1. www.pwc.com
How to partner
with PwC in your
country?
Guide
PwC and AIESEC
Creating value since
1973
2. Claudia Calinescu
AIESEC Global Coordinator at PwC
Direct: +32 2 7104154 | Mobile: +32 491 721460 | Fax: +32 2 7104299
Email: claudia.calinescu@pwc.be
Date: July 2011
Dear Reader,
PwC has been a partner of AIESEC for 38 years. Apart from working directly with AIESEC
International, PwC is also proud to be the most diverse and widespread global partner of AIESEC.
PwC offices in more than 53 countries and territories around the world support AIESEC in
numerous different ways, such as:
AIESEC Global Internship programme
Conferences and trainings
Campus activities
Alumni events
Audit services
Board of advisors
Mentorship programme
Financial sponsorships
In-kind sponsorships
Publications and printed materials
Please make sure you are familiar with this document if you would like to contact PwC. This
document will provide you the necessary information in order to start a long-lasting partnership
between AIESEC and PwC in your country or territory.
Looking forward to working with you.
Kind regards,
Claudia Calinescu
Claudia Calinescu | AIESEC Global Coordinator at PwC
Direct: +32 2 7104154 | Mobile: +32 491 721460 | Email: claudia.calinescu@pwc.be
3. Contents
Before you start a partnership follow the advices below ..........................................5
FAQ: Building a partnership with PwC ..................................................................... 8
FAQ: PwC as a Global Exchange Partner .................................................................. 9
Let’s work together to build more relationships and create more value ................ 11
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5. Before you start a
partnership follow the
advices below
Evaluate the existence and capacity of PwC
local office to host a collaboration
a. Research and read about PwC (Global PwC wiki page on MyAIESEC.net,
www.pwc.com )
b. Search if there is any PwC office in your area.
c. Find out the capacity: if there is a recruitment department, who is taking
the decisions regarding the recruitment and employer branding initiatives?
Who can take interns in PwC?
d. Talk to the Global Coordinator and Alumni working at PwC for more
information and insights.
Find the History of the partnership
a. Find if any previous communication or contracts signed between the parts
Product capability is before.
about what can you do
b. Find all the AIESEC Supporters* involved before and if they are still in
for your partner
PwC. (*AIESEC Supporters in PwC are PwC employees who are involved in
specifically rather than
the partnership with AIESEC and who are furthering this relationship.)
offering anything for
everyone. a. Talk to the Global Coordinator and Alumni working at PwC for more
information and insights.
Find all the Alumni working at PwC
a. Search for Alumni on LinkedIn, internal CRM, talk to the Global
Coordinator and other close alumni.
b. Recruitment and employer branding initiatives.
c. Try to have multiple contact points within PwC. This could help you to
open more doors.
Identify the PwC local office’s needs
a. Talk to the Global Coordinator and Alumni working at PwC for more
information.
b. Read articles on the company’s website, find out initiatives from the past,
future programmes that PwC will open in your market.
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6. c. Find the right persons to talk to for employer branding, recruitment
initiatives, raising interns or other collaboration you consider relevant for
PwC.
Prepare an outstanding client relations
strategy.
a. Try to add value to your collaboration by creating a distinctive trust based
relation.
b. Brainstorm actions that can improve your relationship with PwC. You can
find articles about building relations that bring values on www.pwc.com
c. This is a very important aspect in PwC so for sure your contacts at PwC will
expect you to deliver high quality customer care relation through the
collaboration with AIESEC.
d. Stay in touch with your contacts in PwC, regardless of whether there is an
immediate sponsoring needs.
e. Keep your partnership requests realistic. You can do so by benchmarking
against other organisations you partner with, or against other AIESEC
countries with similar economic reality and size of membership.
Get a physical meeting.
a. Try to have maximum 1 or 2 main contact person from AIESEC’s side. As
AIESEC’s leadership changes every year, having too many names or faces
to remember could get confusing for your contact person in PwC.
Be distinctive in areas b. Follow-up on the referrals provided to you by the PwC-AIESEC Global
that matters to your Coordinator. The referrals and endorsements often come from the global
partner. champions of AIESEC within PwC. Their reputation can also be at stake if
AIESEC acts in an unprofessional manner,
c. Transition your PwC contacts and account history to your successor. This
would help you to ensure a smooth transition from one year to the next
d. Do not use cheap sales speeches! At PwC we do not appreciate this
attitude. Be sincere and show interest in your contact’s need rather than
how great is your organisation.
e. Explain what AIESEC does and what can your local chapter offer to PwC.
f. Listen carefully to what are your contact’s needs and what are they looking
for.
Establish how the AIESEC local chapter can
address to PwC needs.
a. Clearly identify the interest of the PwC local office.
b. Analyse your products and capacity in terms of members and student
market you can access.
c. Analyse the GCP from other countries with a similar market
d. Talking to the Global Coordinator for more information.
e. Prepare a relevant offer.
f. Check the quality of the job description when raising an internship.
g. Get feedback on your offer from the Global Coordinator and Alumni.
h. Negotiate the condition and sign a partnership.
