Master slide deck for sales.

1. A Business Revolution Calls for a Management Revolution Ed IsraelVP Sales 503.720.0912Kelly FergusonVP Marketing 206.300.7220 July 27, 2011

2. Who We Are Creators of the A Fully Integrated and Closed-Loop Framework to Drive the Proactive and Disciplined Execution of Routine Work and Initiatives

3. What We Do Guide leadership teams through the customization and installation of a Management System that dramatically improves business results

4. Mass Ingenuity Vision, Value Proposition and Customer Benefits Vision Every Opportunity, Every Employee, Every Time Value Proposition We build a direct connection between what leaders envision and what employees deliver Customer Benefits Improve customer experience Accelerate growth Reduce costs

5. Why Do We Call it the NOW ManagementSystem? The NOW Moment When an employee encounters an opportunity to make a “YES” decision and take action that will move the business toward its goals TIME

6. ManagementMust Enable Responses to the NOW Moment Every Time Every Employee Every Opportunity

7. 7 Stages of YESability 7. Own the Solution TOLD PERMITTED EXPECTED 6. Own the Problem 5. Take Initiative 4. Suggest Solutions 3. Voice Opinions 2. Understand Orders 1. Follow Orders

8. Management’s work must be complete before the NOW Moment arrives

9. What Management System Does Your Organization Use To Enable NOW Moments? An effective management system needs to: Visually tell every employee how your organization must execute on its: Routine Work (Fundamentals) and Strategic Initiatives (Breakthroughs) Illustrates the enterprise-wide core processes and sub-processes Clearly define the top priorities and strategic initiatives Drive transparency and accountability Tell you in near real-time when a major process or initiative is trending into trouble Improve customer experience, reduce costs and accelerate growth

10. Improve Customer Experience Reduce Costs Accelerate Growth FUNDAMENTALS Routine Work BREAKTHROUGHS Strategic Initiatives 7-Step Problem Solving Quarterly Target Reviews

12. Client Testimonials “By implementing the Mass Ingenuity management system, we have achieved across-the-board results beyond anything we had imagined.” — CEO and Dental Director, Third Largest U.S. Dental Group “The Management System visually proved to prospects and customers that we were the right supplier for them. The results were priceless!” — Co-founder and CEO of Electronics Company "If I could go back, I’d have implemented a management system framework before investing in lean.”— State Government Deputy Director

14. During a company-wide hiring freeze for the prior 9 months

15. A manufacturing company leveraged their Management System as a sales tool to win business nationally and to hire top talent

18. Typical Client ROI Clients investment is typically returned in 18-24 months Ongoing year after year improvements are achieved at a very significant level As evidenced by Permanente Dental Associates

19. Dentist Turnover Dentist Idle Time Time to First Appointment Time to Appointment Outcomes vs. Plan Process in Control Dentists Engaged in Research Employee Engagement Dentist Engagement 21% 9% +46% +68% +22% -46% -41% -50% -20% Concern for Patient Comfort Permanente Dental Associates 2008-2010 +14%

20. The Situation Our business and economic revolution calls for a management revolution Yet, most organizations lack a management system to: Accurately inform employees at all levels about their business performance Informs employees where and how to make improvements

21. “This economic crisis doesn’t represent a cycle. It represents a reset. It’s an emotional, raw social, economic reset. People who understand that will prosper. Those who don’t will be left behind.” Jeffrey Immelt, CEO, General Electric

23. Yet, management processes receive the least attention and, generally, are very undisciplined

25. Quotable Quotes “84% of the errors, inefficiencies, problems, etc., derive from the system and 16% are due to variations in individual performance.” -- W.E. Deming “Pit a strong performer against a bad process and the process will win almost every time.” -- Rummler & Brache “A leader is someone who helps improve the lives of other people or improve the system they live under.” -- Sam Ervin

26. The Era of MASS CUSTOMIZATION The Era of MASS PRODUCTION The GREAT RECESSION www 1920 1930 1940 1950 1960 1970 1980 1990 2000 2010 2020

27. COMPLICATION NOW THEN High Customization Low Cost High Volume Low Cost

28. THEN NOW DRIVER Managerial Hierarchy Customer Need ORGANIZATION Functional Process Centric DECISIONS Centralized Decentralized IMPROVEMENT Big Ideas Micro-Improvements USE OF DATA Management Everyone PROBLEM SOLVING Ad Hoc, Intuitive Standardized, Fact Based SPEED Slow Fast

