Backwards Planning & Strategy Planning
Overview MC Planning for Tier 2
Goal Product
and Partner
Planning
Backwards planning &
strategy planning
Implementation Planning
Backwards planning & strategy planning
Once you have your Re goals..
How do you come up with the right strategies to achieve these goals?
…You look at your current backwards plan (Re, Ma, Ra, Sign Up, No of members but also Ma-Re rate, Ra-Ma rate, Lead-
Ra rate, productivity of members)
And see where the gaps are, so you know where to improve
with strategies..!
Session Objectives
I can identify gaps in my backwards plan
to come up with grounded strategies
for growth
I understand how to come up with
strategic projects to grow programs
(involving FO and BO)
Session Objectives
Where you are: Current
State
Your ambition: Goals
With who you
are going
How to get
there?
The Steps.
1a. Assess the
current state of
the program
1b. Identify the key KPI’s you want to
improve with strategies
How to build strategies for programs.
2. Brainstorm to come up
with strategies for these KPI’s
3. Prioritize strategies Using the
Impact/Feasibility Matrix
Program
Cluster 1&2
Strategy 1 & KPI
Strategy 2 & KPI
Strategy 3 & KPI
Cluster 1
All cluster
s
Activities
Resp
The Output
Activities
Resp
Activities
Resp
Exchange
Project(s)
Exchange
Project(s)
Exchange
Project(s)
1. Assess the program current state
Past performance RMR &
SPs
SWOT analysis of program
Assess key strategies
1314
Past performance RMR &
SPs
You need to take a look at the backwards plan of your current state
See which KPI’s you want to move
Then make a backwards plan based on you realisation MoS
Take a look at the
global example
for iGIP
# of Members
in iGIP
# of Sales Meetings, or Sign-
Ups
# of Customers
# of Raises# of
Matches
# of Realization
s
5,2805,44910,95
23,653
~25,000
~8,000
3 Meet-ings/
Member
10 meet-ings/RA
3 TNs RA/Cus-tomer
50% MA Rate
97% RE Rate
# of Members
in iGIP
# of Sales Meetings, or Sign-
Ups
# of Customers
# of Raises# of
Matches
# of Realization
s
5,2805,44910,95
23,653
~25,000
~8,000
3 Meet-ings/Mem-
ber
10 meet-ings/RA
4 TNs RA/Customer
50% MA Rate
97% RE Rate
Make sure you know these KPI’s! Some you can find on the current aiesec.net, some you will need to
find in your CRM or ask your LCs for! (eg. # members, meetings/member/month etc)
When you have this data, you will be able to assess where the gaps are based on actual facts and not assumptions!
# of Members
in iGIP
# of Sales Meetings, or Sign-
Ups
# of Customers
# of Raises# of
Matches
# of Realization
s
1001103301103300275
12 Meet-ings/Mem-
ber
10 meet-ings/RA
3 TNs RA/Customer
33% MA Rate
97% RE Rate
Take a look at this example of Entity A.
What is the KPI which you think you can improve the most?
# of Members
in iGIP
# of Sales Meetings, or Sign-
Ups
# of Customers
# of Raises# of
Matches
# of Realization
s
1001103301103300275
12 Meet-ings/Mem-
ber
10 meet-ings/RA
3 TNs RA/Customer
33% MA Rate
97% RE Rate
In this case the Matching Rate is particularly low
You can choose to Ma Rate as one of the KPI’s you want to build strategies for.
Past performance RMR &
SPs
Once you have decided the KPI’s you want to move, you can make a backwards plan for the your RE GOAL
You will be able to see how much you will need to increase your KPI’s and if your Re goal is feasible..!
SWOT Analysis
SWOT Analysis
Then make also a SWOT analysis of the program based on your insights of the backwards plan and any additional insights you have about the program in your reality (eg. Based on external data/research)
1b. Assess KPI’s you want to improve
You know your 1) backwards plan, 2) you ideal backwards plan 3) your SWOT
Conclude with the 2-3 KPI’s you want to impact to improve program results
2. Brainstorm for strategies
Past performance, SWOT,
1314 Strategies
Global Growth Model
National Growth Model
Use the following resources:
2. Brainstorm for strategies
For example:
Quick presentation of growth model(s) if needed
Divide team in sub groups to rotate around programs to come up with strategic projects for 1415
Give content in terms of goal achievement, SP/IS and timeline
Please Note!
We are using a growth model to be able to customize strategies for different realities!
Please Note!
This means… when we come up with strategies, we need to understand for which clusters they are relevant!
Program
Cluster 1&2
Strategy 1 & KPI
Strategy 2 & KPI
Strategy 3 & KPI
Cluster 1
All cluster
s
Activities
Resp
The Output
Activities
Resp
Activities
Resp
Exchange
Project(s)
Exchange
Project(s)
Exchange
Project(s)
oGIP
Cluster 1
ConversionKPI:
conversion rate
Optimized Selection KPI: Ra-Ma
time
Strategy 3 & KPI
All cluster
s
All cluster
s
Segment leadsBuild information flow
Update website content
VP oGIPVP MrkVP Mrk
Example!
Co-create selection criteria
Build communication flow
Create selection materials
VP oGIPVP oGIPVP oGIP
Activities Resp
All Exchang
e Project(s)
Teach Colombia
Exchange
Project(s)
Strategies can and should involve TM MRK QUALITY, FIN and OPS
Make sure you know if strategies are driving Ra Ma or Re
Some strategic projects are for all clusters, some only for cluster 1 for example
Take into account!
3. Prioritize the strategies
Program
Cluster 1&2
Strategy 1 & KPI
Strategy 2 & KPI
Strategy 3 & KPI
Cluster 1
All cluster
s
Activities
Resp
The Output
Activities
Resp
Activities
Resp
Exchange
Project(s)
Exchange
Project(s)
Exchange
Project(s)
Common mistakes.
“Brainstorming strategies without understanding your current state (backwards plan). You will not know if you are trying to solve the right problem!
“Planning only activities not strategic projects
“Not connecting projects to program growth in RMR or NPS
“Not involving BO in the strategic projects
“Not customizing your strategies for different clusters
“Not prioritizing your strategies
“Only planning long term growth strategies
Backwards Planning & Strategy Planning