CBS Panel Script vo.2.docx

1. Please canyoucome preparedwithashort 10 min(max) presentationof yourbusinesscase (a
‘one pager’isnormallyquite useful forthispurpose) coveringforexample:
 Why me,
 why now?
 A brief summaryof yourbackground/experience andwhatyouwill be
bringingtothe leadershipteamandbroaderCBS
 The role and businessrationale
 Keyachievements
 Keyfocusfor next12 months
 Your widercontributiontothe function/business

2. FirstI thoughtI wouldshare a little aboutme, mybackground, myvalues,whatmotivatesme,how,
whoI am, has shapedme andhow I operate.
By wayof backgroundI grewup onthe westcoastof Irelandina well travelledandentrepreneurial
family.Itwasa busy home andI was alwaysgainfullyemployedandsupersupportedbyaclose multi
generational extendedfamily.Thisupbringingservedme well,gave me astrongworkethicand
shapedmyvalues;to be the bestI can be, respectothers,tohave integrity andtobe inclusive.
I enjoypeople,Icome froma warm culture where conversationandconnectionare highlyvalued.
1. I am tenacious
2. I buildstrongrelationships
3. I have empathy
These personal attributes,inadditiontomy Accounting,ManagementConsultingandBusiness
Developmenttechnical skills andexperiencemake me goodat whatI do
1. connectingwithclients,
2. supportingandmotivatingothersatall levels
3. and drivinggoodbusiness.
I am delightedtobe partof thisyearspromotionprocessandhave the opportunitytoprogressmy
careerand be part of the Leadershipteamdrivingandsucceedinginthe ambitiousNextWave
Strategy.
I have structured my talk around three questions:
1. Why me?(includeskeyachievements&widercontributiontothe function/business)
2. Why now?
3. The BusinessRational andmyrole andfocusfor the next12 months

3. 1) WhyMe
I have a Track record for buildingsuccessful accountteams, buildingtrustedlong term
clientrelationships,originatingopportunitiesanddrivingsignificantrevenue growth.
In the last15 yearsthishas deliveredinexcessof $140m revenuesandsalesforEY. PAUSE
My experiencesitsacross
 9 + Accounts,
 Made up of G360 and Global Priorityaccounts,
 in4 sectors
 across all EY services &enabledby CBSfunctions
 workingglobally
inthe last3 years,I have focusedonHealthScience &WellnessandConsumerProducts&
Retail at Smith& Nephew&WalgreenBootsAlliance drivingsignificantgrowthonboth
accounts.These accountsachieved $27m GTER in 2021, 50% up on the previousyear.
Any partner, that you talk to about me,forexample DanMatthews,LeoGribben,Michael
Thompson,will talkaboutmyabilitytocreate fromnew.
PAUSE
I bring the abilityto build trusted clientrelationships,aswell asenergy,focus,innovation,
creativityandcommercial nouse todrive myaccounts.
For example onSmith&Nephew Ibuiltanew relationshipwithIT,winningus anERP project
froma standingstartworth$10-20m overthe nexttwo years.
I have made a significantimpact in everysector& clientwhere Ihave focused.
In 2021 I drove over$22m insales,originating$8.3m.
To recap, Whyme?
withmyskillsandexperience
1. I buildsuccessful accountteams
2. I developtrustedClientrelationships
3. WhichMake a significantimpactanddrive differential growth
2. My secondquestion- Whynow? (visionfor success)

4. Thisyear, withDan Matthewssupport, and as part of sector alignment,Ihave realigned
my portfoliotofocus100% on HealthScience andWellness.Ihave addedMerckto my
portfoliowithSmith&Nephew. My2022 revenue targetis $50m and we are on track.
A) For me personally,this sectorfocusedportfolio, givesme the opportunitytofocus
and drive more sector specificservicesand solutions and bettersupport Nextwave
and the growth agenda. I am really energisedbythisnew focus.
B) As a Sector, HealthScience andWellness,isafantastic opportunity for the firm,
alignedtoour purpose andwithmassive potential forgrowth. ForNextWave,the
sectorneedstodeliver$.6bnby 2025, this requires19% growth.
To be successful &drive thisgrowth, Ibringmore BusinessDevelopmentcapability.
My attributesandskillsinbuildingclientandinternal relationships &track recordfor
sales, coupledwithmybreathof experience overalongcareerequipsme tobe
credible withseniorstakeholdersandsupportthishypergrowth agenda.
C) My currentaccount portfolio,
 Merck, the largestHealthScience &WellnessAccountinthe US($2560m in
FY21, $80m inEurope) and
 Smith& Nephew,the UKHealthScience &Wellness No3($10m)
have a major role to playinthisgrowth.
These accountswill deliver10-15% of the HealthScience &Wellnessplan
I have the opportunitytodouble ourrevenuesonSmith&Nephew from$10 to $20
millioninthe nexttwoyears. ERPwill contributetothis andhas openedupthe
opportunityforourcurrent proposal to transformtheirdata analyticsplatformand
Capabilities.
Merck as a newaccountis a fantasticopportunityforme to do what I do at scale.
Witha $40m target forEurope thisyear andan objective &plantodrive significant
future growth,Iam busy buildingnew seniorrelationshipsacrossEurope and
positioningEY.
My personal targetasan Associate Partnerwill increase by£5m perannumto £15m,
my portfolionowhasthe potential toachieve this.
I have driven progressoneachaccount, but to differentiallygrow these accounts,
itsnow critical thatwe deepenexistinganddevelopnewrelationshipsatCSuite & C-
1. Last weekIintroducedMattBurton,SCM Lead,to the new Presidentof Global
OperationsatS+N where there isamassive SupplyChainandManufacturing
transformationplanned.
To be successful,Imust proactivelycollaborate,navigate&leverage ourUSPartner
teams.I have justonboardedanew S+N US Team and myknowledge of the account
and abilitytogetclientmeetings andintroduce Jayhasbeenkey. We metthe Global
Presidentof OrthopedicsandSportsMedicine,amemberof the executive, inBoston
twoweeksago.

