AIESEC in Delhi University

Business Development Audit 2014

General Questions

1. Name of LC - Delhi University

2. Names of VPs – Aanchal Mohan and Aparajita Misra

3. What was your vision for your department in 2014?

Business Development 2014 will be instrumental in supporting exchange through direct contribution to ELD and at the same time move towards becoming sustainable in terms of leadership pipeline and

clients.

4. What were your 3 focus areas?

The idea was to generate business, in terms of monetary support; in-kind raising and ELD

contribution, through 3 focus areas –

Financial Sustainability

High ELD Contribution

Client Retention

5. What are your 3 key take backs as a VP BD?

- Importance of Business development as a portfolio externally.

- Building network within AIESEC Alumni and corporate industry.

- Importance of multi-stakeholder management

- Member contribution and role of a leader

6. What are your biggest tangible contributions to your LC in 2014?

Apart from the numeric figures written above other contributions to the LC in 2014 included :

Member contribution has been very high throughout the year, with having a department of minimum 12 members on TMP, 3 members on TLP and 80% member retention.

National recognition for using CRM workspace in order to implement the concept of documentation and good CRM practices resulting in excellent client delivery and retention rate. *Please refer to Podio files for partnership delivery reports.

Board engagement through the year has been above average. Having retained 4 board members we also introduced Social Support Group and Event Support Groups. Board has been active in terms of providing us with mentoring, referrals, funding (Rs.1, 17,000) and also providing job opportunities for EB members from KWAN & Elliot Resorts.

In form of transitions , 2014 has given , 33 clients willing to continue, Rs.1,37,000 money in transitions with Rs.15,000 in the bank and remaining to be realized after the delivery. We are also leaving behind strong leads for NEP behind in transitions along with a well-documented year. 80% of the business development membership is continuing in the year 2015, therefore leaving behind a good leadership pipeline.

Well integrated sales training was given by TL MDPs in various exchange program departments leading to a correct understanding of sales as a behavior in the local chapter.

BD Specific

1. How many members had been allocated to your through your term?

Combined membership of 2 departments:

Quarter No. Of Team Leaders No. Of Team Members Manager

Q1 8 15 -

Q2 6 12 2

Q3 4 12 -

Q4 4 15 -

2. How many TLs were allocated to you in 2014? - 22 TLs

QUARTER Team Leader

Q1 2 Senior Body Members

TL GCDP BD

TL NEP

TL ELD Sales + UR

ARM + OCP Y2B

OCP Udaan

OCP Global Village

Q2 6 OCPs :

2 OCPs Udaan

2 OCPs Y2B

2 OCPs Global Village

1 ARM

1 GCDP BD Manager

Q3 TL GCDP BD

TL ELD

TL MDP

TL ARM

Q4 TL GCDP BD

TL ELD

TL MDP

TL ARM

3. How many events have you conducted in 2014? (Please submit a complete event report

for consideration)

4. What is the pipeline that you are giving to the next year? (Tangibles only)

- Realized Money – Rs.24000

- Raised Money – Rs.1,37,000 ( to be realized in Jan)

- Membership – 15 team members , 3 Senior members

- Clients – 33 clients, with 100% delivery rate, and are willing to partner next year. ** feedback

survey results.

Partnership Tracker for reference -

https://docs.google.com/a/aiesec.net/spreadsheet/ccc?key=0AthZJDfTNgy9dElXdDdyM2czQ1pJX0

UyekRmLVpKcHc&usp=drive_web#gid=7

5. Have you completed your VP-to-VP and Client-to-Client transition? (If yes, tell us what

you did)

- VP to VP has been done

Following points have been covered during the transition :

Area Topic

Job Overview Job DesERiption Review of all members on BD team

The responsibilities of the VP BD based on daily, weekly, monthly, quarterly activities

Moments when members are less productive/unavailable (conferences, vacations, college tests, etc)

External Market research What information/trends affect our ability to cooperate with companies

Working out potential segments of the market

Networking through partners and alumni

Company prospecting for our different opportunities

Product Development Assessing what exists in your product portfolio. Check whether it is still relevant and sellable.

