsomewhere everyone has access and where the future generations will be able to

gather information about your LC/MC history with that company.This Feedback should answer at least to the following questions:

- What went well? & What went wrong?

This is for your personal learning. You will point out what should be improvedand focus on what you did very well. Thereby, you will identify what you still haveto work on to be a top seller and advise the next generation about things theyshould not do and things they should not forget to do.

- Which product(s) interest(s) the company?

Thereby, you know what will be the basis of your partnership and from whereand how you will have to start to improve that partnership.

- When and who to contact back?

This plans the follow-up that you have to do regularly in order to know what is

happening regarding the partnership between AIESEC and the company.- What are the next steps?

Write down what came out of the Next Steps part of the meeting so that youknow what remains to be done (one your side and on the companys side) anddo a checklist that you will have to keep up-to-date.

- Are my expectations fulfilled?

When you were preparing the meeting, you had to determine your mainexpectations. You then now have to check whether these expectations havebeen met or not. If no, ask yourself why. Maybe you saw too big or there wassomething missing in your attempts to convince the company representative.

You might also attach a business card to this feedback so that you always have thecontact information in the file.

After every meeting, evaluate yourself. If you notice that after a few meetings, no

result comes out, you might sit down and ask yourself why. This auto-analyse mightbe even more efficient if you ask for the opinion of a neutral objective independentperson. He/She might guide you towards the right path to get results and overcomethe obstacles that were in the middle of the way to success. Remember, doingmistakes is not a big deal, you are in AIESEC to learn!


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THE LAST PIECES OF ADVICE

In a meeting, there are some worlds that should NEVER come out of your mouth. For

example, a company never faces problems or issues but has challenges that it willtransform into opportunities. The politically correct, diplomatic and friendlyterminology is very important in a company meeting. If the person you are meetingfeels threatened at anytime, it will be very difficult for you to gain his/her trust andconfidence back. Try to think about every word you use and about the impact it isgoing to have.

Try to say offer as less a possible. You might prefer other words like provide

instead. Indeed, AIESEC does not offer products to companies. It allows them to getinvolved in and support a learning and development process destined to youth.

Start by training yourself on crappy not-interesting companies. Crappy does notmean that you should not see any opportunities to work with them; it means thathaving them or not as a partnership does not impact your strategy or the state of yourcommittee. Though, pay attention not to spoil the AIESEC image. By doing so, youwill get to train yourself and analyse your performance with a very low-risk meeting.

You should also always a brand-aligned pitch in your mind in case you would need itto describe AIESEC without any preparation. A pitch, or also called elevator-talk, isa very short and straight to the point description of a project or company, here,AIESEC. You never know when you will have to use it so, be sure that you have onein your mind in case you need it. Furthermore, do not forget that this pitch should be,like every other selling tool, brand-aligned. Here is an example.

AIESEC is the leading organisation for activating leadership among youth.

With its around-30.000 members from more than 800 institutions of highereducation in over 90 countries, AIESEC is the largest global youth drivenassociation, thereby connecting an impressive diversity of cultures, ideasand thoughts. The fact that we enjoy everything we undertake and ourundying willingness to achieve excellence makes our overridingcommitment to international understanding and cooperation grow with everystep we do. By demonstrating integrity and acting sustainably, we makesure that the AIESEC leaders act as agents of positive change in theircommunities and that their impact is durable. AIESEC, as the international

platform for young people to discover and develop their potential, wants toprovide an every-day-increasing amount of the best tools and opportunitiesto its members. Thanks to this learning and development platform, weactivate leadership turning a high-potential youth into high-skilledprofessionals interacting with the society.

At last, I would recommend going at a meeting with an amount of people of maximum


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THE SELLING FLOW

1. PARTNER ID

Gather information about theorganisation you want to

contact.

2. PARTNER NEED

Out of this information,determine and analyse thepartners need(s) AIESEC

can address.

3. EXPECTATIONS

Set up your expectations

towards the meeting andwhat you want to get out of it.

4. FIRST CONTACT

Determine who to talk to andhow to approach them.

5. PARTNER REPRESENTATIVE

Gather information about theperson you will talk to.

6. AIESEC REPRESENTATIVE

Choose the best person torepresent AIESEC having the

right knowledge, motivationd i t t di th


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Partner ID

Filled in by (name)

from .... (LC Name or MC)

on the / / (date)

IDENTITY

Full Name: ..

