operational clusters - april guidelines v3

Opera&onal Clusters April Guidelines

GCDPi Green

FL, FO, JF, SC, SM, SS, UB

Blue

BH, CA, CT, FR, JV, MA, PA, SL, VT

Yellow

BS, CH, LD, MN, PG, RC, RJ, ST, US

White

AJ, ES, IJ, IT, GV, PC, PE, RP, SO, IN, GO, CR, BA

GCDPi Green

Now that the LCs in the green cluster have preIy much finalized the realizaOon cycles from Q1, the focus is on finishing the sales and raising process for the projects that will be happening in our biggest peak of the year: May/June. By now the LCs should be working with sales management and tracking tools that guarantee that the sales teams are being efficient. This is a period where the teams will be focused on concluding the raising process and matching the TNs simultaneously, so they will have to allocate some HR for matching. It's Ome to put in pracOce everything that was developed in the Green Cluster Summit, since those LCs will play an important

role in terms of implemenOng strategies that will serve as role models for the network.

GCDPi Blue

This cluster is also sOll focused on sales, but at the same Ome they already have many TNs to match, so they will have to work doing both things at the same Ome. They need to have in mind that may/june will be crucial for the results of the whole year, so the need to act now! To make thir matching process more efficient they can count with the naOonal cooperaOons and the matching tools that are being implemented by the NST to improve their match. CT, MA and FR will be parOcipaOng in a meeOng at the MC to discuss strategies to improve the delivery. SL will have operaOonal visit with the

NST coach

GCDPi Yellow

At the moment the LC in the yellow cluster have disOnct realiOes, some have already reached their RA goals or are really close to achieving them. For those LC it's important to close on those sales that are almost happening in the first couple weeks of April, so they can start focusing on matching. It's Ome to start training the membership for matching. As for the LCs that sOll didn't have many raises and intend to realize TNs in may, the first weeks of April are their last chance, they should be working completely focused in sales. The biggest challenge for those LCs will be managing mulOple processes, since they will have to manage sales and match in the same month, which might be a challenge in terms

of training.-‐NST Coach visits: CH and ST

GCDPi White

Now you have your new members and your teams are ge]ng bigger! White Cluster is behind of the ideal state in RA for the beginning of April. Besides that, most of you aren’t focusing on only one programme, as recommended at the beginning of March. Be careful with that. We sOll recommend you to focus in one segment (University, EducaOonal or Third Sector), in order to gain experience about project management and becoming specialist in this

one. That’s how most of the top performers grew up.

GCDPi White

Main recommendaOons for April: -‐ VPs Summit in Sâo Paulo (April 12,13 and 14)

-‐ Final sprint in Sales, in order to start your Matches in this month -‐ Strong contact with NST Coach to solve strategical and funcOonal doubts, and

sOmulate your members to do the same -‐ Take part of NST Chat next week, which will be 100% focused on solving

doubts about Project Management

GCDPo Green

FL, FO, FR, MA, PA, SC,

US, VT

Blue

BH, CT, ES, RC, RJ, RP, SM, SS

Yellow

AJ, BS, CA, CH, GV, IJ, IT, JF, JV, LD, MN, PC, PE, PG, SL, SO, ST, UB, GO, IN, BA, CR

GCDPo Green

Pay aIenOon to all our last direcOons since february for all clusters. What we can see now as challenges are: LC engagement / Low conversion rate / Low subscribers number / Bad or weak relaOon with students. AND NOW, What you need to do is: To capacitate your nem members to perform

selling / Have an incenOve tool to deliver results, which is RA / Micromanagement in you EVERY DAY OperaOons / Internal challenge for you internal pipeline: IXP (Integrated Experiences) / Efficiency control for sales-‐RA of your membership. P EXPERIENCE MODEL! Já implementou?

GCDPo Green

2)Estamos com mais de 200 EPs ainda available. Bora limpar a pipeline! Casar quem é pra ser casado, rejeitar quem tem que ser rejeitado (L) 3)Você possui cooperações locais? É uma óOma forma de vender vagas

específicas e te um supply garanOdo! Corre que dá tempo 4)Divulgação tá rolando? Não?Pois tem que rolar JÁ! Abril é o mês dos Ras Quanto antes os EPs entrarem no sistema, mais tempo para planejar a viagem, mais passagens baratas e muito mais coisa boa! Fica a dica!

