1. Building our multi billion dollar organisation together

2. Industry around the world is consolidating

3. Industry Concentration Railway Telecoms Airline Services Utilities Insurance Chemicals/Drugs Automotive suppliers Automotive OEMs Shipbuilding Time

4. Our partnerships and alliances work because we understand and manage the reasons for failure; and we leverage an international business plan with a diversity of markets, options and opportunities. Paul Bishop

5. Reasons for failure Lack of alliance experience 25% Lack of alliance experience 25% Cultural Mismatch 28% Cultural Mismatch 28% Misunderstood operating principles 30% Misunderstood operating principles 30% Lack of financial commitment 32% Lack of financial commitment 32% Slow results or payback 40% Slow results or payback 40% Lack of shared benefits 50% Lack of shared benefits 50% Poor Communications 53% Poor Communications 53% Overly optimistic Overly optimistic

6. Huge benefits in partnering with us.

7. CEOs Top reasons for partnering Decrease operating costs Decrease operating costs Employee skills Employee skills Improve operations or technology Improve operations or technology Create more products or increase lines of business Create more products or increase lines of business Increase sales of existing products Increase sales of existing products Improve competitive position Improve competitive position

8. Benefit from a creative approach making use of several different types of options.

9. Our Alliance building Activities One off arms length purchase Collaborative buying Shared R and D Preferred Supply relationships Co-marketing Minority Investments Joint Production Joint ventures Mergers And Acquisitions

10. Before the deal: Things to find out while you are dating Time orientation Time orientation Decision making Decision making Communication Communication Information Information Organisational structure Organisational structure Labor relations Labor relations Technology Technology Management style Management style Government relations Government relations Rate of change Rate of change

11. Relationship Activities Dating Dating Engagement Engagement Prenuptial agreement Prenuptial agreement Valuation Valuation Negotiation Negotiation Agreeing Agreeing Confirming Confirming

12. Relationship Activities Interface (Delivery begins) Interface (Delivery begins) Hard Choices Hard Choices Clarifying and growing Clarifying and growing Misunderstandings (communication) Misunderstandings (communication) Interdependence Interdependence

13. Business Activity Searching Searching Identifying Identifying Meeting Meeting Valuing Valuing Concluding Concluding

14. Contract Issues Objectives Objectives Business Plan Business Plan Organisational structure Organisational structure Contribution of each partner Contribution of each partner Rights and obligations Rights and obligations Reward formula Reward formula Investment and compensation Investment and compensation Measures of performance and performance standards Measures of performance and performance standards Budgets Budgets Tax Tax Legal Legal Leadership, contribution and expertise Leadership, contribution and expertise Governance Governance Handling Conflict Handling Conflict Accommodating change Accommodating change