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7. Keep the AIESEC Global Coordinator at
PwC updated.
a. If you had an event together with us, don’t forget to follow up. It is highly
recommended that you send pictures and stories from the event to the
Global Coordinator.
Have a high quality client relation and
delivery:
a. Try to consistently deliver on promises.
b. Make sure the members that interact with PwC have a professional
attitude.
c. Evaluate the collaboration.
d. If PwC will be satisfied with your products and will see the quality in your
services they will offer referrals to your local office and show an interest in
more point of collaboration.
A successful
partnership has a
as foundation the
technical skills
provided and the
trust based
relations that the
parts can build.
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8. FAQ: Building a
partnership with PwC
Can I establish a national partnership with
PwC in my country or territory?
Yes, more than 53 AIESEC countries and territories have already done that. If you
do not already have a contact person in the PwC office in your country, please
follow the advices in this guide and contact the Global Coordinator, so that we can
help you to establish contact and initiate conversation with the local office.
What are some of the areas in which
AIESEC usually cooperates with PwC?
Please refer to page 1 of this document for a list of the common areas of
cooperation. If you have other ideas of how to work with PwC, please do not
hesitate to contact the Global Coordinator.
The most successful
brands constantly deliver There is already a national partnership
on what they promise.
with PwC in my country or territory. How
can I make it stronger?
A good starting point would be to review what is already there in the partnership,
and evaluate whether any of the existing areas of cooperation can expand in scale,
or to check whether there will be any regional or international conferences and
events being held in your country or territory. Additionally you can also search for
other ideas of cooperation by visiting the Good Case Practice section of the PwC
wiki page at MyAIESEC.net. You can use your creativity and design specific
programs or events that address the need of the PwC offices in your country.
There is already a national partnership
with PwC in my country or territory, but
certain elements of that cooperation is not
going as well as it could be. What can I do?
You can contact the Global Coordinator, clearly explain that situation and the
challenges that are there. The Global Coordinator will then help you to brainstorm
different potential solutions and raise the issue internally when appropriate.
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9. FAQ: PwC as a Global
Exchange Partner
Can I raise PwC internships in my country
or territory?
Yes, you are highly encouraged to approach the PwC office in your country and
raise internships directly. PwC has a contractual relationship with AIESEC
International and while there is a small number of internships each year that are
managed on a global level, the majority are raised and managed by the account
managers on the MC or LC level.
Are all the internships in the area of finance
and accounting?
No, there are also interns working in areas such as Human Resource, Marketing,
Relationship skills are Project Management, Information Management in PwC offices around the world.
just as important as the
technical skills..
Does the PwC office in my country need to
pay any additional fee to AI on top of the
TN fee?
No, the PwC office only needs to pay the TN fee or any other charges (if any), as
agreed with you as a representative of AIESEC.
How can I raise PwC internships in my
country or territory?
If you do not already have a contact person in PwC, the Global Coordinator can
help you to establish contact with the local office. After the initial endorsement,
you would promote the internship programme to the contact person from PwC in a
professional manner as you would with any other potential TN takers in your
country or territory.
When a TN has been raised, you need to send the TN ID to the Global Coordinator.
Sending all TN IDs when they are “available” to the Global Coordinator is a very
important step. The internship position would then be promoted on the classified
section on MyAIESEC.net and the Global PwC wiki page. After the promotion
stage, you would continue to match and realise the internship as you would with
any other TN takers.
This is the process for raising and managing internships in PwC. Please note that
this does not apply to all Global Exchange Partners (GEP). Please check the
information available on MyAIESEC.net or contact AIESEC International .
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10. I was told by my contact person in PwC
that they are not interested in the
internship programme as it is required that
the candidates would speak the local
language. There are very few EPs with that
language skill. What should I do?
If your local language resembles another language in the same language group that
is widely spoken, it can be possible that interns could learn the language within a
short period of time. Otherwise you can suggest bringing in interns to work in
corporate service areas such as human resources, marketing or project
management, as the working language in PwC internally is English.
You can also introduce the concept of the PwC New Recruits programme to them,
where they can work with AIESEC to send local graduates out for an exchange,
before returning to begin working in PwC. For more information, please refer to
the New Recruits Programme Case Study available on the PwC wiki page.
Find more details please consult the documents:
PwC - AIESEC Partnership Overview 2011.ppt
PwC Partnership Launch at AIESEC IC 2011, Nairobi, Kenya.pdf
Updates to our pages :
Global PwC wiki at myaiesec.net
PwC and AIESEC Partnership Facebook page
Contact the current AIESEC Global Coordinator
Claudia Calinescu
AIESEC Global Coordinator at PwC
Direct: +32 2 7104154 | Mobile: +32 491 721460 | Fax: +32 2 7104299
Email: claudia.calinescu@pwc.b
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