Legal Status: .. Gender: Commercial / GO / NGO

Constitution date: / /

Scale: Local / National / International / Continental / Global

CONTACT INFORMATION

Tel.: .. Fax: .

P.O. Box: Email: ..

District / Province: .

Headquarters: . Website: .

CEO Contact Information

Name: ..

Tel.: .. Email: ..


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Finance Manager Contact Information

Name: ..

Tel.: .. Email: ..

Other Contact Information

Function: .

Name: ..

Tel.: .. Email: ..

Function: .

Name: ..

Tel.: .. Email: ..

GENERAL INFORMATION

Sector(s): - .

- .

- .

- .

Main Activities: - .

- .

- .


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FINANCIAL INFORMATION

Sales: . RWF

Turnover: .. RWF

Profit: . RWF

Active Total: . RWF

STRATEGY INFORMATION

Vision:

Mission(s):


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NOTES

AIESEC INFORMATION

Current Status: None / LP / NP / GP

Country:

Starting Date: / /

Ending Date: / /

Starting Reason: .


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SECTOR INFORMATION

Growth Information & Direct Opportunities:

General Industry Strategy: Product / Process / Cost Leadership

Main Actors / Competitors on the Sector:

Substitute / Complementary / Other: ...


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Managing Director

Place, Date

Dear Managing Director,

Ref.: Request for appointment

The main reason why AIESEC addresses you this letter is to present itself and to

request for an appointment in order to point out where AIESEC and your company

could partner or collaborate.

Present in over 800 universities and institutions of higher education in more than 90countries and territories, AIESEC is the international platform for young people to

discover and develop their potential to have a positive impact in society.

Towards this aim, we run more than 350 conferences, provide 3,500 work-abroad

opportunities, and offer over 5,000 leadership positions to our members each year.

Together with a focus on building personal networks and exploring the direction andambition of their future, AIESEC has an innovative approach to engaging and

developing young people.

Our partner organizations literally thousands from all sectors look at AIESEC as a


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Since 1948, AIESEC has been commended by partners and governments. The way

they speak about AIESEC gives an objective and complete definition of our

international organization. You may find some examples attached to this letter.

AIESEC has a long history of working with businesses and organizations. Overtime,

organizations have come to recognize AIESEC members as prime talent for their

recruitment efforts.

Since your company is a major actor in the economic activities of our nation and

since the country is everyday opening itself a bit more to the world, we would like to

offer you the same opportunities that AIESEC has been offering successfully to its

partners for more than fifty years. We therefore kindly request for an appointment at

your earliest convenience to further explain the role of AIESEC and to explore

possibilities of a partnership between our two organizations.

We are looking forward to hearing from you and thank you for your consideration.

Sincerely yours,

Name

Function

AIESEC in

M bil

Name

Function

AIESEC in

M bil


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AIESEC Endorsements

"The United Nations has long recognised that the imagination, ideals and energies of young men and

women are vital for the continuing development of the societies in which they live. And since its

inception in 1948, AIESEC has contributed to this development by serving as an agent of positive

change through education and cultural exchange. In an era of globalisation, your programmes have

helped young people around the world to develop a broader understanding of cultural, socio-economic

and business management issues."

Kofi Annan, Secretary-General, United Nations.

I commend AIESECs continuing efforts to develop the future business leadership of our countries.

Nelson Mandela, Former President, Republic of South Africa.

"PricewaterhouseCoopers and AIESEC, with a common philosophy and view of the future, have

worked together for many years. We advise today's global business leaders; you are developing those

of the future. We both share our knowledge, and in so doing multiply it. We both pursue cultural and

professional diversity, achieving the blend of perspectives that leads to innovation."

Jim Schiro, Chief Executive Officer, PricewaterhouseCoopers.

"Many thousands of students have benefited from internships thereby getting to know the world better,

the functioning of the global economy, and the art of management in various cultures."

Bodran Hawrylyshyn, Chairman, Council of Advisors to the Parliament of Ukraine.

I commend the members of AIESEC for working to help our country maintain its competitive edge. Isalute your efforts to promote greater international understanding and cooperation.

George H. W. Bush, Former President, United States of America

"As many of you already know, [AIESEC] is the world's largest student-managed association and one

that Citibank, in a number of countries, has long been associated with. In fact, at last count, AIESEC

students were working for us in 15 countries. Our principal linkage is with their "International Youth

Exchange Programme" which has resulted in a large number of students becoming part of Citibank as

interns while on an exchange programme from their home country."

