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1. Analysis of the Current State: (Gemini Client Name) 1,2,3 & 4,5,6 Analysis Planning & Design Guide Approvals: AVP:--------------- MDT:-------------- Other:------------ Submitted by:----------------------- 1 10 9 2 3 8 4 7 5 6 "If you want to truly understand something, try to change it" – Kurt Lewin P E R CONFIDENTIAL Location Date A&D Planning Guide Version 1.2

2. • Mission: • CSFs • Antecedents • Outputs • RACI Client Name: Current State Analysis We need to focus on the "life cycle" of the analysis... Analysis Value Chain * 1 2 3 4 5 6 7 Execute Project ¦ ¦ ¦ ¦ ¦ ¦ ¦ Create Project Design Secure Project Bridge Acquire Analysis Opportunity Create Analysis Design Execute Analysis Activities Execute Project Start-up ¦ (Prerequisites for next phase) ¦ ¦ ¦ ¦ ¦ ¦ ¦ ¦ ¦ ¦ ¦ ¦ ¦ * Contingency Plan

3. Building a "logical" Analysis Logic... Mission Critical Success Factors Analysis Objectives Analysis Activities Analysis Outputs What is the objective this client is attemptingto achieve? What are the "critical" few events, tasks, issues, barriers, etc that have to occur or to be overcome to achieve the objective? What must this analysis accomplish in order to achieve the mission that has been specified? What is the design, diagnostic set, and execution plan for the analysis? What will be the outputs of the analysis process?

4. Functions that must be performed to transform the raw assets into shareholder value...functions that must be performed to preserve asset value to the shareholder and add value... Conceptual Illustration of Client A&D: How will the design integrate with the business..what are we trying to understand? Strategy; Organization; People; Culture; Systems Alignment & "Gaps" Internal View + External View 1 Strategic Assessment Identify Alignment & "Gaps" Operations Assessment 2 Identify Alignment & "Gaps" Information Technology Assessment 3 Identify Alignment & "Gaps" Asset Base Assessment 4 Identify Alignment & "Gaps"

5. Icon for Business Modeling. We are still working on ways to "use" this icon during an A&D. The icon is uniquely associated with the Business Modeling methodologies of Gemini. As such, there is ample concern over the use of the icon. However, if we are to be able to help the Company establish linkages to the Business Modeling Methodology in an analysis, we, as a Company need to learn the correct ways to use the materials. Gurdon Blackwell and Gary Moe have expressed concerns over the use of the Icon. Until they have "blessed" its use, please do not refer to it in any way during the analysis. Glossary of terms and Icons used in this A&Dplanning guide: Icon for the A&D process (sales process). This icon represents the sales process that results in the acquisition of an A&D opportunity, the planning of the A&D, the 'execution' of the A&D and the eventual project acquisition. It is developed in verb-object form. It illustrates the various value-added phases of the sales process. It should be used to help 'map' roles & responsibilities, to facilitate discussion, to provide focus, and to establish greater precision in accelerating client 'relationship' development. Icon for the analysis activities plan. The center of the 'wheel' are the findings & conclusions that are developed by the administration of analysis diagnostics, which are illustrated by the numbered arrows. Each of the arrows represents an individual diagnostic or a 'family' of diagnostics (such as surveys, for example). The icon is intended to illustrate balance between 'hard' and 'soft' analytics (empirical-fact based vs. qualitative 'feelings/perceptions). The numbers (families) are determined by the lead during planning. 1 10 9 2 3 8 4 7 5 6

6. Planning output required. Specified in writing. Uses Gemini planning documents such as this planning guide and the detailed planning documents being developed for Gemini A&Ds: • A&D Proposal Approval Process, Charges & Measures process (M. Clark) • A&D Costing Estimate Worksheet (M. Clark) • Gemini Universal Performance Review Form (M. Juenger) • "IST" Support Planning (Deb Furey & Ellen Hongo) Glossary of terms and Icons used in this A&Dplanning guide (2): Icon for the A&D process which shows the relationship among the elements of the go-ahead that must be addressed during the analysis. The "E" stands for the emotional basis of the Client and the Client's personnel. The "P" stands for the political basis of the Client and the Client's personnel. The "R" stands for the rational 'decision' that everyone talks about as being in the MDT interest of the Company. The R is what most Gemini analysts think they are working on. An enlightened Lead knows that the E and the P have to be addressed before the R can be successfully addressed. Blueprint Icon for the Blueprint process. In large, complex Client settings, an extended A&D is sometimes needed as part of the delivery project. This extended A&D is called a ''Blueprint' to help differentiate in the Client's mind from the 'sales' A&D which has just been completed. The Blueprint is the period when the emphasis shifts from Gemini trying to convince the Client that we are competent, easy to do business with, and good change agents to a focus on the larger 'fact based' consultation issues that have to be 'correct' to the Client's satisfaction with high degree of Client personnel ownership. ¦