Adjusting existing products to better suit the current reality (redefining of products/projects, defining new markets, re-pricing)

Investigating new product/project opportunities based on opportunities with potential partners

Product packaging

Product Pricing

Account Management Existing MC and LC Parnterships and Contracts

Assessing Partnership expansion opportunities

Review ERM and contacts being worked on in the current year

Reporting to Partner on delivery of the product

Sales Planning Planning your sale (what, how much, when) in each quarter

Assessing what kind expenditure are expected

S.no Name of event Month

1. Global Village Feb

2. Discovering Hope April

3. Y2B – AAYF July

4. Udaan – Annual AIESEC Youth Festival Aug

5. Global Village - Annual AIESEC Youth Festival Aug

6. Annual Alumni Dinner 2014 Dec

7. Udaan 2.0 Dec

Setting timeline of when particular product is going to be delivered

Sales Skills and Strategies Basic sales process

Selling AIESEC as an organization

Sales pitches and meeting booking

Generating warm contacts and leads

Sales meeting flow

Closing the deal

How to do proper follow-up

Developing the sales skills in members (coaching and feedback)

Culture of Selling in LC Building structure that supports culture of selling ( selling campaigns etc.)

BD Team management and motivation

Activities supporting culture (contests, competitions, task forces etc.)

Adjusting rewards & recognition system to inERease selling effectiveness

Education on BD in LC Building people educational cycle for BD

Educational partners for sales training

External Market information provided to members

Internal knowledge needed for sales (using Company Database, tracking sales activity, etc.)

Administrative activities with Partners

Getting to know and preparing accurate contracts adjusted to companies situation and needs

Assisting and leading company through formal finalization of the contracts

Invoicing and follow-up

Client-to-Client transitions have been scheduled post NLS , where meetings have been fixed and

emails have been sent to the client introducing the successors.

6. What are the products you sold this year?

Products Sold - Event Sales

Session spaces

Stall spaces

Product Testing

Marketing/Outreach – virtual & physical

On-ground activation space

Hospitality partner

Brand Partners

- ELD

Paid Clients for IGCDP

iGIP Clients with marketing benefits

Accommodation partnership for interns

GCDP Project sales

Selling a cause , CSR products

OGCDP Raising – as a marketing campaign – forex partner

University Partner – 20 OGX raises annually

- Recruitments

- Marketing Campaigns

- Annual Partnerships

- Session Spaces

- On-ground Marketing

Board Management

1. How many Board Members do you currently have?

LOCAL SUPPORT GROUP

Anirban Das Blah, MD KWAN

Ripun Jai Mehta, founder 5By7

Suresh Rajpal , founder VISNOA

Ram Sarvapalli partner at E&Y

Event Support Group

Vinod Ganjoor, CEO , Elliot Resorts

Mayank Batheja , CEO , Letsintern.com

Social Support Group

Satyajit Aribam, founder,Helping brainz

2. Please explain the contribution of the Board in tangibles.

LCP & EB Mentoring

Client Referrals – 7

- International Maritime Institute

- Bakson Ind.

- Helping Brainz

- Lancer International School

- VSG Capitols

- ITC

- Himanshu Talwar

Transitions and planning – in Q1 2014

Feedback & support on events

3. What has been the mode of engagement with the Board?

- Individual Meetings

- Emails

- Half Yearly newsletters

- Virtual Meetings

- EB Mentoring

**minutes of individual meetings attached on PODIO.

4. How many individual meetings have you had with the Board?

- Anirban Das Blah | KWAN – 2

- Ripun Jai Mehta | 5by7 – 2

- Suresh Rajpal | Visnova – 2

- Ram Sarvapalli | EY – 1

5. Have you conducted a Joint Board Meeting with the Board?

- No, considering our board is travelling most of the times, to cover-up we met them individually along with the EB.

