Workplace Summary:

1. ACCOUNT PLAN EXAMPLE: Zursure/ Finance & Insurance Division • Workplace Summary: • General Business Overview: “Founded in 1989, Zursureis the nation's leading provider of turnkey disability risk management products and services.” • -Zursureprovides reinsurance management services on behalf of US Insurance Company. Both Zursureand US Insurance Company are members of the YouBetfamily of companies. • -Services include: underwriting, claims management, actuarial, compliance • -Product offerings include: traditional disability insurance and worksite disability insurance • Fact and Figures: 360 EE in Westbrook; parent company YouBetlocated in Windy City (Does YouBetset CSR goals for Zursure?) • Company “Care-Abouts”:Company is interested in supporting agencies and projects located in Westbrook and Portland • Business Environment: YouBetStrengthA.M. Best              A- (Excellent) Standard & Poor's   A- (Strong)Moody's                 A2 (Good) • Workplace Decision Makers • (Individual Relationship Management Plans to be developed): • Key Decision Makers: • -J R (President & CEO, YouBetEmployee Benefits) based in Windy City – TOC donor splits his gift between Portland and Windy City UWs; member of BOD 2002-2004 • - Gil Matthews (President) – makes corporate gift decision? LC donor since 1997 • -Tom (Human Resources Officer) – LC donor since 2009 • Key Influencers: • Taylor Smith, Human Resources Consultant; Stone Phillips, Senior Managed Disability Analyst, ECM (new in 2011) • Active Community Involvement Committee (CIC) of self selected cross-departmental employees (25-30/year) • Rose Ellen (Chair, BOD, YouBet) - TOC donor; 1993 Campaign Chair; member of Foundation Board 1997-2004; member of BOD 200_? Need to define her influence and relationship with Zursure. • Workplace History with United Way: • Pyramid of donor Experience rating: Basic Donor Experience / Establish Relationship (Level 2/3), on the cusp of moving to next level (Advanced Experience) • Strengths: • -YouBetMatching Gifts Program offered to employees for the first time in 2011. • -UW relationship with key influencers on CIC throughout 2011 led to greater visibility and education throughout organization. • -Pantry Project host in 2009 and 2010. • -Participated in Day of Caring for first time in 2010. • -Bathroom educational project, Dilemma game at Leaders Cirlce event, Pantry Project at campaign kickoff, educational posters (produced in house) • -Every employee has one paid day of volunteer time (leverage) • Obstacles: • -Reporting through TRUIST, difficulty receiving timely campaign results. • -When asked if we could email ALL employees, they told us that they would think about it- opt in may be more likely. • - Volunteer Engagement Policy limits them to 1 day per year (YouBetmay set this) • Other Charitable organizations: Supportive of Westbrook Food Pantry, Westbrook school departments, Mission Possible Teen Center (UW Partner Agency). • Historical Summary: Campaign has grown over the last 3 years, largely due to the growth of their Leaders’ Circle program. Recognized for Holmes’ Leadership Award in 2010. • : • Corporate Social Responsibility: • CSR aspirations: be more connected with Westbrook community • -Expressed an interest in learning more about volunteer opportunities in Westbrook • -$10,000 financial support of Westbrook Children’s Project- opportunity to grow financial contribution and volunteer support? Employee volunteer presence on Board/Cabinet? • -Supportive of Communities That Care (Taylor on Committee) • Engagement at Zursurehas changed over the last year; the CIC invited UW to join them in planning more year-round engagement strategies: CIC newsletter, Pantry Project, drives to support local agencies/schools (fresh produce, school supplies, etc.) • CIC surveys employees annually to find out which four focus areas they will highlight (one per quarter.) Results for 2011 were: Animals, Youth and Family, Elders, Basic Needs. Focus areas are assigned to four sub committees. Will run draft by UW for 2012. • New strategy in 2011 (from CIC newsletter): “Instead of focused giving during only a small part of the year, we plan instead to integrate opportunities to learn about, partner with, and give to the United Way throughout the year. JD and Hooper will be coordinating efforts to form a new committee to drive activities throughout the year. Activities in the new year may include educational campaigns, contests, bake sales, auctions, raffles, games, or just about anything else the committee chooses. “ • Give, advocate, volunteer: CIC has focused on year round engagement/education; opportunity to leverage going forward.

2. Zursure/ Finance & Insurance Division Data Footnote: In 2010 UW requested a designation report directly from Zursurewhich allowed us to process all pass thru gifts locally (may skew data.) • Account Objectives: • Objective #1: Grow Leaders’ Circle program by 5 donors in 2012 • Context/Why: Zursurehas expressed an interest in leveraging UW’s support to develop a group of “future leaders” within the company (identified by their HR department.) Opportunity to offer skilled volunteer opportunities that that tie employees’ interests with strengthening leadership skills within their developmental plans. This group is the future of the Leaders’ Circle program at Zursureso we should get to know them and their interests. • Objective #2: Increase overall employee participation by 5% (from 39% to 44%) by reducing the number of defectors in 2012 • Context/Why: Significant new donors (87) and defectors (26) in 2010; same case in 2011? Grow participation by focusing on new donors so we retain them the following year. Track subset of new donors with thank you calls/personal visits, etc. • Objective #3: Connect 4 Zursurevolunteers to Westbrook schools/agencies during 2012 school year; maintain financial contribution and sustain interest for following year • Context/Why: Opportunity to develop communication plan with CIC for year round engagement with employees, specifically around their interests. • Objective #4: 80% employee participation in YouBetMatching Gift Program in 2012 • Context/Why: This is the first year YouBetis offering a Matching Gift Program which would significantly grow their corporate support. Ability to link ePledge page with opt-in for Match? • Obstacles / Risks: • Involvement and support of non-UW agencies (ex. animals) • Engagement opportunities not fully developed/tied to specific skills • Only 25-30% of employees utilize days (workload, lack of awareness/initiative, process to complete application) • Zursurehas expressed an interest in receiving more educational materials to develop interesting year round messaging (ability to produce in concise manner)

3. Objective #1: Grow Leaders’ Circle program by 5 donors in 2012 Objective #2: Increase overall employee participation by 5% (from 39% to 44%) by reducing the number of defectors in 2012 Objective #3: Connect 4 Zursurevolunteers to Westbrook schools/agencies during 2012 school year; maintain financial contribution and sustain interest for following year Objective #4: 80% employee participation in YouBetmatching program in 2012