New Partner / Associates / 2nd tier Consultants How do we attract the right people to join us ?

2© The Delos Partnership 2006 January 2006 What we do OUR VISION To build a strong reputation for achieving immediate, long-lasting, measurable improvements in our clients’ businesses – a service our clients will be the first to recommend. WHAT WE DO FOR CLIENTS We are a specialist business education, coaching and consulting partner. Our focus is to transform client supply chain and profitability by tackling any or all of the following:  Customer Service levels  Inventory levels  Product costs, and overheads  Culture and behaviours. We search for practical, simple, radical ways in which clients can always add value to their customers. This will require changes in systems, processes and culture.

3© The Delos Partnership 2006 January 2006 What do we do as Delos Education at Management level: Public Private Workshops Consulting and Support to Companies Companies in their journey to excellence Companies implementing new processes Companies of certain size and sectors On Topics: Supply Chain Management CRM and Demand Management Innovation Management Data, Information Knowledge Management Performance Measures Systems Integrated Process Management (IEL)

4© The Delos Partnership 2006 January 2006 What do we do as Delos (2) Running an making a non stop cycle of:  Education (Public courses initially)  Inspiring new projects or implementation of new ideas  Supporting and coaching (consulting ¿?) on those projects  Education in company, by private courses and workshops  Gaining reputation by obtaining results in our clients  Using this reputation to attract the best people as associates or partners

5© The Delos Partnership 2006 January 2006 How to make it attractive Being an European team sharing long experience and knowledge Keeping successful relations with important accounts all over Europe Being a small, selected group making profit individually and as a group Putting interesting material and experience together to win customers Differentiating ourselves among the mountains of similar consulting companies/groups Specializing in future profit generating topics and winning clients Specializing in sectors with future and growth

6© The Delos Partnership 2006 January 2006 The Delos Model For Business Integration Innovation Innovation Vision Strategy Prioritisation Prioritisation Demand Support Supply

7© The Delos Partnership 2006 January 2006 Lean is elimination of waste Run Set up Set up Receive Suppliers Inspect Store Pick Set up Set up Queue Inspect Operation 10 Queue Set up Set up Run Operation 20 Inspect Store Queue Inspect Store Customers Operation 30

8© The Delos Partnership 2006 January 2006 The Core Measures and Financial Effect

9© The Delos Partnership 2006 January 2006 People Values TraditionalNowFuture Process problems Not my jobOwnershipAccountability Management Style SuperviseFacilitator/ Team Leader Coach Working Style IndividualTeamEmpowered Teams Training and Education Non-existentLuxuryNecessity KnowledgeIgnorantUnderstandsExpert Attitude to People LiabilityCostAsset

10© The Delos Partnership 2006 January 2006 The Delos Partnership What we offer: Assessment Excellence against our unique checklist Public and in-house tailored courses covering all aspects of Business Management including simulations Consulting and coaching on all aspects of business and supply chain management Particular expertise in process improvement for:  Integrated Enterprise Leadership (Sales & Operations Planning)  Sales Forecasting and Demand Management  Strategic and Operational Procurement  Enterprise Systems/ERP implementation support Strong experience in major industries:  Pharmaceuticals  Aerospace and Defence  Chemicals  FMCG

11© The Delos Partnership 2006 January 2006 Assignments IndustryAgrochemicals WhereSwiss HQ – global manufacture and distribution ObjectiveImprove service and availability, and move away from being operationally excellent to more customer focussed – develop customer focussed supply chain. How carried outLean and agile workshop and follow on consulting days ResultIdentification of savings of $3.5m of inventory and operating expenses plus significant reduction in lead times

12© The Delos Partnership 2006 January 2006 The Delos Core values We are passionate about improving our client’s performance forever We are realistic in our plans aims and objectives We listen, we learn, we improve all the time We are honest, open and truthful in what we think, say and do INSIGHTINNOVATIONINSPIRATION

