The document outlines a go-to-market strategy for Russia that includes: assessing the current market state and concluding the market is growing faster than global averages; targeting fast-growing companies in key industries like financial services and resources; differentiating from competitors like BCG, Big4, and McKinsey by offering a wide range of services; and establishing offices in Moscow and St. Petersburg with an outsourcing center to attract clients and employees while keeping costs low. The strategy also details growth steps from 2011-2020 that include expanding service offerings and hiring more employees to achieve aggressive growth and penetrate the untapped Russian market.

1. Russia Go-To-Market Strategy © 2010 Casemonsters. All rights reserved.

2. Current state assessment © 2010 Casemonsters. All rights reserved.

4. Russian market is growing 2 times faster than global,

5. Market fell 30-40% during crisis years

6. Market is expected to grow at rate 20-30%

7. Market will grow along with GDP afterwards

9. Products

10. Resources© 2010 Casemonsters. All rights reserved.

12. Staff-oriented position

13. Focus on partnerships

14. Focus on sophisticated industry data support

15. Focus on none-standardized products

16. Customer retention orientation

17. Start MC services, which give huge synergetic effect with audit

18. Hire employees from other consulting companies

19. Low-price strategy

20. Low-wage policy

21. Indirect competition with consulting companies

22. Focus on untapped MC demand

23. Quick market entrance

24. Priority to be the first in industry/region

25. Primary focus on resource and production companies

26. Operational consulting focus for Telecom companies

27. Above average price for all services

29. ТНК-ВР

30. ГМК "Норильский никель“

31. "Северсталь“

32. Объединенная компания "Русал“

34. "Балтмикст“

35. "Металлоинвест“

36. "Реал-гипермаркет“

37. FormataHolding (сеть гипермаркетов "Карусель")

38. "Вольво Восток“

39. Холдинговая компания "Сибирский цемент“

40. "Русэнергосбыт“

41. Таганрогский автомобильный завод (ТАГАЗ)

42. …4 © 2010 Casemonsters. All rights reserved.

43. Corporate strategy Finance & Performance Management Service lines Process & Innovation Performance Talent & Organization Performance Resources Target markets Products Financial services McKinsey Target competitors (to differentiate from) BCG Big4 Corporate strategy Wide range of services. Accenture can not only write a strategy, but can deliver it through powerful technology and outsourcing services Brand & Value proposition strategy Price strategy Large, international corporation Commission based on the result, which client has achieved Attract some top managers from Italy, where Accenture has strong presence and good managers, because In Russia we lack top-management professionals HR strategy Attract analysts from top Moscow universities 1st office: Moscow (where most client located) 2nd- St.Petersburg Office location Outsourcing center in Yaroslavl/Tver (low salaries, high level of education Aggressive growth Focus on untapped MC demand Growth strategy Customer retention orientation © 2010 Casemonsters. All rights reserved.

44. Step-by-step strategy 2020 2019 2018 2017 2016 2015 2014 2013 2012 2011 Development steps Office establishment 3 industry / 3 MC service line offerings, Technology offering 5 executives / 15 managers / 15 consultants / 20 analysts St. Petersburg office establishment 5 industries / Full MC, Technology offering 10 executives / 30 managers / 45 consultants / 60 analysts Suburb town technology outsourcing office establishment All industries / Full MC, Technology, Outsourcing offering 15 executives / 70 managers / 120 consultants / 200 analysts Fact/Assumption 9/1/17 9/1/13 Data is based on statistic of ratio “turnover/HumanResources” Total revenue evolution © 2010 Casemonsters. All rights reserved.