© 2008 TBA Resources, Inc. All Rights Reserved. 1 Culture Change Knowledge Process Support Skills Custom Services TBA Product Catalog

© 2008 TBA Resources, Inc. All Rights Reserved. 2 Culture Change  Behavioral Process Profiling3  Alignment Survey & Senior Team 4  Strategy Orientation 5  Harnessing Global Potential6  Triangle Partnering Program 7  Leadership Team Development8

© 2008 TBA Resources, Inc. All Rights Reserved. 3 Behavioral Process Profiling

© 2008 TBA Resources, Inc. All Rights Reserved. The Transforming Organizational Culture Process TM Senior Team Alignment Process TM 1. Strategic Alignment Survey (SAS) & Team Alignment Questionnaire (TAQ): All employees respond to the SAS and all senior managers to the TAQ. Debrief results. 2. Senior Team Alignment Retreat: focused on getting all team members on the bus and committed to being a high- performing team. 3. Senior Team Planning Retreat with 5 Follow-Up meetings to agree on Purpose, Values, Vision and Goals, and implement a plan for creating a Responsibility- Based Culture.. Strategic Alignment & Sr. Mgt Surveys (SAS & TAQ) CEO Debriefed on Survey Results Sr. Mgt Debriefed on Alignment Survey Sr. Mgt Debriefed on Alignment Survey Senior Team Planning Retreat Values, Vision & Goals Senior Team Planning Retreat Values, Vision & Goals Monthly Planning Session Senior Team Alignment Retreat To gain organizational alignment & executive follow-through Survey & Senior Team Alignment 1. Assessment and Debrief 2. Senior Team Alignment Retreat 3. Senior Team Planning Retreat & Follow-up meetings 4

© 2008 TBA Resources, Inc. All Rights Reserved. 5 Strategy Orientation To engage and mobilize the target audience in executing a strategy for competitive success and delivering change through training Present State – As Is Future State – To Be – Local Mobilization Plan – Resolve Obstacles & Reassess Products People Process Structure Rewards Capacity Competition Market Strategy Inventory Assessment Role Remedies – Model of Excellence –

© 2008 TBA Resources, Inc. All Rights Reserved. Harnessing Global Potential 6 Defining Challenge Global Business Buyer – Supplier Getting Started Communication Influence without Authority GAM Job Description 360 o Feedback Auditing Parameters Diagnostic Solution Focus Planned Improvement Personal Implementation Planning

© 2008 TBA Resources, Inc. All Rights Reserved. 7 Triangle Partnering Program Product supply or channel partners need to share an integrated Value Proposition with Client Generalists and Specialists: © 2005 The Linkage Group LLC. All Rights Reserved. Vision A compelling reason to share and develop a strategic vision of the possibilities Impact Joint opportunities to leverage core capabilities through a bundled exchange of offerings Alignment Strategic agreement of specific goals, objectives, and expectations of results with mutual trust

© 2008 TBA Resources, Inc. All Rights Reserved. Application Expectations Profile & Debrief Application Expectations Profile & Debrief The Transforming Organizational Culture Process TM Leadership Development Process TM Five Modules presented over 12 to 18 months. Leaders apply learning with Employees after each Module Module 1: Focuses on helping managers understand their impact on the work environment & the trust level developed. Module 2: Coaching & Counseling Skills essential for leaders to help employees develop problem- solving & decision- making skills Module 3: Ensures each employee sees a connection with the organization’s Purpose & Values Module 4: Develops a High Performing team taking ownership of their performance Module 5: Forming a partnership with the team to increase business results Application the DiSC Profile & Mentoring Planner Application the DiSC Profile & Mentoring Planner Application All Employees in dialogue around Purpose & Values Application All Employees in dialogue around Purpose & Values Application Team Dimensions Profile and Z-Process Application Team Dimensions Profile and Z-Process Application Dimensions of Leadership Profile Application Dimensions of Leadership Profile 1. Building Trust Leadership Behavior creates culture - Increase Emotional Competencies with DiSC Model & Feedback 1. Building Trust Leadership Behavior creates culture - Increase Emotional Competencies with DiSC Model & Feedback 2. Coaching & Counseling Skills 3. Increasing Engagement & Commitment 4. Building a High Performing Team 5. Shared Leadership Leadership Team Development Mid-level sales leaders need preparation for implementing customer- centric culture change: Dialogue increases employee responsibility & accountability Aligning all employees with Purpose & Values Identifying Team Roles & team Coping Skills Learn the Z-Process Bringing out the Leader in all employees, getting shared responsibility for Business Results 8

