© 2008 TBA Resources, Inc. All Rights Reserved. 1 Culture Change Knowledge Process Support Skills Custom Services TBA Product Catalog.

© 2008 TBA Resources, Inc. All Rights Reserved. 1

CultureChange

Knowledge

Process

Support

Skills

CustomServices

TBAProductCatalog


Culture Change

Behavioral Process Profiling

3

Alignment Survey & Senior Team

4

Strategy Orientation

5

Harnessing Global Potential

6

Triangle Partnering Program

7

Leadership Team Development

8


Behavioral Process Profiling

© 2008 TBA Resources, Inc. All Rights Reserved.

The Transforming Organizational Culture Process TM

Senior Team Alignment Process TM

1. Strategic Alignment Survey (SAS) & Team Alignment Questionnaire (TAQ): All employees respond to the SAS and all senior managers to the TAQ. Debrief results.

2. Senior Team Alignment Retreat: focused on getting all team members on the bus and committed to being a high-performing team.

3. Senior Team Planning Retreat with 5 Follow-Up meetings to agree on Purpose, Values, Vision and Goals, and implement a plan for creating a Responsibility- Based Culture..

Strategic Alignment

& Sr. Mgt Surveys (SAS & TAQ)

Strategic Alignment

& Sr. Mgt Surveys (SAS & TAQ)

CEO Debriefed on

Survey Results

CEO Debriefed on

Survey Results

Sr. Mgt Debriefedon Alignment

Survey

Sr. Mgt Debriefedon Alignment

Survey

Senior Team Planning Retreat Values, Vision & Goals

Senior Team Planning Retreat Values, Vision & Goals

MonthlyPlanningSession










Senior Team Alignment Retreat

Senior Team Alignment Retreat

To gain organizational alignment & executive follow-through

Survey & Senior Team Alignment

1. Assessment and Debrief 2. Senior Team Alignment Retreat3. Senior Team Planning Retreat & Follow-up meetings

4


Strategy OrientationTo engage and mobilize the target audience in executing a strategy for competitive success and delivering change through training

Present State

–As Is

Future State

–To Be

–Local

Mobilization Plan–

Resolve

Obstacles &

Reassess

•Products

•People

•Process

•Structure

•Rewards

• Capacity• Competition• Market

Strategy

• Inventory • Assessment• Role• Remedies

–Model

ofExcellence

–


Harnessing Global Potential

6

• Defining Challenge

• Global Business

• Buyer – Supplier

• Getting Started

• Communication

• Influence without Authority

• GAM Job Description

• 360o Feedback

• Auditing Parameters

• Diagnostic

• Solution Focus

• Planned Improvement

• Personal Implementation Planning


Triangle Partnering ProgramProduct supply or channel partners need to share an integrated Value Proposition with Client Generalists and Specialists:

© 2005 The Linkage Group LLC. All Rights Reserved.

Vision A compelling reason to

share and develop a strategic vision of the

possibilities

Impact Joint

opportunities to leverage core

capabilities through a bundled exchange

of offerings

AlignmentStrategic agreement

of specific goals, objectives, and

expectations of results with mutual trust


Application

ExpectationsProfile

& Debrief

Application

ExpectationsProfile

& Debrief

The Transforming Organizational Culture Process TM Leadership Development Process TM

Five Modules presented over 12 to 18 months. Leaders apply learning with Employees after each Module

Module 1: Focuses on helping managers understand their impact on the work environment & the trust level developed.

Module 2: Coaching & Counseling Skills essential for leaders to help employees develop problem-solving & decision-making skills

Module 3: Ensures each employee sees a connection with the organization’s Purpose & Values

Module 4: Develops a High Performing team taking ownership of their performance

Module 5: Forming a partnership with the team to increase business results

Application

the DiSC Profile

& Mentoring Planner

Application

the DiSC Profile

& Mentoring Planner

Application

All Employeesin dialogue

around Purpose& Values

Application

All Employeesin dialogue

around Purpose& Values

Application

TeamDimensionsProfile andZ-Process

Application

TeamDimensionsProfile andZ-Process

Application

Dimensionsof

Leadership Profile

Application

Dimensionsof

Leadership Profile

1. Building Trust

Leadership Behavior

creates culture - Increase Emotional

Competencies with DiSC

Model& 3600

Feedback

1. Building Trust

Leadership Behavior

creates culture - Increase Emotional

Competencies with DiSC

Model& 3600

Feedback

2. Coaching & CounselingSkills

2. Coaching & CounselingSkills

3. IncreasingEngagement& Commitment

3. IncreasingEngagement& Commitment

4. Building aHigh PerformingTeam

4. Building aHigh PerformingTeam

5. Shared Leadership

5. Shared Leadership

Leadership Team DevelopmentMid-level sales leaders need preparation for implementing customer- centric culture change:

