Alliance Best Practice LtdMike Nevin - Managing DirectorOffice - +44 (0)1675 442490Mobile - +44 (0)7766 752350E Mail - mike.nevin@alliancebestpractice.com

Contents1.Who are we?2.What do we do?3.Who do we do it for?4.Why are we different?5.What do our clients think of us?6.What is the proven (auditable) value for our

clients?7.What is our specific experience in your sector?8.Further information

Who are we? - Description Alliance Best Practice Ltd (ABP) was formed as a research

consultancy specialising in strategic alliance relationships. ABP was developed to satisfy the need that many organisations have

to become more structured in their instigation and management of business to business relationships.

The company was founded by Mike Nevin (Managing Director) using open, non-proprietary alliance and partnership best practice standards developed over the last 19 years.

From deep and specific research into over 26,000 identified collaborative relationships ABP was able to discern repeating success factors which appeared critical to commercial success. ABP subsequently spent 3 years validating this research with over 300 alliance professionals to develop a coherent framework for alliance success.

ABP currently has 20 alliance specialists who fulfil assignment work.

Who are we? - PeopleName Location Name LocationMike Nevin UK Ard-Pieter de Man NLRene Causse FR Gilles Lafiche FRGeert Duysters NL Eliane Raymond FRGeoff Barlow UK Siggi Gudergan AUSColin Hoogduyn NL Les Pynn UKNadine Roijakkers NL Joe Debold USASteve Rowe UK Di Tunney UKChris Howells UK Phil Jones UKStephanie Parker CAN Roger Drewes USAPeter Thurlby UK Eric Philpott FR

What do we do? ABP helps its clients to achieve better results from its

collaborative relationships. It achieves this through its ongoing programme of research

which is encapsulated in its unique and extensive benchmarking database.

This database currently contains over 97,000 observations of strategic alliances in action gathered from some of the world’s leading partnering organisations.

Using this knowledge storehouse ABP can not only identify common and recurring critical success factors (CSFs) but it can also advise its clients as to the most appropriate improvement actions based on their current level of maturity and resources.

In short ABP helps its clients use best practices to be more successful more quickly with less risk.

Full List of ServicesResearch Services Alliance Diagnostic Capability Analysis Alliance Benchmarking Annual Report of Best

Practices Alliance Healthchecks Alliance Audits Alliance Executive Forum Online Diagnostic ABP Premium Membership ABP Sponsorship Partner Assessment

Surveys Partner Due Diligence

Surveys Partnership Broking

Consultancy Services Alliance Department

Business Case Production Capability Building Relationship Launch Ecosystem Optimisation Alliance Mediation Relationship Facilitation Relationship Optimisation Alliance Department

Design and Implementation

ABP Shared Services Programme

Relationship Launch Value Chain Optimisation Relationship Relaunch

Training Services Alliance Manager

Training Senior Alliance

Executive Coaching Non Alliance

Orientation Keynote Presentations CAAM Qualification

Training Alliance Manager

Assessments Personal Coaching ABP Best Practice

Toolset Usage

Who do we do it for? Clients A - G Accenture Aenis Air France AirPlus Alcatel Amec AMP Capital ANA Apple

Computer, Inc. Apple Inc Ariba AstraZeneca AT+T Atos Origin Avaya

AXA Bank of

America BASF Battelle Bax Global Bayer

Schering Pharma

BCX BDO Unicon Bearing Point BMI BNP Paribas Boeringer

Ingelheim Bristol-Myers

Squibb BT Retail BT Global

Services

Buckland Austin Business

Objects Capgemini Cardinal Health Carlson

Wagonlit Chordiant Ciber-Novesoft Cognos Computacenter Continental

Airlines CSC Csiper Delaware Dell Deloitte

Delta Disney Dupont EBRC Eli Lilley EMC Epiphany Ericsson Everis Exel Exponent Fontline Fontworkx Fujitsu

Communications GE Capital

Finance

Who do we do it for? Clients G - Z Genesys GlaxoSmithKline GSK

(Healthcare) HP (UK) HP (USA) i2 Technologies IBM (UK) IBM (USA) IBM Global

Services IBS IBS IDS Sheer Intel Intentia ITS

Japan Corporate Bank

Kana KLM Kuehne &

Nagle Lawson. Logica CMG Lufthansa McAfee Micro Focus Microsoft MSG NEC NEC

Computers Nordea Nortel

Northwest Airlines

Oracle Peregrine Pfizer PLM RCC Reckitt

Benckiser Rifcon Rolls Royce SAP (EMEA) SAP (Global) SAP (UK) SAS Institute Scottish Widows Siebel

Siemens AG Siemens

Business Services

Siemens Comms Singapore SSA Star Alliance Starbucks StorageTek TNT Express UBS uLogistics Unisys United Vodafone Xerox

Why are we different? Alliance Best Practice is different because; It owns a unique database of over 97,000 entries which identifies what

approaches leading organisations are employing to ensure partnering success.

