3.2. expansion visit i gcdp 101

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  • 1. iGCDP Ad-Hoc + Project

2. Market ValuePersonal ValueOrganisational Value 3. What happensWe sell things we don`t know for people that dont need it 4. Product understanding & Market research 5. Product Understanding and Product Packaging1. Definitions 2. iGCDP Sub-product evolution Product Packaging based on sub-product 3. Value propositions 4. Minimum cost 5. Successful product packaging 6. lets define what we are doing. 7. What is sales? The exchange of goods or services for an amount of money or its equivalent 8. What is product? Something produced by human or mechanical effort or by a natural process 9. lets explore issues. 10. iGCDP sub-product11 master issues 45 sub issues 11. Why issue segmentation strategy is helpful source and direction of growthfaster matchingBetter Customer ExperienceAligned Business IntelligenceStronger showcasing and marketingCompetitive Advantage 12. Is every issue relevant for Indonesia? 13. Maybe not :/ 14. so, Currently we focusing for 6 master issues:1.Culture understanding2.Literacy3.Health and lifestyle4.Environment5.Economic growth6.Career development 15. Cultural Understanding Sharing about internship experience within culture-shockGlobal VillageLearning about Indonesia cultureInformation sessions/ workshops and eventsVisiting historical places in Indonesia 16. LiteracyTeach to unfortunate peopleSharing experience through social media / blogInformation sessions/ workshops and events 17. Health and LifestyleSeminar about lifestyle and healthVisiting patients in hospitalShare internship through social media and blogInformation sessions/ workshops and events 18. EnvironmentEvents about preventive actionsEvents to increase awareness of environmental issuesCompetition and ExhibitionShare internship through social media and blog 19. Economic GrowthSME-VisitBusiness Plan CompetitionInformation sessions/ workshops and eventsShare internship through social media and blog 20. Career DevelopmentInformation Sessions/workshops/ eventsShare internship experience through social media/ blog 21. Who knows concrete direct impact of internships we organize? 22. Social Impact Model3 Analyze current reality of IndonesiaWhat should we do, our strategies4How we will measure our strategiesClear outcome we want to see after project21Description of how the project works 5 Connection of activities with mission Groups involved Evaluation Costs and Revenues 7How we measure whether 7 we succeed or notShort-term results! Measures the capacity to implement the plan! Shows the progress of activities 23. 1. Social program definition (example of national health and lifestyle project) 24. Cardiovascular disease 25. Male smoking 26. Example of Health & lifestyle projectSocial Problem Definition Heart Lung Overweight/Nutritional deficiencies !Caused by: Smoking Lack of physical activity Wrong food consumption 27. Mission In 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 % 28. Impact strategies decreasing amount of youth that is smoking people eat proper food people do physical activitiesOperating model!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 lifestyleEconomic 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!Organizational and Program indicators !# 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 29. Vision of successPodioProject report 30. Project brand refreshment HERE 31. how much does it cost? 32. Minimum cost 33. lets explore our product 34. PRODUCT-CUSTOMER FLOW1 2 3 4 PRODUCT EVOLUTION!UNDERSTAND! --------!FOCUS!! ! CUSTOMIZE!CUSTOMER FLOWATTRACT! --------!CONVERT! --------!CLOSEDELIGHT! ! --------------------------!! SHOWCASE ! 35. PRODUCT-CUSTOMER FLOW PRODUCT EVOLUTION1!UNDERSTAND! --------!FOCUS!Analyzes Internal Analyzes External Supply and Demand Supply and DemandChoose your focus 36. Analyses External Supply and Demand Youth surveysSocial Issues trending on mediaGeneral Economic Report by Government or consulting groupsCompanies interested in CSRGrowth in NGOs/ Social Businesses 37. Information Channels 1.Search Engine(google) 2.Social Network and online promotionLinkedin 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. 38. National Indonesian statistic site http://www.bps.go.id/eng/index.phpUnited Nations website http://unstats.un.org/unsd/default.htmWorld Health organization http://www.who.int/en/Earth observatory http://earthobservatory.nasa.gov/ 39. 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.htmlMDG report form UN http://mdgs.un.org/unsd/mdg/Default.aspxUNICEF http://www.unicef.org/ 40. Analyzes Internal Supply and Demand Customer profile dataCustomer feedback Previous realizations according to issues (countries) LC Goals for the 13-14 according to issues (countries) 41. Customer profile data http://www.myaiesec.net/ 42. Customer feedbackhttps://www.cg-express.com/an/login.php 43. Previous realisations according to issues (countries)http://www.myaiesec.net/content/ viewfile.do?contentid=10279774 44. Choose your focusMarket: NGO, school, orphanage etc 45. what is our value? 46. PRODUCT FLOW1 2 3 4 PRODUCT EVOLUTION!UNDERSTAND! --------!FOCUS!! ! CUSTOMIZE!1. Value CUSTOMER FLOW Proposition DELIGHT! ATTRACT! 2. --------! Product ! CONVERT! --------------------------! ! --------! Evolution SHOWCASE ! CLOSE 47. Product evolution is neededProduct adaptation is needed 48. ValueProductAd hoc National projectsLocal projectsProviding constant impact through year Financial sustainability Giving specific education needed for institutionsLong term impact to society Easier to sale to partners (companies) IR Giving direct impact on specific issues in city 49. Ad hoc Target: Orphanage ChannelSalesValue Bringing international environment Introducing foreign culture Providing simple education for children Building global mindset of children 50. Ad hoc Target: School Channel SalesMessage Bringing international environment Introducing foreign culture Encourage students to be confident in speaking English Building importance of learning language Building global mindset of students 51. Ad hoc Target: NGO ChannelMessageSales, Events on specific topic of issue, AlumnaBringing 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 52. 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 meetings3. Create list of potential TN Takers for each market (NGO, Orphanage, school) 53. Check the goals 1 2 RE GoalWrite down my specic iGIP goals: they should be dened per sub-product and have specic targets (Industry, SME etc.)Undergo backward planning using your conversion rate to further dene your goals and your sales team structure.MA GoalRA GoalFor suggested iGCDP Structures please see:!http://www.myaiesec.net/content/viewle.do? contentid=10287618Sales Meeting GoalTeam/Individual Cold Calling GoalNumber of Sales Members/ StructureAverage productivity per sales member 54. Review Current Members 3Do your members t with the iGCDP Seller prole below? 55. Review Talent Gaps 4What are the Gaps? Ensure that through individual coaching and Talent Review, that sales members can get the Learning and Development they need. 56. Give Education 5Align the gaps in member knowledge/skills/attitude with individual course content and objective of the Sales Development Program 57. Review Sales Bottlenecks 5Now 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. Cant negotiate 5. No education 58. Track. Track. Track. 6Track 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 membersGrowth in number of cold calls per week in target members. Growth in conversion rate from cold call to meetingGrowth 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 negotiation meetings per week. Growth in conversion rate from negotiation meetings to raises.Growth in number of TN RaisesRA-MA Time Period MA-RE Time Period NPS ScoreGrowth in # of re-raises 59. Track. Track. Track. 7Assign additional KPIs to VPTMs and VP iGIPs for trackingVP TM:VP iGCDP:# of TMPs in iGCDP Sales # of iGCDP TMP Sales participating in SDP Retention Rate of iGCDP Sales MembersConversion Rate per Member dependent on member/team focus (See previous slide) # of applicants for higher po