7. Client: Client Name BDE: Name of BDE AVP: Name of AVP Market Team: MDT Team Type: (l, ll, lll) Analysis Fees: Fees & Expenses quoted Analysis Calendar: Duration Start: Date analysis is launched Lead: Name of Lead Analyst Charge Code: Analysis charge code (1) Acquisition of the analysis opportunity... 1 • Mission: To earn the right to conduct an analysis at Client Name. • CSFs: To build trust in the Client team evaluating consultants, to have credentials established in MDT, to clearly explain the value of the analysis, and to be able to illustrate project benefits. • Antecedents: How long did it take? How hard was it? What issues were discussed? Is this a healthy Client? What lead them to decide to move forward? • Outputs: Expectations for the A&D, fees, expenses, project fees, working conditions, A&D requirements, etc. • RACI: BDE, AVP, and other key individuals who made it happen. Red issue: What are the clients issues or issue? How do we know this is the real issue? What are the possible other issues facing this client? How do we know? What will this client likely do if we don't help them? What will happen to this client in one year if they continue as they are? Documents: • A&D Proposal Approval • A&D Costing Estimate Worksheet • (1) Above

8. Design the A & D with the following in mind: • What must this analysis achieve? • How will we organize ourselves to complete the analysis? • What skills and experience is required? • How will we model our values, work ethic, and performance capabilities? • What are the methods and processes that will be used? • How do we "stay in process" as we 'execute' the analysis? (2) Create the analysis design for (Client Name)... What must the analysis accomplish?... • How do we measure our success? • Describe the project that will result? • What are the Gemini skills that will be required for the analysis? • What are the Gemini skills that will be required for the project? 2 • Mission: To create a powerful, 'doable', cost-effective, and successful analysis design. • CSFs: Use of scarce time, identifying & on-boarding team, getting Client into process, involving right Gemini players, MDT expectations, AVP design approval, logistics support, review process & "sign-offs." • Antecedents: Lead analyst identified and onboarded, AVP-BDE expectations set with Client prior to A&D design, BDE 'hand off' is clear & clean. • Outputs: Analysis Design Document (this document), Analysis Design Workshop, and readiness for launch on required date. • RACI: Lead: Design document & preplanning for ADW as well as facilitation of work sessions in advance of ADW & coordination of resources/staffing(A). AM/Backup: Coordination of preplanning & data collection & preliminary analysis process onsite. Documents: • (2) Above •

9. • Scale • Scope • Type • Risks • Cycle (time to complete) • Decision Maker • Authorizer • Influencers • Potential MDT case relationship • Competition • Current Consultant • Initiatives underway • Prior experience with consultants • Client Culture • Industry condition (currently) • Peer group • Rank in peer group • What is this Client's competency? • External view? (2) Design considerations for (Client Name)... 2

10. • "Looks Like": - Project fees: - Project type: - Account potential: - Gemini Products: - Account Management: • Costs: - A&D Cost - Bridge - Project • A&D contribution (overage) - Why will this occur? (2) Design considerations (financials) ... 2

11. Analysis Objective Diagnostic Scale • Intimacy Executive Interview How many Focus Interview How many • Credibility Brown Papers How many - Function (process) - Function (process) - Function (process) - etc. etc. etc. etc. (2) Design considerations (diagnostics) ... Diagnostics Design: Option One: Most likely diagnostics approach Option Two: Client's 'most needed' approach (full scale) Option Three: Our minimal A&D 2

12. Function (process): Describe the plans for execution of the analysis. Describe how the coordination of logistics, communications, validations, brown paper presentations, and all other A&D execution activities will be managed. How will consistency of effort, quality, etc. be assured. What are the critical performance requirements of the Gemini A&D team? How will the R&Rs be assigned to ensure that the go-ahead is achieved? (2) Design considerations (execution plan) ... • Top Down- Bottom Up Analysis Plan Diagnostic Scale • Headquarters All As large as possible • • Other locations All Targeted • Other locations (n) All Targeted 2 1 10 9 2 Headquarters 3 8 4 7 5 6 1 1 10 10 9 9 2 2 Other Remote Sites 3 3 8 8 4 4 7 7 5 5 6 6

