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iGCDP Ad-Hoc + Project
Market Value Personal Value
Organisational Value
What happens
We sell things we don`t know
for people that don’t need it
Product understanding
& Market research
Product Understanding and Product Packaging
1. Definitions 2. iGCDP Sub-product evolution Product Packaging based on sub-product 3. Value propositions 4. Minimum cost 5. Successful product packaging
let’s define what we are doing.
What is sales?
The exchange of goods or services for an amount of money or its equivalent
What is product?
Something produced by human or mechanical effort or by a natural process
let’s explore issues.
11 master issues
45 sub issues
iGCDP sub-product
Why issue segmentation strategy is helpful
source and direction of growth
faster matching
Better Customer Experience
Aligned Business Intelligence
Stronger showcasing and marketing
Competitive Advantage
Is every issue relevant for Indonesia?
Maybe not :/
so, Currently we focusing for 6 master issues:
1. Culture understanding
2. Literacy
3. Health and lifestyle
4. Environment
5. Economic growth
6. Career development
Cultural Understanding
Information sessions/ workshops
and events
Global Village
Visiting historical places in Indonesia
Learning about Indonesia culture
Sharing about internship
experience within ‘culture-shock’
Literacy
Information sessions/ workshops
and events
Sharing experience through social media / blog
Teach to unfortunate people
Health and Lifestyle
Information sessions/ workshops
and events
Visiting patients in hospital
Seminar about lifestyle and health
Share internship through social
media and blog
Environment
Share internship through social
media and blog
Events to increase awareness of environmental
issues
Events about preventive actions
Competition and Exhibition
Economic Growth
Share internship through social
media and blog
Business Plan Competition
SME-Visit
Information sessions/ workshops
and events
Career Development
Share internship experience through social media/ blog
Information Sessions/workshops/
events
Who knows concrete direct impact of internships we
organize?
Social Impact Model
Analyze current
reality of Indonesia
How we measure whether
we succeed or
not
How we will measure our
strategies
Clear outcome we want to see after project
Description of how the project
works ➢ Connection of
activities with mission ➢ Groups involved ➢ Evaluation ➢ Costs and Revenues
What should we do, our strategies
➢ Short-term results!➢ Measures the
capacity to implement the plan!
➢ Shows the progress of activities
17
4
2
5
3
7
1. Social program definition
(example of national health and lifestyle project)
Cardiovascular disease
Male smoking
Social Problem Definition
•Heart
• Lung
•Overweight/Nutritional deficiencies !
Caused by:
• Smoking
• Lack of physical activity
•Wrong food consumption
Example of Health & lifestyle
project
MissionIn the next 6 years from (2014 to 2020):
• Lung and heart disease is not the first reason of death
• In each city community of people that will live healthy lifestyle increased for 50 %
!!# info sessions at schools, universities # of students changed their behavior (stopped smoking, start to eat healthy food, start to do physical activities) # of people increasing time to walk each day -complain against smoking -changing food in canteen of schools - organized yearly event against smoking
!•info sessions at schools •holding events that helps to increase awareness of issue (running competition, GV, 24 hours without smoking) •cooperation with other NGO, companies •creating information recourse center about healthy lifestyle
•decreasing amount of youth that is smoking •people eat proper food •people do physical activities
Impact strategies Economic indicators
•decreasing level of tobacco smoking for male from 61 to 30% •20% more people start to eat healthy food •20% more people do physical activities
Operating model Organizational and Program indicators
Vision of success
PodioProject report
how much does it cost?
Minimum cost
let’s explore our product
1 2 3 4!
UNDERSTAND!--------!
FOCUS!
!!
CUSTOMIZE!
ATTRACT!--------!
CONVERT!--------!
CLOSE
DELIGHT!!
--------------------------!!SHOWCASE !
PRODUCT-CUSTOMER FLOW
PRODUCT EVOLUTION CUSTOMER FLOW
!UNDERSTAND!
--------!FOCUS!
PRODUCT-CUSTOMER FLOW
PRODUCT EVOLUTION
Analyzes Internal Supply and Demand
1
Analyzes External Supply and Demand
Choose your focus
Analyses External Supply and Demand
Youth surveys
Social Issues trending on media
General Economic Report by Government or consulting groups
Companies interested in CSR
Growth in NGO’s/ Social Businesses
1.Search Engine(google) 2.Social Network and online promotion-
Linkedin 3.Business and Social Newspaper and
Website 4.Event and Forum 5.NGO, schools, orphanage website 6.Deep talk with our supporters -alumni,
partners, school professors etc.
