LC Structure

Recommendations
For GTa/GTe

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

Methodology
LCs are where we directly run our opera8ons. In order to have the best structure, we need to understand the capacity
and produc.vity of our membership as well as we understand our market reali.es. Your market research and SnD
analysis will tell you what should be the focus of your LCs and what kind of structure can support that focus.

Below, you can find the following resources regarding the LC Structure recommenda8ons:
A. PRINCIPLES
B. STEP BY STEP HOW TO RECOMMEND LC STRUCTURES
C. EXAMPLES FOR EACH SCENARIO - iGT
D. EXAMPLES FOR EACH SCENARIO - oGT
E. TEAM LEADER AND MEMEBR STRUCTURES AND METRICS EXAMPLES

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

A. PRINCIPLES

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

A. PRINCIPLES
1. You need to decide your focus programs and direc.on for next semester before making structure recommenda.ons.
2. Structure division in LCVP level, should not be based on the number of programs they run, but it should be based on
volume of opera.ons. Excep8ons should be done if you expect certain LCs to invest addi8onal resources in a specific
program.
3. We recommend you to do a backwards planning for your structure recommenda.ons. Meaning that you should first
forecast/decide the amount of opera8ons you expect and make a produc8vity analysis about your membership. Then
forecast how many members and teams the LCs would need. This analysis should help you recommend how many LCVPs
or the role of LCVPs GT in a par8cular LC.
4. There should not be LC departments divided to sell different dura.on types (for example, LCVP GTa Short dura.on
and LCVP GTa Long dura.on SHOULD NOT EXIST). Structure division recommenda8ons should be based on
geographical division, industry or backgrounds, etc.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

B. STEP BY STEP HOW

TO RECOMMEND LC
STRUCTURES

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

B. STEP BY STEP HOW TO RECOMMEND LC STRUCTURES

In this page, you can find the overview of the steps. Please check the following pages for detailed explana8on.

1. Run External Research

2. Decide the programs you will run and the focus dura.ons, work fields, markets, etc.
3. Forecast an ideal goal
4. Understand Capacity of your LCs/En.ty
5. Calculate the membership needed
6. Propose structures
7. Make addi.ons

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

1.Run External Research

1a. Feasibility
Understand your market's choices based on how COVID19 is affec8ng your country/territory.
For oGT: is your target market willing to travel abroad? Or are they interested in partly remote opportuni8es? are they willing to make expenses
on such programs?
For iGT: is your target audience willing to hire people from abroad? would they be willing to hire people partly remote? are they willing to
purchase such programs at the moment?
Answers to these ques8ons should help you understand if it's feasible to promote these programs in your market, and which specific customers
are s8ll interested in our programs.

1b. Market Interest

Run a market research and analyze if and what versions of our products are relevant and abrac8ve in the market. Which one is more relevant?
For oGX, is it undergrad or grad market? Is there a specific work field or JD that is abrac8ve to your market?
For ICX, is it short dura8on or long dura8on opportuni8es? Is there a specific work field or JD that is abrac8ve to your market?
Cross check with global SnD data and see if the supply/demand you need is available in our opportunity or EP pool.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

2. Decide the programs you will run and the focus dura.ons, work fields, markets, etc.
2a. Sales Por6olio
Which programs will you offer in your market? GTa? GTe? or both? Which work-fields and dura8ons will you sell?
Which JDs will you offer?
Which market will you target? (for iGT: which type of companies or ins8tu8ons? for oGT: which backgrounds, universi8es or ages?)

2b. Decide Your Focus

Which program is your priority? Which work fields, JDs and dura8ons are your focus? Keep in mind that these might be recommended
differently for each LC.

3. Forecast an ideal goal

3a. For the en>ty
What is the ideal amount of realiza8ons do you expect for your en8ty for the next semester? How will your funnel look like?

3b. For the LCs

What is the ideal amount of realiza8ons do you expect from each LC? Your structure recommenda8ons should be aligned with the amount of
opera8ons you expect from them. How will their LC funnel look like?

