Business Development Report Key achievements and strategy analysis
Project Description: Raise a minimum of 49% of the global budget to sustain AIESEC International. Ensure longterm sustainability of partnerships. Sign 60% of Business Development target for 2013-14 year by 1 June, 2013. Impact on team purpose: Allows AIESEC International to operate. Additional sales are re-invested into AIESEC and permit long-term investments towards AIESEC 2015.
Budget Targets and numbers AI budget 12/13: 51% - Member Fees: 49% - BD sales revenue target 12/13: BD Revenue signed for the 12/13 term (to date): BD Revenue signed for the 13/14 term (to date):
1,154,362 EUR 588,724 EUR 565,637 EUR 479,815 EUR 159,023 EUR
Impact on entities and MoS Quarter 4 Q4 Amount of GIP through GEP Raised Q4 Amount of GIP through GEP Realized Amount of GIP (TT) Raised Amount of GIP (TT) Realized Amount of Entities we are working with
64 56 9 5 30+
(minimum sales target) (achieved 85% ! target 100%) (achieved 45% ! target 60%)
*The revenue figures above include total amounts for partnerships whose revenue will be recognized in the 12/13 term as well as recognized for the 13/14 term.
Quarter 4 Highlights • • • • •
We have sign a contract with a new Global Partner: International SOS. International SOS will be raising internships opportunities and participating in our conference cycle. We visited the following global partners and global trial partners: ING, Cognizant, Nike, DP DHL, Unilever, Stanley Black and Decker, BP, Microsoft Electrolux, Husqvarna, and EF. We signed contracts with Potencia Ventures (2-year contract) and ING (1-year contract). We attended 52 meetings in-person and we had over 34 virtual meetings. These will become a good pipeline for conversion between prospects to partners in the next two quarters. We participated in Global Consultancy Day, contributed to the Sales Development Programme, and participated in the Nordic Sales Summit.
Partnership Management •
• • •
Overall, relationship management and account delivery of global partnerships are on track according to our contracts. As reported in Q3, we are currently in the process of converting one-year partnerships into two-year partnerships for increased sustainability. We foresee that in the next 6 to 12 months some major changes will occur in terms of budget allocation and delivery of contracts due to the current financial and economic crisis. We decided to convert the following global trial partners to national partners because their size of activities is not relevant enough to be managed globally: Kermel, Nestle and Nike. Due to financial constraints, Vale will no longer continue as a Global Exchange Partner starting from January 2013.
Pipeline Management AIESEC International continuously strives to attract new organisations in order to give more opportunities to AIESECers around the world. We are currently working with MCs to co-sell global partnerships to the following organisations: • CH Robinson • Deutsch Bank • Walgreens • Glenmark Pharmaceuticals • Asurion • Larsen Toubro • Michael Page • SABIC • Infosys • Johnson & Johnson • SAP • Euromoney • Pfizer • Merck • Universum • Y&R • MasterCard • H&M • Purac • Yara