DAY 6BD Structural

Alignment Workshop

Workshop flow

1. Background of the Project

2. Output of the BD Summit

3. Discussion and Next Steps

4. Sales Structure Questions

Bottleneck we are facing Objectives of the summit

Role similarity for different roles in Org. BD or other

related functions

AI BD Team is too occupied in delivery workloads and can not focus on big partnership

development.

To clarify the roles between different roles(GC/AI/MC/LC)

in terms of GEP management for better communication and

efficiency.

To create the new GEP customer flow and delivery structure to

ensure leadership development of GEP Trainees.

BD Summit

Output

1. If we clarify the roles and responsibilities

= save time, resources

2. LC levels unique role is delivery of internships, use AI for

BIG Global Partnerships

3. The learning of different levels should be clarified and

aligned

4. Collaboration for Existing and new Global Partners

5. Create a proposed structure for the network

New customer flow for

Global Exchange Partners

Pilot Entities- Belgium

- United Kingdom

- United States

- Mainland of China

- India

- Sweden

- Switzerland

- Germany

- Mexico

- Colombia

Working with AI to implement the

GEP Customer flow, fully

implement standards, implement

lead for EPs, align expectations and

delivery

Main activities, responsibilities and value for

the for the new GEP flow

MC Structures

11

Based on Steering team suggestions

For Tier 1-2 entities

Or at least 20-30 GEP realisation a year

MC VP iGIP: Experience Delivery, Exchange Processes, LC

management

MC VP BD: Sales of the focus program, MNC sales

Large scale Accounts: BD Managers/ CEEDers as account managers

LCs: Set MC-LC co-delivery model for MC/ Global TNs

For Tier 3-4 entities MC VP BD: Sales of the focus program, MNC sales

MC Operations/ Manager and LC responsible: Experience delivery, Exchange

Processes

LC- MC Collaboration examples

13

ENTITY MC-LC COLLABORATION MODEL % FOR DELIVERY

Colombia -CLO: Certified LCs to deliver National Partnerships with MC BD team (cross-sales);-Shared revenue (depeding on the product and participation on the sales process ):

-iGIP: TN fee 70% MC/ 30% LC

-Y2B fee: 60%MC/40%LCs

Mexico -Shared revenue;-MC is managing account raising&matching process

- 10% (delivery)

US Visa + Matching done by MCVP BD;-BD regional managers/NSTs;-Shared revenue (LCs get what they generate/sales -nonethless they pay a membership fee based on the revenue generated);

LCs membership fee based on the revenue generated;

Switzerland -GC-LC delivery;-MC tracking and coaching;-Revenue shared model;

30% (delivery)

MoC -LCs delivery process; 25% (delivery)

ENTITY MC-LC COLLABORATION MODEL % REVENUE SHARED

Sweden -Shared revenue -MC is selling and matching, LCs are responsible for delivery/reception;

15% (delivery)

India -Shared revenue (for reception/delivery)-LCs don’t pay membership fee for NEP/GEP

50% (delivery)

UK -CEEDer structure (with LC collaboration)-MCLC coaching;

10% (delivery)

Germany -MC raises/GCs match/LCs deliver-Shared revenue (delivery);

25% (delivery)

Belgium -LC-GC collaboration;-Shared revenue (raising + delivery done by LCs)

55% (delivery)

Discussion and next steps

16

1. Have you implemented the new CF, Standards

and LEAD already? What are the next steps for your

entity until June?

2. Do you have a clear role and responsibility

allocation in your team/ future team between iGIP,

BD, Managers, CEEDers etc?

17

MC- LC CollaborationMain questions to answer based on your financial models, plans:

1. Are you sharing revenues with the LCs? If yes how much? Why? What is the

reason behind

2. Are you outlining the roles and responsibilities between MC and LC?

3. Who is getting the realisation on the system? Is the membership motivated by

that?

Regional Sales QuestionsInput giving space

19

1. What is the evolution of BD Team that

could benefit your Entity the most?

2. How would you imagine an ideal structure,

collaboration between the Global BD Team,

National BD team and Local BD team?

20