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Maloney -- 4P

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  • ZAO before charrt
  • 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