program overview

© Copyright 2009 Fierce, Inc. 2 Purpose and Definition Purpose To further our vision “Build a better world, one conversation at a time.” by providing qualified and like-minded organizations a mutually equitable opportunity to deliver Fierce programs to their own, unique audience.

© Copyright 2009 Fierce, Inc. 3 Purpose and Definition Definition Authorized Providers are individuals or organizations that have met the necessary requirements to independently sell and deliver Fierce programs to their clientele.

© Copyright 2009 Fierce, Inc. 4 Who is eligible? Qualifications Authorized Provider (AP) candidates must meet the following eligibility requirements 13+ years experience successfully selling and delivering like-minded programs to organizations 2 Established client base and identity (including website) 3 Prior attendance to a Fierce Conversations workshop (that included a minimum of 3 Conversational Models) within the past 2 years 4 Availability of at least one organizational representative to enroll in the Train-the-Trainer (T 3 ) program

© Copyright 2009 Fierce, Inc. 5 Becoming an Authorized Provider The Process Once an AP has been accepted into the program, the following steps must be completed in order to achieve full status 1Execute the Authorized Provider Agreement and submit enrollment fee 2 Complete the Train-the-Trainer program 3 Participate in a series of phone calls and webinars focused on selling and training Fierce products 4 Join the Fierce online community 5 Identify and/or certify a Certified Fierce Facilitator, if needed

© Copyright 2009 Fierce, Inc. 6 How It Works Purchase materials from Fierce (via store) Sell materials to clients (via facilitated session or materials-only sale) Retain profit margin Market Fierce to clients

© Copyright 2009 Fierce, Inc. 7

8 How It Works Purchasing Materials Fierce offers its products to APs at wholesale prices that are substantially discounted from the Suggested Retail Price. 1Fierce will provide your organization a custom online Fierce store account 2 Purchases may be made in bulk or on an “as-needed” basis. In either case, shipping charges will be assessed at time of sale 3 As your orders accumulate over your lifetime as a Fierce Authorized Provider, you will qualify for additional price breaks within specified product categories 4 Purchases should include any excess materials needed for marketing and/or business building efforts

© Copyright 2009 Fierce, Inc. 9 How It Works Marketing Fierce Fierce programs sell best when potential clients have had an opportunity to experience some (if not all) of the program. Below are some proven and acceptable means in which to accomplish this. 1Breakfast Briefings: Short-format, intimate gatherings where the foundations of Fierce Conversations may be introduced. These sessions do not require Toolkits and must be limited to 1-hour in length. 2 Open Enrollments: Long-format, mixed-audience sessions where the full 2-day Fierce Conversations program is presented. These sessions do require Toolkits and the AP may charge for attendance or treat as a loss-leader. 3 Pilots: Long-format, in-company sessions where a 1-day or 2-day Fierce Conversations program may be presented. These sessions do require Toolkits and are often treated as a loss-leader by the AP. Note: Please consult with Fierce on how to present a 1-day course.

© Copyright 2009 Fierce, Inc. 10 How It Works Selling Materials Fierce products lend themselves to 2 main selling avenues Facilitated SessionsMaterial-Only Sales

© Copyright 2009 Fierce, Inc. 11 How It Works | Selling Materials Facilitated Sessions Generally, facilitated sessions are a provider’s first revenue-generating sale made into a client company 1AP provides client company with Toolkits and a certified facilitator to lead an in-house session 2 Certified Fierce Facilitator must be employed by an AP, sponsored by an AP, employed by an Authorized Training Center, or provided by Fierce 3 AP sells the Toolkits at the Suggested Retail Price and may charge whatever it deems reasonable for its facilitation services

© Copyright 2009 Fierce, Inc. 12 How It Works | Selling Materials Material-Only Sales The ultimate goal for any AP should be to move their clients from AP-reliant facilitation to certifying their clients’ own in-house facilitators. This allows an AP to simply sell Fierce products into the company. 1AP works with Fierce or an Authorized Training Center to certify client- company facilitator(s) 2 If client-company facilitator is certified below leaf, AP may offer co-facilitation services at rates identified by AP 3 AP sells Toolkits to the client-company at the Suggested Retail Price

© Copyright 2009 Fierce, Inc. 13 How It Works Retaining Profit Margin As a Fierce Authorized Provider, substantial profits may be made thru selling Fierce products and services 1 To ensure a healthy financial performance, Fierce highly recommends all APs closely follow the Suggested Retail Price 2 Fierce will maintain a generous Wholesale Pricing Schedule to continually reinforce APs acceptance of responsibility around their own business-building efforts 3 An AP may distribute its profits as it sees fit

© Copyright 2009 Fierce, Inc. 14 Ensuring Success Mutual Expectations Fierce respects the time, effort and financial investment each AP has made towards joining and forwarding this program. In turn, each AP should respect the incredible time, effort, and finances Fierce has invested in developing its IP including a world-class brand and product suite. Because a mutually beneficial, respectful and positive relationship is essential to the Authorized Provider Program, Fierce has identified key expectations and requirements for itself and for each Authorized Provider.

© Copyright 2009 Fierce, Inc. 15 Ensuring Success Expectations of Authorized Providers Below is a partial list of key expectations Fierce has of APs 1 To ensure all sessions are led by a Certified Fierce Facilitator 2 To protect Fierce’s IP and copyrights from infringement 3 To provide each workshop participant with a new Toolkit 4 To closely adhere to the current Suggested Retail Price list 5 To present the course content as trained by Fierce 6 To meet annual minimum purchase requirements 7 To deliver certificates to graduates in a timely manner by providing Fierce with class rosters and evaluations

© Copyright 2009 Fierce, Inc. 16 Ensuring Success Expectations of Fierce Below is a partial list of key expectations Fierce has of itself 1 To provide services and course materials at a fair price, based on value 2 To provide effective, quality training for your facilitator(s) and/or representative(s) thru the Train-the-Trainer program 3 To provide a community in which to share resources, best practices, and dialogue with Fierce employees and fellow APs 4 To ensure program quality thru ongoing evaluative processes and program development 5 To provide certificates to graduates within 14 days of roster receipt 6 To grant permission to use the Fierce name and logo suite in promotion of Fierce programs

© Copyright 2009 Fierce, Inc. 17 Ensuring Success Mutual Expectations of Fierce and APs Below is a list of mutual expectations Fierce has of itself and each AP 1To maintain open lines of communication 2 To hold business and client information in strict confidence 3 To designate an individual as a primary contact 4 To model the principles and methods of Fierce with clients and one another 5 To stay if the relationship is successful and fun—and to leave if it isn’t!

© Copyright 2009 Fierce, Inc. 18 Moving Forward The Right Fit Fierce is pleased to introduce the Authorized Provider Program to consultancies across the globe who share a common desire—to deliver Fierce programs to their client base. If you are an organization interested in furthering your business by adding Fierce to your product portfolio and would like to apply for enrollment, please contact Fierce at Or We thank you for your time, interest, and passion for what we do.