- ZS Associates is a global sales and marketing consulting firm headquartered in Evanston, Illinois. It has over 3,400 professionals worldwide working with over 1,200 clients. - ZS's Evanston office currently employs 326 people across 4 floors but needs to relocate due to the current building not accommodating future growth needs. - ZS has proposed relocating its Evanston office to the Rotary Center, leasing 47,000 square feet over 2.5 floors with a 15-year lease. This would require $7 million in costs, with $3 million remaining after contributions from Rotary Center. - ZS is requesting $750,000 from the City of Evan

1. Evanston | +1 847 492 3600
Introduction to City of Evanston Economic
Development Committee
Graham Webster, Chief Financial Officer
January 28, 2015
This presentation is solely for the use of client personnel. No part of it may be circulated,
quoted or reproduced for distribution outside of the client organization without prior
written approval of ZS Associates.

2.  2 © 2015 ZS Associates | CONFIDENTIAL City of Evanston Presentation 28 January 2015
ZS is the world’s largest firm focused exclusively on delivering impact
through high-performance sales and marketing solutions
3,400
+
PROFESSIONALS WITH DEEP
INDUSTRY AND DOMAIN
EXPERTISE HELP CLIENTS
SIGNIFICANTLY IMPROVE
THEIR PERFORMANCE
21OFFICES
WORLDWIDE
BARCELONA + BOSTON + CHICAGO + EVANSTON + FRANKFURT + LONDON + LOS ANGELES + MILAN
NEW DELHI + NEW YORK + PARIS + PHILADELPHIA + PRINCETON + PUNE + SAN DIEGO + SAN FRANCISCO
SÃO PAULO + SHANGHAI + TOKYO + TORONTO + ZÜRICH
OUR
OFFERINGS
RANGE
FROM

3.  3 © 2015 ZS Associates | CONFIDENTIAL City of Evanston Presentation 28 January 2015
Our focus on sales and marketing, combined with an integrated range of
services, maximizes client value
Go-to-Market Strategy
Customer Insights
Customer Segmentation
Customer-Centric Marketing
Product Launch
Forecasting
Marketing Mix
Marketing Performance
Measurement and Optimization
Business Intelligence
and Technology
Direct & Indirect Channels Mix
Sales Force Design
Targeting & Territory
Management
Sales Process &
Account Planning
Hiring & Selection
Learning & Development
Compensation & Rewards
Sales & Marketing Interface
Value Proposition

4.  4 © 2015 ZS Associates | CONFIDENTIAL City of Evanston Presentation 28 January 2015
Boutique
Firms
General Management Consulting Firms
ZS provides greater depth of expertise than general management
consulting firms, and more breadth and capacity than boutique firms
We are uniquely
positioned to help
clients address their
most critical sales and
marketing challenges.
Sales and marketing focus
Strategy to implementation
Deep industry expertise
Data-driven approach
Global presence

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We have partnered with more than 1,200 clients in over 70 countries
across a wide range of industries
We serve many industries including:
 Pharmaceuticals & Biotechnology
 Medical Devices
 High Tech & Telecommunications
 Our broad industry experience gives us insights that can be leveraged to develop
high-impact solutions that address our clients’ challenges and opportunities
 Our global scale and footprint allows us to respond to client issues quickly with
deep analysis, realistic recommendations and streamlined implementation
 Financial Services
 Travel & Transportation
 Industrial Manufacturing

6.  6 © 2015 ZS Associates | CONFIDENTIAL City of Evanston Presentation 28 January 2015
Our history in Evanston
 Founded in 1983 by two Evanston residents and Kellogg Professors:
 Evanston office represents a unique mix of Client facing Consultants and Corporate HQ;
 Office has grown steadily since inception and headcount growth of 15% in each of the
last three years. Growth is projected to continue
ZS Evanston Total Headcount

