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In this part we are going through the main ICX processes you as LCP need to know. First of all let's take a look at the whole iGIP flow.
It consists of seven parts: Market Segmentation, TN sales, Matching, TN delivery, Partner Managment and Reception and Reraise. If you get the reraise you'll start again from the matching process. Otherwise you start all over again. In the following we will go through every single step. Please note that we will only focus on the iGIP process here. For more information on the iGCDP processes please take a look the ICX courses.
Let's first take a look at the market segmentation. A market segmentation is the foundation for every sales strategy and consists of two steps. First of all the market analysis and second clustering the analysis' results 5nto interesting segments for sales targeting. The output of the market segmentation should be a list of companies and their interests. It enables you to easily do a reality check of your iGIP strategy and goals.
To sell our iGIP program you can use different channels such as cold calling, networking events, career fairs, partners' contacts or the IHK. The two most important success factors are know your customer and know your product. You need to know what the company does and what is going on in this industry. And you need to know what exactly you can offer and what the EP pool looks like. A successful first contact follows a company meeting ideally with a signed agreement as a result. Now that you know the very Sales basics a practical exercise awaits you.
In the following you are going to see a video and afterwards there will be some questions to reflect upon the video.
After watching Don Draper's sales pitch please take one minutes to reflect upon the question: "What made Don Draper's sales pitch successful?" Now take two minutes to think about the question: "How could you transfer this to an iGIP sales meeting?" Now you should have a better idea about which points really matter during a sales meeting.
It is often necessary to do swift follow ups with the companies, as intern recruiting is not one of their highest priorities. Also make sure you can fulfill the companies' requirements. And try to convince them to be open minded concerning the internship requirements. Finally it is important that the internship is also valuable for the intern.
After a successful sales meeting you receive a job description from the company. This job description is then transferred into an attractive TN profile on Expa. If you do not receive enough applications within a short timeframe you have to start active promotion for example via email marketing or facebook promotion. The applicants will be preselected and only the most suitable ones are presented to the company. Either the company itself or you set up skype appointments with the applicants. It the company is satisfied with one of the applicants they sign the work contract and the delivery process starts. If not then you will reopen the TN and start searching for more and better suitable applicants.
To ensure a good customer experience and quick delivery you start all processes necessary for the intern to come right after the match: ZAV, Visa and accommodation. Regular communication with the company and EP are very important as regular and reliable updates are crucial during the delivery process to delver high quality.
Reception includes all elements beside the intern's actual job to deliver a high XP to the intern during his stay in Germany. Reception consists of Buddy management and LC integration and trainee connection. To ensure proper buddy management you should recruit, educate and support buddies so that they can offer the best support to the intern before, during and after arrival. Buddy tasks usually include opening a bank account, purchase a sim card and escort the trainee to his first day at work. LC integration and trainee connection are achieved by organizing regular events and supporting the intern in discovering Germany/Europe. For this you should use the "PB Gelder" of the ministry of foreign affairs and ensure as LCP that most of the available money is being used.
Instead of regularly finding new company partners it is desirable to establish long-term partnerships. For this a good partner management can be achieved through the following measures: feedback talks, partner events and partner newsletter.
A reraise is the goal of every new partnership! It is the result of right expectation setting during the first sales meeting, a satisfying matching and delivery process and good partner management. Setting reraises as the ideal goal will enable you to focus on high quality in every step of the incoming exchange process.
And with this you mastered the ICX flow.
So let's go right into the outgoing exchange operations.