1. The NEKIA Business Development Initiative Overview Annual Retreat Scottsdale, Arizona November 19-21, 2003

2. How did we get here? What are we going to do? Where will we go next?

3. How Did We Get Here? 2002 Retreat --- Pondering scenario planning Early Winter --- Exploring industry business development Late Winter --- Establishing legislative campaign & business development task forces Spring --- Combining the two & examining market opportunities Summer --- Establishing priorities Fall--- Figuring out how to implement

4. Purpose---Business Development Enhance NEKIA members’ competitiveness and business development opportunities in a growing and more diverse education market – diversifying revenue streams, – leveraging current programmatic capabilities in new markets, – exploring new types of collaborative and joint venture relationships, – pursuing entrepreneurial opportunities

5. Focus --- Brokering Help members develop new and/or expanded connections to entities which have readily accessible funds related to members’ products and services

6. Targets --- Six Market Segments 1. U.S. Dept of Education--- grants and contracts 2. Other federal agencies---grants and contracts 3. Education market---commercial sales and joint ventures 4. Philanthropies---grants and contracts 5. Investors---venture capital 6. International agencies---grants and contracts

7. Developmental Process --- Five Phases  Phase #1 Collecting Information  Phase #2 Making Introductions  Phase #3 Building Relationships  Phase #4 Responding to Opportunities  Phase #5 Creating New Business Opportunities

8. Developmental Considerations --- Nine factors Compatible with mission? Complement government relations program? Financially viable? Strengthen long-term financial position? Strengthen the potential of new business development? Beneficial to do as a group? Financial or reputational risk? Promote collaboration? Appeal for current and new members?

9. Project Assessment --- Four Criteria Return on investment for Members Return on investment for NEKIA Costs to members and NEKIA Time to start up and implement

10. First Year Activities --- “Starting” Projects U.S. Department of Education: Phase #5, Launch the legislative/message campaign. Other federal agencies: Phase #2, Target specific agencies and use the retreat to introduce contacts. International agencies: Phase #1 Research potential opportunities through a consultant and determine next.

11. First Year Activities --- “Starting” Projects Philanthropies Phase #1, Consider launch in the spring of 2004. Conduct research on trends and begin to make initial contacts. Education market/non federal Phase #2 Consider launch in 2005. Target organizations that can complement NEKIA members’ work in the marketplace. Investors Phase #2 Consider launch in 2005. Conduct low level research on investment opportunities.

12. Operating Guidelines for NEKIA NEKIA will not compete for funds that members would otherwise seek. NEKIA will not favor one member organization over another. NEKIA will provide all of its market/funding information to all active members and allow time during Board meetings for presenting such information. NEKIA will invite all active members to participate in brokering situations. NEKIA will consult with Executive Committee around issues of concern.

13. Operating Guidelines for Members Each member that is actively engaged in promoting the trade association should have equal access to the benefits. Members should continually evaluate and communicate about the process when NEKIA and/or members engage in new collective opportunities. During Board meetings, members will have an opportunity to share potential or real opportunities for collaboration around specific initiatives or proposals

14. Strategic Positioning --- Integrated Work Plan 1.Government Relations: Promote increased investments and favorable policies in relevant federal program areas. 2. Industry Leadership: Strengthen the position of NEKIA and its members in the education knowledge industry. Capacity Building: Increase the capacity of NEKIA members to compete in the education knowledge market. Organizational Development: Improve NEKIA’s operating capacity for long-term growth and diversification.

15. NEKIA Structure --- Flexible and Nimble Small staff Consultants for project specific work Streamline administrative operations Work closely with member organizations Business Development Group Eventual full time position for business development

16. First year funding --- Three Sources Annual Membership Fee NEKIA Communications Pay-as-you-go

17. Launch --- Fall of 2003 The legislative campaign Draft bill language and prepare materials for outreach to Congress and other organizations. We aim to have the bill introduced in the winter or spring of 2004. Other federal agencies & international organizations Use the retreat as the launch. The retreat will involve members’ business development staff and will focus on expanding upon our “shared intelligence” about current and future trends in selected market niches

18. Evaluation --- Ongoing Review by the Board at each quarterly Board meeting. Use the nine factors and four criteria will be used to assess the relative value of our work. Make a decision about the future course in FY 2005 and beyond during the planning process in the fourth quarter of FY 2004.

19. The Legislative Message Campaign Support Champions Partnerships Case Visibility Message

20. The Legislative Message Campaign National Initiative for Knowledge Utilization in Education administered by the US Department of Education. The Initiative will include the creation of a national leadership office, government-wide inter agency task force, national partnership network, biennial report card, $500 million fund