The document outlines an "UpLevel" approach being presented at a Chicago session on February 6th. It will include presentations on introducing the UpLevel approach, applying its steps, building financial acumen, and pulling it all together. Speakers include consultants from the company and a representative from the Business Literacy Institute. The document also details the 9 steps of the UpLevel approach, which is a data-driven account planning methodology to understand a client's business and connect it to LinkedIn data in order to have more strategic conversations, prioritize accounts, and change the quality of discussions.

1. UPLEVEL
FEB 6
CHICAGO SESSION

2. Who Will Be Presenting?
Patrick Hackett
Sales Performance Consultant
Laura Simpson
Senior Global Accounts Analyst
Neil Vyner
Senior Global Accounts Analyst
Jim Bado
Business Literacy Institute

3. Today’s Agenda
8:15am- 9:30am Introduction to UpLevel
Neil Vyner, Laura Simpson, & Patrick Hackett
1:45 - 3:00pm Applying UpLevel Approach Steps 3&4
Neil Vyner, Laura Simpson & Patrick Hackett
9:30am - 9:45am Break 3:00 - 3:15pm Break
9:45am - 11:30am
Building Your Financial Acumen &
Applying the UpLevel Approach
Jim Bado, Neil Vyner, Laura Simpson & Patrick
Hackett
3:15 - 4:30pm Applying UpLevel Approach Steps 5-9
Neil Vyner, Laura Simpson & Patrick Hackett
11:30am-
12:15pm
Lunch 4:30 - 4:45pm Break
12:15 - 1:30pm Applying UpLevel Approach Steps 1&2
Neil Vyner, Laura Simpson & Patrick Hackett
4:45 - 6:30pm Pulling It All Together
Neil Vyner, Laura Simpson & Patrick Hackett
1:30pm– 1:45pm Break

4. Thoughts from Neil – Why UpLevel?
Born Out Of Necessity - Focus what matters
● Change my own mindset first, then the mindset of primary contacts
● Use financial performance to elevate conversations and find new contacts
● Be different, get their attention, make them uncomfortable
Our Reality @ LinkedIn
● Dedicated resource mapping in the past -> shared resources
● The need to leverage, scale, iterate and improve will only increase
● Without a plan and maniacal focus on what’s important - targets will be
missed and we’ll waste each other's time
Our Customers
● Want to talk about business outcomes in their language - not LinkedIn
products or “Core 4” or TBI
● Don’t see us as the “shiny new toy” we were 5 years ago
● Man you corny! Stop selling widgets to me ALL THE TIME!
● There is no executive pitch, the only pitch that matters is their business

5. Thoughts from Neil – What Is UpLevel?
Data-driven Account Planning Methodology
• Understand your client’s business and connect that to LI data - where do I
spend my time?
• If you don’t share your “homework” with your client, this is a waste of time
What It’s Not
• A home run that will transform your relationship overnight
• The cure for a quarterly gap, a silver bullet for a tough account
• A short cut to steal an exec meeting
• All the information you’ll ever need to grow spend
What’s The Goal?
• Share & validate your findings, differentiate yourself and get the next meeting
• Change or uplevel the level the quality of your conversations
• Prioritize how your entire team (CSM, SC, AM, IA) spend their time
No garbage
accounts
Only BU’s you should not
prioritize

6. The UpLevel Approach
2 ADD INSIGHTS
5. Business Insights
6. Talent Insights
7. Connected Conversations
3 MAP TO THEIR
STRATEGY
8. Apply functional context
TA & Talent Brand
Marketing
Sales
L&D
4 SHARE THE PLAN
9. Customer Business Review
vvPresentation
1
1. Select Your Account
2. Customer Financials
3. Customer BU Financial
Comparisons
4. Peer Financial Comparison
LEARN THEIR
BUSINESS

7. The UpLevel Approach
Step: Description Requirements Output
1. Select Your Account
Prioritize where you will apply the
UpLevel Approach
Understand client business conditions & likelihood
of corporate growth
• Size of Sales Potential
• Makeup of Your Book
• Decision Making Structure
Select account(s) that will be
receptive and benefit from UpLevel
analysis and application
2. Customer Financials
(Analyst)
Detailed analysis of Customer
Financials
• Last 3 years of Annual Reports
• SEC Filings
• Analyst Calls
• factiva.com
Identify the key variables in the
annual reports that will influence
talent decisions.
3. Customer BU Financial
Comparisons (Analyst)
Analyze the different BU/GEO
financials within the customer
report.
• Last 3 years of Annual Reports
• trefis.com
Identify where the growth
opportunities are within the
Customer e.g. BU, PL, GEO or
Segment.
4. Peer Financial Comparison
(Analyst)
Analyze peer financials to
benchmark key metrics
• Last 3 years of Annual Reports
• trefis.com
• factiva.com
Gain insight into how your
customer is performing against
peers across key metrics.
5. Business Insights
(Analyst / GAM)
Provide Business and Industry
Fluency by understanding the
Customer Business, Strategy,
Competitors, Industry, Market
Trends and Risks.
• Latest Annual Report
• Market Insights
• D&B
• trefis.com
• factiva.com
360 Business Insight Report.
ADD INSIGHTS2
LEARN THEIR BUSINESS1
SHARE THE PLAN4
MAP TO THEIR STRATEGY3

8. The UpLevel Approach
Step: Description Requirements Output
6. Talent Insights
(Analyst / AM)
Identify key insights into talent pools
and flows by using LI IP.
• Wonka • Customer insights into Talent
Pipelining, attrition and Flows.
Know which talent pools are a
priority.
• BU, GEO or Role Prioritization.
7. Connected
Conversation
(GAM)
Overlay Business and Talent Insights to
provide contextual alignment.
• Merlin
• Operational Results
• Key insights between business
success and recruitment solution
8. TA Ops & Talent Brand
(CSM / SC)
Provide insight the quality and impact
of their TA & talent brand strategy.
• Wonka
• Merlin
• Key insights at how well their TA &
talent brand strategy is doing
against their business priorities.
9. Customer Business
Review Presentation
(GAM)
Provide customer presentation with all
key insights
• Templated presentation tool • Customer presentation
summarizing the business, market,
trends, talent pools and
recruitment strategy.
ADD INSIGHTS2
LEARN THEIR BUSINESS1
SHARE THE PLAN4
MAP TO THEIR STRATEGY3