© 2008 TBA Resources, Inc. All Rights Reserved. 9 Knowledge  Industry Knowledge Application 10  Customer Analysis Program 11  Product Application Roadmap12

© 2008 TBA Resources, Inc. All Rights Reserved. 10 Industry Knowledge Application Delivering understanding through distance learning – to position solution value within the customer’s application: Web-enabled learning with 90% certification score required By everyone with customer contact 10

© 2008 TBA Resources, Inc. All Rights Reserved. Customer Analysis Program Business acumen– to sell financial value based on analysis of the customer’s public documents: Example: Aerospace*  Secure Collaboration  Advanced Configuration  Deliverables Management  Product Change  Digital Prototyping  Model-centric Definition * For illustration. Separate tracks are developed for each industry served. Metrics  Revenue  Profitability  Cost Reduction  Asset Turnover  Return on Capital  Return on Sales Customer Research 11

© 2008 TBA Resources, Inc. All Rights Reserved. 12 Product Application Roadmap Understanding customer issues – to clearly articulate the value proposition to senior level decision makers: Share Comprehensive Case Histories for Senior Executives in their Industries Personalize Use of Product Roadmap Project Vision – Value Proposition – Concept Presentation Discuss Metrics to Gauge ROI and Validate Recommendations Share Executives’ Views of Links between Strategy & Leadership Speak in Detail about Customer’s Budgeting and Planning Operations Model Executive Communication with Explicit Tactics 12 © 2008 TBA Resources, Inc. All Rights Reserved.

13 Skills  Creating Personal Partnerships14  Consultative Program Selling15  Advisory Relationship Development16  Consultative Negotiating Skills17  Group Selling Skills 18

© 2008 TBA Resources, Inc. All Rights Reserved. 14 Creating Personal Partnerships Managing relationships – to practice executive bridging and build collaboration and trust at all levels in all functions: Motivation Style Goals Benefits Influence Issues Themes Differentiators Value Proposal Internal or External Customer Strategic Resource Partner

© 2008 TBA Resources, Inc. All Rights Reserved. 15 Consultative Program Selling Develop Holistic Solution Explore Customer Needs Establish Business Purpose Pre-Call Plan Resolve Concerns Commit to Action Create Personal Partnerships Applying technical knowledge – to optimize consultative problem-solving among virtual team and client contacts:

© 2008 TBA Resources, Inc. All Rights Reserved. Advisory Relationship Development Introduction & Re-contact Customer ● Person ● Context ● Issues ● Expertise ● Solution Define Outcome Explore Past Define Current 6. Design Measures The professional advisor or sales coach knows what it takes to sustain improved results for the customer. Commit 5. Develop Plan Summarize Learning

© 2008 TBA Resources, Inc. All Rights Reserved. 17 Consultative Negotiating Skills Resolve Apparent Conflict / Optimize Solutions Build on Common Interests Prepare for the Negotiation Analyze the Parties Manage Real Conflict Commit to Action Maximize Cooperation Skills necessary for implementing negotiation strategy based on value-added and standardizing Best Practices:

© 2008 TBA Resources, Inc. All Rights Reserved. 18 Group Selling Skills Opening Gaining Interest Building Agreement Maximizing Involvement Calling to Action Audience Analysis Media Materials Deliver y 3. Content2. Methods & Skills1. Outcomes 18 Conducting conversational presentations with customers: © 2008 TBA Resources, Inc. All Rights Reserved.

19 Process  Market Analysis & Planning20  Strategic Account Planning21  Account Development Program22  Smart Selling Program23  RainMaker™ SFA24

© 2008 TBA Resources, Inc. All Rights Reserved. Market Analysis & Planning Accurate prospect targeting – to build qualified prospect databases and drive consistent opportunity management: Analys is Plannin g Prospect Data Screening Segmentation Qualifying Prioritizing Loading Needs Evaluation Projecting Profitability Values Strategizing Ranking Rollup / Approval Planning / Implementation 20

© 2008 TBA Resources, Inc. All Rights Reserved. Strategic Account Planning 21 One Entity 1. Mission 2. Vision 3. Values 4. Goals 5. Imperatives 6. Actions 7. Resources 8. Relationships 9. Dedication 10. Expectations 11. Next Review 12. Responsibility © 2008 TBA Resources, Inc. All Rights Reserved.