13. Probes Exploration Effectiveness Production Effectiveness IT Effectiveness Land Administration Accounting Planning and Budgeting • External View • Corporate Growth Interview (2) (Client Name) analysis wheel . . . How will we get balance and objectivity into the analysis? This is only an example. Problem Solves 2 Focus Interviews Executive Interviews Work/ Information Framework of the Business "Visual" Findings and Conclusions Brown Papers Decision Map Surveys Business Case 6 Weeks . . . • 1 2 3 4 5 6 wks *

14. The analysis will occur in (Month, Year). A useful illustration to keep in front of this client is the one above. It will help the client begin to see the context of the current state in terms of the history of the Company and the future. The analysis is not designed to reveal "answers." It is designed to frame the strengths and opportunities of (Client Name). As a result of agreeing upon the strengths and opportunities, Gemini and (Client Name) will be able to plan a successful project. (2) Context in terms of time... We must know the context of the current state... 2 Background Analysis Project 2000 Current State Analysis 19xx 1992 Strategy Organization People Culture Systems Era Chart • • • • ? ? ? ? • Where we want to be • Goals • Strategy • Organization • People • Culture • Systems • Where we are • What we do • How we do it • How well we do it • - Decisions • - Operations • - Information/Data • Where we came from • Culture • Organization

15. P E (2) Analysis Schedule... R This is only an example. 2 Corporate Growth Interview Visualization of Findings

16. • Mission: To complete the analysis activities on schedule and at the highest level of quality possible while generating Client enthusiasm for a "go-ahead." • CSFs: Use of scarce time, on-boarding analysis team. Getting key work-with and influencers under control and keeping them under control, no rework, getting access to the decision makers, getting to Authorizer early and seeing him throughout the process, creating validation packages and validating passionately and frequently, coordination of remote analysis activities preparation of visualization requirements (Diacom wall hangings), having analysts 'finish analyzing' on time. • Antecedents: Diagnostics complete, surveys administered, work logistics ready, staffing complete, core team understands analysis concepts and analysis plan. • Outputs: Analysis findings & conclusions, "Go-ahead" for in excess of $5.0MM in fees for Phase 1 of a multi-phase project, completed analysis materials (brown papers, Business Model value chain, opportunities, business case for go-ahead, visuals for findings, validation packages, and high enthusiasm among the Client decision makers and influencers). No analysis report published to the Client. • RACI: Lead: management of the analysis process and oversight of the analysis execution (A). Lead: development of the executive relationships and the selling of the project to the Client, executive validation, selling the design and the project design (A). Account Manager: management of the "bottom-up" analysis in support of Lead, validation with the key decision makers. (R) (3) Execute analysis activities for (Client Name) ... This is only an example. AVP 3 P E R Lead Top Down Back up: Account Manager Bottom Up P E R Analysis Resources Additional considerations: The $250,000 fixed fee price for this analysis will be overrun. It is estimated that due to the size of (Client Name), at least an average of 15-20 analysts will be assigned to the effort for four weeks and 12 analysts for two weeks. This entire analysis may cost $500,000 counting expenses. The analysis overrun will be in excess of $250,000. An Alliance Partner has been engaged to complete an external view of the (Client Name) operations. Their fee is $30,000.

17. • Mission: To design a project that will enable the Client to achieve meaningful results from a joint team approach using Gemini professionals and (Client Name) professionals. Most important need: integration of (Client Name) to achieve competitive position. • CSFs: Achievement of clear understanding with the Client that this is not just a fine tune situation. (Client Name) must see that their business is becoming dysfunctional as a result of many factors. We must have the intimacy and support of the top decision maker. We must have a ground swell of Client enthusiasm from the bottom up portion of the analysis. We must not surprise the Client will the project design too late in the analysis process. • Antecedents: Clients must see & agree that their business is dysfunctional and headed in the wrong direction. We must share a project design early and regularly throughout the process. Validation should also includ discussions about the path forward. The analysis team must understand the possible path forward. • Outputs: A high level project design for (Client Name). A successful project design workshop that includes all the Gemini stakeholders and advisors necessary to validate the design. A clear path forward through bridging and project start-up that will allow detailing of the project design. A resource forecast for the project as well as expected benefits for the Client. • RACI: Account Manager for the validation, creation, and overall design of the project (A). Lead for the assistance, coordination, planning, and support to Account Manager in the preparation and execution of the Project Design Workshop (R). Consult and Inform: AVP, MDT (4) Create Project Design for (Client Name) ... This is only an example. Headlines: • Client's performance trend • Leadership & vision trends • Their culture (headline) • Their information infrastructure is broken • Peer group performance (rank) • Their organization is too complex • Their capital program performance • The interfaces among the various functions are broken • There is easily over $1B in additional shareholder value that can be achieved by improving the performance of this Company 4

