Corporate Goals – B & I

Corporate Goals – B & I May 20, 2003 Updated May 23, 2003 Macon GA

Revenue • $1.7 MM net revenue goal • Approx. $2.0 MM gross revenue goal - minimum • Excludes Mark Heflin and Charles France Budget includes: • Filling Savannah opening – • Adding person in Columbus – Environmental emphasis • Adding one Lean/Quality/Environ. person to NE region • Utilizing a part-time person in Rome

NIST Metrics • Hit 100% on NIST MAIM systems each quarter • Survey Completion Rate – 80% • Customer Satisfaction – 4.6 on a 5.0 scale • Bottom-Line Client Impact Ratio – $10 MM per quarter minimum

Success Stories • Minimum of 52 Success Stories • 24 full-length stories (300 – 500 words) • 28 short summaries (one paragraph) • At least one full length story per congressional district.

CSR’s • 416 CSR’s completed for business & industry customers • 85% return rate • 4.6 customer satisfaction score avg. • 125 reporting impact above one or more threshold values –excludes IAC clients? (30% have impact)

% Chargable Percent of time personnel not charging to Base accounts (MEP, C/S, state, GEP, etc) • 25%

Staffing Plan • If we fill three open spots we have: • 10 product & region managers • 31 full time service delivery personnel Includes 3 Community IT staff • 2 temporary employees who generate sales (Crumpler, possibly Bill D)

What we must do! • Sales Training • Hold down administrative / OH costs • Limit and focus professional development • Hold tight to the new Pricing Policy • Get some National Account opportunities • Have a few big hits • Leverage each other’s contacts and work • Add temporary capacity to all product lines

Pricing Policy Proposal • Assessments are free – but limited to available resources. • Enterprise-wide assessment may have a fee, but not now. • Training, implementation projects have a fee (this includes layouts, etc) • Packaged services emphasized • Exceptions approved by Larry

Daily Rate

Questions?

Corporate Goals – B & I