HEED S.A.L. | Introduction 1

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Business Development

Presentation

HEED S.A.L. | Introduction 2

Introduction

Our society has become so results driven and oriented where everyone is looking for the quick fix, which in turn produces a lack of quality and depth, accordingly heed came on the 1

st of January 2011, to fruition through the

experiences and mentality of the founders.. With our solid experience and understanding of our society and the way of selling, we came with our mission and through our Business Development Performance System (BDPS) to bridge the gap and go all the way to be the catalyst in changing the sale approach in the MENA region.

Philosophy Heed, “to pay close attention to”, our name embodies the philosophy and approach that runs through the core of our organization and program. We listen, without judging, since the moment we judge we stop listening. At Heed, we assist companies in having an on-going increase in their business development and sales performance and driving tangible results. Our modular systems have been carefully crafted and developed with the intention of tapping into and unleashing the ocean of potential within organizations on the macro and the micro level.

“It’s not possible to discover the ocean unless one is willing to lose sight of the shore.”

Approach and Methodology

At Heed we work in tandem to understand your challenges, and objectives while maintaining your culture, and upholding the ideals and vision that your company embraces. We follow the process consultative approach with a buildup-breakthrough flywheel model to insure consistency and coherence until we guarantee the success of the project execution. Partnering with Heed will commence by conducting a detailed analysis, through identifying your challenges, measuring every internal and external sales factor while having a thorough understanding of your objectives. This process is performed on a research analytical base and conducted in a project management plan timeframe, while leaving no stone unturned. This goes beyond assessing your sales performance, to widen the

scope and evaluate scientifically your sales organizations with an eye toward developing a bespoke performance system.

Introduction & Purpose

Introduction

Philosophy

Approach Buildup Breakthrough Flywheel

Chinese Bamboo

Solution Formula Explanation - Customer Segmentation

Strategy

Mapping Process

Conclusion Sales Strategy

Plan Phase I

Phase II

HEED S.A.L. | HEED Business Mission 3

HEED Business Mission

Every company has a mission and a story to tell — about its history, its vision and its key people. The mission must be more than an aspiration to sell more products and services.

It is really the core statement about why you are in business, what “valuable formula” will distinguish you from your competitors, and how do you relate to your customers and

employees. This narrative is important information to ground you and the reader in introducing the company.

HEED was founded in 2011 with a sole purpose to assist organization in having an on-going increase in their sales performance through changing, developing and refining the way of selling.

Mission Heed assists organizations in having an on-going increase on their sales performance.

Vision Heed envisages being the catalyst in changing the culture within the sales approach in the MENA region.

Objectives HEED 2012 overall objectives:

Build to Last: Develop a structured replicable process in order to build upon the fast growth of HEED. Develop a complete team well experienced to be a prototype for replications. A team builds from a PM and two research analytical associates. Deploy four successful projects or at least be engaged with four.

HEED S.A.L. | HEED Business Mission 4

SWOT analysis SWOT analysis is a strategic planning method used to evaluate the Strengths, Weaknesses, Opportunities, and Threats involved. It involves specifying the objective of the business venture or project and identifying the internal and external factors that are favorable and unfavorable to achieve thus we have a clear picture to set the strategy accordingly.

Strength

100% successful stories for different clients in different growth

stage.

Renewals of clients

Low cost of developing the program since it is development

internally by the team while executing for the clients

Structured management culture and mentality.

A unique selling opportunity in having a completing structured

performance system not only training or coaching or any non-

structured consulting program. And this difference is crucial.

A good knowledge and feel of the Lebanese market (target market)

as well as the program

Beirut central district office location that gives better image for the

company

High quality service embodied in the culture as well as the project

mentality.

The young energetic team

Weaknesses

The lack of potential prospect clients in the pipeline

Vulnerable financial funds

Low investment in marketing

No accreditation or international franchised system

Program is not ready to be deployed at large companies

Program difficult to be replicated

Opportunities

Sales is the back bone of companies, all need to further develop it.

The program is New to the market

The trend into going to structured program and implementing

structured methodologies in the organizations will work on our

side as USP (unique selling proposition)

Not much direct competitors

Threats

The market is not well educated and evolved for such program

Competitors are taking the easy way by providing a non-

complicated high level in-direct competitor program (training,

coaching and non-structured consulting) and this difference is not

easily recognized

Long sales cycle for such intellectual program in our market that

might affect hardly on our cash flow

Most of the market is a family old age organizations, and such

people is difficult to move from their comfort zone and their way

of doing things to the new professional trends. This will be an

obstacle in selling

The social-cultural approach in Lebanon and the MENA that is

mostly influenced by the friendly relationship and taken by the age

rather than their expertise.