22 Account Development Program CPS skills used in each phase with select decision makers Continuous account development Implement Agreement Provide Service Find Out Facts Structure Agreement Sell Concept Gain Decision Plan Sale Phases & Customer Relationship Improving account planning – developing global plan and tactical actions, communication and events to drive execution:

© 2008 TBA Resources, Inc. All Rights Reserved. Smart Selling Program Team leadership – to delegate and mobilize multi- functional resources to identify, create and deliver value: CONTINUOUS OPPORTUNITY MAPPING & STRATEGY DEPLOYMENT CONTINUOUS GOAL SETTING – MULTI-YEAR RELATIONSHIP DEVELOPMENT STAGE 1 – PROFILING THE ALLIANCE PARTNERSHIP STAGE 4 – PRESENTING THE ALLIANCE PARTNERSHIP STAGE 3 – SCOPING THE INTEGRATED SOLUTION STAGE 2 – ASSESSING THE MARKET OPPORTUNITY INTEGRATION WITH CUSTOMER TEAM RESOURCES INTEGRATION OF SUPPLIER TEAM RESOURCES 23 © 2008 TBA Resources, Inc. All Rights Reserved.

24 Salesforce Automation (RainMaker™) Information management – to add necessary functionality, standardize Best Practices and gain transparency and accountability: Winning Model Attainment & $ Results Strategy Goals Customer Alignment Parameters Milestones & Actions Buyer Views Team Notes Analytics Event Planning Forecast & Rollup Variance Analysis Number of Strategic Account Managers Top 10% High Performers 24 © 2008 TBA Resources, Inc. All Rights Reserved.

25 Support  Customer Loyalty Metric26  Due Diligence & Consulting27  360° Feedback 28  Maximizing Sales Performance 29  Maximizing Team Performance30  Learning Support for Rollout 31

© 2008 TBA Resources, Inc. All Rights Reserved. Customer Loyalty Metric “Exclusive, trusted Advisors get more referrals and much higher retention.” – Tom Leading Indicators: Client Loyalty Team Effectiveness Perceived Value Delivered Client Retention Share of Future Wallet 100% Client Share More ‘at bats’ Lagging Indicators: Fees per Client AUM per Sale Revenue per Team VS 26

© 2008 TBA Resources, Inc. All Rights Reserved. 27 Conduct Executive Coaching Mutual Due Diligence Build Base-line Model Identify Areas of Resistance Due Diligence & Consulting Strategic Resource: four SAMA Consultants with 82 years of roll-up consolidation and integration experience. Defining success, identifying integration obstacles and recommending field-based integrated solutions: Plan and Implement Change Process to Execute Strategy and Measure Progress

© 2008 TBA Resources, Inc. All Rights Reserved ° Feedback & Gap Analysis Job competency models with on-line assessments, tailored to new enterprise-model team functions and initiating change: Correspondent Ratings Personnel Decisions International Group Report Reviewer Certification Performance Interviews On-Line Assessment Assessment Design Feedback Report #1 Feedback Review #1 “Time-2- Change” Assessment Sustained Individual Development Feedback Report #2 Feedback Review #2 ≈ ≈

© 2008 TBA Resources, Inc. All Rights Reserved. 29 Self-Directed or Classroom Learning Observed Problem Analysis 360º Feedback & Gap Assessment Personal Development Planning Skills Coaching Performance Coaching (Job Counseling) Personal Technical Functional Leadership Maximizing Sales Performance Sales coaching through continuous feed-back and learning

Maximizing Team Performance Commitment Accountability Skills Performance Results Collective Work Products Personal Growth Problem Solving Technical / function Interpersonal Specific goals Common approach Meaningful purpose Mutual Small number of people Individual Adapted from The Wisdom of Teams, Katzenback and Smith30

© 2008 TBA Resources, Inc. All Rights Reserved. 31 Learning Support for Rollout For each of the outsourced solution components, centralize database & production administration: Logistics Data Registration Component Project Planning Materials Locations Instructors / Facilitators