Top 50 GoalFY 11 in Review

Northern Europe, United Kingdom, Ireland Michael Cronin

v2

Top Accounts FY 11 vs. FY 10

Account FY 10 FY 11 $ Variance

% Variance

Cass Business School $47,276 $50,424 $3,148 7%

Erasmus $41,224 $75,358 $34,134 83%

Imperial $61,959 $99,060 $37,101 60%

London Business School $403,601 $437,619 $34,018 8%

London School Economics $62,824 $89,405 $26,581 42%

Open U $60,910 $78,162 $17,252 28%

Oxford $100,680 $87,573 ($13,107) -13%

Univ. College, Dublin $51,551 $36,978 ($14,573) -28%

Univ. of Cambridge $47,537 $64,329 $16,792 35%

Vlerick/Leuven $110,488 $104,284 ($6,204) -6%

Total $988,048 $1,123,192 $36,951.55 4%

OPPORTUNITIES

Where What

UK Market Increased account coverage from 15 to 33

Europe Historically underserved market by HBP but 4.5 years of presence kicking in

First ELA signed Tias Nimbas

Online courses now adopted at LBS, Lancaster, EBS…

Lund - Case based teaching

Germany Changed its curriculum in 2010 to drop “German” system (Kaufmann Diploma) and adopt MBA but case-based teaching not yet well engrained

CHALLENGES

What Where

Territory Size 14 countries of which 8 are actively visited

ELA licenses Getting the first one signed

Movement of MBA market to online delivery of ALL content on I-pads

Ashridge

Undergraduate enrollments

Movement of UK undergraduates to uncapped tuition fees

Relevant content Accounts want more European content

WHAT’S WORKING

What Where/How/Why

Prematrics Lancaster, LBS, interest at

Bologna Accord Making Europe a more attractive destination for getting an MBA

Case Mapping Inbound unsolicited requests now arriving

Conferences 4 conferences this year helps increase exposure to new markets

Top down strategy Generated sales at TiasNimbas, Lancaster, Vlerick/Leuven, Cardiff

Simulations Unique positioning

What’s Not Working

What Where/How/Why

Reporting requirements of ELA agreements

Vlerick decided against ELA this year due to inconvenient reporting requirements

Accurate account analysis

Need capability to accurately highlight new/lost/potential sales comparing year on year accounts broken down by month and by account