Published on March 10, 2014
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.
iGCDP sub-product 11 master issues 45 sub issues
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 Sharing about internship experience within ‘culture-shock’ Global Village Learning about Indonesia culture Information sessions/ workshops and events Visiting historical places in Indonesia
Literacy Teach to unfortunate people Sharing experience through social media / blog Information sessions/ workshops and events
Health and Lifestyle Seminar about lifestyle and health Visiting patients in hospital Share internship through social media and blog Information sessions/ workshops and events
Environment Events about preventive actions Events to increase awareness of environmental issues Competition and Exhibition Share internship through social media and blog
Economic Growth SME-Visit Business Plan Competition Information sessions/ workshops and events Share internship through social media and blog
Career Development Information Sessions/workshops/ events Share internship experience through social media/ blog
Who knows concrete direct impact of internships we organize?
Social Impact Model 3 Analyze current reality of Indonesia What should we do, our strategies 4 How we will measure our strategies Clear outcome we want to see after project 2 1 Description of how the project works ➢ 5 ➢ ➢ ➢ Connection of activities with mission Groups involved Evaluation Costs and Revenues ➢ ➢ 7 How we measure whether 7 we succeed or not Short-term results! Measures the capacity to implement the plan! ➢ Shows the progress of activities
1. Social program definition (example of national health and lifestyle project)
Example of Health & lifestyle project Social Problem Definition • Heart • Lung • Overweight/Nutritional deficiencies ! Caused by: • Smoking • Lack of physical activity • Wrong food consumption
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 %
Impact strategies •decreasing amount of youth that is smoking •people eat proper food •people do physical activities Operating 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 lifestyle 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 !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
Vision of success Podio Project report
Project brand refreshment HERE
how much does it cost?
let’s explore our product
PRODUCT-CUSTOMER FLOW 1 2 3 4 PRODUCT EVOLUTION ! UNDERSTAND! --------! FOCUS! ! ! CUSTOMIZE! CUSTOMER FLOW ATTRACT! --------! CONVERT! --------! CLOSE DELIGHT! ! --------------------------! ! SHOWCASE !
PRODUCT-CUSTOMER FLOW PRODUCT EVOLUTION 1 ! UNDERSTAND! --------! FOCUS! Analyzes Internal Analyzes External Supply and Demand 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
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.
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)
Customer profile data http://www.myaiesec.net/
Customer feedback https://www.cg-express.com/an/login.php
Previous realisations according to issues (countries) http://www.myaiesec.net/content/ viewfile.do?contentid=10279774
Choose your focus Market: NGO, school, orphanage etc
what is our value?
PRODUCT FLOW 1 2 3 4 PRODUCT EVOLUTION ! UNDERSTAND! --------! FOCUS! ! ! CUSTOMIZE! 1. Value CUSTOMER FLOW Proposition DELIGHT! ATTRACT! 2. --------! Product ! CONVERT! --------------------------! ! --------! Evolution SHOWCASE ! CLOSE
Product evolution is needed Product adaptation is needed
Value Product Ad hoc National projects Local projects •Providing constant impact through year •Financial sustainability • Giving specific education needed for institutions •Long term impact to society •Easier to sale to partners (companies) •IR • Giving direct impact on specific issues in city
Ad hoc Target: Orphanage Channel Sales Value •Bringing international environment •Introducing foreign culture •Providing simple education for children •Building global mindset of children
Ad hoc Target: School Channel Sales Message •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: NGO 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
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 RE Goal 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. MA Goal RA Goal For suggested iGCDP Structures please see: ! http://www.myaiesec.net/content/viewﬁle.do? contentid=10287618 Sales Meeting Goal Team/Individual Cold Calling Goal Number of Sales Members/ Structure Average productivity per sales member
Review Current Members 3 Do your members ﬁt with the iGCDP Seller proﬁle below?
Review Talent Gaps 4 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 number of cold calls per week in target members. Growth in conversion rate from cold call to meeting 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 negotiation meetings per week. Growth in conversion rate from negotiation meetings to raises. 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: VP iGCDP: # of TMPs in iGCDP Sales # of iGCDP TMP Sales participating in SDP Retention Rate of iGCDP Sales Members Conversion Rate per Member dependent on member/team focus (See previous slide) # of applicants for higher positions
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