1. © Solution Selling, Inc. 2009 | PAGE 1www.solutionselling.com Key Players List: K-12 Example (District Roles) Key Players (Job Title) Potential Pains Grant Administrator / Director  Difficulty managing multiple grant projects  Potential risk of missing out on grant opportunities  Potential risk of non-compliance through inefficient reporting CFO / Superintendent of Finance  Difficulty understanding the guidelines of purchasing using stimulus money  Unaware of how to use existing programs (i.e. US Communities) to make purchases with stimulus money  High costs of ownership / doing business  Rick of exposure due to non-compliance on contracts  Decreased funding Curriculum Director  Unable to comply with state teaching standards  Unable to provide advanced curriculum to students  Difficulty providing the right resources to teachers  Challenges meeting requirement s of federal grants / programs (i.e. no child left behind) Title 1 Coordinator  Difficulty interpreting how to allocate funds  Potential risk of non-compliance through inefficient reporting  Improper use of funds (supplanting) Facilities Director  Difficulty meeting the various needs of the school immediately (i.e. furniture, maintenance, equipment, etc)  Challenging to determine which furniture will be used throughout the school  Increased pressure to use products that are “green” Director of Technology  Unable to provide technology to improve teaching and learning  Unable to support new / existing technologies  Difficulty delivering technology within timeframe and budget Secretary / Bookkeeper  Difficulty completing workload  Challenging to prioritize time associated with handling employees, parents, students, and other outside resources  Difficulty keeping up with changing systems  Increasing costs of supplies for schools Procurement Director / Business Director  Difficulty deciding on how and where to cut costs  Challenges driving compliance  Increased costs of managing multiple contracts and conducting bid process  Inefficient use of funds Director of Accounts Payable  Difficulty managing campus / department level receivers  Spend too much time managing multiple vendors and invoices Buyer  Challenging to keep up with managing multiple product categories  Difficulty keeping up with internal requests of end users

2. © Solution Selling, Inc. 2009 | PAGE 2www.solutionselling.com Key Players List: K-12 Example (Site Roles) Key Players (Job Title)Potential Pains Principals  Increasing student enrollment with declining teachers (ratio of teacher / student is too high)  Poor teacher quality (professional development)  Declining school reputation / community support  Not achieving fund-raising goals  Not achieving desired student achievement Teachers  Poor student achievement  Unable to achieve desired professional development  Unaware of approved procurement process  Difficulty completing workload  Lack of expertise relative to delivering elective / fine arts curriculum Secretary / Bookkeeper  Difficulty completing workload  Challenging to prioritize time associated with handling employees, parents, students, and other outside resources  Difficulty keeping up with changing systems  Increasing costs of supplies for school

3. © Solution Selling, Inc. 2009 | PAGE 3www.solutionselling.com Pain Chain®: K-12 Example Job Title:Procurement Director / Business Director Pain:Inefficient use of funds Reason A: Spending too much on supplies for schools Reason B: Spending too much time and money processing invoices from multiple vendors Job Title:Procurement Director / Business Director Pain:Inefficient use of funds Reason A: Spending too much on supplies for schools Reason B: Spending too much time and money processing invoices from multiple vendors Job Title:CFO/ Superintendent of Finance Pain:Decreased funding Reason A:Inefficient use of funds Reason B: Unaware of all grant opportunities Job Title:CFO/ Superintendent of Finance Pain:Decreased funding Reason A:Inefficient use of funds Reason B: Unaware of all grant opportunities Job Title:Secretary / Bookkeeper Pain:Increasing costs of supplies for schools Reason A:Buy from most convenient vendor which may not be the best price Job Title:Secretary / Bookkeeper Pain:Increasing costs of supplies for schools Reason A:Buy from most convenient vendor which may not be the best price Job Title:Director of Accounts Payable Pain:Spending too much time and money managing multiple vendors and invoices Reason A:Teachers are choosing items from favorite catalogs but may not be best price Job Title:Director of Accounts Payable Pain:Spending too much time and money managing multiple vendors and invoices Reason A:Teachers are choosing items from favorite catalogs but may not be best price Job Title:Teachers Pain:Unaware of approved procurement process Reason A:Lack of resources and knowledge relative to process Job Title:Teachers Pain:Unaware of approved procurement process Reason A:Lack of resources and knowledge relative to process