Horse Race 2012 Tilburg

Calling

As said before, this is the only obligation you have. However, obligation... "it is so inspiring" (L. Willemsen)!

We have learned a lot by calling companies. I improved my self confidence and I now have no fear to make my V.I.P. (Very Important Phonecalls). We hope you'll like calling companies (again) so that you can become ... whoever you like :)

Since calling is the only obligation you have during the Horse Race, here are many points to earn!

• Caling all the companies from your personal call list: 10 points (5 if you haven’t called a personal lead)
  please note that calling your 6 companies is mandatory, so these 10 points are easily earned!
• Make an appointment: 10 points
• Motivate others: 4 points
• Call enthousiastically: 3 points
• Call extra companies: 2 points per call
• Arrange extra leads from your own network: 2 points per lead (4 points if you call your lead yourself!)

Great! Which companies can I call?

We will provide you with a personal list of companies you'll need to call as a googledoc. In this list you will find the name of the company, mostly a name of a proper contact person to call, contact data, the website, comments and a free space to place your comments or follow-up information. For us it is EXTREMELY IMPORTANT that you fill out all information you know about the telephone conversation in this googledoc!!

Downloads:

• If you want to send an email to the company (e.g. after a company representative asks for information OR if the company representative wasn't available by telephone) you can download the email document here.
• Please include our company brochure (Dutch) with this email!! Download the brochure here! (If the download doesn't work, right click on the link and select 'save as')

Okay, so now I know where to find my companies, but what if my company is interested and I can arrange an appointment?

There is another googledoc in which you can easily see which dates (and times) are available for an appointment! Just fill out the googledoc and we will arrange it as of here!

But what if my company wants more information by mail?

An email is often really usefull to send. You can send an email in 3 situations:

1. the company is interested and you asked to send him/her more information by mail
2. your contact person was not in the office at the moment you called, but you got an email address from his/her colleague so that you can contact him/her
3. you made an appointment

Soon email templates will be available for download on this page! If you need them before they are mentioned here, please send an email to Maarten.

How to make these freaking phone calls?

You got the Call script? No? It's okay, since you can download the English version here or you can download the Dutch version here. Now you got it! This is what you say during your phone call :)

Obviously, most companies come up with difficult questions or hard counter arguments. We have had them all, so we know what to say in these situations. You do probably not yet know what to say, so below you can already find some counter arguments with the answer you can provide them. Remember that making phone calls is invented to make appointments! I believe that you are able to make an appointment! If you do not believe in this after reading the call script, after reading the counter arguments below and after reading the Horse Race Manual, you better start believing :)

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Difficult questions & hard counter arguments

A (foreign) trainee takes us a lot of time, and we do not have the time available to guide such a person.

• You are in the position of demanding from AIESEC that the trainee has certain capabilities, and hence will not need extensive guidance.
• You could provide the trainee with an assignment you are currently working on, thereby creating more time for yourself.
• If you hire a trainee for half a year or a year, than the investment you make in terms of time is relatively little on such a large time frame.
• You can hire AIESEC trainees during the whole year, thereby ensuring that the previous trainee transfers his/her skills to the new trainee. Trainings and guidance of the new trainee can be delegated to the old trainee.

I do not want to put time and effort in arranging visa, insurances, etcetera for a foreign trainee.

• AIESEC arranges all formalities; the company does not have to arrange anything in this respect.

The company is too small, or cannot provide the trainee with a useful job.

• If, after first investigating the possibilities within the company, this is really true, ask if the company maybe has another sub-unit or different organization where they can use a trainee. Always ask in such cases for the direct contact person you need to call.

The budget has already been determined, and an AIESEC trainee cannot be financed.

• An AIESEC trainee has an average wage of €7,- per hour. This wage is far lower than a regular employee. A lot of companies have made a part of their budget available for hiring extra employees. Often, regular wages in these budgets are far higher than €7,- per hour.
• If a company needs a market investigation, the Dutch government subsidizes the company if they hire an AIESEC trainee.

We do not have foreign locations, and do not maintain contact across borders.

• AIESEC provides the company with someone who might be capable of approaching daily problems from a totally different perspective, thereby increasing innovation and motivation of the company.
• An AIESEC trainee is capable of investigating future market opportunities in his/her home country, thereby capable of preparing a potential expansion across borders.

I am not in the position of deciding upon hiring trainees.

• Ask who is responsible, and try to make an appointment with that person.

I am afraid that the trainee will not be able to meet the required language standards.

• Every AIESEC trainee is selected on English proficiency.
• The company is in the position of demanding, when AIESEC will start selecting trainees for the company, that the trainee should speak a particular language fluently next to English.
• AIESEC can arrange an interview by phone or by skype before actually sending the trainee abroad. This way, the company can test the trainee’s language proficiencies.

Our company is not doing well at the moment; lots of activities have been delayed, or have been postponed.

• Emphasize low costs for an employee of high quality (a, mostly, graduated academic). A great trainee is capable of improving company performance, or analyzing bottle necks which should be solved.

Our company has an own internship program, so we do not need AIESEC.

• When arranging for an international trainee, we take care of all the formalities; the only thing the company has to do is to guide the trainee in the assignment. This saves the company a lot of time.
• AIESEC has already selected highly qualified students; students from 1100 universities in the world. This ensures a high quality standard, and the company does not need to select for themselves anymore.