Peter C. Thorp, Vice President, Citicorp Foundation.

"[AIESEC] is an effective advocate for young people and their aspirations for the future of their


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Managing Director

Place, Date

"The United Nations has long recognised that the imagination, ideals and energies

of young men and women are vital for the continuing development of the societies in

which they live. And since its inception in 1948, AIESEC has contributed to this

development by serving as an agent of positive change through education and

cultural exchange. In an era of globalisation, your programmes have helped young

people around the world to develop a broader understanding of cultural, socio-

economic and business management issues."

Kofi Annan, Secretary-General, United Nations

Dear Managing Director,

Ref.: Request for appointment

The main reason why AIESEC addresses you this letter is to present itself and to

request for an appointment in order to point out where AIESEC and your organisation

could partner or collaborate.

Present in over 800 universities and institutions of higher education in more than 90


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talents in their respective field. Using the experience, skills, and increased vision that

AIESEC gave them, they embrace their role as agents of positive change.

That international learning and development platform is build on, among others,

physical and virtual Learning Networks. These latter concern topics such as

HIV/AIDS; Cultural Understanding; Non Violence;Information and Society; Corporate

Social Responibility; Entrepreneurship; Finance and Microfinance; Promotion, Image

and Brand Management; Global, National and Local Economy; Education and

Learning; Project Management etc. In order to deliver the best learning experiences,

AIESEC partners with corporate and non-corporate organisations. Furthermore, we

run more than 350 conferences, provide 3,500 work-abroad opportunities, and offer

over 5,000 leadership positions to our members each year.

Our partner organizations, literally thousands from all sectors, look at AIESEC as away to support the development of young people and to have access to high-potential

young talent from around the world.

Since 1948, AIESEC has been commended by partners and governments. The way

they speak about AIESEC gives an objective and complete definition of our

international organization. You may find some examples attached to this letter.

In order to fulfil its aim as a development and learning platform, AIESEC approaches

your organisation for two reasons.

First, we would like you to contribute in the contentof the learning networks by

bringing the knowledge your organisation possesses and communicating it to

the members through seminars, workshops or virtual supports that we would

be delighted to publish online on our internal knowledge database.

Second, AIESEC would like to contribute directly to your organisation by


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To study further a potential collaboration between our two organisations, we kindly

request for an appointment at your earliest convenience to further explain the role of

AIESEC and to explore possibilities of a partnership between our two organizations.

We are looking forward to hearing from you and thank you for your consideration.

Sincerely yours,

Name

Function

AIESEC in

Mobile:

Email:

Name

Function

AIESEC in

Mobile:

Email:


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AIESEC Endorsements

I commend AIESECs continuing efforts to develop the future business leadership of our countries.

Nelson Mandela, Former President, Republic of South Africa.

"PricewaterhouseCoopers and AIESEC, with a common philosophy and view of the future, have

worked together for many years. We advise today's global business leaders; you are developing those

of the future. We both share our knowledge, and in so doing multiply it. We both pursue cultural and

professional diversity, achieving the blend of perspectives that leads to innovation."

Jim Schiro, Chief Executive Officer, PricewaterhouseCoopers.

"Many thousands of students have benefited from internships thereby getting to know the world better,

the functioning of the global economy, and the art of management in various cultures."

Bodran Hawrylyshyn, Chairman, Council of Advisors to the Parliament of Ukraine.

I commend the members of AIESEC for working to help our country maintain its competitive edge. I

salute your efforts to promote greater international understanding and cooperation.

George H. W. Bush, Former President, United States of America

"As many of you already know, [AIESEC] is the world's largest student-managed association and one

that Citibank, in a number of countries, has long been associated with. In fact, at last count, AIESEC

students were working for us in 15 countries. Our principal linkage is with their "International Youth

Exchange Programme" which has resulted in a large number of students becoming part of Citibank as

interns while on an exchange programme from their home country."

Peter C. Thorp, Vice President, Citicorp Foundation.

"[AIESEC] is an effective advocate for young people and their aspirations for the future of their

communities. As a student NGO, it has an important voice in the debate on the mission of higher

education in the 21st century. It helps form responsible citizens with a worldwide vision. Its members

are interested in actively participating, as future leaders in the economic world, in building a better

society, helping identify and address issues that affect the well-being of communities and globalsociety."

Federico Mayor, Director-General, UNESCO.

