www.petefowler.com

Marketing & Sales Quarterly Plan

2016 Q4

10/25/2016

2016 Q3 ACCOMPLISHMENTS

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Big Rocks1 Webinar Preparation DONE

2 Client Access Campaign (Moved to Q?? 2017) NOT DONE

3 Prospect Meetings (Q3-4) IN-PROGRESS

4 Case Studies NOT DONE

5 Marketing & Sales Disciplines (Q3-4) IN-PROGRESS

6 PDX Go To Market Plan (Q3-4) DONE

7 CLM Conference & Follow Up DONE

8 Automate Social Media (Moved to Q1 2017) NOT DONE

9 New Projects 39 out of 45

10 The Seminar Group – CLE Campaign NOT DONE

2016 Q3 ACCOMPLISHMENTS

2016 Q4

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2016 Q4

Theme / Objective

Read about industry impacts on our blog at www.petefowler.com

Theme / Objective

2016 Q4

Read about industry impacts on our blog at www.petefowler.com

Big Rocks1. Prospect Meetings : (From Q3) Identify a small number of A-

Player Prospects who have lots of work and meet with them (Zurich, Chapman Glucksman, Navigators, Nationwide, Liberty Mutual, etc.). DW 2-4, PF 1-3 per week for 3-7/week total. Others 1-3 per month.

2. Case Studies: (From Q3) Every expert and every major product type will have at least one case study.

3. Marketing & Sales Process Discipline (Q3-4): Visual Management / Kanban. Opportunities Follow-Up. Meeting Follow-Up. Sales Assistant Integration. Virtualize Make Them Famous Campaigns. Monthly Meeting. Daily Huddle.

4. PDX Go to Market Plan: Execute plan drafted in Q3.

2016 Q4

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Big Rocks5. Automate Social Media Posts: (From Q3)Publish 3 times per

week on 5 accounts. References to case studies, events, blogs, interesting stuff.

6. New Projects: Generate 15 new projects per month, making for a grand total of 45 by the end of the quarter.

7. The Seminar Group: (From Q3) Construction Contracts, Risk & Insurance, CLE Campaign.

8. Marketing & Communications: Identify & target the right audience! (Who?) Current clients, Clients that buy the most; Expert’s Top 20 Contacts (Where?) Focus on OR, So Cal, No. Cal, or NV?; (Why?) We help you Win!!! (What?) Be great at one thing. PFCS Website!!!

2016 Q4

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Big Rocks9. PFCS Presentation: Create a 10-page bullet point

presentation “How We Help You Win”

10. Net Promoter Survey: Work with Shaun Alger to ask our clients what they want and use the insight to create a consistent, personalized experience that is better than our competitors.

11. Las Vegas Go to Market Plan: Publish DRAFT by 11/1/2016 and execute in Q4, Q1-2017.

12. In-House Presentations: : Have PF, MV & PK deliver talks to 2-3 Strategic Targets/Partner locations. Pound social media. Identify Prospects. Follow up with Prospects

13. Identify Trade Shows & Events for 2017: WCC, CLM, DRI,IRMI, CAI, etc.

2016 Q4