X and Y

APAC Joint Strategy

Work Streams
1. Share Shi*
Ini-a-ves targeted at growing Y share of X business by maximizing the opportunity within the exis-ng business model

2. Growth Ini-a-ves

Ini-a-ves that provide revenue growth opportuni-es as an extension to, or addi-on to current business ac-vi-es. As joint ini-a-ves, op-mally Y should receive beGer than fair market share

3. Developing a Unique Value Proposi-on Together

Ini-a-ves that leverage the strengths of both par-es in the development of ini-a-ves that bring a unique value proposi-on to the market

Simultaneous Initiatives

Share Shi5 Sub-Projects

1. Clients with XXX Programs in Place 2. Unmanaged Spend
Ini-a-ves to posi-on Y as the default op-on wherever possible and/or to capture greater than fair market share at point of sale

Ini-a-ves to build greater preference for Y within xxx programs, and at point of sale

3. Inuencing Individual Decision Makers

Ini-a-ves to encourage individual decision makers to exercise their preference for aY when they have the freedom to do so

Sponsors Y Team X Team Time Frame June Oct

Sponsors Y Team X Team Time Frame Aug Nov

Sponsors Y Team X Team Time Frame Dec 2011 Mar

Growth Sub-Projects
1. New Corporate Accounts
Ini-a-ves to provide Y with maximum opportunity to win and retain new corporate accounts

2. Business Line RTRT

Leverage of Xs focused expansion of RTRT to drive increased revenue to Y

3. Business Line ERER

Leverage of Xs development of ERER to drive increased revenue to Y

Sponsors Y Team X Team Time Frame May July

Sponsors Y Team X Team Time Frame July Dec

Sponsors Y Team X Team Time Frame Jan Mar

Growth Sub-Projects
4. Business Line PPPP
Leverage of the PPPP as a source of addi-onal revenue for Y

5. VBNM

Ini-a-ves to capture exis-ng and new revenue from the VBNMsegment

6. Packaging

Development of new revenue through collabora-on with Xs ini-a-ves in nego-ated and packaged product/service oers

Sponsors Y Team X Team Time Frame Aug Dec

Sponsors Y Team X Team Time Frame Jan Mar

Sponsors Y Team X Team Time Frame Sept Nov

Value ProposiMon Sub-Project

1. Current Business Model
Development and ar-cula-on of the joint value proposi-on to clients, employees and shareholders of the current business ac-vi-es of Y and X

2. Extending the Current Business Model

3. Capturing New Ground

Development of the joint value proposi-on that assists in the full leverage of the current opera-ons of both par-es

Developing the strategy around how the strengths of both X and Y can be brought together in a unique way to drive incremental shareholder value

Sponsors Y Team X Team Time Frame

Sponsors Y Team X Team Time Frame October

Sponsors Y Team X Team Time Frame December

Market Focus
India
CVCVCV

China

BNBNBN

Australia/NZ
TYTYT

Regional/Other
TYTY

Sponsors Y Team X Team Time Frame May Aug

Sponsors Y Team X Team Time Frame July - Oct

Sponsors Y Team X Team Time Frame May Dec

Sponsors Y Team X Team Time Frame May Dec

Project Timeline FuncMonal Projects

Q2 2011
Agreement on project plan, priori-es, resources etc. Kick-o of high priority work streams

Q3 2011
Further work streams ini-ated, some quick wins iden-ed but not yet executed

Q4 2011
Quick wins from Q2 and Q3 being executed. Medium term ini-a-ves being iden-ed

Q1 2012
Final work streams ini-ated. Quick wins mostly in place and medium term plans rolling out

Q2 2012
All teams are now managing execu-on mainly medium term ini-a-ves

Q3 2011
Medium term iniMaMves should all be in place by this Mme and the teams have disbanded

XXXX IniMaMves Working Group

Implement Quick Wins YYYY IniMaMves Working Group

Implement Medium Term IniMaMves

Implement Quick Wins

Implement Medium Term IniMaMves

Value ProposiMon Working Group

Project Timeline Market Level

Q2 2011
Agreement on project plan, priori-es, resources etc. Kick-o of high priority work streams

Q3 2011
Further work streams ini-ated, some quick wins iden-ed but not yet executed

Q4 2011
Quick wins from Q2 and Q3 being executed. Medium term ini-a-ves being iden-ed

Q1 2012
Final work streams ini-ated. Quick wins mostly in place and medium term plans rolling out

Q2 2012
All teams are now managing execu-on mainly medium term ini-a-ves

Q3 2011
Medium term iniMaMves should all be in place by this Mme and the teams have disbanded

India

Strategy China

Quick Wins

Medium Term IniMaMves

Strategy Australia/NZ

Quick Wins

Medium Term IniMaMves

Quick Wins Other

Medium Term IniMaMves

Strategy

Medium Term IniMaMves

Concentrate on low hanging fruit and implement quickly to capture value as soon as possible

Focus on deliverables within the area you have been asked to look at other ideas should be shared with the appropriate team

When the Mme comes, be willing to drop iniMaMves that are marginal and focus on just those that are likely to be signicant

Its very basic show me the money should be the only criteria used

Low hanging fruit

Team eort

Focus

One objecMve

80/20 Rule

Go on, ask!

Show me the $

Remember it is a team eort and work and ideas should be shared

There is no them only us. There is only one jointly held objecMve

No issues are o limits if you believe it may uncover value

Rules of Engagement

Simple ideas are more likely to be successfully implemented

Respect the condenMal nature of all informaMon, especially client data

Encourage ideas and fully explore them all from dierent angles because it might just be what is needed. Keep an open mind

Never forget where our revenue comes from, and iniMaMves must make sense for clients

Simplicity

Diversity

Data privacy

Realism
A series of modest iniMaMves that together meet the objecMve may be a more realisMc approach than trying to nd the soluMon in one place

Ideas

PracMcality

Clients

Encourage dierent ways of thinking and dont dismiss any idea without thinking it through carefully

At the Mme you need to decide what to proceed with, look for iniMaMves that are likely to strike green lights. If its too hard to implement, it is probably best not to afempt it

Rules of Engagement