1. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  GlobalSolve  Management Services Advice Assistance Execution Competent, Credible and Trustworthy Expertise When You Need It

2. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  (Your Company) Launch Strategy Development (Month, Day), 2004

3. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  The Successful Launch Determine Market Requirements Interview customers - both satisfied and dissatisfied Review key competitors / market threats Create the business, marketing and sales strategies Markets, sales representative requirements, communications Build support staff capability

4. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Market Realities 1.existing customers 1.Best existing customers = best prospects for new services. 2.will pay a premium price 2.Customers will pay a premium price for high-value services with complete implementation. 3.will pay a bigger premium 3.Customers will pay a bigger premium for high-value services perceived as unique (different and better than competition). 4. high-impact, differentiated 4.Appropriately approached, your best existing customers will share those key elements that you need to know to develop and launch high-impact, differentiated services that are easy to sell.

5. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Real Peeling the Onion Discovering the “ Real ” in “Reality” 1. 1.Segment the market Highest potential customers 2. 2.Talk to the customers Invite them to help you to help them, what you did right, or what you did wrong Prioritize services with greatest impact Return and tell your customers what you’re doing 3. 3.Analyze the competitors Lower cost Natural integration Risk avoidance Customized

6. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Create the Strategy The GlobalSolve™ Management Services Strategic Approach

7. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Market Realities High Extremely High LowMedium Low High Uniqueness of Offerings Importance of the Customer Total Solutions Market Disrupters Niche Specialists Commodity Vendors

8. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Customer Expectations Reliable One-stop shop Acceptable solution Improved business performance through innovation Meet specifications Easy for to buy Lowest price Best of class services Client gets options Don’t take advantage Low High Uniqueness of Offerings Importance of the Customer Total Solutions Market Disrupters Niche Specialists Commodity Vendors

9. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Buyers Buying Committee Top Management Support Function Subject Matter Expert Low High Uniqueness of Offerings Importance of the Customer Total Solutions Market Disrupters Niche Specialists Commodity Vendors

10. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Customer Buying Strategy NegotiatePartner Shop Around Investigate & Validate Low High Uniqueness of Offerings Importance of the Customer Total Solutions Market Disrupters Niche Specialists Commodity Vendors

11. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Business Drivers Total package from reliable supplier Constant innovation Efficiency, Efficiency and more efficiency Deep, verifiable knowledge Low High Uniqueness of Offerings Importance of the Customer High Impact Break-through Niche Seeker Lean and Mean

12. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Value Potential High Extremely High LowMedium Low High Uniqueness of Offerings Importance of the Customer Total Solutions Market Disrupters Niche Specialists Commodity Vendors

13. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Differentiators Strong selling skills Engagement management proficiency Best and brightest Process optimization Appropriate use of technology Expert personnel Proprietary knowledge management system Low High Uniqueness of Offerings Importance of the Customer High Impact Break-through Niche SeekerLean and Mean

14. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  High Impact Break- through Lean and Mean Niche Seeker Low High Uniqueness of Offerings Importance of the Customer Service Strategies

15. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Critical Metrics Project profitability Customer satisfaction Key client retention Managing the talent process Cost of sale Cost of delivery Customer acceptance Market penetration Retention of key employees Low High Uniqueness of Offerings Importance of the Customer High Impact Break-through Niche SeekerLean and Mean

16. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Competition Total Solutions Providers Market Disruptors Commodity Vendors Niche Specialists Low High Uniqueness of Offerings Importance of the Customer

17. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Market Communications The Importance of Branding combined with a clear message Inform, educate and create awareness in defined markets Package each component to gain competitive advantage Communicate to various markets and client segments Unique and sustainable differentiation Position among competitors Create, test and retest the “tag line”

18. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Build Internal Staff Capability 1.Vision Sync 1.The First Thing: Vision Sync 2. 2.Recruit, Attract, Retain, Develop 3. 3.Market and Sell Solutions 4. 4.Leadership During Crisis

19. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Best Practices Service marketing plan is in place Services value proposition is clearly understood by all stakeholders Value-based pricing as the most common pricing method Dedicated marketing staff is in place Conduct ongoing market research Instant access to necessary information on services Customer segmentation: loyal and profitable Building the brand and communicate key messages Aggressively funded branding campaigns All messaging is consistent. The external and internal market messages are congruent.

20. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Success Assumptions Value Proposition 1. 1.The importance of the (Your Company) service offering to its customers and its value for their businesses. Unique Offering 1. 1.(Your Company) as a unique offering in the marketplace.

21. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Manage the Risk 1. 1.Reaction from established competitors 2. 2.Longer than expected sales cycle 3. 3.Undercapitalization 4. 4.Unanticipated / unknown delays 5. 5.Further price erosion and market position

22. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  Next Steps 1.Kick Off 1.Mutual commitment & Kick Off date 2. 2.Agree to consulting scope and terms 3. 3.First Session: Vision, business review, what’s working, what’s not 4. 4.Second Session: Goals, resources review, strategy and tactics development, 5. 5.Third Session: Review, adjustments and accountability

23. This material is the property of GlobalSolve  Management Services and is not authorized for reproduction or distribution without the prior written approval of GlobalSolve  GlobalSolve  Management Services