1. February 20th, 2008 2008 OE Business Plan

2. 1 Background OE intended to be self-funding marketing program: -Lightning rod for new clients -Entry-point to Lean Six Sigma, SSA -Opportunity for SSA to understand client’s business needs, describe application of LSS to support business goals (upsell) Clients continue to use OE Program as: -Toe in the water – testing LSS to better understand fit & function -Training program –either to supplement in-house training (larger clients), or as their LSS training program (e.g. Covance) -Provides flexibility to out clients … but a little skewed form our intention to use OE as “lead generator” Program Performance: -Stabilized at about 100 students/year High-mark in 2003 – 211 students – significant Executive/Champion attendance -Approximately 75% of students in 2007 were from existing SSA clients Indication of strong brand – reflection on instructors/program But not a significant portion of new clients – contrasted with purpose of program -Upsell conversions in 2007: Kroger, Qualcomm

3. 2 Conferences MD Sales Calls Company Initiative (17%) Webinars Web/E-Mail (3%) Gold Belt MBB DFSS Upsell (Deployments) ≈75% SSA Clients (OE or Deployment) 77 students $945K 25 students $398K 4 students $42K Kroger $120K Qualcomm $50k Modec, OI, UST, Voith, IPSCO, Covance? Other (6%) Existing Clients/Referral (74%) 106 Students, $1.4M Revenue OE 2007

4. 3 2008 OE Program goals 1.Focus attention o different ways to generate leads: -Target & attract new clients from new sources -Double performance from 25 to 50 (including Int’l) 2.Double number of upsell conversions from two to four –Experiment with more "entry-level" products –Work to deliver greater business impact (more client visits) 3.Establish foundation fro growth: -Leads coming into program (front-end) -Establish upsell process -Develop foothold in Europe of a repeatable program 4.Develop a better understanding of OE market and competitors 5.Use OE to develop & test modules for Business Belt

5. 4 2008 Business Plan 1.Establish universe of new leads: -E-Mail advertising campaign: Microcosm of SSA&Co. marketing approach Identify target vertical industry sources for e-Mail and/or advertising – new leads Expand our LSS marketing sources (e.g. ISSSP) – to sustain & refresh LSS leads Anticipate cost somewhere in the $25,000 range -Establish different or additional “entry point” for new clients Gold Belt is only practical offering at this time for new clients Consider developing: - Short on-site overview/introductory session (1/2 day to 1 day) - Green Belt/Yellow Belt offering – small regional classes? - SPM? -Webinars – Establish procedures to capture and act on leads generated through external Webinars delivered by SSA. -Conferences – target and attend conferences to increase and qualify leads – including initial contact in UK. Anticipated cost: $25,000. -Phone campaign – Extend Leslie’s trip to UK to assist Ian in contacting European leads to generate interest in SSA’s OE UK program.

6. 5 2008 Business Plan Continued … 2.Plan to increase upsell conversions: Volume: increase leads coming into program (item 1 above) Personal contact with Belt/Champion at client site – Listen & learn clients’ needs, position our services accordingly 3.Establish foundation for growth: Momentum – investments in Webinars, Conferences, e-Mail campaigns increases population of prospects for 2008 and beyond Invest in some on-the-ground support to launch Europe GB program Learn from upsell experiments/experiences in 2008, revise to improve 2009+ 4.Develop a better understanding of the OE market/Competitors: Tylar as central clearinghouse for all market and competitor information Engage team to follow-up on (research) leads on competitors/market info. 5.Use OE to develop & test Business Belt modules: Crawl – Identify and develop 2-4 key business belt modules – offer as optional add-on days at no cost to Gold Belt students. Walk – Include in Gold Belt program offering going forward at a fee (TBD) Run – likely 2009 – develop Business Belt as a stand-alone offering

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