"We believe in AIESEC-trained people because they approach an assignment with intelligence,


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The international platform for young people to discover and develop their potential


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Outgoing country: Romania

Incoming country: Poland

Countries

During the two-three-month-long apprenticeship the trainee will teach English

language young unemployed people from the region of Krakow. This is

supposed to make their chance as to find a job better. Despite teaching spoken

and written language, they will have the opportunity to get to know how to

write CV or Application Letter in English, how to prepare for an interview in

English with potential employer etc. This includes preparing full teaching cycle,

teaching materials, lesson schedule (timetable). He/she will obviously run theselectures in the precised term.

Other Conditions: The Employment Agency helps unemployed people to find a

job. They organize linguistic courses for these people to improve their abilities

Job Description

Working hours: from 10:00 to 18:00, 40h per week, no work on Saturday

Salary: US $ 306 Payment rate: monthly

Reasons for having the internship: The main reason comes from the current

environmental and economic needs and the willingness for helping people.

Department in which the intern will be working: Employment agency

Internship details


www.aiesec.be

Field(s): Subjects education, social sciences

Beginning date:19/01/2006 Ending date: 24/03/2006

Duration: 9 weeks

Exchange

information



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The trainee will participate in the project organised by The Local Committee

AIESEC Cracow in the co-operation with the Employment Agency. It is the

fourth edition of this project.

Additional information


www.aiesec.be

Skills required

Drivers license, community development, Windows OS, PC user skills,

Internet user skills.

Skills preferred

Background required

Training and development, advanced education, introductory education,linguistics / languages, social work, sociology.

Background preferred

EnglishLanguages


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AIESEC was started in 1948

Thats when this organization got the name AIESEC we were called AIESE beforethis point in time.

Over 23,000 members

Taken from SOGA July 2007.

Over 100 countries

We partner with over 3.500 organizations globally

These are sponsors, TN takers etc.

Over 900 universities

We have more than 650 LCs, however many LCs have a presence in numerousuniversities.

Over 4.000 International Internships opportunities

This has been achieved in the calendar year of 2005.

5.000 leadership opportunities

We take a leadership position to be in charge of leading a group of at least 3 peoplefor a period of at least 2 months to complete some clear mandate/deliverable. Thesepositions would include MC, EB, OCP, or a project leader.

We are assuming 650 LCs and 83 MCs with an average of 5-6 positions per EB,

giving a total of about 4.000 positions. We assume at least 1.000 positions availableas OCP of conferences or leaders of larger projects.

Over 800,000 Alumni


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TOOLKIT 2007

Members guide to better understanding AIESECThis is an internal document and it is intended just for education of AIESEC members.Just the information contained in the Appendix 2 can be used by AIESEC entities for external purposes

such as Websites, marketing materials and annual reports.


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THEAIESECWAY

in a nutshell

WHAT WE ENVISION

OUR IMPACT

THE WAY WE DO IT

WHAT IS AIESEC?


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CONTENT

This Toolkit will take you through a comprehensive explanation of THE AIESEC WAY (organizationaldescription and ideals) and its historical changes based on the internal and external conditions.

Intro: The AIESEC Way in a nutshellPAGE 2

Section 1: What is the AIESEC Way?PAGE 4

MEANING OF THE AIESECWAY

GOLDEN RULES ABOUT THE AIESECWAY

Section 2: Understanding The AIESEC WayPAGE 5

A. THE AIESECWAYA BRIEF EXPLANATIONWHAT IS AIESEC?WHAT WE ENVISIONOUR IMPACTTHE WAY WE DO ITOUR VALUESOther considerations

B. THE AIESECWAYDETAILED EXPLANATIONWHAT IS AIESEC?WHAT WE ENVISIONOUR IMPACTTHE WAY WE DO IT

OUR VALUESOTHER CONSIDERATIONS

Section 3: Evolution of The AIESEC WayPAGE 17

AIESEC IN 1948AIESEC IN 1964AIESEC IN 1978AIESEC IN 1989

AIESEC IN 1999AIESEC IN 2000AIESEC IN 2005AIESEC IN 2007

Appendix 1: Main differences in Our Impact and The Way We Do It statements after


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Section 1: What is THE AIESECWAY?

Before we start looking into THE AIESECWAY, it is important that we get the terminology right.

The description of a Wayis the explanation of what makes anorganization distinct from others based on what it is and how it

does things.

A dictionary definition of WAY

manner:how something is done or how it happens. road:is an identifiable route between two or more places.

