MAPPS 2014 Geospatial & Engineering International Conference September 25, 2014 Mick Morrissey Managing Principal Morrissey Goodale LLC How to successfully plan and implement an international strategy 1

Buyer Representation Seller Representation Deal pricing Deal structuring Integration Strategy Development Scenario Planning Market research Executive Search Executive Coaching Ownership Experience TM Leadership Development Ownership Transition About Morrissey Goodale LLC: AEC industry consulting & research 2

Denver Boston Houston About Morrissey Goodale LLC: Office Locations 3

BS Civil Eng.Big Dig MBA Boston College Managing Director Zweig White PBS&J (ATKINS) Dir. of Strategic Growth Managing Principal Morrissey Goodale LLC About Me 4

ENR 500 firms: International revenues 5 100% top 20 firms 86% of the top % of the entire % of the bottom 100

6 Region /- Canada$1.9$7.2279% Latin America & Caribbean $1$2.2120% Europe$4.1$6.046% Middle East$1.4$3.1121% Asia/Australia$2.9$8.9207% Africa$.6$1.2100% Total$11.8$ % Note: $ in Billions Where has our industry been growing?

What’s been driving overseas expansion? DevelopedEmerging Source: McGraw Hill 7

Risk vs. reward Source: The Economist 8

Five elements required to successfully plan and execute strategy 1.Vision 2.Skills 3.Incentives 4.Resources 5.Action Plan 9

Vision 1.Complement your firm’s existing vision 2.Strategic rationale 3.Is it real? Can we win? 4.Beware of opportunistic initiatives 5.Embrace opportunistic initiatives! 10

Skills 1.Early stage champion 2.Implementation champion 3.Domestic employees 4.In-country employees 5.“Bridge” team 11

Incentives 1.Sustainable growth 2.Business diversification 3.Employee engagement 4.Build value 5.Risk reward equation 12

Resources 1.Management mindset 2.Risk management systems 3.Infrastructure 4.Talent 5.Technology 13

Action plan (and timeline) 1.Market research or capitalize on existing opportunity (Year 1) 2.Assign/hire champion, goals, milestones (Years 2 – 3) 3.Invest & assign resources (Years 3 – 4) 4.Rosetta Stone status (Years 4 – 5) 14

Bringing it all together 15