1. About BricConsulting Smart Growth For Small Business Over 10 years of performance improvement consulting experience with a “Big 6” consulting firm Brian is an Experienced Growth/Turn-Around Business Leader 12 years in senior leadership positions in various small businesses Thought leadership in start ups and small business Winner of supplier achievement awards BricConsulting is a full-service small business consulting firm focussed on the GTA Creative, strategic solutions Recruitment of sales roles Recruitment of any role in the sales function but focussed on sales teams from 1 to 5, first sales manager, various hybrid roles Sales effectiveness consulting Ensure your sales function is effective and efficient Improves the success of new sales people and reduces turnover Take your sales team to the next level Launch New Products / Services or into new industries Using lean, traditional or our proprietary “QuickSet™” to launch a new product or service or your existing offering into a new industry, with lower costs, shorter time cycle and more sales Small business growth model consulting Assisting small businesses reduce risk, increase sales and profits by identifying critical risk points, finding creative initiatives through their transition to maturity Compete with and sell to Fortune 500 organizations, BricConsulting specializes in assisting SMEs compete against and sell to large Canadian organizations (i.e. big 6 banks). BricConsulting helps small and medium sized business grow by supporting their transition through the maturity stages of their sales function and business

2. Maturity Stages ExistanceSurvivalSuccessTake-OffMaturity Major Challenge Traction in getting clients & delivery Profits to manage growth Expand or maintain stable cash flow Rapid growth and cash flow Max. econ. Of scale yet remain entrepreneurial Management Focus Gain traction, work out model GrowthGrowth and cash flow Manage growth vs. capital Owners Role Owner/ Operator/ Doer Owner / Operator/ Manager Expansion and strategy or elsewhere CEO focussed on growth only Outside of business Org Structure Min employeesFew employeesFunctional managers Professional mangers Divisions and decentralized Processes NoneIntroducedFully introducedIntegrated systems Balance scorecards Decision Making Owner 100%Owner does strategic & tactical Owner retains strategic, Strategy & tactical by mgmt. Senior management is in control Sales Function OwnerIntroduce sales person role Introduce sales management Introduce senior sales management Manage matrix by function/ product &client Based on Harvard Review article, “The Five Stages of Small Business Growth” by Neil Churchill & Virginia Lewis, May 1983

3. Reducing Risk During Growth As small businesses grow they encounter critical points of transition which are high risk and critical to the growth of the company. Consider hiring your first employee Your first sales person Launching a new product BricConsulting reduces the risk of these critical points by putting in place proven risk reduction techniques and models Reducing risk Increasing success Reducing transition times cycles Small businesses grow through various stages from their beginnings into a sound SMB. From being a single person operation of an owner/operator/doer to hiring on the first employee, the first sales person, the first manager, opening up additional products and services, and various rounds of funding. Each of these stages involves the small business to take on considerable risk which could at the very least set back the company if not completely undermine it. BricConsulting has experience in making sure businesses reduce the risks in the their decisions using proven methodologies and practices.

4. Sales Effectiveness Consulting A high performing sales function requires : S – Status of your current sales function The status your processes, tools, management, data and metrics for an organization like yours E – Economic environment The current and future of the economic environment for your organization is critical to the success of your sales function T- Talent Do you have the best talent working at 100% commitment aligned to your organizational Strategy and your sales plan? BricConsulting helps organizations have highly effective sales functions by taking a process approach to ensuring your sales department is at the right stage for your business Critical control points in growth. When your business and your sales department are transitioning from one maturity stage to the next, the decisions and actions taken are critical as this is a very high risk point in your business. Reduce the risk of having your growth fall backwards by ensuring your sales function is where it should be for an organization in your situation.

5. BricConsulting Benefits: Shorter cycle time to revenue Better sales process Lower turnover of sales people Attract better sales people Reduced risk of failure Sales Recruitment BricConsulting brings a unique value proposition to small businesses looking to start or grow their sales team. The BricConsulting approach will: Reduce the cycle time to meeting the first sales target Improve the sales function work environment by ensure appropriate tools, measurement, management, and processes are in place for your organization. This will lower turn-over of staff, increase staff productivity, reduce the risk of failure with a wrong fit, reduce miscommunication and produce sales faster BricConsulting has a unique candidate pool The pool contains sales people who are a good fit for a small or one person sales team. Experienced and capable of the unique challenges of the small team, being the only team member or the first sales manager. They will help build process and establish a growth oriented sales team. The BricConsulting difference is Based on SET model of sales success (State of Sales Function, External Environment, Talent) A pre-hire review of sales function and external economic environment to ensure organization it primed for success Unique pool of talent for small business sales functions

6. Launching a New Product with QuickSet Plan & Do Idea GenerationResearchPlan & Do Marketing & Sales Launch Traditional Method Lean Method Idea Creation Re- search Plan & Do Idea Creation Re- search Plan & Do Marketing & Sales Launch Quick Set Method Concept Research Validate & Sell Iteration 1 Iteration 2 Iteration 3 Launch QuickSet is BricConsulting’s program for the quicker than lean process of launching new businesses, launching new products or introducing a product or service into a new industry vertical. The diagram below compares the process cycle of QuickSet™ versus the two more popular Lean or Traditional Start Up methodologies. QuickSet is the only sales focussed methodology that uses the iteration model to connect concept to sales and uses the sales process itself to refine and improve the concept so it sells better. QuickSet shortens cycle time to launch, costs less, & gets sales faster than the other methods.

7. Compete / Sell to Fortune 500s BricConsulting has experience in competing with and selling to Fortune 500 companies Selling to Fortune 500s Large corporations are use to doing business with large corporations Ensure you have the benefits of a large corporation Security, depth, reputation, expertise, etc. Benefits of a smaller organization Quick decisions, flexibility, etc. Competing against large corporations is similar You want to seem large Always bring lots of people to meetings Have a 3x3 relationship depth team. DTD contacts, tech or ops contact, strategic relationship level- 3 people on your team, 3 on theirs Ensure your marketing looks big Ensure you will be able to deliver and have capacity if they need it to go larger Using various techniques and practices, Your SMB can appear to be much larger to other organizations. Appearing larger, changes the playing field and increases your customer base and improves the likelihood a large corporation will do business with you