GCDPo Green

5)Foco no Ome! A maioria dos PMs sendo eleitos agora e muitos MNs entrando. Foquem numa capacitação rápida e eficiente, para estes OGXers bonitos já começarem com tudo

GCDPo Blue

Pay aIenOon to all our last direcOons since february for all clusters. What we can see now as challenges are: LC engagement / Low conversion rate / Low subscribers number / Bad or weak relaOon with students. AND NOW, What you need to do is: To capacitate your nem members to perform selling / Have an incenOve tool to deliver results, which is RA / Micromanagement in you EVERY DAY OperaOons /

Internal challenge for you internal pipeline: IXP (Integrated Experiences) / Efficiency control for sales-‐RA of your membership. 1)Estamos com mais de 200 EPs ainda available. Bora limpar a pipeline! Casar quem é pra ser casado, rejeitar quem tem

que ser rejeitado (L)

GCDPo Blue

2)Você possui cooperações locais? É uma óOma forma de vender vagas específicas e ter um supply garanOdo! Corre que dá tempo

3)Divulgação tá rolando? Não?Pois tem que rolar JÁ! Abril é o mês dos RAs! Quanto antes os EPs entrarem no sistema, mais tempo para planejar a viagem, mais passagens baratas e muito mais coisa boa! Fica a dica! 4) Foco no Ome! A maioria dos PMs sendo eleitos agora e muitos MNs

entrando. Foquem numa capacitação rápida e eficiente, para estes OGXers bonitos já começarem com tudo.

GCDPo Yellow

Pay aIenOon to all our last direcOons since february for all clusters. What we can see now as challenges are: LC engagement / Low conversion rate / Low subscribers number / Bad or weak relaOon with students. AND NOW, What you need to do is: To capacitate your members to perform selling / Have an incenOve tool to deliver results, which is RA / Micromanagement in you EVERY DAY OperaOons / Internal challenge for you internal pipeline:

IXP (Integrated Experiences) / Efficiency control for sales-‐RA of your membership.

GCDPo Yellow

1)Estamos com mais de 200 EPs ainda available. Bora limpar a pipeline! Casar quem é pra ser casado, rejeitar quem tem que

ser rejeitado (L) 2)Como está de metas? Use e abuse dos seus coachs do

NSTeam!

GCDPo Yellow

3)Divulgação tá rolando? Não?Pois tem que rolar JÁ! Abril é o mês dos RAs! Quanto antes os EPs entrarem no sistema, mais tempo para planejar a viagem, mais passagens baratas e muito mais coisa boa! Fica a dica!

4)Foco no Ome! A maioria dos PMs sendo eleitos agora e muitos MNs

entrando. Foquem numa capacitação rápida e eficiente, para estes OGXers bonitos já começarem com tudo

GIPi Green

SM, CH, IT, ST, MA, BH, FL, RJ, SC, PA

Blue

GV, FR, UB, CT, JF, RC, US, VT, FO, SS, JV,

GO

Yellow

PG, PE, SO, SL, PC, CA, ES, IJ, BS, MN, RP, LD, AJ, CR, BA, IN

GIPi Green 1 – HR Resources

a. Fulfill the NaOonal Sales challenge, use it as a moOvaOonal tool for your sales member. b. For now on there's no excuses for low performance on sales!!

2 – PR Corner

a. Establish partnership with UniversiOes for Visa (If you don't have one) b. PR must insert you in local events related with your program work.

GIPi Green

3 -‐ FuncOonal a. Delegate funcOonal responsabiliOes for your PMs and focus on Heavy tracking and

management of sales and delivery. b. Delivery: Match your TNs for 2012!!! Define every TN status and contact the NST to

enhance and speed up the matching process c. Sales: THIS IS THE LAST MONTH TO SELL EDUCATIONAL IN THIS SEMESTER!!

d. AccounOng: Aproach your TNs from 2012 and 2013 and offer the Re-‐RA and account expansion.

GIPi Green 4 -‐ Management

a. Heavy Tracking on Follow-‐up Visits b. Delivery focused on Cleaning pipeline ( work with NST)

c. Micromanage every process iniOal process in sales and delivery. Do you know how many calls each member is doing ? Do you know how many EPs were interested and when did your

TN manager made the interview?

GIPi Blue 1 – HR Resources

a. Sales member must be trained and able to sustain a high performance. If they don't put on pracOce sales simulaOon, training and PMs doing Coaching focused on sales.

b. Fulfill the NaOonal Sales challenge, use it as a moOvaOonal tool for your sales member. c. For now on there's no excuses for low performance on sales!!

2 – PR Corner a. Establish partnership with UniversiOes for Visa (If you don't have one) b. PR must insert you in local events related with your program work.