13© The Delos Partnership 2006 January 2006 Delos Strategy Innovation of thought leadership concepts Client relationships That support unhesitating recommendation Expand and grow through geography and product development Deliver consulting, coaching And education that makes our clients excellent Develop new courses in all areas of the Delos model, which will Support clients goals for success Develop consulting and coaching skills and services, that will improve Client success To develop and grow the business under the Delos Brand Through licensing opportunities To develop and grow the Delos Brand so that it becomes Internationally recognised as A force for thought leadership In business support To have a continually growing list Of clients prepared to provide us With quotes on our excellence To build up A list of clients In chosen industry Sectors, who are globally recognised names To establish new clients in sectors And countries not previously Dealt with each year that contribute 10 % of annul revenue To demonstrate Brand recognition Amongst 10 % of potential Clients Deliver courses Which clients Consider excellent [4+] Get feedback from Consulting clients Which supports The conclusion that we Achieved their aims and objectives. To establish clients That will reference Us on our website in new Sectors and industries To gain association Of our brand name With clients [“Boehringer recommends Delos” To add at Least 2 new Courses Per annum to our portfolio To acquire coaching Expertise in countries Outside our current Sphere of activity [Europe] To acquire 1 new licensee Per annum To make the Delos Brand recognised In each country Innovation, Inspiration and insight in pursuit of clients’ perfection

14© The Delos Partnership 2006 January 2006 Offer to potential new members – what is the benefit to them - Working in a Team to help and support each other Act global but think local, you got the network and the opportunity for it Harmonised and professionally set up Marketing, Branding, Webpage and communication (Books, Articles, etc.) Great split between independent work and shared activities Bigger opportunities to catch that you can not apply for alone (or in a very small organisation) References and Case Studies to build on Existing clients and international contacts Selective co-operation/membership options existing Licensee, Associate and Partner Existing product portfolio on top of the individual Consultancy approach (Assessment, IEL, LEAN, Courses, etc.) Marketing Support and Budgets available Customer ownership and Bonus System (10% turnover for customer owner)

15© The Delos Partnership 2006 January 2006 What group of people do we target? PARTNERS Max 2/3 Partners per Country Management experience on Senior Level Individuals or small Business with at least basic Consultancy Experience Network they bring is more important than functional background (split between Sales and delivery if needed) Ideally starting with a project to ensure coverage for the first challenging months / year Willing to spend the majority of their time for building and evolving Delos LICENSEES / ASSOCIATES Functional Experts as Associates Part time available to Delos Experiences in the field of teaching / coaching / training, etc as Licensees

16© The Delos Partnership 2006 January 2006 What is the structure to bring them into? Joining through Licensee or Associate before becoming a Partner or 6-9 months Probation phase to ensure both sides are happy Maximum no. of Partners across the organisation to ensure flexibility, control and appropriate decision process Amended Meeting structure with fixed Agenda  Bi-monthly Partner Meeting half day strategic topics (Brainistorm, decisions, etc.), half day Client value add Agenda topics, half day progress review (for discussions).  Clear Ownership of topics and discipline on Agenda  Changed location incl. Customer, Market or Representative Agenda topic (to understand the specifics of the market better)  1 Evening Event (not necessarily a Dinner) Idea!!!  Regional split and ownership for support (i.e. UK/Ireland, South/West Europe, Central Europe, South/East Europe)  All Partners have always equal rights / shares but maybe some decisions could be done by 2/3 majority voting

17© The Delos Partnership 2006 January 2006 List of Topics from Last Partner Meeting Volume&network effect, support, opportunities Shared Values, a community Shared business model, consulting and teaching material, Know how  How can Delos support you to become more successful / earn more money  Great business model how can this be leveraged in the market Fun, pleasure lifestyle  How do we run our meetings and how do we build the team; are we a team?  What do we share outside of business Branding, common offering, proposition  References to build the Branding, you do not need to start from scratch  You do not need to maintain and build your own one, costs are shared Pan European, international project  Act global but think local, you got the network and the opportunity for it  You got the opportunity to run for bigger businesses and compete with the bigger guys Stronger together than alone  The big benefit  Calculation to show how the investment (plus the 14%) pay off  Several options of how to join Delos, what are they and what do they mean? Organisation simplicity  How can we maintain it with more Partners  List the benefits of it to make it transparent