© The PLANtoWIN Group Ltd 1 A selection of animated slides to introduce The PLANtoWIN™ Process The PLANtoWIN Group Ltd

© The PLANtoWIN Group Ltd 2 The PLANtoWIN Group  International management consultancy - helping corporate clients Win - large accounts, major business, strong market positions. 75% Average Win-Ratio 75%  Getting dramatic results – achieving an average win ratio of 75% when we facilitate the process with our Clients. Helping Organisations Win Better Business  Developed PLANtoWIN™, a unique proven PROCESS for managing Customer Decisions and creating Win-Win. WIN  Challenging conventional B2B marketing practice - using this process with clients to guide, enable, control, and increase their probability of winning. Taking Control rather than leaving to chance

© The PLANtoWIN Group Ltd 3 Improving Strategic Business Development  Have the best chance of securing critical business  Achieve more ambitious targets  Increase win-rates and profitability  Increase control and reduce uncertainty  Develop more effective collaboration with customers  Improve team-effectiveness and real customer focus  Develop capabilities and work more strategically What do you want? PLANtoWIN™ helps organisations achieves these objectives.

© The PLANtoWIN Group Ltd 4 3 Dimensions of Success for Winning business Culture Customer focusCustomer focus Effective Team-workingEffective Team-working Goal orientationGoal orientation Responsibility, Creativity etc.Responsibility, Creativity etc. People SkillsSkills ExperienceExperience AttitudeAttitude World-Class Business Development Process Robust route-mapRobust route-map Clear StandardsClear Standards Technical excellenceTechnical excellence User-friendly & InsightfulUser-friendly & Insightful CapabilitiesforSuccess

© The PLANtoWIN Group Ltd 5  Relatively large and important decisions, often with a high monetary value.  Other complexities (e.g. political, geographic, technical, etc) which increase the number of issues.  Multiple people involved in making the decision, fulfilling different roles.  A decision-making process which is complicated and may take a long time. Influencing Complex Decisions PLANtoWIN™ is used to influence external organisations making Complex Decisions. Complex Decisions are characterised by: Complex Decisions are characterised by:

© The PLANtoWIN Group Ltd 6 B2B development – Generating & Winning business Variable and unreliableControlled and reliable More wins, sustainable business, improved profitability & strategic position. “Best Practice”  Actions achieve the strategy (a road map)  Shared and documented living Plan  Understanding risks and controlling variables  Targeted communications that have impact  Cross-functional team commitment to actions  Learn what needs to be known and then discover  External (customer) focus driving internal actions  Gain Management support & internal alignment  Proactive with external / Customer focus  Structured and insightful analysis  A robust and creative end-to-end Process  Pragmatic application of marketing theory Typical Practice  Actions disconnected from strategy  “Within the heads” of a few people  Much left to chance – unknowingly  The same messages to all customers  Resource and buy-in problems  Don’t know key people, process, etc  Driven by internal needs / perspectives  Organisational commitment difficult  Reactive to internal events  Little objective analysis  Have procedures, but no “process"  Rarely use marketing tools

© The PLANtoWIN Group Ltd 7 A “best-in-class” framework to implement business strategy and action plans right through to winning conclusions – time after time after……..! PLANtoWIN™ a best-practice process P L A N t o W I N P r o c e s s Route map. Route map. Strategy & Actions Strategy & Actions Creative Creative Commitment Commitment Robust Stages Robust Stages Repeatable & Reliable Repeatable & Reliable Easy and effective Easy and effective Measurable / standards Measurable / standards Focuses resources Focuses resources Achieve objectives Achieve objectives Satisfy expectations Satisfy expectations Beat competition Beat competition Get Success! Get Success!

© The PLANtoWIN Group Ltd 8 Managing the customer interface  Focusing on key customer decisions  Rationalising and dynamically managing the interface  Orchestrating team-work to follow strategy and tactics  Making it effective and achieving objectives. PLANtoWIN™ - a proactive way to engage with customers The interface Customer: Vision, Strategy, Objectives. (Decisions) Customer: Vision, Strategy, Objectives. (Decisions) Our: People, Resources, Capabilities. (behaviour) Our: People, Resources, Capabilities. (behaviour)

© The PLANtoWIN Group Ltd 9 ThePLANtoWIN™Process A PLANtoWIN Team Action Programme Agree need forWin-Strategy Preparation Win-StrategyFormulation Actions, Responsibilities, Timing SituationAnalysis Implementation Manage, adapt & persist Achieve WIN

© The PLANtoWIN Group Ltd 10 Introducing PLANtoWIN™ with a single project Team Action Programme - “Learning while winning” Analysis & strategy formulation Team learning “on the job” Expert facilitation Cross-functional involvement Effective implementation Goal focused activity Alignment of energies Team control and communications A Best Practice Process enabled by powerful Software WORKSHOPSWORKSHOPS Develop your PLANtoWIN™ PreparePrepareAnalyseSituationAnalyseSituationFormulateStrategyFormulateStrategy Implement your PLANtoWIN™ ReviewStrategyReviewStrategyMonitorProgressMonitorProgressWIN!

© The PLANtoWIN Group Ltd 11 The IMPACT of PLANtoWIN™ - More strategic wins - Co-ordinated strategic plans - High quality strategies - Higher Win Rates - More strategic wins - Co-ordinated strategic plans - High quality strategies - Higher Win Rates Strategic Position IMPROVED BUSINESS - Optimised use of resources - Cost effective implementation - Process & System Integration - Practical Leadership tool - Optimised use of resources - Cost effective implementation - Process & System Integration - Practical Leadership tool Capabilities - More Wins - Timely implementation - Higher value of Wins - Team Productivity - Lower Cost of Wins - More Wins - Timely implementation - Higher value of Wins - Team Productivity - Lower Cost of Wins Profitability - Better customer focus - More effective team-working - Achievement orientation - Learning while Winning - Responsibility & Ownership - Better customer focus - More effective team-working - Achievement orientation - Learning while Winning - Responsibility & Ownership Culture

© The PLANtoWIN Group Ltd 12 What people say about PLANtoWIN “Allows us to effectively tackle the really big hairy projects” “shows us what we need to do to Win” “Gave us an enduring mindset change” “Massively increases our probability of winning” “Gives leadership a tool to make real change” “Lets us follow ideas through to actions and achievement” “Helps us make time to be strategic together” “Builds the team, partnership and company culture” “Shows us the big picture and lets us drill-down to key issues” “Produces a scary action list, but when we follow through we win!” “A best-practice, structured, robust process for winning” “Allows experts to contribute to customer plans” “Documents the Plan and actions for the team to progress” “Unearths important things you didn’t know were important”

© The PLANtoWIN Group Ltd 13 The additional power of PLANtoWIN™ Web tools Performance Management system guides results Easy to use best-practice B2B marketing Very fast & easy to use, alone or together Effective team-working of extended teams Immediate visibility of detailed PLANs and progress Guaranteed Security 24/7 & 100% uptime Web-based system for worldwide access Innovative IT avoids extra resources or hassles Advanced system setting new standards for B2B marketing

© The PLANtoWIN Group Ltd 14 Setting new standards for B2B development Energises leaders & their teams Tools that make complexity manageable Customer focused and action oriented Transforms win rates and positioning Practical application of best practice marketing 75% Average Win-Ratio The PLAN to WIN Group Ltd Helping Organisations Win Better Business Head Office / U.K.: +44 (0) Benelux / Germany: +49 (2822) Nordic / Denmark: