Arguments to convince

everyone
Course: Authorized Economic Operator
Unit 3: How to access the AEO program
 Contents

1. A transversal program ............................................ 2

2. Advantages for the HR Department......................... 2
3. Advantages for the Sales Department ..................... 3
4. Advantages for Access control ................................ 3
5. Advantages for the Financial Area .......................... 3
6. Advantages for the IT Area ..................................... 4

FINPYME and CII brands, names and logos are the intellectual property of CII.

©2017 Inter-American Investment Corporation, all rights reserved, for authorized use only.
1. A transversal program
The AEO program is going to affect our company in a transversal manner. That is why
it is so important that, before starting the application, we explain to everyone
involved what different changes we will be dealing with.

Cooperation from all our employees is essential to guaranteeing the project’s success.
So no expense shall be spared in this pedagogical task.

How can we convince our employees and gain their support? A good way would be to
show them that the changes to be implemented in their respective departments or
work areas will offer them advantages, as these changes can facilitate their work and
improve their performance.

Next we will address some of the arguments that can be used.

2. Advantages for the HR Department

We can explain to the heads of the Human Resources Department that, thanks to the
AEO program, they will have the appropriate instruments for CV analysis through an
information-comparison system and techniques for holding interviews, which will
enable them to determine if candidate profiles fit the job post to be filled.

Additionally, these employees shall rely on a control policy once they are no longer
linked (laid off or retired) to the company. With AEO certification, the company must
prioritize preparation and provide attractive training options dedicated to company
employees who are focused on the prevention of attacks, threats and risks.

We will demonstrate how, by offering these tools, we are not only initiating a
documented procedure within the AEO, but also providing tools for improvement
within the personnel selection processes that they must perform.

FINPYME and CII brands, names and logos are the intellectual property of CII.

©2017 Inter-American Investment Corporation, all rights reserved, for authorized use only.
3. Advantages for the Sales Department
We also need the support of the Sales department. Perhaps we can pique the interest
of the members of the Sales department if we explain the following: they will receive
formulas to analyze clients and suppliers as well, they will only work with reliable
trade partners who hold true to their commitments, delivery dates, product quality
and quality of the raw materials they acquire, and they will all be provided with and
respond with documented processes for each of the jobs they perform.

4. Advantages for Access control

We continue by explaining the importance of access controls. Few companies would
reject the idea of establishing access controls in order to know exactly who is
entering, who they are visiting, at what time they have done so, where they are
located and at what time they have left the company. This same access control will
also be extended to warehouses and other company areas. The AEO will provide
security for employees in company facilities. This can serve as another motive to “sell”
the AEO project.

5. Advantages for the Financial Area

Another strategic area for the AEO project is the financial area. We must explain to
the head of the area that the company’s solvency will be key in achieving certification.
Therefore, with AEO, policies and systems should be established to monitor company
finances and to monitor controls for trade partner risks. Lastly, with AEO, certain
profiles of potential clients will be excluded due to the intrinsic risk from either their

FINPYME and CII brands, names and logos are the intellectual property of CII.

©2017 Inter-American Investment Corporation, all rights reserved, for authorized use only.
activity or their history. These will surely be initiatives for improvement in the
financial area.

6. Advantages for the IT Area

Lastly, we have to mention the Systems Department or the IT Area. We can
communicate to this particular department the need to have at hand a continuity
contingency plan for systems and program management, to make proper use of anti-
virus and data protection systems, and to establish coded access controls for both
each and every user and for each company program or IT area. The company may
already have taken into consideration that it makes no sense for the Human
Resources Department to have access to the company’s financial information, or for
the Sales Department to openly have the company’s access control and security data.

These are just a few examples of substantial improvements for the operations of
strategic areas that can help us effectively implement this topic in our company. It is
important that company employees understand that the AEO program will help them
modernize and efficiently manage operations, and that they will be the agents of this
change.

FINPYME and CII brands, names and logos are the intellectual property of CII.

©2017 Inter-American Investment Corporation, all rights reserved, for authorized use only.
 5

FINPYME and CII brands, names and logos are the intellectual property of CII.

©2017 Inter-American Investment Corporation, all rights reserved, for authorized use only.