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

4. Understand Capacity of your LCs/En.ty

Understand the produc>vity of members in the area based on most important deliverables. For oGX one of the deliverables can
be number of applicants, for ICX it can be number of openings.
How many applicants can a member bring in a recruitment cycle (3 or 6 months. depending on your en8ty)? Or how many openings for ICX?
How long do members in that area stay? What is the reten8on rate?
What kind of team leader culture does your en8ty follow? Is your en8ty used to horizontal (1 VP and many team leaders) or ver8cal (mul8ple VPs
and few TLs) structures?

5. Calculate the membership needed.

Combine produc>vity data and reten>on date. With your MCVP TM, calculate how many members that an LC will need to reach
the ideal goals.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

6. Propose structures
Now you know which markets and products to focus on, your ideal goal and your membership capacity. With your MCVP TM, you
can draO the teams and VPs that will be needed - depending on which type of structures you envision (ver>cal or horizontal).
Following can be an example:
-My market is interested in marke8ng and teaching fields
-For marke8ng field, undergrad student market is interested in short dura8on opportuni8es while grad market is not interested in long dura8on
opportuni8es
-For teaching, both undergrad and grad markets are interested in short or long dura8on of opportuni8es
-According to historical performance and market availability my LC can do 50 RE with teaching and 100 RE with marke8ng for undergrad market
-According to our conversion rate analysis and goal, we need 150 applicants for 50 teaching RE and 400 applicants for 100 marke8ng short
dura8on RE
-According to performance analysis, one member can bring 50 applicants in the peak. So I need: at least 3 members in teaching, 8 members in
marke8ng. I can have 1 VP and 3 team leaders:
1. teaching TL and 3 members
2. marke8ng TL for undergrad market and 4 members
3. marke8ng TL for undergrad market and 4 members

7. Make addi.ons
Depending on the areas you want to improve, you can add addi>onal roles such as customer experience, IR, UR etc. However, the
“product division/ differen>a>on” should follow the logic above.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

C. EXAMPLES FOR EACH

SCENARIO - iGT

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

1. LC Runs both GTa and GTe

1a. Decide if division is needed
-Follow the Step by Step guide to see how many members and teams the LC needs to achieve the opera8ons goals.
-Decide and recommend if the LC needs to have separate departments for GTa and GTe.

1b. If you recommend division: 2 LCVPs (LCVP iGTa and LCVP iGTe)
Great! Then you just need to guide them about what kind of teams they should select in each department.
GTa department: teams can be divided based on company types, industry, geography, or work fields. not dura.on type.

1c. If you recommend no-division: 1 LCVP for both iGTa and iGTe
-Make sure to send team recommenda8ons. LC needs to have separate teams for GTe and GTa especially for sales and account management.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

2. LC Runs only GTa or GTe

2a. Decide if division is needed
-Follow the Step by Step guide to see how many members and teams the LC needs to achieve the opera8ons goals.
-Decide and recommend if the LC needs to have two separate departments (2 GTa departments or two GTe departments).

2b. If you recommend division: 2 LCVPs

iGTa:
Recommend department divisions based on geography, industry or company type . Examples:
-geography division: one department is responsible for south, the other is responsible for the north of the city.
-industry: one department targets manufacturing companies, the other targets service industry such as IT
-company types: one department targets MNCs and other targets SMEs and Startups (we do not startup vs SME division as the differen8a8on is not
clear.
iGTe:
Recommend department divisions based on geography or organiza8on type. Examples:
-geography: one department is responsible for south, the other is responsible for the north of the city.
-organiza.on type: one department targets elementary schools, other department targets universi8es and language centers, etc.