It only ever uses tried and tested best practice activities which have already been developed by other successful organisations. This ensures a better quality of solution in less time.

The ABP people are internationally recognised teachers and presenters on the subject of strategic relationships.

ABP uses a ‘client best solution’ approach this means that it will actively recommend other consultants and advisers from its extensive global network if it is in the best interests of the client.

The Alliance Best Practice approach has now been used by over 60% of the organisations in ASAP (the Association of Strategic Alliance Professionals) and by 8 of the 12 founding Sponsors of the association.

What do our clients think of us? “It was the end of a long day and we were all tired but Mike made us sit up and get

involved. It was so good we chose to go on for another 30 minutes rather than have a drink at the bar!” – VP Alliances EMEA SBS

The Workshop presenter (Mike Nevin) just keeps on giving and giving more information, it was absolutely amazing the people he has worked with.” - Alliance Director IBM

“Whatever drug Mike’s on I’d like some! I have never seen an individual with so much energy and passion.” - Alliance Director IBM

“Your feedback scores were the aggregated best out of over 130 presenters at the MPI Forum 2005. We look forward to seeing you again at Davos in 2006”. - MPI Conference Organiser

“You will never be able to write fast enough to get all the good bits down!” – VP Alliances Cognos

Mike was quite happy to talk to me on the telephone after the event. He even gave me a huge number of extra ideas that I could put into practice.” – VP Alliances EMEA Philips

“Mike has the collaboration gene. I mentioned in passing some problems I was having with a partner and within 4 days after the event Mike had introduced me to three relevant people in the organisation – 2 of them who were significantly senior to me but still prepared to take my call.” – Alliances Director Cisco

“I have never before seen a conference leader or facilitator (Mike Nevin) performing that role in such an inspiring, supporting and empowering way - Excellent!” – Feedback Forms ASAP Europe

“I immediately suggested the relationship refresh idea to my global strategic partner and they loved it!” – Alliance VP (NA) Capgemini

What is the value for our clients I?ABP has so far generated over $221 million of new incremental revenue for its

clients since 2002. The Following are some specific examples: “ABP has allowed us access to pragmatic evidence of best practice which has been

crucial in developing the strategic presentations that have guided our development thinking. Knowing the actions, trends, and intentions of our competitors and alliance partners has allowed us to position our alliance strategies to best effect with minimal effort. Early signs are that the incremental revenue generated as a result of this assignment will far outweigh any cost involved to a factor of over 100 to 1 (i.e. over £9m).” – Patrick Nicolet Global Head of Sales and Alliances Capgemini.

“I thought I knew a thing or two about strategic alliances until I met ABP, they take it to a whole new level.” – Dr Ian Shellard Group Head of Global Physical Logistics

“The commercial difference between a systematic strategic relationship in which both parties are truly going to market together compared with a reseller relationship was exponential not incremental for us.” – James Eddo Strategic Alliance Director

“I used the Alliance Best Practice approach in my relationship with IBM. Before I used it the best year I had ever had was €6m. Last year after using the approach we generated €23m!” - Roopa Dhanalal Director EMEA Alliance for IBM BCS

What is the value for our clients II? “It wasn’t until ABP explained the impact that the lack of a strategy

was having that we talked to our partners about it and sure enough the ‘drag’ was considerable. We didn’t even have a sensible document we could share with partners which showed them how we viewed them.” – Juergen Kircher Corporate Planning Director Siemens EN.

“It was essential to have an external expert explain to our partners what best practice represented rather than how we did things in IBM. ABP did this extremely effectively.” – Jim Whitehurst Director ISV alliances IBM.

“In the quarter following the ABP exercise we generated more revenue than in the previous three quarters combined!” – Jeff Gerkin VP WW IBM Alliance Cognos

“We generated an extra £7.5m of non budgeted revenue as a result of working with ABP. If I had known how quick and effective the exercise was I would have done it long ago!” – Lucy Dimes VP Global Strategic Partnerships, BT

Specific expertise in your sector Accenture Aenis Apple Computer, Inc. Ariba Atos Origin Avaya BCX BDO Unicon Bearing Point BT Global Services Business Objects Capgemini Chordiant Ciber-Novesoft Cognos Computacenter CSC Csiper Delaware Dell Deloitte

EMC Epiphany Everis Frontline Fontworkx Genesys HP (UK) HP (USA) i2

Technologies IBM (UK) IBM (USA) IBM Global

Services IBS IDS Sheer Intel Intentia ITS Kana Lawson. Logica McAfee

Micro Focus Microsoft NEC Nortel Oracle (EMEA) Peregrine SAP (EMEA) SAP (Global) SAP (UK) SAP (Japan) SAP (US) SAS Institute Siebel Siemens AG Siemens

Business Services

Siemens Comms SSA

StorageTek uLogistics Unisys Xerox

For further details please contact;Mike NevinManaging Director - Alliance Best Practice LtdWeb: www.alliancebestpractice.com Office: +44 (0)1675 442490Mobile: +44 (0)7766 752350E Mail: mike.nevin@alliancebestpractice.com