Storyboard Presentation – Unique Customization February 20-21, 2007 / St. Pete’s Beach, FL Nick Hartle Strategic Account Process Manager Greene, Tweed & Co Using Stage-Gate for Strategic Account Management: Identification, Selection and Execution

Storyboard Presentation – Unique Customization February 20-21, 2007 / St. Pete’s Beach, FL Greene, Tweed & Co Nick Hartle Company Description:  Thinking, creating, doing. That's what being innovative is all about. We at Greene, Tweed work with our customers to provide customized, engineered components that optimize their total system.  As a world-class leader in sealing solutions we continue to add products to our portfolio that anticipate our customers' growing needs.  From composites to fiber optic connectors, from seals to thermoplastics - we leverage our expertise in a variety of markets to give our customers the competitive advantage in their marketplace while decreasing their total system cost.  Our global reach combined with local responsiveness ensures that Greene, Tweed's customers remain a step ahead of their competition. Unique Requirements for Product Innovation:  Growth and innovation are critical to Greene, Tweed. Our ability to seek out new niche markets is as important to us today as it was to our founders. We constantly search for inventive and efficient ways to serve our customers, offering complete and comprehensive solutions through local technical expertise in the markets we serve. This foundation of success enables us to offer our customers the inside advantage.  We work at the edge of technology boundaries where extremes of pressure, temperature, vibration, shock, and harsh chemical environments are prevalent.  Our ability to determine, approach and make a great impression with potential strategic accounts is critical to us, if we wish to stay on the leading edge technically, and grow financially.

Storyboard Presentation – Unique Customization February 20-21, 2007 / St. Pete’s Beach, FL Description of Unique Customization of Stage-Gate Process:  Strategic Account Management (SAM) Identification, Selection and Execution “Getting on the field” The methodologies behind selecting the most attractive strategic accounts are well documented. There is also significant information around portfolio management with respect to Strategic Account Management. The project of introducing a new Strategic Account Management process into GT was initiated 18 months ago. Despite extensive research, identifying a robust process for managing the transition from the initial idea for a strategic account through selection of the Strategic Account Manager to deployment of the Strategic Account Team with an executable Plan was difficult. I took an innovative approach drawing on my Product Development background and leveraged the investment GT had made in it’s Stage Gate process. The new SAM process fits well with companies trying to transition from a world of many customers to a world of few strategic accounts. In my experience the decision on which SA's to choose is dominated by sales and too often based on gut feel and personal preference even when complex selection criteria tools are employed. A unique model of the SAM process was developed and created in the Stage Gate tool. Specific deliverables have been created for each stage ensuring a consistent process with a complete audit trail. Clear decision criteria are now used, and understood by all, to drive Greene, Tweed & Co Nick Hartle

Storyboard Presentation – Unique Customization February 20-21, 2007 / St. Pete’s Beach, FL Greene, Tweed & Co Nick Hartle Lessons Learned:  Be creative and investigate as many tools as possible  Keep it simple Team:  SAM Process Manager  IT Stage Gate expert  IT Director support  Sales Director Results:  Consistent global process used by all Businesses - Reduced time to SA Launch  Qualified Opportunity GM $ number arrived at through quantitative work completed by Marketing and Sales with higher confidence levels  Visibility of new potential SA’s across the organization  Staged investment gates  Audit trail of decision points and accountability