18. (Client Name) Project Design (Hypothesis): On Month, Year, the (Client Name) analysis commences. As of this time, it is our belief that the relationship with (Client Name) will be a long term relationship. It is also our belief that the project requirements will center around integration of strategy, operations, and information. The Client will 'discover' during the analysis that there needs to be more than the incremental solution to improvement in their business that will result from only addressing business process improvements. (4) Create Project Design for (Client Name) ... We have to excel in the design of the project... 4 Phase 3 Long term growth & integration of the business (Client Name) Effectiveness Stream: Improvement Opportunities ( Business Process Improvements) that are "Strategy Neutral" in the near term Detailed Project Design & Start-Up Blueprint: An extended analysis & design of (Client Name ) that develops a detailed integration plan for achieving significant long- term improvements Phase 2 Detailed Implementation & Integration of the infrastructure design 5-7 weeks 6 months 1 year 2 years 3 years $0 Benefits $75-$100MM Benefits

19. • Mission: To secure funding from the Client for the period of time it takes the Client to reach their go-ahead decision. Serves as a good barometer for the Client's buy-in to the total project. • CSFs: Momentum established in the analysis for change could be lost. Key Gemini team members (RD team) could be reassigned. Sense of urgency will be lost. Selection of (Client Name) Joint Team Members required in this period. Additional validations to top Executives may be required. Setting the final scope of work (avoiding "circle the wagons" in the staff groups). • Antecedents: Final present. Natural close on the fact that "its time to get going." • Outputs: Maintain and build intimacy among all Client decision makers & influencers. Allows Gemini team to get stabilized. Additional staffing requirements can be specified. Planning for Business Modeling. • RACI: Account Manager to secure the bridge period and oversee all of the activities necessary to ensure that the bridge is successful (A). Lead to assist in the coordination, support, and planning of all steps necessary to assist Account Manager in the successful securing of the bridge. (R) Consult and Inform: AVP, MDT, VPs, BDEs (5) Secure Project Bridge for (Client Name) ... This is only an example. Headlines: • Project Bridge necessary for several reasons: - analysis will overrun @ $250,000 - Client will not be able to make a decision easily • Holidays are upon us • Gemini needs time to develop the seminar approach that will be necessary during project start up • There will almost certainly be circumstances that are unforeseen at this time 5

20. Headlines: • Project book is a working document that details overall project outputs and time frames • Clients are becoming too sophisticated for the "CSW-type" training we have been providing in the past • Client work-withs will likely be high level managers instead of low level personnel and will need our MDT thinking • The seminar format will work well to introduce the Client (and our team) to the MDT thinking available in Gemini. • A distinct start up phase will allow Gemini to fully understand the environment before launching any project activities that may not be well received (6) Execute Project Start-Up for (Client Name) ... This is only an example. 6 • Mission: To successfully manage the creation, design, and execution of the project start up activities for the Client. • CSFs: Value added start-up (use the seminar format developed at Conoco Downstream to introduce the Client to Gemini thought leaders, problem solve the messages and apply to detailed project design efforts), the Client owns the design, detailed project streams developed, expectations exchanges with each of the Clients, validations with top Clients, identification of "Dragons," plan to address all barriers. • Antecedents: Project logistics, project room, core project staffing completed. • Outputs: Project Book. • RACI: Account Manager and the core team (A). Consult and Inform: MDT & others

21. (6)1,2,3 A&D Audit and Metrics... Administration

22. • (Client Name) should be a 3-5 year relationship much on the lines of Mobil, Texaco, Du Pont, etc. • Introducing the Account Manager now will assure that we have a better relationship with this strategic client • This is a situation that will incorporate all of the products and services that Gemini offers: - Strategy - Operations Improvements - IT • The Client is in chaos (7) Execute Project for (Client Name) ... This is only an example. 7