29. Additional Complications High waste and costs Low employee engagement Poor customer experience Low transparency Low line of sight and accountability Slow growth

30. Eliminating the Sins Unclear Direction No Line-of-Sight Unclear Accountability Inconsistent Language Poor Issue Transparency Inappropriate Resources Inadequate Tools/Skills 7 Deadly Sins of Management

31. C O N C E P T S Eliminate Fear Reduce Variation Pursue Constraints

32. Digital Natives Grew Up in the NOW Social Good Total Transparency Work/Life Integration

33. Social Media Sets a new standard for ACCESS Makes the conversation that has been going on anyway, public

34. Cloud Computing Transforming theCOST of turning data into information The CLOUD

35. OUR ALIENATED WORKFORCE Actively Disengaged Engaged 18% 33% Not Engaged 49% SOURCE: Gallup Consulting Failing Miserably

36. Ideas Implemented Per Employee Per Year 70 60 50 40 30 20 10 0 Toyota Motor Company General Motors BANKRUPT 1 idea every 7 years 7 June 1, 2009 Filed Chapter 11 1983

37. Micro-Ingenuity and Micro Economics An idea that saves: $2.00 In a process done each day: 10 times By others who do the same work: 12 colleagues Who work each year: 260 days $62,400 savings

38. HIGH-ENGAGEMENT ORGANIZATIONS ABSENTEEISM TURNOVER (low turnover org.)TURNOVER (high turnover org.) SHRINKAGE SAFETY INCIDENCES QUALITY (Defects) CUSTOMER RATINGS PRODUCTIVITYPROFITABILITY -37% -49% -25% -27% -49% -60% +12% +18% Difference Between Top and Bottom Quartile Performance +16% SOURCE: Gallup Consulting

39. ORDER FREEDOM People know how to seize opportunities and solve problems People understand and respect the way the organization functions T R U S T

40. a count ability …skills to do the job …skills & resources to solve problems …authority to take action …to count …to number …to measure

41. Improve Customer Experience Reduce Costs Accelerate Growth FUNDAMENTALS Routine Work BREAKTHROUGHS Strategic Initiatives 7-Step Problem Solving Quarterly Target Reviews

42. PLAN Organization WORKING IN THE BUSINESS WORKING ON THE BUSINESS Strategy Map℠ Department Fundamentals Map℠ DO DO Corrective Action Breakthrough Check In Outcome and Process Scorecards Breakthrough Plan Individual ADJUST ADJUST Monitor Monitor FUNDAMENTALS BREAKTHROUGHS Quarterly Target Reviews Routine Work Initiatives CHECK ©Copyright 2011 Mass Ingenuity

44. Connect every employee with clear accountability

45. Transfer skillsand authority to act to those who do the work

46. Create complete transparency about performanceNOW Fundamentals Map℠

48. Communicate rationale, dependencies and risks

49. Set realistic expectations in line with available resources

50. Create complete transparency about initiative performanceNOW Breakthroughs Map℠

52. CUSTOMIZABLE TO MEET ORGANIZATIONAL NEEDS PERSONAL PAGE FOR EVERY EMPLOYEE UP & DOWN LINE-OF-SIGHT FEATURE: Landing page for self-managing performance FEATURE: One-click line-of-sight and transparency VISIBILITY TO MAJOR BREAKTHROUGHS FEATURE: Customizable templates to match identity FEATURE: Major initiative performance transparent INSTANT ACCESS TO KEY DOCUMENTS FEATURE: One-click access to documents that define the organization’s direction REAL-TIME PERFORMANCE DATA FEATURE: Real-time visibility of key-accountabilities performance SEARCHABLE KNOWLEDGE BASE FEATURE: Quick access for every employee to information they need to take effective action CALL TO ACTION AUTOMATED FEATURE: Below-expectation performance highlights call to action/escalation triggers automatically notify management FULL PRIVATE SOCIAL MEDIA FEATURE: In-company social media suite to facilitate NOW action including the full compliment of common social tools including company blogs INSTANT PROBLEM SOLVING SUPPORT INSTANT ACCESS TO ANYONE AND EVERYONE FEATURE: Instant click through to creation of a 7-Step plan for corrective action FEATURE: Private “tweeting” to everyone in the organization or to select levels, teams or departments ELIMINATE FEAR REDUCE VARIATION PURSUE CONSTRAINTS INSTANT ACCESS TO TEAMMATES FEATURE: Private “tweeting” within the user’s team CLEAR VISIBILITY OF TASKS COMING DUE CALL TO ACTION WHEN TASK PAST DUE IMMEDIATE ACCESS TO PLANNING TOOLS FEATURE: Task engine delineates individual accountabilities on Breakthrough initiatives FEATURE: Past-due tasks are highlight in bold FEATURE: One-click access to common planning tools