THE AIESECWAY gives answers to questions like:

What is AIESEC?

What do we envision?

What is our impact?

In what way do we make that impact

possible?

GOLDEN RULES ABOUTTHE AIESECWAY:

InTHE AIESECWAY all parts are important and must be considered.

It is more important to understand what our ideals reflected inThe AIESEC Way mean in depth(and therefore being able to describe them with our own words) rather than memorizing it.

THE AIESEC WAY is NOT a bunch of nice statements It is NOT something to learn and then forget


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Section 2: Understanding THE AIESECWAY

A.THE AIESECWAYABRIEF EXPLANATION

When we think about THE AIESEC WAY we should consider all the different parts. Here is a briefexplanation of each aspect and how they build a description of AIESEC and its ideals.

WHATISAIESEC?

The answer to the questionWHAT IS AIESEC?describes the type of organisation we are suchas non-political, student-run, non-discriminatoryetc.

WHATWEENVISION


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OURIMPACTOUR IMPACT clearly states that AIESEC as organizationbelieves the main positive impact we make to society comeas a result of the leadership characteristics our membersdevelop through the AIESEC Experience.

THEWAYWEDOITTHE WAY WE DO IT explains the mannerin

which AIESEC aims to make a positive impactin society.

It states that in AIESEC we focus our energy,activities and resources on our members.

OURVALUESOUR VALUES define the acceptable standards which govern ourmembers within the association. OUR VALUES guide our actionsand operations


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OTHERCONSIDERATIONSIn the International Compendium, as part of THE AIESEC WAY there are three more elements thatsupport us in describing AIESEC.

1. English is the sole official language of AIESEC1.

As a global organization, English acts as the official language to facilitate communication amongmembers. All international congresses as well as regional ones should use English as the official

language of the meeting, this is to ensure equal opportunities for involvement for all internationalmembers present in each one of AIESEC events globally.

Materials to be used globally and delivered by AIESEC International should be in English for thesame purposes mentioned above. Versions on other languages are allowed; however thereshould always be an English version.

2. The logo approved at Presidents Meeting 1990 (Hong Kong) is the official logo of AIESEC2.

3. AIESEC adopts the AIESEC Code of Ethics along with its supportive structuresmentioned

3.

The external world message is clear: skills are just not enough. There is no leadership without

ethics. AIESEC strives to provide leaders for a positive impact in society. The meaning of thepositive impact that AIESEC wants to have in the world lies in AIESECs ability to create, for eachand every member, a steering wheel that will shape her/his actions ethically.

AIESEC ethical process is a deep and steady move to make the AIESEC Experience the gatewayto the values-driven leadership the world needs, thus getting AIESEC closer to its organizationaldescription and ideals. The Code of Ethics adopted by the global plenary at IPM 2007 in Egyptwas a key event in THE AIESECWAY to develop ethical leaders.

The purpose of theAIESECCODE OF ETHICS is to:

Provide the ability for AIESEC to develop ethically sensitive leaders. The Code brings Ethicsto our attention and puts the organization on a virtuous track.

Acts as a compelling reference point for every single member of the organization.

Open the gateway for what is needed for impact on the individuals that live an AIESEC
http://www.aiesec.net/members/global/file-storage/index?folder_id=2590312http://www.aiesec.net/members/global/file-storage/index?folder_id=2590312


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B.THE AIESECWAYDETAILED EXPLANATION

The following notes are meant to support your understanding of each part of THE AIESECWAY, and themeaning that each part has to guide our activities globally.

WHAT IS AIESEC?Looking at each part of WHAT IS AIESEC?:

Global AIESEC has a global scope

and is represented in all continents ofthe world. One of the most valuable andunique aspects that our organisation hasis its global network. AIESEC shouldmake the best use of this global networkto enhance the understanding betweencultures by running activities that fosterparticipation and co-operation amongdifferent countries in the network.Without any doubt our exchangeprograms create the best conditions forthis.

Non-political -AIESEC does not have apre-defined or officially accepted political tendency or subscription.

Independent - AIESEC is not a subsidiary or dependent entity of any other bodies in its work,sustainability or decisions.

Non-for-profit - AIESEC is not an organization that exists to generate profit for shareholders. The

bottom-line for AIESEC is not money but people that are developing themselves as leaders. It isimportant of course to have enough resources and be sustainable to ensure we are having thedesired impact in society and invest in further improvements for the organization. However, we areguided by the ways to generate more impact and have maximum financial sustainability rather thanto simply generate more money.

