DECISION COACHES, INC. Specialists in Complex Decision Making

1. DECISION COACHES, INC. Specialists in Complex Decision Making

2. Who is Decision Coaches? Decision Coaches, Inc. has a twelve year history of helping clients such as IBM, Boeing, and ADP make better strategic decisions. Decision Coaches has developed a unique consulting approach that enables true team collaboration and buy-in. Our approach combines a skilled decision “coach”, a proven methodology, and a proprietary software tool, AliahTHINK!™ v4.0, to consolidate the knowledge of the team and provide actionable results. Decision Coaches has optimized this approach to provide our customers with: • Winning Proposals • Winning Products • Winning Strategies

3. Harnessing the Team’s Knowledge 1 - A Decision Coach shepards a group through value driven criteria that generate a picture of the situation at hand. 2 - The group then makes small judgments that when aggregated reveal critical success factors and the essence of the situation. 3 - The data then populates common business frameworks that lead to swift optimal decisions made collaboratively by your team. Actions become clear along with organizational buy-in and understanding.

4. Decision Coaches - Key Customer Benefits Optimal Decision– “Generated the ‘most believable and actionable strategy in recent memory’ because it was driven by a customer focus.” Keith Pigeus, ADP Dealer Services Team Building– “When the meeting is over everyone is in agreement. You have reached consensus for the the decision. After two days we have a team.” Bob Roe, Boeing Corporation Time Savings– ‘“We Compared the new Decision Coaches process to our old process from R Moriarty of Harvard and concluded a 39% productivity savings in our planning cycle time.” Russ Lamar, Wright Express Inc. Creativity– “Produced out of the box thinking leading to innovative product development while reaching group consensus.” Lex Allen, EG&G Actionable Results– “The action items that you need to do in order to win will surface through the process.” Bob Roe, Boeing Corporation

5. Decision Coaches’ Methodologies Decision Coaches provides consulting solutions for winning decisions in three focused areas of growth within organizations Capture Plan Process (CPP)– Methodology for bid/no bid decisions, with winning themes and initiatives Idea Commercialization Process (ICP)– Methodology for mission driven product development with a stage-gate orientation Strategic Thinking Process (STP)– Methodology for mission driven market choices with defensible strategic action plans

6. Idea Commercialization Process (ICP) “Winning Products Methodology” Methodology for mission driven Product Development with a stage-gate orientation Mission-Driven Idea Analysis Probability of Win and Lose Market Analysis Voice of the Customer Actions to Ensure Winning Products

7. Mission Prioritization “The Foundation for Winning Decisions” Organizations are complex adaptive open systems with the ability to grow and expand their boundaries Mission Goal: To Survive and Thrive Customer Competitors Your Organization (-) (+) Partners External Forces 

8. Mission Prioritization “The Foundation for Winning Decisions” Mission Goal: To Survive and Thrive • Customer Values 6. Competitive Weapons 2. Culture 3. Financial 4. Innovation 5. Brand Image 8. External Forces 7. Partner Values Definition and prioritization of the organization’s mission values provides strategic direction for decision-making

9. Winning Products ICP – Idea Analysis • The Goal: • Select the best ideas with limited resources • The Problem: • Everyone thinks their idea is exciting 0 • The Solution: • Idea Portfolio Screener • Determine attractiveness to customers Y axis • Evaluate fit with mission X axis 1 2 Accepted Business Case The Benefit: Ideas are chosen or killed based upon defined and prioritized business criteria 3 4 Market Acceptance

10. Winning Products ICP – Detailed Analysis Idea Portfolio Screener Results Prioritized Customer Needs Fit with Customer Needs Ideas are analyzed based on their fit with your customers’ needs and the organization’s mission. Fit with Organization’s Mission Prioritized Mission Criteria

11. Winning Products ICP – Idea Investigation • The Goal: • Validate initial assumptions • The Problem: • Fail to consider all of the market forces 0 P-Win P-Lose • The Solution: • Investigative Business Scenario • Assess the market drivers and their impact (customer, competitor, partners, external forces, internal drivers) • Predict the probability of product success Probability of Win = 65% 1 2 Accepted Business Case The Benefit: Identify gaps in knowledge, highlight areas of strength and weakness and set direction for product design and business model. 3 4 Market Acceptance

12. Plan the Success of the Product… Externalities INCREASE SHARE LOW COST GROWTH TECH CHANGE INCREASE CAPACITY INCREASE MARGIN E COMMERCE INNOVTION RELIABILITY NEW TECHNOLOGY NEW MARKETS TIME TO MARKET CUST SATISFACTION GOVT REGS HIGH PERFORMANCE TECH INNOVATION REDUCE COSTS PARTNERSHIPS PROF IMAGE WORKFORCE Partners Competitors Externalities Your Organization Customers Winning Products ICP – Idea Investigation Business Scenario Results PROBABILITY OF WIN 57.1% 42.9% PROBABILITY OF LOSE Market players and their drivers are analyzed to determine the organization’s probability of product success.

13. Winning Products ICP – Detailed Analysis • The Goal: • Generate an accepted business case for funding • The Problem: • Incomplete analysis, no actionable strategies 0 P-Win P-Lose • The Solution: • Detailed Business Scenario with • action plan • Identify initial target segments with rationale. • Incorporate actual voice of the customer. • Address all market forces in action plan. Probability of Win = 65% 1 2 Accepted Business Case 3 The Benefit: A complete market driven, actionable business case with documented rationale and accountability 4 Market Acceptance

14. Prioritized Competitiveness Criteria Winning Products ICP – Detailed Analysis Market Segment Portfolio Results Prioritized Market Attractiveness criteria based on the organization’s mission Market Attractiveness Markets are analyzed based on their fit with the organization’s mission and the organization’s competitive position within each market. Competitive Position

15. Actual Customer Priorities Winning Products ICP – Detailed Analysis Voice of the Customer Results The spider chart is analyzed to determine gaps in performance and areas of opportunity

16. Plan the Success of the Product… Externalities GROWTH LOW COST INCREASE SHARE TECH CHANGE INCREASE CAPACITY NEW TECHNOLOGY RELIABILITY E COMMERCE INNOVTION INCREASE MARGIN TIME TO MARKET HIGH PERFORMANCE GOVT REGS CUST SATISFACTION NEW MARKETS REDUCE COSTS TECH INNOVATION PROF IMAGE PARTNERSHIPS WORKFORCE Partners Competitors Externalities Your Organization Customers Winning Products ICP – Detailed Analysis Strategic Action Plans Result Prioritization of strategic actions that will increase the probability of success CROSS FUNCTION TEAM EXPAND MARKETS HIRE EXPERTISE ESTABLISH PARTNER TEAM EXPAND E COMMERCE JOINT PR CAMPAIGN DEV. ALLIANCE AGREEMENT JOINT R&D ONLINE CUST. SERVICE INVOLVE IN PLANNING

17. Idea Commercialization Process ICP Summary Accelerate the fuzzy front end of product development. Evaluate and select the best idea concepts to develop into products. Improve launch success rate. Flexibility enables organizations to select and use the processes that are most appropriate to the organization’s product development process. Automated process allows team to quickly address changing conditions. 0 P-Win P-Lose Probability of Win = 65% 1 2 Accepted Business Case Plan 3 4 Market Acceptance

18. ContactingDecision Coaches, Inc. Peggy McGarry, Master Coach Decision Coaches, Inc. 6953 Penn Avenue Pittsburgh, PA 15208 (412) 441-5606 Or peggy.mcgarry@decisioncoaches.com