1. 1 © The Delos Partnership 2005 Delos Partners’ Meeting Datchet Green 14 th January 2004

2. 2 © The Delos Partnership 2005 Agenda

3. 3 Actions from last meeting

4. 4 © The Delos Partnership 2005 RW Actions ILUDO Chart Course Booking Form Procurement Assessment Process Owners Delos Award Course Evaluation Implementation Template

5. 5 © The Delos Partnership 2005 RW Actions RFID Article Mike Stradling IP Sales Fishbone

6. 6 © The Delos Partnership 2005 Analysis

7. 7 Achievement 2004

8. 8 © The Delos Partnership 2005 What went well SAB Wabco – demonstrates Delos concept of team Vasogen – implementation support Messier Dowty – GSOP; Karen a friend New Lean and Agile course [twice] We met our business plan – just Got new business – Chevron, AG Barr,Cristal Procurement development We’ve done two years !

9. 9 © The Delos Partnership 2005 What did not go so well Did not make £ 1.0 million Ran out of business Lost Mike Stradling Did not make personal profit target

10. 10 © The Delos Partnership 2005 Key Customers Client£ 000 RevenueWho Involved Assumptions Q1Q2Q3Q4Tot ABF Ingredients472114RW,RCSign off in USA Raflatac333211RW,RCProject gets go ahead Chevron55516RW,GHShort term approved; spreads to rest of Chevron Messier682318RW/GLShort term approved; rest needs approval Sab Wabco639RW/PWSAB Wabco come back; RW to get to SB Cristal88RW/GHApproval required Others13252058RW/RC/P W/GH Pipeline gets filled Total26423531134

11. 11 © The Delos Partnership 2005 Resources /Barriers Resources RequiredBarriers to achievement 1.Telesales to develop leads 2.Seminars to develop leads 3.Brochure and publicity collateral 1.Failure to convert current opportunities/pipeline 2.Telesales does not convert calls into appointments

12. 12 © The Delos Partnership 2005 Key Customers Client£ 000 RevenueWho Involved Assumptions Q1Q2Q3Q4Tot Intervet183016 80Rod, Gordon G1 Simulator. Possible upside for G2. Unipath22RodUpside from lean (Tim), NPI (Richard) and full IEL work Syngenta336RodTremendous upsides if Dave Allen bites! GSK2226RodSupport for Steve Blackledge. Upside with Matthew Winterman Merck2338RodIan McCubbin will agree to low level support SSA Global4226RodUS Conference and Euro conferences go ahead Others418 2062RodFullers, Edrington, DARA, Alpharma etc. Total35583938170

13. 13 © The Delos Partnership 2005 Resources /Barriers Resources RequiredBarriers to achievement 1.None1.Intervet decide less need for Rod. 2.Intervet decide they can run the G1 Simulator without Gordon. 3.Failure to convert Merck, GSK, Syngenta, etc.

14. 14 © The Delos Partnership 2005 Key Customers Client£ 000 RevenueWho Involved Assumptions Q1Q2Q3Q4Tot Invitrogen508316PW/RWSign off in US BioReliance05038PW/RWInvitrogen entry Cendant03508PWFeb Masterclass Attendance UCB Pharma03058PW/RWPositive 26Jan05 Meeting Ordnance Survey05005PW/RWBenchmarking Completion Kronos05005PW/RWPositive S&M Meeting in Paris Others422715PW/AllConvert 3 from 17 prospects Total923151865

15. 15 © The Delos Partnership 2005 Resources /Barriers Resources RequiredBarriers to achievement 1.RW support & availability 2.Integrated Education Package –Procurement –Meeting & Presentation Skills –Lean & Agile –Sales Forecasting –Career Development –Finance 1. Senior level contacts – especially USA and contacts. 2. RW – other priorities 3. PW - Over involvement with one customer or gets an interim offer.