Run by students and recent graduates of institutions of higher education Students ofhighereducation students and recent graduates manage and run all the activities of the organization. Themembers of AIESEC are current (includes the ones who have given a break to their studies todedicate themselves to AIESEC work) or recently graduated students of institutions of highereducation.

Globally our membership comes from student volunteers that join AIESEC to be part of theorganization and take part in theAIESEC Experience. They are also our stakeholders and thefuture leaders of AIESEC. That is why we need to work very hard to provide them with enoughand high quality leadership opportunities international internships and ensure that there is a


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By world issues we mean relevant topics of our current society/communities or also futurechallenges. Issues are seen as relevant based on the interest of our members..

World Issues can represent debate or controversy on which different parties take variouspositions. We want our members to be exposed to these alternative positions, and decide tomake a positive impact in society. Our Global Learning Networks allow young people withsimilar interests to connect and develop themselves to make a positive impact in society in theirareas of interest.

It is imperative that our members are interested in developing themselves as leaders. That iswhy AIESEC encourages members to take on leadership positions as a main tool of developingthe skill, and aims to deliverleadershipfor a positive impact in society..

In order to generate that positive impact in society, our members are expected to developmanagementskills. Management writer, Mary Parker Follett defined management as "the art ofgetting things done through people. So, management is not only related to businessenvironment- leaders in different sectors of society (non-corporate, government, etc) needmanagement skills to make things happen.

AIESEC does not discriminate on the basis of race, colour, gender, sexual orientation, creed,religion, national, ethnic or social origin - AIESEC is an organisation that enjoys and livesdiversity, and will not reject participation or contact with people for any of the reasons mentionedabove.

WHAT WE ENVISIONWhat does Peace and Fulfilment of HumankindsPotential symbolize to us in todays world?

When trying to understand AIESECs ideals, we must be ableto look at it in the context of todays world because theconditions of our world today are completely different than in1948, 1960s or even 1990s.

AIESEC started as an organisation after the Second WorldWar, willing to promote and work for world peace. AIESEC wasdeeply influenced by the social, economical and politicalclimate of the world in that period of history. Naturally, thefundamentals of our organisation were shaped based on that

reality.

The social, economic, and political state of the world has changed since then and is now changing fasterthan ever before. We are now living in a world where the risk of having another world war may have belower even with the raise of terrorism in the late years.

In todays context peace should not be interpreted necessarily as absence of a major war Peace
http://www.global-issues.net/In_Depth/intro_indepth1.htmhttp://www.aiesec.org/students/ln_networking/http://en.wikipedia.org/wiki/Managementhttp://en.wikipedia.org/wiki/Peace#What_is_Peace.3Fhttp://en.wikipedia.org/wiki/Peace#What_is_Peace.3Fhttp://en.wikipedia.org/wiki/Managementhttp://www.aiesec.org/students/ln_networking/http://www.global-issues.net/In_Depth/intro_indepth1.htm


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OUR IMPACTOUR IMPACT definition clearly states thatAIESEC believes the main positive impact wemake in society comes as a result of theleadership characteristics people developthrough the AIESECEXPERIENCE.

OUR IMPACT implies that:

Our international platform AIESEC isthe international platform in whichthousands of AIESEC Experiences arehappening every day. The wordinternational highlights the global aspectof the organization and the internationalism present in each one of our activities.

The AIESEC platform consists of a number of different opportunities physical and virtual through which an individual creates his/her own AIESEC experience.

This same platform also serves to connect our partner organizations to the talented youngpeople within AIESEC.

The main opportunities of the platform are leadership experiences, working abroad, learningnetworks, andconferences.

Together with the AIESEC Experience, this platform is how we give young people the desire tohave a positive impact in society that is theAIESEC Difference.

AIESECs aim is to provide a platform that enables young people to get involved in the

opportunities that AIESEC offers, not develop them directly. The organizationensures that theinternational platform is in place and there are enough quality leadership opportunities andinternational internshipsas well as aglobal learning environment in which AIESECs memberscan interact and learn from each other (virtual environment, conferences , Learning Networks,etc).

To provide leadership In OUR IMPACT statement, AIESEC expresses its aim to develop futureleaders who have the knowledge, skills and determination to make a positive contribution in society.