HEED S.A.L. | Overview 5

strategies and plans

•We will peruse your product/ solution and the markets.

•We will examine your sales strategy, vision, culture , and history.

processes •We will identify and examine the current processes and

procedures

people

•We will identify the competency gap of every individual as well as his attitude, behavior, approach and intellect.

•We will identify the headroom for change and the ability to adapt to new culture.

Overview

Introduction Heed is a boutique consulting firm operating from a principal hub in Beirut, with a sole

purpose of changing, developing and refining the way of selling. With our solid experience

and understanding of our society and the way of selling, we came with our mission and

through our Business Development Performance System (BDPS) to bridge the gap and assist

companies in increasing their sales performance while creating sustainable improvements

and driving tangible results. Our modular system has been carefully crafted and developed

with the intention of tapping into and unleashing the potential within organizations on the

macro and the micro level.

So what we do varies and depends on your objectives and challenges you are facing. We

address the macro level by facilitating a sales strategy (targeted offering, targeted market,

customer segmentation, sales model, and structure). We further work on the process,

mapping your sales process with all guidelines, tools and maps needed to bridge the gap

between rainmakers and average sales people. Finally we work on your people, keeping an

eye on directing training and coaching your sales force with this cultural evolvement.

What differentiates us is the approach, as process consultant going to the root cause of the

problem leaving no stone unturned.

HEED process consultants are handpicked for their specific business experience and acumen

for heeding to your challenges and objectives, moving together shoulder to shoulder for

building a solid solution with an action plan for execution. At HEED, we guarantee to you a

high-quality, professional consultancy service that will meet your objective and scope. Our

program is exclusively dedicated to increase your sales, market share and achieve set

objectives and goals.

HEED S.A.L. | Overview 6

Strategy and Plan This chart shows in details the sales figures of the company divided into Rent – Sale as well as Commercial – Residential along the year of 2011.

The Total shows the sales figures of the company which is the summation of Commercial + Residential.

Progress

Sales is the backbone and as this line indicates a big variance in the peaks and valleys in the first two quarters. Thus this set the company in a very unstable cash flow and growth, much difficult for the management to strategize and plan upon. On the other hand the curve shows continuous progress in the second annual, reaching the peak in sales in December with 69,564$ leading a positive and steady increase in growth since the first of August.

We believe, that we should leverage on this history to achieve a continuous increase in the sales performance while lifting the plateau.

HEED S.A.L. | 7

The data collected from Requests goes back to four months only. This chart shows in details the number of requests to the company divided into Rent – Sale – Commercial – Residential along the 4 months.

The Total shows the number of requests to the company which is the summation of Commercial + Residential.

HEED S.A.L. | 8

HEED S.A.L. | The Comparative Study 9

The Comparative Study

Introduction

( ) ( ) ( )

Ceiling of Requests

Ceiling number of request/salesperson =

( ) ( )

Maximum Number of Request for every Sales Person

Traffic = Hrs per sales person/year

÷ Avg hrs / customer

X % Of closing

279 = 1050.00 ÷ 43 x 8.76%

Maximum Number of Requests / month

Avg Number of Requests/Month = Total Number of Requests

/ 12

23.23 = 279 / 12

Maximum Number of Potential Deals for ever Senior

Number of Potential Deals = Hrs per

senior/year ÷

Avg hrs / customer

X % Of closing

125 = 1200.00 ÷ 16 X 60.00%

Maximum Number of Potential Deals / month

Number of Potential Deals/Month = Total Number of Potential Deals / 12

10.42 = 125 / 12

The Number of Sales People

It is the number of sales people available at the client

In the current study, it represents the total number of sales people regardless of.

Total Number of Requests

All figures were shown in the above tables to show the total traffic in 2011 based on the average of latest 4 months * 12 months.

% of closing ratio

The weighted average (8.76%) of closing ratio between sale (0.43%) and rent(9.55%) was calculated based on the effect of deal

Hours Per Customer

The weighted average = 43 hrs/customer for the sales person not including the closing cycle

The weighted average = 16 hrs/customer for the senior to do the closing cycle

Total Number of hours/year

It was calculated based on the 48 hrs/week and then deducting all annual leaves , sick leaves, floor time hours, training and coaching hours with HEED.

The average is 900 hours for every sales person and 1050 hours for a senior

The ceiling hours is 1050 hours for a salesperson and 1200 hours for a senior