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ZS in Evanston Today
 Currently 326 Employees: 134 Consulting Professionals and 192 Corporate HQ staff;
 Several key global decision makers based in Evanston;
– MD, CFO, CHRO and Founding Directors
 Our Evanston workforce is highly educated and professional:
– All employees have college degrees;
– Average annual salary $110,000;
– Healthy mix of Evanston residents (25%) and inbound commuters (75%);
 Strong relationships with and significant contributor to local businesses:
– Global visitors (clients, vendors, visiting employees) fund @5,000 nights of lodging a year in
downtown Evanston;
– Key client of First Bank & Trust who remain our primary global banking partner;
– Corporate spend of over $2M per year with local vendors;
– Significant daily personal spend by ZS employees with local vendors;

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Our Current Evanston Office
 We currently lease space across 4 floors from NW at 1800 Sherman Avenue:
 The building can not accommodate our future needs:
– Lack of contiguous space or room for expansion;
– Challenging and inefficient floor plate;
– Building not maintained at the quality needed for external needs (ie clients, recruits);
– Lease expires in 2019 so a long term solution is required;

9.  9 © 2015 ZS Associates | CONFIDENTIAL City of Evanston Presentation 28 January 2015
Strong desire to stay in Evanston long term but challenging to do so.
 Severe shortage of large high quality office space in downtown Evanston.
– Identifying adequate space with the right economics and timeline is very challenging.
 ZS is rolling out a Global Workplace Strategy project to improve utilization of our Office
space and improve the employee environment;
– This requires modern buildings with natural light and large regular floor plates;
– Critical that our HQ is a “flagship” location and early adopter of change;
 In the past year we have evaluated:
– Evanston options; 909 Davis, 1007 Church, Chicago/Main, Library Site-Build to Suit;
– Relocating to other Suburbs (near O’Hare or our key clients around Deerfield);
– Consolidating operations into downtown Chicago (many possible buildings);
 In December 2014 an unexpected opening arose to lease long term space at the Rotary
Center. We are acting aggressively to find a way to make this work and allow us to stay
in Evanston.

10.  10 © 2015 ZS Associates | CONFIDENTIAL City of Evanston Presentation 28 January 2015
Rotary Center Proposal
 ZS to lease 47,000 sq ft (2.5 floors) at Rotary Center:
– 15 year term beginning 1/2016 (fit-out) with occupancy by 1/2017;
– Contiguous space with expansion potential as need be;
– Efficient building with good fit for new ZS Workplace model;
– Professional building with significant owner occupancy;
– Incurs termination fee due to NW ($850K, reduced to $375K through negotiation)
 Move incurs significant expenses:
Tenant Improvements $4,230,000
FF&E $1,739,000
Soft Costs $470,000
Moving Costs $246,750
Early Term Fee to NW (negotiated) $375,000
Total $7,060,750
Rotary Funding ($3,995,000)
Shortfall for ZS to fund $3,065,750

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Floor Plan: 6th Floor

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Floor Plan: 7th Floor

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Floor Plan: 8th Floor

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Proposed 6th Floor Space

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ZS is requesting a funding in the Region of $750,000 from the City
towards this shortfall of $3.1M
 This allows ZS to stay in Evanston by bringing forward its move to take advantage of this
available space being available. Without doing this we do not foresee there being suitable
long term space for us in Evanston;
 Funding from the City will be used to create a high quality 6th floor reception and external
meeting space. This showcase space will be used for Recruiting, Client meetings and ZS
leadership forums (est total $1.4M);
 Contribution will benefit ZS, Rotary, NW and the Evanston community including many
businesses that benefit from ZS’s current and future presence in downtown Evanston.
 ZS is committed to the lease but can withdraw before 3/31/15 based on two
contingencies;
– Reaching a satisfactory termination agreement with NW (agreed in principle);
– Securing requested economic package from the City;
.
Approving our request will clear the remaining contingency, confirm our lease and
ensure ZS’s continued presence in Evanston.

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Thank You