TOP TOP ALM’s Total Opportunity Program

2 TOP TOP is part of ALM’s re-branding and new business development initiatives. All sales reps are being asked to talk about ALM in an integrated and broader way. The objective is to better meet advertisers’ demands for packages of ALM products and services and to educate/sell advertisers on the different types of products and services available from ALM. Focus It is very important for each sales rep to focus on the products and services they are responsible for. Use your judgment to determine which clients are good TOP candidates, not all of them will be.

3 TOP How it Works Integrated proposals that a sales rep has taken ownership of that result in a sale are subject to a 4.5% commission. This commission applies to sales of ALM products and services that are not part of the rep’s products they normally sell. For 2006, these sales will not be added into the rep’s budget numbers and will not affect overall percentages. The commission would continue through the life of the contract. Clients that are being currently solicited by other groups are not subject to the double commission.* * Please note that in some cases the commissions will only work for new clients or for new products to existing clients. Example: Companies that have previously taken booths at LegalTech and are currently being contacted by the LegalTech reps would not be eligible for the double commission. There may be exceptions in certain cases such as a client that has not been “active” for one year.

4 TOP An Example: A sales rep calls on a new or existing client who expresses interest in learning more about ALM. The sales rep might suggest a meeting with Bill (or Gary, Kevin, rep’s manager, etc.) and coordinate that meeting. The sales rep will join Bill (or whomever) at that meeting. Reps are also free to present the “story of ALM” on their own. The follow-up from the meeting will depend on whether the client requests an integrated proposal or if leads can be passed on directly. If the decision is made to pass leads on directly, no double commission will be applied. If an integrated proposal is requested the sales rep will contact all relevant sales managers to let them know who the client is and what they are interested in. If all the managers sign off, the rep will take ownership of the proposal and request the necessary information from each of the other divisions. Using the TOP template, or other consistent format, a proposal will be created. The originating sales rep will present the proposal to the client and do any necessary follow-up.

5 TOP Another Example: Jim calls on an existing advertiser who has a big budget this year and wants to add on to their print advertising. Jim suggests an event sponsorship and online advertising. The client requests an integrated proposal. Jim contacts Henry Dicker, Mike Medwig and Gary Mirkin to let them know of the client’s interest. If all the managers approve, Jim then obtains the necessary information from the events team and the online team. He assembles a proposal that includes all three pieces. Jim presents the proposal to the client and completes any necessary follow-up including the possible coordination of an additional meeting with the client, an ALM Events sales rep and an online sales rep to discuss specific opportunities. The client accepts the full proposal. Jim would receive a 4.5% commission on the events sale and the online sale. The online rep would receive their regular commission on the online sale and the events rep would receive their regular commission on the sponsorship sale.

6 TOP The Fine Print: All double commissions are at the rep’s manager’s discretion. Keep a paper trail of your client communications. is fine. Be sure to let all relevant managers know about a client’s interest in a TOP proposal before pursuing it. Make sure your manager receives a copy of the proposal and let him/her know when/if it is signed.