match management
TRANSCRIPT
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Match Management
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• 45% Match Rate in Term 2011-2012• 55% Match Rata in Q3 2012• Globally it takes average 80 days to
match a TN/EP• 28% TN/EP will be matched in 1 month
Global GIP Match Challenge
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Bottlenecks for GIP ICX Match
TN
Low commitmentPicky in selection
Slow in response
EP
No proper EP
Slow in response
Change decision
LC
Low commitment
CommunicationDifficult to track
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Bottlenecks for GIP OGX Match
EP
Picky in selection
Low commitment
Slow in response
TN
No proper TN
Slow in response
Picky in selection
LC
Low commitment
CommunicationDifficult to track
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Great Match Rate=
Supply common sense among membership+ Good supplier management+ Great match management+ Culture of delivering the promise/being professional
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1Supply common sense
--Sell what we have
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Supply Common Sense
Currently, we have 3,187 TN opportunities.Currently, we have 5,786 EP opportunities.75% of them are raised in 2012.
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Supply Common Sense
-Background/Working Field: What opportunities we can provide? How many?-Top suppliers: Who are the top suppliers?-Language: What are the top languages-Timeline: When do we have them
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Supply Common Sense
-Background/Working Field: What opportunities we can provide? How many?-Top suppliers: Who are the top suppliers?-Language: What are the top languages-Timeline: When do we have them
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Supply Common Sense
1. What is the scale of different opportunities we are providing?-TN
Scarce Resources
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1. What is the scale of different opportunities we are providing?-EP
Scarce Resources
Supply Common Sense
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• AIESEC has much more business background students
• Electrical & Electronics & Industrial & Mechanical Engineering is our top Engineering Profile; But globally we have only around 20 EP with working experience with each background
• 60% EP of Social Science studies Psychology; Social work has most EP with working experiences(560)
Supply Common Sense
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• 68% EP of Law Background has business law background. Globally we have only around 30 EP who has working experience in law
• 62% EP of Other Technical Background has Advanced Mathematics background; Tourism has most EP with working experiences(200)
Supply Common Sense
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-Architecture-Fashion & Design-Graphic Design-Children Education Profession-Aerospace Engineering-Automotive Engineering-Chemical Engineering-Civil Engineering-Environmental Engineering-Agriculture-Biochemistry-Hydromechanics-Plant Products Technology
-Food Engineering-Genetic Engineering-General & Inorganic Chemistry-Horticulture-Land & Water Management-Medicine & Healthcare-Molecular BiologyProcess Engineering / BioprocessMicrobiologyBiophysicsAnimal Products TechnologyConstructionFermentation TechnologyDon’t raise them unless you are sure about supply
Supply Common SenseWe really have very few EP who have following academic background:
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Supply Common Sense
Database managementTourismChild (Youth) EducationForeign Languages Education Introductory Teaching Social workPublic RelationsCorporate Community EngagementEvent ManagementHotel + Restaurant Management
Introduction to Management / Business AdministrationOrganisation Management + PlanningProject ManagementFinancial Planning + BudgetingHR resourcesMarketing
Backgrounds which have more than 200 EP with working experience
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Supply Common Sense
-Background/Working Field: What opportunities we can provide? How many?-Top suppliers: Who are the top suppliers?-Language: What are the top languages-Timeline: When do we have them
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Supply Common Sense
2. Who are the top provider for main products?
Use supply world map to have an overview:http://www.myaiesec.net/content/viewfile.do?operation=fileview&contentid=10239703
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Supply Common Sense
2. Who are the top provider for main products?
EP:• Business background (All over the world)• Technical background (Brazil, Colombia, Mexico,
Tunisia, Ukraine, Russia, Poland, Turkey, India, Germany)
• Teaching background (English speaking, Poland, Ukraine, China)
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Supply Common Sense
2. Who are the top provider for main products?
TN:• Business background (All over the world)• Technical background (Most of WENA countries
offer technical TNs, esp IT)• Teaching background (Most of emerging market,
esp MoC, Indonesia, Russia, etc)
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Supply Common Sense
-Background/Working Field: What opportunities we can provide? How many?-Top suppliers: Who are the top suppliers?-Language: What are the top languages-Timeline: When do we have them
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Supply Common Sense
-Background/Working Field: What opportunities we can provide? How many?-Top suppliers: Who are the top suppliers?-Language: What are the top languages-Timeline: When do we have them
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Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
379325
401
256
388
536596
450505
388332 308
Realization Timeline
4. Timeline and Duration
Supply Common Sense
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2Supplier management
--Match when we have
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Supplier Management
Align
Track
Support
Evaluate
Create
5 Key Actions for Supplier Management
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To help with delivery based on sub-products we filter all our EPs from AFT and classify them according to sub-products, so on our EP search tool you will find EPs split by the one sub-product they are best belonging too. For Engineering and IT we further break these down to more specific profiles they belong too.