GIPi Blue 3 -‐ FuncOonal

a. Delegate funcOonal responsabiliOes for your PMs and focus on Heavy tracking and management of sales and delivery.

b. Delivery: Match your TNs for 2012!!! Define every TN status and contact the NST to enhance and speed up the matching process

c. Sales: THIS IS THE LAST MONTH TO SELL EDUCATIONAL IN THIS SEMESTER!!

GIPi Blue 4 -‐ Management

a. Heavy Tracking on cold calls and new visits b. Delivery focused on Cleaning pipeline ( work with NST)

c. Micromanage every process iniOal process in sales and delivery. Do you know how many calls each member is doing ? Do you know how many EPs were interested and when did your

TN manager made the interview? If you don't you must review your tracking

GIPi Yellow 1 – HR Resources

a. Training Sales, use NST training, focus on Explain naOonal Programs

2 – PR Corner a. Estabilish partnership with UniversiOes for Visa.

GIPi Yellow

3-‐ FuncOonal a. VP should focus on tracking Sales visit and help new members as a companion

in sales visits. b. Heavy Tracking on phone calls

c. Create a pipeline of companies. Split them among your members and track their performance based on phone calls, visits and pipeline evoluOon.

d. If you have TN available contact the NST to help you develop the matching process.

GIPi Yellow 4 -‐ Management

a. Focus on track your members performance push them to achieve the 1º Raise.

b. Remember to enhance the team culture. If possible members should work together in doubles ( cold calls and sales visits)

c. Tracking 2x per week, one in the team meeOng and another via email/ call.

GIPo Green

PA, CT, BH, SS, FO, FL, JV

Blue

VT, US, GV, RJ, ES, MA,

RP

Yellow

RC, CA, UB, SM, SC, VP,

LD

White

JF, IJ, BS, PC, MN, PG, FR, ST, CH, PE, SL, SO, AJ, IN, GO

GIPo Green

-‐ Q1 Raising performance was good, now maintain a good level of raising always taking care of EPs right expectaOons or they wll be stocked EPs for the rest of the year. BH, FO must increase their

Raising rate. -‐ Be careful on selecOon, if you raise the same kind of EP you have available for a long Ome, he will be

available for a long Ome as well. -‐ PMs must be receiving training about Matching as they are beginning have a lot of EPs on pipeline.

-‐ As always, huge pipeline to match, individual tracking of EPs is the only soluOon, calling to TN managers, calling to EPs every 3 days, stalker mood to ensure the EPs are in the right path to match. -‐ HR capacity is cruOal, no excuses for this, despite all your or our amazing strategies, no members in

the area, no results. (9-‐12 members)

GIPo Blue

-‐ There is a Pipeline of 50 Forms available, matching at least 15 of those in April means 2 matchs per LC, what is very reasonable.

-‐ HR capacity is cruOal, no excuses for this, despite all your or our amazing strategies, no members in the area, no results.(6-‐9 Members)

-‐ Raising performance from march must improve, remember to focus promoOonal resources on EducaOonal and IT EPs, Management EPs will approach you easier -‐ Be careful on selecOon, if you raise the same kind of EP you have available for a

long Ome, he will be available for a long Ome as well.

GIPo Yellow

-‐ It was the cluster with the best cleaning pipeline rate in march, Keep working on that matching rate! -‐ Raising performance must improve, faster processes, clear interacOon and involvement with recruitment cells. arround 2 forms per month in the last Quarter, is too liIle considering that is

raising Ome. -‐ HR capacity is cruOal, no excuses for this, despite all your or our amazing strategies, no members in

the area, no results.(6-‐9) -‐ Its Raising Ome, remember to focus promoOonal resources on EducaOonal and IT EPs, Management

EPs will approach you easier -‐ Be careful on selecOon, if you raise the same kind of EP you have available for a long Ome, he will be

available for a long Ome as well.

GIPo White

-‐ Raising performance must improve, 16 forms in 3 months, means that in 3 months, each LC only raised 1 form in average, COMM synergy, recruitment cells

approaching key markets, individual tracking on subscribers. -‐ HR capacity is cruOal, no excuses for this, despite all your or our amazing

strategies, no members in the area, no results.(4-‐6) -‐ Its Raising Ome, remember to focus promoOonal resources on EducaOonal and IT

EPs, Management EPs will approach you easier, just raise the best EPs on management, so you make sure they will get matched even with wrong

expectaOons

TXP Green

BH, CT, FL, FO, MA, PA, RC, SC, SM, UB, US

Blue

CA, JF, RJ, SS, VT

Yellow

BS, FR, IT, JV, MN

White

CH, ES, GV, IJ, LD, PE, PC, PG, RP, SL, SO, ST

TXP Green

OperaOons Management:

-‐ Replan goals for Quarter 2. -‐ To regularize EVERY single TLP and TMP at myaiesec.net and OTT. End of

april is the final deadline -‐ Improve performance by diversifying projects. Use EPs raised and

matched (like EP manager and other projects)

TXP Green

Supply and Demand Management: Is expected that your LC is already 100% fulfilled with members.