Dialogueincreases employee

responsibility &

accountability

Aligning all employees

withPurpose &

Values

Identifying Team Roles

& teamCoping Skills

Learn theZ-Process

Bringing out the Leader in all employees, getting shared responsibility for Business

Results

8


Knowledge

Industry Knowledge Application

10

Customer Analysis Program

11

Product Application Roadmap

12


Industry Knowledge ApplicationDelivering understanding through distance learning – to position solution value within the customer’s application:

Web-enabled learning with 90% certification scorerequired

By everyone with customer contact

10


Customer Analysis ProgramBusiness acumen– to sell financial value based on analysis of the customer’s public documents:

Example: Aerospace*

Secure Collaboration

Advanced Configuration

Deliverables Management

Product Change

Digital Prototyping

Model-centric Definition

* For illustration. Separate tracks are developed for each industry served.

Metrics

Revenue

Profitability

Cost Reduction

Asset Turnover

Return on Capital

Return on Sales

CustomerResearch

11


Product Application RoadmapUnderstanding customer issues – to clearly articulate the value proposition to senior level decision makers:

Share Comprehensive Case Histories for Senior Executives in their Industries

Personalize Use of Product RoadmapProject Vision – Value Proposition – Concept Presentation

Discuss Metrics to Gauge ROI and Validate Recommendations

Share Executives’ Views of Links between Strategy & Leadership

Speak in Detail about Customer’s Budgetingand Planning Operations

Model Executive Communication with Explicit Tactics

12© 2008 TBA Resources, Inc. All Rights Reserved.


Skills

Creating Personal Partnerships

14

Consultative Program Selling

15

Advisory Relationship Development

16

Consultative Negotiating Skills

17

Group Selling Skills

18


Creating Personal PartnershipsManaging relationships – to practice executive bridging and build collaboration and trust at all levels in all functions:

Motivation

Style

Goals

Benefits

Influence

Issues

Themes

Differentiators

Value

Proposal

Internal or External CustomerStrategic Resource

Partner


Consultative Program Selling

Develop HolisticSolution

Explore Customer Needs

Establish Business Purpose

Pre-Call Plan

Resolve Concerns

Committo Action

CreatePersonal

Partnerships

CreatePersonal

Partnerships

Applying technical knowledge – to optimize consultative problem-solving among virtual team and client contacts:


Advisory Relationship Development

Introduction & Re-contact

Customer● Person ● Context ● Issues ● Expertise

● Solution

DefineOutcome

ExplorePast

DefineCurrent

6. DesignMeasures

The professional advisor or sales coach knows what it takes to sustain improved results for the customer.

Commit5. Develop

Plan

SummarizeLearning

16

1

5

4

32

6


Consultative Negotiating Skills

Resolve ApparentConflict / Optimize Solutions

Build on Common Interests

Prepare for the Negotiation

Analyze the Parties

Manage RealConflict

Committo Action

MaximizeCooperation

Maximize Cooperation

Skills necessary for implementing negotiation strategy based on value-added and standardizing Best Practices:


Group Selling Skills

OpeningGaining Interest

Building Agreement

Maximizing

Involvement

Calling to

Action

Audience

Analysis

Media

Materials

Delivery

3. Content 2. Methods & Skills 1. Outcomes

18

Conducting conversational presentations with customers:



Process

Market Analysis & Planning

20

Strategic Account Planning

21

Account Development Program

22

Smart Selling Program

23

RainMaker™ SFA

24


Market Analysis & PlanningAccurate prospect targeting – to build qualified prospect databases and drive consistent opportunity management:

Analysis

Planning

• Prospect Data• Screening• Segmentation• Qualifying• Prioritizing• Loading

• Needs Evaluation

• Projecting• Profitability• Values• Strategizing• Ranking

Rollup / Approval

Rollup / Approval

Planning / Implementation

20


Strategic Account Planning

21

One Entity

1. Mission

2. Vision3. Values4. Goals

5. Imperatives

6. Actions

7. Resources

8. Relationships

9. Dedicatio

n

10. Expecta

tions

11.