Case study of AIESEC Germany:SUB-Product deliverySearch tools by sub-product to track supply progress
German EP Search Tool:
http://bit.ly/TBYAIZ
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Case study of AIESEC Germany:SUB-Product SegmentationUsing DAAL to build for segmentationReviewed potential supply in each sub-segment to identify most suitable duration, realization peaks for these TNs. Further broke this down by language to identify demand for specific language requirements (German) and then identified top supply entities for these type of TNs.
Blue Bar (left axis): International supply Marketing TNs
Red Line (right axis): International supply German Language Marketing TNs
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3Match management--Match when we have
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Matching bottlenecks15x Bottlenecks.
1. Clarity of TN expectations2. Intern / Company waiting for better opportunities3. Delays in matching process from EP / TN side.4. Communication between from EP / TN side.5. Too many opportunities for EP / TN6. Difficult to mange large scale of applications from
TN side7. Member knowledge and experience to deliver.8. Culture of Organization9. Pricing Incentives10. Language Standard11. Specific request from TN side.12. Transition of accounts13. Outdated TN forms14. Difficult to track delivery15. Promotion Channels
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Matching bottlenecks6 Bottlenecks of doom for the network.1. Incentives driven through EP/TN pricing
model
2. Communication and matching process
3. Lack of proactively opportunity sourcing
4. Expectations and Opportunity
Management
5. Knowledge and use of EP/TN forms
6. Lack of match progress tracking
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Matching bottlenecksIncentives driven through EP/TN pricing model.Companies• Partial payment up front for raising of TN fee to
ensure commitment
Exchange Participants• Higher portion of EP fee paid upon raising to ensure
high motivation to be on database• Set duration for EP forms on system, old forms
rejected or pay extra fee to extend this duration
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Matching bottlenecksCommunication and matching process – Part iCompanies• Set timeline for shortlisting and candidate selection
through TN contract• Prepare second shortlist during first round of
selection• Physical follow up meeting during shortlisting
process to follow up company• Manage first round of selection for the company
internal in AIESEC so company will have less Interview rounds Internally
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Matching bottlenecksCommunication and matching process – Part iIExchange Participants• Tracking of EP application• TN manager follow up of non responsive TNs• Education on TN selection and application process
from ICX• Regular communication with EP during matching
process to ensure they are continued to be motivated and active in applying
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Matching bottlenecksLack of proactive opportunity sourcing
Headhunt candidates for TN• Proactive supply search• Contact Sending entity/ Candidate in smart way• Pocket recruitment for company –should start even
during contract negotiation
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Matching bottlenecksExpectations and opportunity management.Companies• Set expectations on a set number of shortlists
delivered per company• Best EPs are coming from the first shortlists• Propose JDs for standard profiles • Questions company JD to ensure clarity
Exchange Participants:• Present EPs less opportunities through • EP buddy works as consultants supporting EP
through matching process
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Matching bottlenecksKnowledge and use of EP/TN forms
1. Conduct education for uploading form-Only choose main working filed (TN)-Only choose main background(EP)-Write JD carefully and comprehensively-Use company introduction and trainee testimonials
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Upload TN form
Matching bottlenecksKnowledge and use of EP/TN formsGEP Case study: Clear application requirement
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Upload TN form
Matching bottlenecksKnowledge and use of EP/TN formsGEP Case study: Clear application requirement
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Screeing
Matching bottlenecksKnowledge and use of EP/TN formsGEP Case study: Use survey to filter applicants
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Solution 2GEP Application Process:b. EP survey to collect most critical information you need
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Upload TN form
Matching bottlenecksKnowledge and use of EP/TN formsGEP Case study: Advertise TN in smart way
Learn from Alcatel-Lucent http://www.myaiesec.net/content/viewwiki.do?contentid=10005063
Why company want AIESEC interns?
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Upload TN form
Matching bottlenecksKnowledge and use of EP/TN formsGEP Case study: Advertise TN in smart way
Learn from Alcatel-Lucent http://www.myaiesec.net/content/viewwiki.do?contentid=10005063
Stories of Interns
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Matching bottlenecksLack of matching progress tracking
• Set milestones in matching progress and track milestones of your TNs/EPs
• In-time feedback and on-spot problem solving• In-time adjustment of delivery process based on
reality• Make sure account transition happens probably
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4Culture
--Deliver our promise
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Case study of Czech Republic
• Measuring matching duration (average 38,76 days, the best LC average 19,5 days)
• Make sure LCs are aware that iGIP has 2 entities– Sales and AM
• NST responsible for matching support and country cooperation
• Recognize match and re-raise
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Great Match Rate=
Supply common sense among membership+ Good supplier management+ Great match management+ Culture of delivering the promise/being professional