6. Have you added anyone onto your Board? – Yes , two separate segments of the board

Event Support Group

Vinod Ganjoor, CEO , Elliot Resorts

Mayank Batheja , CEO , Letsintern.com

Social Support Group

Satyajit Aribam, founder,Helping brainz

Partnership Management

1. How many partners do you currently have? - 47

2. How many partners did you add in 2014? - 44

3. What has been your mode of engagement with your clients?

- Emails

- Regular newsletters

- Calls

- Meetings

- Seasons greetings

4. What have you done differently to ensure that you retain your partners?

BD in AIESEC DU had no culture of CRM in 2103. We have introduced small things such as

- Regular newsletters and seasons greeting which has made significant dent in retaining partners.

- Ensuring that one POC from AIESEC DU is maintained and trained members to handle CRM in

terms of doing feedback meetings and introducing their clients to new AIESEC products. Our clients included ITC,Hero moto corp. , IMI , Opinia 360 , NDIM and about 40 more.

- Multi-Dimensional Partnerships were delivered, where the client understood AIESEC in a much better way and leveraged much more out of the organization.

- Annual Partnerships – which helped AIESEC in Delhi University in strong client retention rate, such as NDIM, OPINIA And International Maritime institute.

5. Please submit partnership reports for validation of data.

Please refer to Podio : https://podio.com/webforms/9565747/700271

6. What are the value based (in kind) partnerships you have struck in 2014?

Name of client Event Name In-Kind Raised

NDIM global village , Udaan , recruitment Cycles

Venue for GBMs and LC Days , 300 pens +

notepads (18,000)

Kingdom of Dreams Venue and logistics for Global Village 2014 ( 2

lakh )

ITC Udaan /Y2B INR 176400 ( Paper Kraft Notepads Rs 15

per piece / HB Pencils -

Rs. 4 per piece / wax crayons Rs10 per piece

/octoflo ball pen Rs 10 per piece /erasers Rs.3

Per Piece

Iskon temple Udaan Food for 3000 children

Blue Y2B 500 Bottles

BHB Udaan 2.O 1500 bananas, 500 boxes of crayons, 100 granola

bars

Lions Udaan 2.O 150 Gifts + 500 notebooks

Umeed Udaan 2.O Venue raised for the event

Fundraising

1. What was the fundraising target for the year?

TARGET ( in Rupees) ACHIEVED (in Rupees) Realized in the bank

15,00,000 12,17,570

2. How much funds were raised through events? And what was the tangible RoI? (Do not include ticket

sales, include only what has come into the bank)

Fund Raised from events in 2014 – Rs.7, 95,330

RoI from Events

- Profit generated – 3,24,956 (All events were at profits)

- Client Generation from Y2B panel : 7 (Hero , ITC , OML, SkillHippo , The Hindu , Tamron India

,Outline India)

- Supported recruitments – 25% of Volunteers took up TMP in AIESEC.

- OGX Raises – 20 properly tracked

- Annual Partnerships – 2

- High Membership contribution due to variety of OC opportunities. | Talent sales training

- 80% of non-AIESECers who joined the volunteer program of events either took up a TMP role in AIESEC or went for an exchange.

**please find event reports attached in the podio workspace.

3. Funds raised through partnerships? - Rs.10,41,840

** It is important to note that all the event partnerships except for micro fund raising/ crowd funding during various events , were MDPs or Annual Partnerships , all paid GCDP

clients were also packaged with other AIESEC products as they prove to be more sellable

when sold together in the year 2014.

4. How much has been raised for iGCDP Projects? - Rs.6,00,940

- iGCDP Events

- iGCDP Paid clients

- Project sales

- Micro financing/ crowd funding to support projects

5. How much has been raised through NEP? – NIL, Leads have been transferred in transitions.

6. Apart from events what other value-based avenues have you looked into for fundraising?

- Micro Fund Raising for Udaan

- Micro Fund Raising for Alumni Sustainability Fund

- Session Spaces at all LC forums

- Selling Recruitments

- OGX Raising cycle

- Marketing outreach and campaigns

- On-ground activity partners

- Annual Venue partners

- University Partners – OGX raises annually

- Knowledge Partners | Annual Association with all activities of AIESEC

- Forex Partners

- Travel Partner

- Accommodation Partner

- IGIP partners with marketing benefits

- IGCDP Paid clients