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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 term 13/14 (to-date):
1,154,362 EUR 588,724 EUR 565,637 EUR 632,215 EUR 319,023 EUR
Impact on entities and MOS Quarter 3 Q3 Amount of GIP through GEP Raised Q3 Amount of GIP through GEP Realized Amount of GIP (TT) Raised Amount of GIP (TT) Realized Amount of Entities we are working with
81 31 16 7 20+
(minimum sales target) (achieved 112% ! target 100%) (achieved 56% ! target 60%)
*The revenue figures above includes total amounts for partnerships whose revenue will be recognized in the 12/13 term as well as recognized for the term 13/14.
Partnership Management Highlights • •
• • • • • • •
We have signed a contract we a new trial Global Partner: CH Robinson. CH Robinson will be raising internships opportunities and by late summer we will work to convert them to a global partner. We are currently looking expanding our partnerships with UCB (raising in more locations), DP DHL (launches a regional initiative in Africa), Unilever (expanding the partnerships to GIP opportunities) and EF (expanding their current partnership to include GIPs). Electrolux is currently over delivering (raising more GIPs than they have in the global contract) and they are directly supporting AI strategy by giving a Technical Talent Excellence Award. Negotiations with EF continue and will end by the end of the next months. We are currently negotiating the 3-year contract with TCS. The definition of this contract will have an impact on the amount the global plenary and AIESEC International pay for MyAIESEC.net Microsoft HR departments are starting to invest in AIESEC globally (they will attend XPROs). We delivered successfully ING awards and we started speaking about next years contract. Conversations regarding the future of partnerships started with Stanley Black and Decker and BP. Vopak and Mindavalley conversations will be held in the next quarter. We foresee that as time will go by, account management will keep a vital role in partnership sustainability. More investment from AIESEC International and from AIESEC entities that are working with Global Partners will be going to reporting, to service delivery and to keep the overall partnerships stable.
Pipeline Management Highlights 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: •
Walgreens: final stages of negotiation.
•
Asurion: final stages of negotiation
•
Deustch Bank : Final stages of negotiation
•
Michael Page: Conversations will continue again in the
•
Glenmark Pharmaceuticals: Not interested at the moment
next months since nothing concrete has come up.
•
Larsen Toubro: Conversations will continue again in the
• • • • • •
SAP: final stages of negotiation
•
SABIC: Final stages of negotiations
Pfizer: negotiations continue
•
Johnson & Johnson: Negotiations continue
Universum: Conversations will continue again in the
•
Euromoney: Negotiations continue
next months since nothing concrete has come up.
•
Merck: Negotiations continue
MasterCard: Conversations will continue again in the
•
Y&R: postponed for Autumn
next months since nothing concrete has come up.
•
H&M: Conversations will continue again in the next months since nothing concrete has come up.
Purac: Conversations will continue again in the next months since nothing concrete has come up.
•
next months since nothing concrete has come up.
Infosys: Negotiations continue
Thomson Reuters: Negotiations continue
•
Yara: Negotiations continue and in May we will have a more concrete look on how the partnership will look.