2c. If you recommend no-division: 1 LCVP for iGTa or iGTe

-Make sure to send team recommenda8ons. LC needs to have separate teams for GTe and GTa especially for sales and account management.
-If the department needs more than 1 GTa or GTe sales team or account management team, then you can refer to examples in the sec8on 1b.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

D. EXAMPLES FOR EACH

SCENARIO - oGT

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

1. LC Runs both GTa and GTe

1a. Decide if division is needed
-Follow the Step by Step guide to see how many members and teams the LC needs to achieve the opera8ons goals.
-Decide and recommend if the LC needs to have separate departments for GTa and GTe.

1b. If you recommend division: 2 LCVPs (LCVP oGTa and LCVP oGTe)
Great! Then you just need to guide them about what kind of teams they should select in each department.
GTa department: teams can be divided based on work fields, study levels, backgrounds or geography. not dura.on type.

1c. If you recommend no-division: 1 LCVP for both oGTa and oGTe
-Make sure to send team recommenda8ons. LC needs to have separate teams for GTe and GTa especially for EP management.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

2. LC Runs only GTa or GTe

2a. Decide if division is needed
-Follow the Step by Step guide to see how many members and teams the LC needs to achieve the opera8ons goals.
-Decide and recommend if the LC needs to have two separate departments (2 GTa departments or two GTe departments).

2b. If you recommend division: 2 LCVPs

oGTa:
Recommend department divisions based on work fields, study levels, backgrounds or geography. Examples:
-geography division: one department is responsible for south, the other is responsible for the north of the city (they will be allocated different
universi8es).
-work field and background: one department targets BA, BD, MKT, F backgrounds and fields while the other department works for IT and Engineering
-study levels: one department targets undergrad students while the other targets master students or undergrad graduates.
oGTe:
Recommend department divisions based on geography, backgrounds, languages or study levels. Examples:
-geography: one department is responsible for south, the other is responsible for the north of the city (they will be allocated different universi8es).
-backgrounds: one department targets language teachers, other department targets maths, arts, sports, etc. teachers
-language: one department targets english teachers, other department targets teachers of one or many other languages.
-study levels: one department targets undergrad students while the other targets master students or undergrad graduates.

2c. If you recommend no-division: 1 LCVP for oGTa or oGTe

Make sure to send team recommenda8ons.
If the department needs more than 1 GTa or GTe team, then you can refer to examples in the sec8on 2b.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

E. TEAM LEADER AND

MEMBER STRUCTURES
AND METRICS
EXAMPLES

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

By now, you might have understood how to give LCVP structure recommenda8ons but you might feel confused about TL
structures. Below, you can find recommended structures and metrics. Keep in mind that amount of TLs needed varies from
LC to LC. You can use this guide to understand how to recommend LC team structures.
1. iGTa/iGTe LC Team Structures
2. oGTa/oGTe LC Team Structures

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

1. iGTa/iGTe LC Team Structures

1a. Principles
• Number of account managers depends on the market and LC capacity.
• Number of TLs or members in each team depends on the volume of experiences / account.
• iGTa team differen8a8on should be based on geography, industry or company types.
• iGTe team differen8a8on should be based on geography or organiza8on type.

1b. Recommenda.ons
We recommend LCs to have separate new sales teams other than account managers.
This will help you boost your sales while you are taking care of your exis8ng partners.

October 2020
 GTa/GTe | LC STRUCTURE RECOMMENDATIONS

2. oGTa/oGTe LC Team Structures

2a. Principles
• B2C MKT department is the responsible for the following KPIs: #SignUps, #Applicants, %SU2APP, Process Time SU2APP. oGT teams should
not be responsible for Abrac8on stage of the customer flow.
• Number of teams depends on the market and LC capacity.
• Number of members in each team depends on the market and LC capacity.
• oGTa team differen8a8on should be based on geography, workfield/background, or study levels.
• oGTe team differen8a8on should be based on geography, background, language or study levels.

2b. Recommenda.ons
We recommend customer flow based division for oGT departments where a team takes care of the customer from Applied to Approved, and the
other team takes care of the experience from Approved to Completed.

October 2020
Thank you!
AI2020

October 2020