16. 16 © The Delos Partnership 2005 Key Customers Client£ 000 RevenueWho Involved Assumptions Q1Q2Q3Q4Tot Boehringer533516GL, PC Hexcel133310GL, RCProject gets go ahead. SPS432514GLBudget constraints. Martin Lunel12126GLGM decides it's time to act. SLAT3339GLPrinciple is OK, GM needs to clear the place before. Others166821GL, PCPipeline gets filled Total1220182676

17. 17 © The Delos Partnership 2005 Resources /Barriers Resources RequiredBarriers to achievement 1.Telesales to develop leads 2.Seminars to develop leads 3.Brochure and publicity collateral 4.Public education develop through new sales approach 1.Failure to convert current opportunities/pipeline 2.Telesales does not convert calls into appointments 3.Competition direct and indirect 4.Inadequate offer

18. 18 © The Delos Partnership 2005 Key Customers Client£ 000 RevenueWho Involved Assumptions Q1Q2Q3Q4Tot BAE Systems216523RW, GHConsultancy and education gets go ahead Kenwood55RW, GHProject gets go ahead. Quinton Hazell55GHDependent on visit and price. Others7152345GH, RW, RC, PW Pipeline gets filled Total728202378

19. 19 © The Delos Partnership 2005 Resources /Barriers Resources RequiredBarriers to achievement 1.Telesales to develop leads 2.Seminars to develop leads 3.Brochure and publicity collateral 4.Public education develop through new sales approach 1.Failure to convert current opportunities/pipeline 2.Telesales does not convert calls into appointments 3.Competition direct and indirect 4.Inadequate offer

20. 20 © The Delos Partnership 2005 Pipeline CompanyStatusProspect

21. 21 © The Delos Partnership 2005 Demand Plan

22. 22 © The Delos Partnership 2005 Marketing Plan

23. 23 © The Delos Partnership 2005 Delos Innovation pipeline G1G1 G2G2 G3G3 G4G4 ItemStage 1 Stage 2 Stage 3 Stage 4 Stage 5 RCIEL Book RWIntranet RWImplementation class29/06/ 04 GHCustomer Relationship Course/9/04 GHIEP Seminar with Demand Solutions MSChange Management course GHBrochure18/6/04 PWProcurement Course MSPMI Offering MSDelos Award Offering PCTeam coaching course GLSupplier Relationship Course

24. 24 © The Delos Partnership 2005 Delos Innovation pipeline G1G1 G2G2 G3G3 G4G4 ItemStage 1Stage 2Stage 3Stage 4Stage 5 PWProcurement MasterClass RWProcurement section in Assessment MSKnowledge Map of our offering MSValidation of Pharmaceutical and other industries MSPresentation skills RWMessier Dowty Case Study GHBNFL Case Study GHCourse Fliers with new pictures GHDelos Prospectus GLProgramme Management GLBook on Guide for Excellence RCSoftware selection guide/process PWDelos Supplier Appraisal Guide

25. 25 © The Delos Partnership 2005 Web Based Education

26. 26 © The Delos Partnership 2005 Supply Demand Balance

27. 27 © The Delos Partnership 2005 Sign off of Business Plan

28. 28 © The Delos Partnership 2005 Sales Process 1.Open – Initial meeting to qualify lead; this could be cold call by Telesales or lead provided by any partner or associate Prospect turns to Warm when lead qualified 2.Close – Turn prospect into business; managed by Relationship Manager Hot becomes client 3.Deliver – provide client with required product/ service 4.Harvest – continue to get revenue for all Delos Partners

29. 29 © The Delos Partnership 2005 Sales Structure - stages DEVELOPMENT STAGE OpenCloseDeliverHarvest FamilyProductWho GH/SP/RW/GL Supported By Sarah [Fr] Hellie [UK] AN Other RW/GLConsulting Lead - RC PlanningRW/GH/RC/ GL RW/GH/RC/ GL RW/GLLeanRW/TW/GL RW/GLProcurePW GHCRMGH RCITRC RW/GLEducation Lead - GH PlanningRW/GH/RC/GL RW/GLLeanRW/TW/GL RW/GLProcureRW/PWPW GHCRMGH RCITRC/GH RWWorkshop Lead - RW PlanningRW/GH/RC/GL RW/TWLeanRW/TW/GL RWProcureRW/PW GHCRMGH RC/DC/GLCoaching Lead - PC One/OnePC/DC GH/PCTeamPC/GL/RC/GHPC/DC

30. 30 © The Delos Partnership 2005 Role of Associates ? 1.Active or passive 2.Resource fillers ? 3.Potential partners ? 4.Involve more ?

31. 31 © The Delos Partnership 2005 What do we get from Delos ? Or ?

32. 32 © The Delos Partnership 2005 What to expect of Delos ? RodGordonGillesMikeRichardPhilippePaulTotal Rod10020 240 Gordon2010020 240 Gilles20 10020 240 Mike20 10020 240 Richard20 10020 240 Philippe20 10020240 Paul20 100240 Total240 1680 TO From £ ‘000