I. INTRODUCTION
 My Charge
 Philosophy
“The strong take from the weak, but the
smart take from the strong.” – Pete Carril

II. OVERVIEW
 Four Step Process
Step 1. Discovery (First 30 days)
- Data collection, culture, look, listen, learn
Step 2. Analysis (First 30 days)
- Evaluate findings, organization’s historical performance,
market place, ID current “place” in market
Step 3. Recommendations (First 60/90 days)
- Develop vision for future
- Develop Business Plan and Strategy
- Identify and prioritize initiatives
- Project time line for implementation
- executive briefing
Sep 4. Implementation of Recommendations
- six month
- 12 month
- Five year
- Ten year

III.
STRENGTHS/POSITIVES
 Family
 Profitable
 Fast Growth
 Huge opportunity
 Elite Brand
 91
 LaxFest
 Events/Recruiting
 Passionate, energetic, hungry, competitive
 Strong staff
 Coca-Cola Analogy
 Not just 91
 Not just lacrosse brand
 Can do more, which ultimately can increase revenue

DID YOU KNOW?
 Staff Growth
○ 2010 = roughly 225 employees
○ 2015 = projected over 1,300 employees
 Event Growth
○ 2010 = 2 tournaments / 200 teams overall
○ 2015 = projected 13 tournaments / 1,100 teams overall
 Participants Growth
○ 2010 = over 4,000 participants overall at events
 Club teams = 12 teams (91 only)
○ 2015 = approx.. 30,000 participants overall
 Club teams = 68 teams (91, 91 Girls, Empire, Hurricanes, Tri-State)
 DLT/Headliner Clinics
○ 2007 = $32,000 revenue
○ 2014 = $300,000 revenue
 (New 2015 Business) Empire/Fall Classic/Hurricanes
○ 2015 minimal revenue expectation $825,000 (gross)
 WE’RE A STEP AWAY FROM BEING A $5 MILL. COMPANY

IV. CHALLENGES
 Personnel
 Understaffed
 Concern about intensity & amount of energy it takes to run day
to day operations
 Finance Operations
 $3 Mill. company without bookkeeper
○ Ray : has Bobby and Mel – only job is to manage financial
accounts, not getting new business, manages books
○ Mel does as good as she can do, 8-10hrs/week, we love her, but
reality is we need more
 Functionality
 Business Philosophy
 Maintenance
 FRAGILE

A) PERSONNEL
 “Hit by bus” theory
 Efficiency
 Burn out - spread thin
 Lack of defined roles
 Professional work environment
 Professional Growth
 Need for management and leadership
 Accountability

B) FINANCE
 No point person for finance
 No defined overarching budget
 No defined individual budgets
 No DSM budget
 Lack of procurement process
 Inefficient / confusing
 lack of accountability/transactions
 # of bank accounts

C. FUNCTIONALITY
 OFFICE SPACE - TRUCK STOP -
boundaries
 Website/online presence
 Office supplies
 Privacy
 IT Support
 Phones
 Professionalism

D) BUSINESS PHILOSPHY
 REACTIVE management vs. PROACTIVE
management
 No VISION Statement
 Ask 6 guys what the vision statement is, you’ll get 6
different philosophies/goals/answers
 No MISSION Statement
 Defined Core Values
 Need for Business Development Strategy (non-lacrosse)
 Goal Setting
 Evaluations
 Accountability

E) OTHER
 Branding
 Marketing / PR / Social Media
 Maintain current trajectory at current
commitment of operation:
 Funding, Staffing, etc.
 Diversity brands/departments/business -
Coca-Cola Analogy

V. ANALYSIS
 Finances
 $3.5 Mill. company with no dedicated
manager of the accounts
○ ex. Bobby and Mel
 Issue
○ Lack of Dedicated book keeper
 Inefficiency = less $$ in your pockets

C) BELL CURVE
 Plateau
 Decrease
 Increase
 Avoid professional, personal, financial
(potential) growth plateau
 Areas of Fragility
○ Venue loss
○ Competition investment
○ Be proactive
○ Re-investment in organization
○ Hit by bus / burn out
○ 91 vs. DSM

BUSINESS GROWTH
TIME

D. BUSINESS
DEVELOPMENT
 Active strategic plan for business
development
 What's the plan?
 What's the goal?
 LI Company vs. National?
 Diversity of business plan
 Difference between growing business vs.
making money
 Find a focus point for growth

E) WHAT WE ARE vs. WHAT WE
CAN BE
 Small Business vs. Major Thriving Corporation
 Do what makes you happy
 Do what makes you money
 Identify who we are…. Lax and/or other ventures
Maintain - $
Scale - $$
Sell it - $$$
$ = money invested and money earned
Do you know what this can be?!?

F. WHO are YOU?
WHAT do you WANT to be?
 Team 91?
 Sports management business
operation?
Make a decision and go!
What’s next? Next Steps…