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Transcript

  • 1. Business Development:
    Financial Management
    October 9
    2011
  • 2. 2
    Agency Plan
    Growth
    Plan
  • 3. External Inputs
    Internal Inputs
    Growth Target ___%
    Existing Clients ___%
    New Business ___%
    Performance Management
    Annual Plan
    Resources
    Deliver
    Service
    3
  • 4. Top Down
    Management Objectives
    Growth Target %
    Clients
    New Business
    History
    Industry
    Bottom Up
    4
  • 5. Top Down
    Management Objectives
    Growth Target %
    Clients
    New Business
    History
    Industry
    Bottom Up
    5
  • 6. Industry
    Publicly Traded Companies
    Publications
    Research
    6
  • 7. Publicly Traded Companies
    By Geography: Publicis, 2010 North America +9.9%
    By Segment: Publicis Digital Operations +13 – 14%, 2011 - 2013
    7
  • 8. Publications
    Agency Report: U.S. Agency Revenue Jumped 7.7% in 2010
    8
  • 9. Research
    Segment Detail: On-Line Video+22.0% in 2011
    9
  • 10. Attendee Survey
    10
  • 11. Top Down
    Management Objectives
    Growth Target %
    Clients
    New Business
    History
    Industry
    Bottom Up
    11
  • 12. Existing Clients
    Client: Left Brain Advisors
    12
  • 13. Top Down
    Management Objectives
    Growth Target %
    Clients
    New Business
    History
    Industry
    Bottom Up
    13
  • 14. New Business Prospects
    14
  • 15. 15
  • 16. Growth Plan
    16
  • 17. Operating Plan Framework
    Base Revenue
    (Existing Assignments)
    Incremental Revenue
    (Growth Plan)
    Personnel + G&A Expenses in Support of Base Revenue
    Resources Required to Service Growth
    Resources Required to Deliver Growth
    17
  • 18. Resources to Deliver Growth
    G&A Expenses:
    Promotion – Conferences, Travel, Website, Social Media
    Pitches – Research, Creative Development, Travel
    Ongoing Management – CRM System
    Personnel:
    Business Development Resources
    Functional Staff FTE’s
    Incentives
    18
  • 19. Agency Plan
    Growth+15%
    Timing of Hires
    Includes Staff Required to Deliver Growth
    Conversion
    19
  • 20. Staffing Plan
    Potential availability to service growth plan
    Estimated hours required to deliver growth plan
    20
  • 21. Monthly and Quarterly Reporting
    21
  • 22. Reporting Dashboard
    22
  • 23. Reporting Dashboard
    23
  • 24. Write down a number and communicate it
    Prioritize opportunities
    External View
    Match resources with revenues
    Assign accountability
    24