5. PAUSE
To recap on whynow
1. For EY, HealthScience &Wellnessisafantasticmarketopportunityforgrowth & will
contribute $.6bn towardsNextwave
2. To helpdrive this19% hypergrowth,inadditiontoour Fieldsof Play,HealthScience
& Wellnesshasaportfolioof differentiatedservicestotake tomarket
3. I have the clientportfolio,skillsandexperience & Iam up for the challenge to deliver
on Nextwave andkeentofulfil myandthe firmsfull potential.

6. 3)The BusinessRational andmyrole andfocus forthe next12 months
To sustaincurrentrevenues,$50min 2022, and deliverhypergrowth,whichismyfocusfor
the next12-24 months, I mustdrive our sectorfocusedservicesandsolutions. Tosell these
services Ican supportthe solutionteamsfocusand accessnew seniorrelationships.
As an Associate PartnerIwill have more responsibility,authority&influence internally&
externallyto:
1. Buildthe rightrelationships
2. Projecta credible Voice forourBrand
3. Be recognisedasarole model
1) buildthe right relationships –
I have the opportunitybecome a ClientService Partner.This will helpus level up with
the competition.
Additionallythere isa big UK US interplay,thispromotionwillmake me evenmore
credible externallyandinternallyandhelpfasttrackinteractionswithnew seniorclients
and EY Partners,particularlyinthe US,
2) Project a credible voice for our brand inthe marketby representingEYexternallyat
ClientandSectoreventsandbe the face of EY. For example,followingmyrecent
introductorymeetingwiththe MSDIrelandMD, Mairead McCaul, I have beeninvitedto
presentEY viewonsectortrendsinthe Irishmarketat the nextMSD IrelandLeadership
team.
3) Be recognisedasarole model,for doingthe right thing by my clients,my teams,my
counseleesandpeergroup.
I am coaching Ruth Kennedy,fellowCE, in how to navigate the US & European Teams
as she works to do somethingsimilar on Pfizeras I am doingon Merck and have done
on previousglobal inboundsledfrom the US.
I have supportedfour colleagueswiththeir promotionsto Level 4 and 5 over the last
two years. Two reachedout for BD coaching from their experiencesofworkingwith
me inservice lines on my accounts.
This will also reflectour inclusiveness,Equity& diversityvaluesand demonstrate BDs
and CBSscommitmenttocareerdevelopment,inclusivity insupportof oursector
growth. Thiswill supportEY andour clientscontribute towardsaBetterWorkingWorld.
In summary, why me? Whynow? and what thispromotion will enable me to do –

7.  I have the skillsandexperience demonstratedconsistentlyovermanyyears.Iam
clientfocused,Iaminclusive,arelationshipbuilder,tenaciousanddrivento
succeed.
 I have the opportunity tosupportthe growthof our businessanddeliver
transformation.Ihave a significantportfoliowithpotentialtogrow.My targets is
$50m in 2022 withthe potential togrow to $75m. I am beingaskedtostepup and
take on more responsibilitiesinHSWandBD
 I have the supportfrom Richard, Dan,Leo, Matt & Michael tobe successful and
representEYas an Associate Partner.
 I am excitedbythisopportunityandIam seekingyoursupportas CBSLeadershipto
helpme be successful inthisprocessandenable me tocontribute more toNext
Wave,BD & CBSsongoingTransformation,continueddevelopment &success.
Thank youfor listening.
I am happyto take any questions.