NuLevel Strategic Solutions, LLC 9115 Harris Corners, Ste. 440 Charlotte, NC 28269 www.nulevelsolutions.com

1. “Pitch Perfect” Pitching to Win Presented On: March 12, 2013 Presented By: David Willis, Principal david@nulevelsolutions.com Office: 888.503.3218 Fax: 888.503.6170 NuLevel Strategic Solutions, LLC 9115 Harris Corners, Ste. 440 Charlotte, NC 28269 www.nulevelsolutions.com

2. Session Goals • Overview • Corporate Expectations • Key Pitch Considerations

3. Overview:RFP vs. Unsolicited Pitches What’s the Big Difference? Who Creates the Opportunity!! CMEDI Pitch Perfect Presentation

4. Overview:Pitch Categories CMEDI Pitch Perfect Presentation

5. Corporate Expectations:Key Supply Side Considerations (EPS Drivers) CMEDI Pitch Perfect Presentation

6. Corporate Expectations:Supplier Bizabilities Demonstrating strength in these areas will lead to the supplier being more attractive to the corporation, as well as it gaining the following: • Competitive Advantage • Pricing Premiums • Business Value • Expansion / Revenue Diversification • Superior Talent Bizabilities CMEDI Pitch Perfect Presentation

7. Pitch Requirements:Intel • Utilize “Insider Vigilance” Approach to Gain Intel • Establish and Utilize Advocates • Know the Business – Conduct Broad Data Sweep • Credible News Sources • Hoovers / Dunn&Bradstreet • 10-K / Annual Report • Know Industry & Market Conditions Impacting Company • Know Performance and Health of Key Competitors • Know Top 5 Goals & Challenges Confronting Company • Build Business Case around these Signals CMEDI Pitch Perfect Presentation

8. Pitch Requirements:Sample Intel Signals (Duke Energy) What branding / PR opportunities are available, as a result of merger? How Will They Move Transformers? “A combined Duke-Progress Energy giant will have to retire and replace all of its aging power plants by 2050.” Source: Tampa Bay Times Who will build new plants? Who will handle the signage on their new facilities? What Kind of environmental considerations will There be? Focus = Supplier Consolidation CMEDI Pitch Perfect Presentation

9. Pitch Requirements:Sample Intel Signals (Financial Sector) What human resource functions are being displaced? What is their strategy to cut costs? “The four largest banks in the world are expected to grow earnings by more than 30% a year over the next three years. But these banks are only projected to grow revenue by an average of 2% a year until 2013.” Source: Thompson Reuters What contracts will be up for renegotiation? Will Tier 1 opportunities exist? What could we do to drive cost reduction, savings, avoidance? How will shrinking supplier base impact overall market competition? Focus = Cost Reduction CMEDI Pitch Perfect Presentation

10. Pitch Requirements:Sample Intel Signals (Healthcare Sector) How can we expand our model to be more efficient, compliant and scalable? Is my business compliant with Healthcare Sector? Key Healthcare Sector Concerns: Reducing the cost of compliance Bringing new devices to market quicker Improving customer supply and satisfaction Reducing overall cost of goods OtherSource: MedCity News What are the inefficiencies within the industry? How could data and information transmission be improved? What opportunities exist with manufactures, seeking greater efficiencies? Do we have any innovative supply chain solutions that could be pitched? Focus = Innovation & Efficiency CMEDI Pitch Perfect Presentation

11. Pitch Requirements:Things to Look For • Determine what problems are confronting the business • Look for inefficient areas – Trapdoors • Decentralized or Centralized Operations • Unionized or Non-Unionized • Pending M&A activity CMEDI Pitch Perfect Presentation

12. Pitch Requirements:Determine Your Angle • Resolving Identifiable Inefficiencies • Cost Reduction, Savings, and Avoidance • Scalability (via, strategic alliances, internal resources, etc.) • Capacity and Capability • Innovation CMEDI Pitch Perfect Presentation

13. Pitch Requirements:…And Finally • Know What Your Pitching (i.e., Responsive vs. Conceptual) • Understand, and Demonstrate Your Ability to Solve the Problem • Quantify Your Value Proposition • Clearly Differentiate Your Business – Use “Brag Sheet” • Anticipate the Big Questions • Leave a Big Impression – Make them Love You • Protect Your IP • Ensure that there is a Next Step CMEDI Pitch Perfect Presentation

14. CMEDI Pitch Perfect Presentation