We work with highly classified information.

• An AIESEC trainee becomes a member of the organization, and will always ensure that the provided information will be treated confidentially. Next to the regular contract, the trainee can sign a contract in which it is stated that the trainee will always treat the information provided by the company with the utmost confidentiality. Question: ‘How do you arrange upon this with other temporal employees?’

We already maintain contact with international student organizations and universities.

• Emphasize the global network of 111 countries and over 1100 universities; AIESEC is capable of attracting local talent from all over the world; the company might not use parties with such an extensive network, thereby limiting their reach for international talent.

In the past, we have had bad experiences with AIESEC.

• Do not deny the problem. Investigate what went wrong, and propose in an honest way how this can be solved. Propose to make an appointment to honestly talk to each other about this.

LUB Tour

LUB stands for 'Lul U Binnen' (or freely translated to English: talk your ass inside). During a LUB Tour you'll go to a business park and walk in at companies that might be interesting to ICX. Just walk in and say like "Hey I'm from AIESEC and I want to talk to the Human Resource Manager". The previous LUB Tour has proven that this can work! Being inside a company for 30 minutes (or longer) is seen as an appointment!

Date & Time

LUB Tour Tilburg: 7th of February, 10:00 - 12:30

Prizes

• Join LUB: 3 points
• Make an appointment: 10 points
• Motivate others: 4 points

Networking

Do you like the LUB Tour? This is somewhat the same, except for the fact that you can stay inside :)

At a network event you walk around and talk to company representatives. We have noticed that there is only 1 really good network event during the Horse Race, which is a Dutch event: "Zakendoen met Turkije". This is an event where companies are looking for opportunities to (mainly) export to Turkey. These are companies who are open to other cultures and perhaps our services!

Date & Time

Zakendoen met Turkije: 16th of February, time not yet available.

Prizes

• Join Network event: 3 points
• Make an appointment: 10 points
• Motivate others: 4 points

Appointment

Joining an ICX appointment at a company is usefull to ICX when a lot of appointments are planned during/after the Horse Race. Since preparation and experience are required to join an appointment we will first see if ICX'ers are able to go. If we are unable to manage it all (which is very much possible), we'd like to ask your help. To you this in an outstanding opportunity to develop your professional, sales, persuasive story telling, negotiation and presentation skills!

Requirements

Since joining an appointment requires a lot of preparation and at least some experience, we set up de following requirements:

1. You've called at least 7 companies + at least 1 company contact from your own network (so this means that you've called 2 extra companies during the Horse Race
2. You joined a network event and/or a LUB Tour during this Horse Race
3. You participated at the NeSaT
4. You're so much motivated :)

If you do not meet all requirements as mentioned above, you do not need to subscribe for joining an appointment. If you do meet all these requirements, joining an apointment is an amazing chance for you!!

Prizes

• Join an appointment: 10 points
• Motivate others: 4 points

Media Publications

Media Publications are good for the brand awareness of AIESEC in general and AIESEC ICX. You can do two things to help us with the Media Publications:

1. writing competition
2. media publication leads

The writing competition allows you to participate in the NeSaT, so that you know how to sell our concept!. You will write a piece of 200 words (or a piece of 500 words for double prize-points). The best text will be rewarded (see: prizes). The text has to be ready for newspapers or business magazines.

Providing us media publication leads means that you give us a name of someone who works at a newspaper or business magazine.

Prizes

• writing competition: participate 2 points, win 5 points
• arranging leads: name + contact data 3 points, appointment 10 points
• Motivate others: 4 points

Partnership with LC's abroad

Join this task force! Promote LC Tilburg at LC's abroad so that everyone wants to place trainees here in Tilburg! We also have some open account which you can send to other LC's

The content of this topic is very much open since we want you to be creative in setting up partnerships with LC's abroad!

I know that there are also similar task forces at for example OGX, but please keep in mind that this task force is only a Horse Race task force and that this is ICX FOCUSSED.

Prizes

• Join the partnership task force: 3 points
• Be the partnership task force president: 5
• Extra: Creative input: 2 points
• Motivate others: 4 points

Trainee fun

Enjoy life! Love trainees!
You can do something fun with one (or more) trainee(s)! Like bowling or going to the Efteling or something you come up with yourself! Just be creative!

Moreover, we have a picture competition: "make the funniest picture of you with a trainee"

Prizes

• Reception (do 'something' with trainees): 3 – 7 points (depending on time spended)
• making the funniest picture: 4 points
• Motivate others: 4 points

LC Motivator

Do you want to motivate your team? Do you want to develop your leadership skills? Do you want to know what it is like to (partly) lead such a large event as the Horse Race? Do you want to be the LC Motivator of your team? Just let me know! Every team will have a maximum of 1 LC Motivator. For now, these are the LC Motivators:

• HO: Janneke
• OGX: Donna
• MaM: Tijs
• HRA: Jens
• ICX: Sabine

If something goes wrong or something's really good concerning the Horse Race in your team, the LC Motivators are the first ones to know! You, as a LC Motivator, can find your own way on how to communicate this to your team!

Prizes

• Being the LC Motivator: 3 points
• Motivate others: 4 points