Blue Skies, LLC Relationship Sales Program (RSP) May 3, 2012

1. Blue Skies, LLCRelationship Sales Program (RSP)May 3, 2012

2. Agenda • Program and Relationship Selling Definition • Process • Objectives • Expectations • Timeline and Milestones • Next Steps

3. Program Definition The Relationship Sales Program (RSP) is a transformation in our corporate sales approach from more traditional direct selling and campaigning to building long term relationships with our existing clients and network. The RSP program will include: • A Structured Approach • Clear Expectations and Objectives • A Support Process, and • Recognition for Activity The desired results of the RSP include: • A Continuous pipeline • Revenue stability • Increased market penetration, and • A much larger sales engine where everyone becomes a lead generator

4. Relationship Selling Instead of always delivering a strong sales pitch, we’ll start a conversation. Instead of groping for projects, we’ll understand the prospect’s needs. Instead of pushing to close the sale, we’ll focus on discovering whether we are a good fit for the client. Instead of chasing an RFP, we’ll get invited to the table. Instead of challenging or defending an objection, we’ll uncover the truth behind them. Instead of walking away from a lost sale, we’ll continue building the relationship. Instead of fearing rejection, we’ll avoid rejection.

5. Relationship Selling Honesty and Candor • Communicate clearly what our service can and cannot provide, even in the face of losing the customer’s business. Peer-Level Perception • Present yourself as a colleague or peer who is willing to work together in evaluating whether a business relationship will be mutually beneficial. Patience to Allow a Relationship to Develop • Sometimes you can hit it off immediately with someone; other times it can take months for the relationship to develop. It’s ok to let time take its course. Respect • Although you may not be friends, respect what the buyer’s values and intent are, and the buyer will respect your approach to business and your professionalism. Trust • Hold the perspective that you will sell to the “right” buyer. Trusting that true needs will be served, if the buyer is a good fit it will keep you relaxed and enjoying the process.

6. RSP Process No Lead Identified? Identify Network Qualify and Prioritize Network Initialize Relationship Nurture Relationship Record Results in CRM New Network Identified? Yes No Yes Align with Corp and COE Strategy Review results and strategize next steps Define COEStrategic Accounts Pursue Lead

7. Objectives • Grow Pipeline • Increase Client Acquisition Efficiency • Increase Repeat Buyers • Develop Long Term Relationships • Improve Client Retention • Improve our Strategic Knowledge (White Spacing) • Increased and Name Recognition (Marketing) • Grow Referral Base

8. Expectations

9. Timeline and Milestones – 2012 Q2

10. Next Steps • One • Two • Three

11. Conversation Topics • It’s all about them • Understand their needs • Use their language • What are their priorities (might be different than company) • Educate them with your expertise • Spouse • Children • Siblings • Where do they live • Hobbies • Car they drive • Favorite sports team • Favorite author • Favorite movie • Magazines/Newspapers they read • News websites • Common connections

12. Identify Relationships • Create list of network connections • Outlook • LinkedIn • Facebook • Family • High School and College • Industry Groups • Include Name, Company, Industry, contact number and/or email

13. Meeting Approach • Stop selling, start building relationships • Stop the pitch, start a conversation • Find common ground, not a project opportunity • Don’t set another meeting during the initial contact • Maintain regular contact (how often?) • CRM to track relationships

14. Blue Skies, LLCRelationship Sales Program Contact Email: info@blueskiesllc.com |www.blueskiesllc.com Proprietary & Confidential