Business Development:<br />Financial Management<br />October 9<br />2011<br />
2<br />Agency Plan<br />Growth<br />Plan<br />
External Inputs<br />Internal Inputs<br />Growth Target ___%<br />Existing Clients ___%<br />New Business   ___%<br />Perf...
Top Down<br />Management Objectives<br />Growth Target %<br />Clients<br />New Business<br />History<br />Industry<br />Bo...
Top Down<br />Management Objectives<br />Growth Target %<br />Clients<br />New Business<br />History<br />Industry<br />Bo...
Industry<br />Publicly Traded Companies<br />Publications<br />Research<br />6<br />
Publicly Traded Companies<br />By Geography: Publicis, 2010 North America +9.9%<br />By Segment: Publicis Digital Operatio...
Publications<br />Agency Report: U.S. Agency Revenue Jumped 7.7% in 2010<br />8<br />
Research<br />Segment Detail: On-Line Video+22.0% in 2011<br />9<br />
Attendee Survey<br />10<br />
Top Down<br />Management Objectives<br />Growth Target %<br />Clients<br />New Business<br />History<br />Industry<br />Bo...
Existing Clients<br />Client: Left Brain Advisors<br />12<br />
Top Down<br />Management Objectives<br />Growth Target %<br />Clients<br />New Business<br />History<br />Industry<br />Bo...
New Business Prospects<br />14<br />
15<br />
Growth Plan<br />16<br />
Operating Plan Framework<br />Base Revenue<br />(Existing Assignments)<br />Incremental Revenue<br />(Growth Plan)<br />Pe...
Resources to Deliver Growth<br />G&A Expenses:<br />Promotion – Conferences, Travel, Website, Social Media<br />Pitches – ...
Agency Plan<br />Growth+15%<br />Timing of Hires<br />Includes Staff Required to Deliver Growth<br />Conversion<br />19<br />
Staffing Plan<br />Potential availability to service growth plan<br />Estimated hours required to deliver growth plan<br /...
Monthly and Quarterly Reporting<br />21<br />
Reporting Dashboard<br />22<br />
Reporting Dashboard<br />23<br />
Write down a number and communicate it<br />Prioritize opportunities<br />External View<br />Match resources with revenues...
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Maloney -- 4P

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  • Maloney -- 4P

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