Executive Advocate Program Overview

EA Reward Vehicles

1. Sales success fees (a share of 10% guideline)
2. Fees from direct project engagement
3. Profit participation – projects
4. Internal project participation
5. Profit participation – bonus pool
6. Royalties
7. Equity ownership
8. shared benefits, e.g., health care

EA resources

1. Leads!!!
a. Newsletter
b. White papers
c. Press releases
d.
2. iCenter?? (Faye) Need to drive adoption. What’s contained in iCenter? (Dick): highlight one section each week. (Francoise): cumbersome
3. Marketing support
4. Collateral (Dick): sufficient
5. Products

EA Roles & Responsibilities

The executive advocate role provides defined rewards tied to meeting certain requirements. An Executive Advocate is acting as an agent for Intervox and is developing the business relationship for the mutual benefit of Intervox and Intervox Affiliates.

It is important that Intervox remain flexible and not impose onerous process on a developing firm. Nonetheless, accepting an Executive Advocate role implies a commitment to meet certain responsibilities and to maintain effective communication with Intervox leadership.

At the same time, the EA should have clearly defined reward mechanisms and processes as well as broad-based discretion and full executive support for achieving those rewards.

The Executive Advocate has 5 primary responsibilities:
1. Understand & represent the needs of the client from the client’s perspective.
2. Build relationships at a level at which the staff would be empowered to authorize and fund work.
3. Acquire business that is mutually beneficial to the client and Intervox.
4. Assure client satisfaction with Intervox services. Each project undertaken will be reviewed by an Intervox Group executive not associated with the project for Quality Assurance…
5. Maintain communication with Intervox leadership.

EA Obligations
The EA will develop a written account plan that will be kept up to date. The plan must be adequate to address:

• Company background
• Organizational structure
• Key relationships (existing or planned)
• Relationship Objectives

The account plan should adhere in concept with the Miller Heiman approach to strategic selling, but need not conform to specific format. The plan must be adequate to enable someone else to pick up the EA role should an EA end his or her association with Intervox (see http://www.millerheiman.com/home.htm). The New Strategic Selling® - English (Paperback)

The EA will submit an account status report to Intervox management biweekly. The report will address:

• Account status
• Actions planned for the previous period
• Actions taken during the previous period and results achieved;
• Actions planned for the next month
• Account issues.

The EA will participate in Intervox pipeline calls and be prepared to discuss their account activities.

The EA compensation can be reduced by Intervox Leadership if it is assessed that an EA is not meeting goals.

QA Process
Quality Assurance is a vital function in a virtually organized company intending to be world class from awareness building to project delivery and support. In addition to the Responsibilities outlined above, some of the areas that will be examined for “best practices” during a QA review include:

? Sales / Pursuit
o Sales, e.g., follow through, quality and consistency of communications, use of collaterals…
o Proposal development
o Contracting
? (Strategic) Account Planning
? Account Development
? Project Delivery (e.g. client & IVG management communication, application of PM best practices…)
? Project Oversight (e.g. executive, team and IVG management communication)