53. Quarterly Target Reviews:Transparency in Measuring Progress Discipline, accountability; need for action reinforced Facts are out in the open to deal with reality Constraints to goals are clear People prepared and motivated to take effective action Complete visibility of the organization’s performance Accomplishments recognized Opportunity to learn the business and expected behaviors Quarterly Target Reviews

54. Understand the SHIFT from THEN to NOW Inspire Change with a Shared Vision ACCESS TO DATA Create the NOW Mindset Quit Bossing & Start Teaching Leverage the Game Changers Eliminate the Fear Social Media Cloud Computing Millennial Mindset Build Total Transparency through Quarterly Target Reviews ConnectEVERYemployee through measures they can impact Achieve real Breakthroughs Institutionalize a common method for Problem Solving

55. Leadership Team Aaron Howard President and CEO John Bernard Founder, Chairman and Author Ed Israel Vice President of Sales Kelly Ferguson Vice President of Marketing

56. Addendum [Optional section to be customized for each reseller or VAR, if applicable, or deleted.]

57. Sales Targets All industries – experience in both private and public sector All company sizes Need executive level client access High level strategic sell CEO sponsorship is vital for an enterprise-wide Management System Factors that impact pricing (typically project price) Client revenue and number of employees Operational complexity

58. Pricing Examples Current sales range in total from $150-500,000 Price driven by primarily by organizational size Small <500 employees Medium <3,000 employees Large >3,000 employees Example of anticipated sales for small-medium-large organizations Fundamentals Map only: $100,000-$175,000-$250,000 Breakthroughs Map only: $100,000-$175,000-$250,000 Full NOW Management System: $500,000-$1MM-$1.5MM Breakthrough Projects: $50,000 to $250,000 each

59. Pricing Variables Factors that impact pricing Client revenue and number of employees Operational complexity Project fee (preferred) or time and materials Pricing is subject to reseller’s discretion Sales cycle time varies from 3-12 months Sales process is very relationship oriented with senior executives

60. Joint Value Proposition [Placeholder to be customized for each reseller or VAR, if applicable]

61. Go To Market Strategy Conduct series of sales training webinars The basics Lead generation to closing process Advanced concepts and reinforce all prior material Start with Advisory Council as early as 8/01 Send sales kits and map examples in advance One-on-one access to Kelly and Ed for whatever support is needed Conduct initial webinar for early stage prospects Mass Ingenuity is available to participate in joint sales calls for qualified prospects Target: At least three engagements valued in aggregate at $500,000

62. Sales Process Identify potential companies from your contacts Assess interest If interested, contact Mass Ingenuity for proposal and sales assistance Maintain shared relationship (reseller and Mass Ingenuity) Receive normal commission on award redemption

63. Benefits for Reseller Sales Force Get in on the ground floor Be ready to capitalize on book release (Dec. 6) and intense national PR campaign Management System applicable to all size organizations, industries and sectors Diversify your offerings Strengthen client value add and relationships Drive increased revenue and commissions Short term revenue and long term annuity

64. A Great Marketing Opportunity! BUSINESS AT THE SPEED OF NOW Fire up your employees, thrill your customersand crush your competitors By John Bernard In Bookstores December 6, 2011 “Practical. Useful. Inspiring. Managers and leaders who want to engage the hearts and minds of every employee will find all the tools they need in the pages of Business at the Speed of Now.” -- Marshall Goldsmith,million-selling author of MOJO and What Got You Here Won’t Get You There