1. RETAINING OUR
PARTNERS

2. It is not your customer's job to
remember you. It is your
obligation and responsibility to
make sure they don't have the
chance to forget you.
- Patricia Fripp

3. Why Retention of
Partners?
• To have partnerships that are:
• Long-term
• Strong
• Enlarge-scale
• Value based
• To create credibility among the industry
• To get use your connections to connect to potential
customers.

4. Pre
selling
Selling Delivery
Retention
of
Partners
Partnership
Management Flow

5. • Market Research / Targeting
• Identify company needs by speaking to them about where
is there company heading and how can AIESEC be part
of the strategy.
• Set the right expectation and don’t oversell.
Pre
selling

6. “Don’t sell life insurance.
Sell what life insurance
can do.”
- Ben Feldman

7. • - Effective meeting
Set an agenda before meeting with a detailed flow
established
Take notes/remember what are the key points
Wrap-up the meeting
Set next steps and follow up.
Tip: When selling always remember to thing long-term! (Ex.
when selling you should be “pitch” organisations to become 1YR
partners or more)
Selling
Pre
selling

8. • Send output of meeting via e-mail with information as a
respond to the discovered needs (materials, references,
good case practice)
• Create materials customized for the company
• Confirm next meeting (selling = several interaction
points)
• Sign contract & formalities
• Clarify always (with as many details as possible)
delivery timeline, contact point, profile required.
Selling
Pre
selling

9. • Build delivery plan for the next 3 to 12 months.
• Do the shortlisting as professional as you can (shortlisting
requires HR knowledge, is not only about selling).
• Keep track of all your internships available
• Be in constant communication with the company through
the partnership.
Selling Delivery
Pre
selling

10. • Identity with your partners where is the organisation is going in
the next year and what will their needs be. Ask them how can
AIESEC be part of their strategy.
• Create a report every quarter, every semester or on a yearly
basis depending on the services/products delivered.
• Have a quarterly meeting with your partners so you can
discuss constantly how can we improve our services.
• Involve your partners in you national and local initiatives.
• Create champions! Make sure that you engage more people in
the organisation.
• Recognise their support to AIESEC.
Pre
selling
Selling Delivery
Retention
of
Partners

11. …so then the
flow is: Selling
Post Selling
Delivery
Retention of
Partners

13. HOW CAN I UPSCALE MY
CURRENT PARTNERS?

14. Speak to your partners about
expanding the partnership. Be
honest and seek their input.

15. “The most valuable resource you
can give customers is your
time… Only then can you find a
way to solve their problems or
meet their symptoms.”
-Ginger Conlon

16. Understand where the
organisation(partner) is
going in the next 1-2 years
and create products that
are relevant for them and
for AIESEC.

17. “You can acquire some measure
of knowledge from various
research techniques, but nothing
beats living, breathing, and
feeling the same things your
customers do”
-John Jatsch

18. Co-Create a plan that
reflects the long term vision
for the partnership.

19. “It is no longer good enough to simply
satisfy your customer or to have a
product that works…what will really
make the difference is when a
customer asks: when I went through
that experience, did the provider
engaged with me, did they understand
my needs, did they think logically if that
was the best for me ”
-Jo Causon

20. Create a customized
proposal and ask for
feedback.

21. After signing the contract,
recognise them among
all your stakeholders.

22. “When a brand connects with its
customer, that in some ways is
the easiest part. The hard part is
keeping the customer at the
center after the success comes
flooding in.”
-Anna Farmery

23. Remember always...
Customer is K