1. Business Plan Presentation November 28 th, 2012

2. Why a Business Plan?

3. Why a Business Plan?

4. Goals 1.Quantify the demand for services among employers. 1.Identify the right price point for employers. 1.Optimize the sales process.

5. What Did We Do? KLE Foundation ($16.5K) Still Water Foundation ($10K) Aragona Family Foundation ($10K) Tapestry Foundation ($8K) $44.5K

6. What Did We Do? KLE Foundation ($16.5K) Still Water Foundation ($10K) Aragona Family Foundation ($8.5K) Tapestry Foundation ($8K) $43K Nell Edgington, Consultant Advisory Committee Market Research Jocelyn, Part-Time Sales

7. Takeaways from Market Research 1.How to prioritize industries 1.Grocery 2.Health Care 3.Hospitality

8. 1.How to prioritize industries 2.Mitigate price sensitivity – Grocery and Health Care less sensitive – Hospitality extremely sensitive Takeaways from Market Research

9. 1.How to prioritize industries 2.Mitigate price sensitivity 3.Demand for services is low in a “cold” market – Pull marketing – Network hubs Takeaways from Market Research

10. 1.How to prioritize industries 2.Mitigate price sensitivity 3.Demand for services is low in a “cold” market 4.Make a value-driven argument Takeaways from Market Research

11. The Pivot BEFOREAFTER Industry Prioritization1.Health Care 2.Hospitality 3.Grocery 1.Grocery 2.Health Care 3.Hospitality Business Pitch“E@W can give you a competitive advantage.” “E@W can reduce costs and increase revenue. For example, Seton estimates E@W saved them $250K over 3 years.” Business Conversion Rate30:124:1 (with part-time salesperson)

12. The Pivot BEFOREAFTER Number of Product Lines13-5 Service Model6-month course sequence Business chooses which course(s) to provide Small group tutoring available Customized training [Certification classes] [Native Language Workshops] Revenue per Course$700$1,600

13. The Plan 1.Hire a full-time salesperson

14. The Plan 1.Hire a full-time salesperson 2.Diversify workplace services. – Tutoring – Certification courses – Training in native language

15. The Plan 1.Hire a full-time salesperson 2.Diversify workplace services. 3.Increase revenue per course to $5,000 by 2015.

16. Financi als

17. The Need: Strong Foundation Support 201320142015201620172018 $140,000$120,000$100,000$50,000$25,000$10,000

18. Questio ns