AIESECs aim is to provide our communities with future leaders who are socially responsible,entrepreneurs, and culturally sensitive; future leaders that are able to impact their societies in apositiveway.

For a positive impact in society - The development of leadership in individuals represents the wayin which AIESEC contributes to our communities, as these leaders would have a positive impact on
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THE WAY WE DO ITTHE WAY WE DO IT refers to the manner we havechosen to ensure we are making a positive impactin society.

THE WAY WE DO IT implies that:

AIESEC provides its members with anINTEGRATED DEVELOPMENT EXPERIENCE -AIESEC contributes to the development ofindividuals by providing them an integrateddevelopment experience that we call theAIESEC Experience.

The AIESEC Experience is the ideallearning an individual can gain duringhis/her involvement in AIESEC.

The AIESEC Experience represents the main deliverable to our stakeholders (members,enablers, supporters) and is essential to all our activities.

Comprised of (1)LEADERSHIP OPPORTUNITIES, (2) INTERNATIONAL INTERNSHIPS and participation in a(3)GLOBAL LEARNING ENVIRONMENT The word comprised explains that the integrated developmentexperience needs the three elements in order to be complete.

Leadership opportunities - through the management of projects and activities in over 1100 officesat the local, national, and international level across 100 countries and territories, we provide about5000 leadership opportunities to our members each year. This provides our members with a range ofvaluable and practical experience and skills in management and leadership.

If AIESECs ambition is to provide as many integrated development experiences AIESECEXPERIENCES - as possible, we need to increase the number of leadership opportunities we areoffering currently. In this senseTHE WAY WE DO IT is an ambitious statement and represents theaim of the organization towards our activities.

International internships - internship exchanges supply powerful learning experiences for youngpeople. The focus of our exchange experiences is not only to provide a professional experience tothe individual but also to provide a more powerful learning experience, which will lead him/her tobecome more entrepreneurial, culturally sensitive, open minded and active learner.

International Internship Exchange is an ideal tool to develop individuals when in the host country.When a young person experiences an AIESEC international internship, his/her worldview ischallenged as never before. It is not just the absence of the natural bonds with home (family,friends, culture, etc) but also the opportunity to stand by him/herself, to face the day to daychallenges outside of the comfort zone, to question his/her own paradigms, and the way things
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POINTS TO NOTE

1. We must understand that the AIESEC EXPERIENCE is our TOOL, our DELIVERABLE to young

people; it is NOT the final result. Through AIESEC experiences, we offer young people theopportunity to develop their potential. Through these learning experiences we aim to create alarger impact in the world by providing leaders able to make positive impact in society asstated in OUR IMPACT statement.

2. Each AIESEC EXPERIENCE is unique because it is based on the decisions each membermakes when determining which available opportunities are valuable for him/her.

3. Therefore we must strive to provide a large number of complete AIESEC EXPERIENCES whichare high quality and which are truly powerful life-changing experiences!

4. The way we deliver AIESECEXPERIENCES needs constant improvements and innovation. TheAIESEC EXPERIENCE as we know it right now can change slightly or dramatically in thefollowing years to contribute better to WHAT WE ENVISION and OUR IMPACT, that is why wename the AIESEC Experience in THE WAY WE DO IT statement as an integrateddevelopment experience.

We consider the three elements stated in THE WAY WE DO IT statement as the crucial ones:leadership opportunities, international internships and the participation on a globallearning environment.

Please note that the global learning environmentleaves room for innovation on the kind ofcomponents that the learning environment provides our members with. However in thecurrent context we have clearly identified which are the components.
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OUR VALUES guide our actions andoperations as an association. They definethe acceptable standards which govern ourmembers within the organization.

Without such values, our members willpursue behaviours that are in line with theirown individual value systems, which maylead to behaviours that the AIESEC doesn'twish to encourage within our localcommittees around the world.

Clearly, OUR VALUES are in line with the rest of the statements that comprise THE AIESECWAY.

So to summarize, OUR VALUES provide a way for the collective leadership of AIESEC toencourage common norms of behaviour across our global network which will support theachievement of our goals and will support us in pursuing our ideals.

FIVE WAYS TO LIVE OUT VALUES

However, just as with WHAT WE ENVISION or OUR IMPACT statements, it is one thing to have a

written guide to AIESECs values that remains on thewall of the Local Committee office, or in a folder, but itis quite another thing to have living values which shapeour culture - the waythat things get done. So here arefive suggestions to ensure you are living ourorganizational values:

1. Communicate OUR VALUES constantly.

Values should fit with AIESEC'scommunication. If we say that we EnjoyParticipation and we Activate Leadership, thenhaving a dirty boring office may challenge this.Acknowledge and thank those members whohave achieved something which particularlyemphasisesOUR VALUES.