Information Channels
National Indonesian statistic site • http://www.bps.go.id/eng/index.php
United Nations website • http://unstats.un.org/unsd/default.htm
World Health organization • http://www.who.int/en/
Earth observatory • http://earthobservatory.nasa.gov/
United Nations Development program in Indonesia • http://www.id.undp.org/indonesia/en/
home.html
Human Development Report • http://hdr.undp.org/en/countries/
country_fact_sheets/cty_fs_IDN.html
MDG report form UN • http://mdgs.un.org/unsd/mdg/Default.aspx
UNICEF • http://www.unicef.org/
Analyzes Internal Supply and Demand
Customer profile data
Customer feedback
Previous realizations according to issues (countries)
LC Goals for the 13-14 according to issues (countries)
http://www.myaiesec.net/
Customer profile data
Customer feedback
https://www.cg-express.com/an/login.php
http://www.myaiesec.net/content/viewfile.do?contentid=10279774
Previous realisations according to issues (countries)
Choose your focus
Market: NGO, school, orphanage etc
what is our value?
1 2 3 4!
UNDERSTAND!--------!
FOCUS!
!!
CUSTOMIZE!
ATTRACT!--------!
CONVERT!--------!
CLOSE
DELIGHT!!
--------------------------!!SHOWCASE !
PRODUCT FLOW
PRODUCT EVOLUTION CUSTOMER FLOW1. Value
Proposition
2. Product Evolution
Product adaptation is needed
Product evolution is
needed
Ad hoc•Providing constant impact through year •Financial sustainability • Giving specific education needed for institutions
National projects
Local projects
•Long term impact to society •Easier to sale to partners (companies) •IR
• Giving direct impact on specific issues in city
Product Value
Channel Value
Sales •Bringing international environment
•Introducing foreign culture •Providing simple education for children
•Building global mindset of children
Ad hoc Target: Orphanage
Channel Message
Sales •Bringing international environment •Introducing foreign culture •Encourage students to be confident in speaking English •Building importance of learning language •Building global mindset of students
Ad hoc Target: School
Channel Message
Sales, Events on specific topic of issue,
Alumna
•Bringing international environment •Introducing foreign culture
•Giving perspective about specific issue from intern`s home country •Encourage people in NGO to be confident in speaking English •Building importance of learning language •Building global mindset for people in the NGO
Ad hoc Target: NGO
1. Define between people of function: a) sub product to focus
(project, ad hoc) b) market (NGO,
orphanage, school)
2. Set personal target for calls meetings and follow
up meetings
3. Create list of potential TN Takers for
each market (NGO, Orphanage, school)
Check the goals
1
2
Write down my specific iGIP goals: they should be defined per sub-product and have specific targets (Industry, SME etc.)
Undergo backward planning using your conversion rate to further define your goals and your sales team structure.
RE Goal
MA Goal
RA Goal
Sales Meeting Goal
Team/Individual Cold Calling
Goal
Average productivity per sales member
Number of Sales Members/
Structure
For suggested iGCDP Structures please see: !http://www.myaiesec.net/content/viewfile.do?
contentid=10287618
Review Current Members
3 Do your members fit with the iGCDP Seller profile below?
Review Talent Gaps4 What are the Gaps? Ensure that through individual coaching and Talent Review,
that sales members can get the Learning and Development they need.
Give Education
5 Align the gaps in member knowledge/skills/attitude with individual course content and objective of the Sales Development Program
Review Sales Bottlenecks
5 Now look at the sales context of your reality.
What are the bottlenecks you are facing?
Is it a problem in (for example): 1. Not enough people 2. Individual Capacity is low 3. Low understanding of the market 4. Can’t negotiate 5. No education
Track. Track. Track.
6 Track your members and focus in on these highlighted topics. Track member growth in those sales processes
Growth in number of cold calls per week in target members. Growth in conversion rate from cold call to meeting
Growth in number of negotiation meetings per week. Growth in conversion rate from negotiation meetings to raises.
Growth in number of cold calls per week in target members
Growth in number of cold visits per week in target members Growth in conversion rate from cold visit to meeting
Growth in number of meetings per week in target members. Growth in conversion rate from First Meeting to Negotiation Meeting
Growth in number of TN Raises
RA-MA Time Period
MA-RE Time Period NPS Score
Growth in # of re-raises
Track. Track. Track.
7 Assign additional KPIs to VPTMs and VP iGIPs for tracking
VP TM: # of TMPs in iGCDP Sales # of iGCDP TMP Sales participating in SDP Retention Rate of iGCDP Sales Members
VP iGCDP: Conversion Rate per Member dependent on member/team focus (See previous slide) # of applicants for higher positions