Next R

evie

w

12. R

espo

nsib

ility



Account Development Program

CPS skillsused in each

phase with select decision makers

Continuous account development

ImplementAgreement

ProvideService

Find OutFacts

StructureAgreement

SellConcept

GainDecision

Plan Sale Phases &Customer

Relationship

Improving account planning – developing global plan and tactical actions, communication and events to drive execution:


Smart Selling Program

Team leadership – to delegate and mobilize multi-functional resources to identify, create and deliver value:

CONTINUOUS OPPORTUNITY

MAPPING & STRATEGY DEPLOYMENT

CONTINUOUS GOAL SETTING – MULTI-YEAR RELATIONSHIP DEVELOPMENT

STAGE 1 – PROFILING

THE ALLIANCE PARTNERSHIP

STAGE 4 – PRESENTINGTHE ALLIANCE

PARTNERSHIP

STAGE 3 – SCOPING THE

INTEGRATED SOLUTION

STAGE 2 – ASSESSING

THE MARKET OPPORTUNITY

INTEGRATIONWITH

CUSTOMERTEAM

RESOURCES

INTEGRATION OF SUPPLIER

TEAMRESOURCES



Salesforce Automation (RainMaker™)Information management – to add necessary functionality, standardize Best Practices and gain transparency and accountability:

Winning Model Attainment & $ Results

• Strategy Goals• Customer Alignment Parameters• Milestones & Actions• Buyer Views• Team Notes• Analytics• Event Planning• Forecast & Rollup• Variance Analysis

Number of Strategic Account Managers

Top 10%HighPerformers



Support Customer Loyalty Metric

26

Due Diligence & Consulting

27

360° Feedback

28

Maximizing Sales Performance

29

Maximizing TeamPerformance

30

Learning Supportfor Rollout

31


Customer Loyalty Metric“Exclusive, trusted Advisors get more referrals and

much higher retention.” – Tom

Leading Indicators:• Client Loyalty

• Team Effectiveness

• Perceived Value Delivered

• Client Retention

• Share of Future Wallet

• 100% Client Share

• More ‘at bats’

Lagging Indicators:• Fees per Client

• AUM per Sale

• Revenue per Team

VS

26


ConductExecutiveCoaching

MutualDueDiligence

BuildBase-lineModel

IdentifyAreas ofResistance

Due Diligence & Consulting

Strategic Resource: four SAMA Consultants with 82 years of roll-up consolidation and integration experience.

Defining success, identifying integration obstacles and recommending field-based integrated solutions:

Plan and Implement Change Process

to Execute Strategy and Measure Progress


360° Feedback & Gap AnalysisJob competency models with on-line assessments, tailored to new enterprise-model team functions and initiating change:

CorrespondentRatings

PersonnelDecisions

International

GroupReport

ReviewerCertification

PerformanceInterviews

On-LineAssessment

AssessmentDesign

FeedbackReport #1

FeedbackReview #1

“Time-2-Change”

Assessment

SustainedIndividual

Development

FeedbackReport #2

FeedbackReview #2

≈≈


Self-Directed or Classroom Learning

Observed Problem Analysis

360º Feedback& Gap Assessment

PersonalDevelopment

Planning

Skills Coaching

Performance Coaching

(Job Counseling)

• Personal

• Technical

• Functiona

l•

Leadership

Maximizing Sales PerformanceSales coaching through continuous feed-back and

learning

Maximizing Team Performance

Commitment

Accountability

Ski

lls

Performance Results

Collective Work

Products

Personal Growth

ProblemSolving

Technical /function

Interpersonal

Specific goals

Common approach

Meaningful purpose

Mutual

Small number of

people

Individual

Adapted from The Wisdom of Teams, Katzenback and Smith 30


Learning Support for RolloutFor each of the outsourced solution components, centralize database & production administration:

Logistics

Data

Registration

Component Project Planning

Materials

Locations

Instructors / Facilitators

© 2008 TBA Resources, Inc. All Rights Reserved. 1 Culture Change Knowledge Process Support Skills Custom Services TBA Product Catalog.

Documents

senior team alignment

tba resources

team members

senior managers

survey results

strategic vision

mutual trust slide

strategy orientation