1. Building and Using an iWAM Model of Excellence “Mapping the New Landscape of Human Performance”

2. Preparing for the Model "Mapping the New Landscape of Human Performance" 2 Corporate Business Developers C.L. A.M. P.R R.M. K.P. W.B. T.T. B.P. J.M. M.F. H.N. B.A. C.B. R.D. J.R. A.S. M.M. E.F. R.Z. B.C. T.C. F.R. S.M Annual Production (USD) $74,000 $85,000 $89,000 $96,000 $97,000 $99,000 $112,000 $116,000 $117,000 $139,000 $145,000 $146,000 $150,000 $154,000 $156,000 $167,000 $168,000 $189,000 $190,000 $199,000 $201,000 $206,000 $211,000 $239,000 Group Average (USD) $98,333 $153,125 $205,000 1.Designate the group for the model 2.Identify the measures of current performance 3.Administer the iWAM

3. Team Report Used for Modeling "Mapping the New Landscape of Human Performance" High Performers Low Performers Comparative Statistics

4. Developing the Model 1. Select the iWAM patterns that differentiate: a) High vs. Low Performers b) This group from the Standard Group (culture) 2. Code the values into the system 3. Create the Model. "Mapping the New Landscape of Human Performance" 4

5. Business Development Coding 5 "Mapping the New Landscape of Human Performance"

6. Run the Model Report "Mapping the New Landscape of Human Performance"

7. Testing the Model "Mapping the New Landscape of Human Performance" 7 Corporate Business Developers C.L. A.M. P.R R.M. K.P. W.B. T.T. B.P. J.M. M.F. H.N. B.A. C.B. R.D. J.R. A.S. M.M. E.F. R.Z. B.C. T.C. F.R. S.M Annual Production (USD) $74,000 $85,000 $89,000 $96,000 $97,000 $99,000 $112,000 $116,000 $117,000 $139,000 $145,000 $146,000 $150,000 $154,000 $156,000 $167,000 $168,000 $189,000 $190,000 $199,000 $201,000 $206,000 $211,000 $239,000 Group Average (USD) $98,333 $153,125 $205,000 Predictor Score [1-100] 13 25 23 34 6 22 30 1 21 24 31 34 59 41 40 55 60 56 61 94 72 77 90 Average 19 39 73 Low Performer Range 1 - 30 Medium Performer Range 31 - 60 High Performer Range 61 - 99 Std Dev -1$101,392r =0.69 Average/SD$147,708 r 2 =47.30% Std Dev +1$194,024 Correlate the relationship between the iWAM Model Score and the Performance Measure Determine if the Model’s Predictive value is satisfactory If not, make adjustments based on client input.

8. Model of Excellence Personal Report Note: Can add “Developmental Questions” for an interview. "Mapping the New Landscape of Human Performance"

9. Ways to Use the Model l Coach for higher performance l Develop for improvement: Good to Great l Watch the “Clock” (Improve Retention) l Hire for the Top Tier "Mapping the New Landscape of Human Performance" 9