-‐ Structure talent bench plan -‐ Structure CRM with the subscribers

-‐ Create procedures to guarantee your areas will be always fulfilled

If your LC is not fulfilled yet: -‐ Be aware that you are VERY late. So create a urgent plan to supply everything that is missing. Use

EPs Raised and MAtched to supply the posiOons.

TXP Green

Project tracking and support: -‐ Create G4 and define a specific support for each group of projects (G4, 2nd priority, 3rd priority, etc)

-‐ To implement standards and criteria for projects and guarantee everyone is using -‐ To empower your PMO Manager to be responsible for the project based structure final

implementaOon

For the LCs that sOll don't have a well defined project based structure, take a Standardized Plan of Project (like the famous BH's tool) and put the whole EB to make the exercise of building projects.

Create with the strategic corner an urgent plan to regularize it.

TXP Green

Members Rights and duOes: -‐ Be sure all the members are aware about their rights and duOes, according to TPP + Internal

Compendium. If no, create a plan to make it clear -‐ Define clear procedures to consolidate TXP intervenOon at the LC

TXP Blue


-‐ Replan goals for Quarter 2. -‐ To regularize EVERY single TLP and TMP at myaiesec.net and OTT. End of april is

the final deadline -‐ Improve performance by diversifying projects. Use EPs raised and matched (like EP

manager and other projects)

TXP Blue

Supply and Demand Mgmt:

-‐ Structure CRM with the subscribers -‐ Create (with VPs GCDP) procedures to guarantee your areas will be always fulfilled

by using current members, eps and interns. If your LC is not 100% fulfilled yet, be aware that you are VERY late. Use the Ops

above to solve it with urgency.

TXP Blue

Project tracking and support:

-‐ Create G4 and define a specific support for each group of projects (G4, 2nd priority, 3rd priority, etc)

-‐ To implement standards and criteria for projects and guarantee everyone is using -‐ To empower your PMO Manager to be responsible for the project based structure

final implementaOon

TXP Blue

For the LCs that sOll don't have a well defined project based structure, take a Standardized Plan of Project (like the famous BH's tool) and put the whole EB to make the exercise of building

projects. Create with the strategic corner an urgent plan to regularize it.


Compendium. If no, create a plan to make it clear -‐ Define clear procedures to consolidate TXP intervenOon at the LC, specially focused on

guarantee your short term posiOons for EPs and Interns will perform properly

TXP Yellow



april is the final deadline -‐ Create high volume power ups focused on Raising or matching of any

exchange area.

TXP Yellow


If your LC is not fulfilled yet, be aware that you are VERY late. So create a urgent plan to supply everything that is missing. -‐ Structure CRM with the subscribers

-‐ Create procedures to guarantee your areas will be always fulfilled -‐ Use internal pipeline to supply what's missing, creaOng a culture of double job

(Combined with Members and DuOes Strategies)

TXP Yellow


-‐ Create G4 and define a specific support for each group of projects (G4, 2nd priority, 3rd priority, etc)

-‐ To implement standards and criteria for projects and guarantee everyone is using -‐ To empower your PMO Manager to be responsible for the project based structure

final implementaOon

TXP Yellow

For the LCs that sOll don't have a well defined project based structure, take a Standardized Plan of Project (like the famous BH's tool) and put the whole EB to make the exercise of building

projects. Create with the strategic corner an urgent plan to regularize it.


Compendium. If no, create a plan to make it clear -‐ Define clear procedures to consolidate TXP intervenOon at the LC, specially focused on

guarantee your short term posiOons will perform properly

TXP White



april is the final deadline

TXP White


If your LC is not fulfilled yet, be aware that you are VERY late. So create a urgent plan to supply everything that is missing.

-‐ Implement Jovens Talentos process to minimze Ome between subscripOon and inducOon

-‐ Stablish priorites with clear deadlines for supplying everything

TXP White


-‐ Define with strategic corner how Project Based Structure MUST happens at your LC and create a culture changing plan

-‐ To implement standards and criteria for projects and guarantee everyone is using

TXP White

Members Rights and duOes:

-‐ Be sure all the members are aware about their rights and duOes, according to TPP + Internal Compendium. If no, create a plan to make it clear -‐ Define clear procedures to consolidate TXP intervenOon at the LC

operational clusters - april guidelines v3

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