2. Enrol newies.OUR VALUES should be explicitly

available as new members join AIESEC. This should be a part of the induction process.Your Local Committee then needs to deliver on the promise that OUR VALUES bring allalong!

3. Refresh the understanding ofOUR VALUES periodically - allowing members to refreshtheir understanding of them. This has the power of enrolling those who have joinedAIESEC recently like Exchange Participants and avoids the stated values no longer


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We lead byexample andinspire leadershipthrough ouractivities. Wetake fullresponsibility fordeveloping the

potential ofpeople.

The people that we are aiming to develop are our members. Therefore we are aiming to activateleadership in them through an experience that allows for leadership in the AIESEC EXPERIENCE liketeamwork and development of interpersonal skills.

Some examples of living this value are:

We make sure that through the different AIESEC activities we run we are offering theopportunity for members to work in international teams and gain international experience.

We encourage and delegate responsibility to the new members of AIESEC in managing theorganisation.

We educate and pass on our experience and learning to the new generations to ensure thelong-lasting success of our organization.

We provide others with the opportunity to take responsibility and we empower them to do so.

We encourage ambition for the organisation.

We inspire actions in others by excelling in our role and having committed communication.

We areconsistent andtransparent inour decisionsand actions.We fulfil ourcommitments

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We seek to learn

from the differentways of life andopinionsrepresented inour multiculturalenvironment. Werespect andactively

encourage thecontribution ofevery individual.

AIESEC needs to assure that there is internationalism and diversity always present in the way thatwe work. We should always perceive diversity as an enriching factor.


Assuring that we are exchanging with different parts of the world and that we areensuring full usage of the diversity that we have in the organisation.

Assuring that the students we recruit and the companies / organisations we partner withopen up to a diverse and international experience. Target these kinds of organisationsand students.

Co-operating with other AIESEC offices by transferring your knowledge and resourcesas an investment to increase their capacity to provide complete AIESEC Experiencesand contribute in society

Interacting with delegates from a large range of countries at international conferences.

We create adynamicenvironmentby active andenthusiastic

participationof individuals.We enjoybeing involvedin AIESEC.


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We aim todeliver thehighest qualityperformance ineverything wedo. Throughcreativity andinnovation we

seek tocontinuouslyimprove.


We constantly look for improvements in the way that we run AIESEC to improve the waythat we deliver AIESEC Experiences and satisfy all our stakeholders.

We deliver what we promise, run complete AIESEC Experiences, and never sacrifice thelearning of the individuals that we are aiming to develop, as it is our end goal.

We use the added value of each individual and get feedback from the team to achievehigher results.

We encourage each other to be better every day in everything we do.

We approach our work with innovation and creativity for achieving better results

We act in away that issustainable forourorganisationand society.

Our decisions

take intoaccount theneeds of futuregenerations.

Section 3: Evolution of The AIESEC Way


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Section 3: Evolution of The AIESEC Way

It is usual and healthy for an organization to revisit and revise its description and ideals over the years.This is essential to adapt to the continuously changing environment and society. Indeed, AIESEC hasdiscussed its description and ideals many times over the course of its history.

As a result of these discussions, the statements have been revised several times to best represent therelevance of our organization in that given period of time. Below, you can find how THE AIESECWAY hasevolved through the years of its existence.

AAIIEESSEECC iinn 11994488::

AIESEC is an independent, non political and international association, which has as its purpose,to establish and promote friendly relations between the members. The function of the membersis to supply information of study conditions, arrange trainee exchanges, provide contacts andother facilities for student visitors and undertake exchange visits for students

AAIIEESSEECC iinn 11996644::The aim of the association shall be carried out by the members arranging trainee exchanges,and providing contacts and other facilities for student visitors, and undertaking exchange visits ofstudents

AAIIEESSEECC iinn 11997788::

AIESEC shall be an independent, non-political, non-profit international association of scientificcharacter, whose purpose shall be to develop internationally educated management which caneffect various economic environments

TO THIS END AIESEC:

Believes in finest quality as an approach towards all activities

Shall build bridges between management, academic and student communities

Shall promote interna

Documents

10008296 Company Meetings - Strategy Structure