DT – NGO Management : DT – NGO Management ICX Virtual training
August 12th 2010
Business overview : Business overview Responsible for the largest portion of AIESEC in Brazil’s ICX results
Enables LCs to grow a lot and fast
A majority of 2-3 months internships concentrated around July and January realization peaks offering accomodation (always) and other benefits (sometimes)
Slide 3 :
The opportunity : The opportunity Massive market
Present eveywhere
Fast and easy to penetrate
Third sector’s biggest problems: financial resources and trained personnel
High price sensibility
Target organizations : Target organizations Small and medium associations, foundations and other sorts of non-profit organizations
Organizations with a minimum physical infrastructure and hired personnel
Job Descriptions : Job Descriptions Fundraising: bazars, fundraising events, developing projects and campaigns (2-3 months), direct fundraising (3-6 months);
Communication: institutional branding, institutional communication, web portals, social medias, volunteers recruitment etc;
Project and program management;
General management: planning, finances etc.
Other details : Other details Benefits: accomodation (required), food, transportation and salary (preferred)
Realization peaks: dec-jan, jun-jul, september;
Duration:
Candidates profile : Candidates profile Students and recent-graduates;
Diverse backgrounds, but mainly social and econominal sciences;
Little or no professional experience;
Knowledge of English and Spanish.
Costs and pricing strategy : Costs and pricing strategy Charging the NGO: smaller risk, for starters;
External funding: higher risk, for the experienced;
Lowest cost possible: MC Fee (R$ 83,40) + operational costs (+- R$ 70,00) + hosting;
One-value pricing: ex.: R$250, 00 in 2 payments.
Sales and communication strategy : Sales and communication strategy Good results through cold-calling;
Objective approach with a specific;
Exploring more opportunities during meetings;
Networking through third sector associations and events to raise contacts and gain knowledge;
Endorsements by current partners.
Supply strategy : Supply strategy Don’t sell anything too specific
Have your forms ready to be matched early
Plan realizations around peaks
Plan A: match with available EPs;
Plan B: LC – LC cooperations;
For off-peak realizations: cooperate.
Pool analysis : Pool analysis 1 EP/TN ration;
High demand for DTs in Latin America;
Biggest suppliers: Colombia, Chile, Argentina, Peru and the United States;
EP RA peak: September through November;
EP MA peak: November through December;
EP RE peak: December through January.
How to bring this to my LC : How to bring this to my LC One team per initiative works well;
Intensive sales task force with well defined timeline, team goals and individual goals;
Watch out for timing;
Selection + 2 weeks induction + 1 week training = motivated newies raising TNs;
Start a hosting program early.
Timeline : Timeline
Last comments : Last comments Focus! Don’t be tripping!
Go by the book;
If you’ve mastered the basics, then you can start thinking outside the box;
Be aware of the “Now I am gonna plan and structure everything then I’m gonna start selling” – it often leads to never really starting.