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BUSINESS DEVELOPMENT Q3 Report

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Strategic framework BD contribution


BD DRIVERS Empowered Network

Customer Focus

Operational Excellence

Sales empowerment

Marketing Succed

Hyper Quality

Segments specialization

Processes Standardization

Expansion Agents

Sellers Trainning Sales reference

Products Strengthening Professional Alliances Channels Standing

Loyal clients


Team Plan #1 • Strategic Framework – Youth to Business • Product Strategy – Sales • Measurable of Project – 15 workshops – 1 case competition – 1 caso de éxito – 600 attendance – ELD: 30 Eps GIP – 128.000.000 • Key Mos – –

Place definition Event promotion

What not have been done –

Sales


Team Plan

#2 • Strategic Framework – PR connection project • Product Strategy – Channels • Measurable of Project – Business Lunch – Social Media – National projects positioning • Key Mos – Aviatur Meeting – Supervisory Board Meeting • What not have been done – Business Lunch – Social Media – National projects positioning


Team Plan

#3 • Strategic Framework – RSC Projects • Product Strategy – Product Development and Sales • Measurable of Project – Alfabeta Project – Lets do it Project – OGCDP sales companies

• Key Mos – Alfabeta development Project (Budget, product sheet, value proposition)

What not have been done – Alfabeta sales – Lets do it Project – OGCDP sales companies


Team Plan

#4 • Strategic Framework – Market Succeed • Product Strategy – Sales Agent Product (ASSIST CARD & ISIC) • Measurable of Project – Promotion of the partnership – Sales • Key Mos – 20# ISIC Cards Sold – $140.000 Incomes received by ISIC Sales – 26# ASSIST CARD International assistances sold – Invoice: 3’393.540.63 and march incomes


Team Plan

#5 • Strategic Framework – Market Succeed • Product Strategy – GIP • Measurable of Project – Sales – IGN BD Summit participation • Key Mos IGN Summit Participation - Agenda preparation - Felipe Morales ILC-Mexico attendance - Companies contact: PWC, TCS, Microsoft, Bolsa de Valores México, Fundación Pies Descalzos


Team Plan

#6 • Strategic Framework – Sales empowerment • Product Strategy – GIP • Measurable of Project – Customer Loyalty Organizations strategy • Key Mos - CLO Summit. 12 LCs with CLO Certification: Andes, Bucaramanga, Central, EAFIT, EAN, ECI, EIA, Jave Cali, Javeriana, Manizales, Rosario, UGC. -

Pre CLO Summit Chat LCPs Bosch transition to AIESEC Andes


Team Plan

#7 • Strategic Framework – Sales empowerment • Product Strategy – GIP • Measurable of Project – Local sales • Key Mos - Preparations LCs in sales with: - EIA (Ing) - Tulua - Manizales -Armenia - Cali

HOLCIM ( RA: 15 / MA:10 / RE : 0) Gobernación del Atlántico : (RA: 10/ MA : 5 / RE : 0)


Q3 Report BD Member

Ana Vela Natalia Farfรกn Diego Tibamoso

Incomes from

Bosch, Terpel, DHL, Unilever

$0

90% ASSIST CARD 10% Fruandes 80%SED / 0.5%Paralife/ 20%Holcim

$ 11.314.432

GLAXO, Sutherland, Paola SABMiller,Datatraffic Hidalgo Pagus, Deloitte

TOTAL

Q3 2014 Achieved

Q3 2013 Achieved

Q3 Goal

Q3 GAP

$23.183.701

$23.183.701

%

Growth %

Achievem ent 2014

0% $12.108.791

$257.940.002

$794.359

93.44%

$12.020.739 2.145%

$23.561.779

$295.439.236

$27.356.712

$22.316.906

$3.794.833

86.13%

$67.011.526 -$228.427.710 440.88% 1223.84%

000 400000 0


Global Report

Goal

Achieved

Gap

Achieved %

$367,788,583.67 $421,469,051.50 -$21,252,231.33 114.60%


BD Team Global Report BD Member

Goal

Achieved

Gap

Natalia Farfán

$98,666,666.67

$38,150,404.50

$60,516,262.17

Ana María Vela

$113,731,565.23

$67,976,583.00

$45,754,982.23

Diego Tibamoso

$200,000,000.00

$286,480,852.00

-$86,480,852.00

Raquel Mosquera y Por confirmar Paola Hidalgo


April and May Incomes • Terpel=5.000.000 • Bosch=6.930.000 • DHL=1.300.000 • Assist Card=5.000.00 • Pepsico=3.000.000 • Jeronimo Martins= 1.000.000 • SED=60.000.000 • Holcim=1.750.000 • GLAXO, Sutherland, SABMiller,Datatraffic Pagus, Deloitte=22.000.000

TOTAL=$106.480.000 • $518.000.00


Functional Achievements 1.

New partners: Bosch, Jeronimo Martins, Unilever

2.

Account delivery: SED, Bosch (Reception booklet, interview), Holcim, Pagus, Jeronimo Martins

3.

Negociation: Unilever, Cupomania, Forward, Mercedes Benz, Volunteers, Jeronimo Martins, Oracle, Pagus (Brazil), Consultores Organizacionales, Pepsico, Ashoka, Glaxo, ADF, E-learning, Microsoft Venezuela, ONU, Datatraffic, Aviatur,Nestle, ZTE, Metaza.

4.

NST Empowerment/ NST Task force Implementation

5.

ISIC and Assist Card sales

6.

External Sales coaching and orientation for the BD Team, PNL trainning

7.

IGN BD Summit participation in the agenda creation and BD Director Participation

8. CLO Summit and LCPs chat 9. Confirmation SED Project next round 10. SED performance and financial reports 11. Chat LCPs CLO 12. Product Innovation -Workshop Unilever


Conclusions • Government projects boost the BD growth • Local sales is the key of success for BD and IGIP • BD have to focus more just in sales that in MC tasks (At least not in commercial time) • ASSIST CARD and ISIC have to me more promoted by LCs (We need MCVPs support here) • Y2B Sales have to be refocused with sales in other products • Develop Y2B in april or in march in not a proper date for MC activities and for auditoriums availability. • March and April BD sales are for next term results.


Next Steps • Y2B (22 April) • Transition (25 April) • Standardization (26 y 27 April) • SED new team (28 April) • SED Legalization review with BOA (23 April) • SED Showcasing with PR (8 May)


Let’s THRIVE

together!!


Reporte q3 bd