Our people. Who are we? We are TEAM Together Everybody Achieves More. Different strategy.

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2 Who are we? Different strategy. SWOT + ted -Strength, Weakness, Opportunity & Threat + Innovation in business ideas SWOTTED is a boutique consulting company, headquartered in Sarajevo focused on providing a full range of management consulting services. SWOTTED is not a traditional consultant company which will consult you about constant changes in the environment, suggesting that you need to change too. Change is not a destination, just as hope is not a strategy. We know that number one challenge in every business is profitability. But not every profit is the one which is wanted. We are searching for profitability that can improve shareholders value. Also, we know that in today s environment profit cannot be taken for granted - it is the outcome of a smart business decision. And there are two big challenges: to find where the profit zone is today, and to understand where will it be tomorrow. Because activities that were once valuable, turn out to be profitless. In other words, yesterday s profit zones are becoming, with increasing frequency, today s non-profit zones. The two most productive questions you can ask yourself about your organization today are: What is our profit model? How do we make money? In that regard, our role is to support you in defining the right move in decisive business situations. In other words, we care that you do not make any major strategic decision before being completely satisfied with the answer on how it will make money and what tactical actions will be required to do it consistently. In this process our experts are becoming your partners who help you to scan your business from different standpoints in order to rediscover your firm s true potential and spot new, previously unimaginable, opportunities. Our final goal is to provide you with a clearly articulated growth strategy delivered via innovation laboratory, marketing and finance strategy. Our people We are TEAM Together Everybody Achieves More In consultancy business we are only as good as our people are. That is why we bring together top quality professionals with specific expertise in very different fields. For our team we like to say that we are young enough to think out of the box, but old enough to have experience in dealing with serious issues in real business situations. Our team members are also educated at top schools, hold an MBA or other specific expert degrees, and always strive to be up to date to the latest business happenings. Every team member is responsible to look into a business issue from a very specific side, yet still at the same time we all look at the big picture. By setting up the team in this way, we are a good choice for companies, investors or visionaries when they face a specific issue and in situations of defining or restructuring and reconnecting with the business strategy.

3 What we do for you can be explained in one sentence, which is also the idea behind our name: Our values we SWOT your business to TED (spread) ideas into a strategy delivering stakeholder value. Trust is a core added value for long-term partnership Learning from you about you Implementation phase Measurements However, our first step is learning from you about you. We are sensitive to your corporate structure and individuality. Furthermore, we know that without your vision and energy the strategy is just a document. And our aim is not to leave you with a book of recommendations. For each client we want to develop a tailor-made strategic path and set of operational business tools that really work. As your partners dedicated to your business, we have opportunity to X space for improvements hidden from you due to everyday activities. This enables us to develop the best possible long-term tactical plan for you, which is then often altered upon attainment of newfound knowledge and information. We work with you on a strategy that fits, and assist you in the implementation phase. This implementation phase is one of the key factors that sets SWOTTED apart from other consulting firms. Without helping the clients to implement recommendations, a consulting firm s job is only half done. We make a frame for you to continuously follow a long-term profit line by dealing with changes and always searching for new revenue potentials, and at the same time, taking care of the cost structure and optimal asset management. And last but not least, is that all our actions have appropriate metrics aimed at continuously measuring performance. Because we believe that if you cannot measure it, you cannot manage it. Every metric, weather it is used explicitly to influence behavior, to evaluate future options, or simply to take stock, will affect actions and decisions. Our key strategic control points we build on: Working hard and smart Giving quick feedbacks Providing optimal solution Showing numbers as final output Staying in touch with our clients

4 Our working process Profitable growth Business Plan Idea Marketing strategy Capital Structuring Finance for Strategic Control Sales Structuring Models

5 In our Strategy we create, execute and supervise Our services Hypercompetition is not as big a problem as strategic myopia is. Business Plan that works Capital Structuring that minimizes costs and risk Sales Structuring Models that provides long term relationships Marketing Strategy that creates value Finance for Strategic Control that supports decision making Our goal is to manage your profitability and not just profit. It is profitability that makes your business successful, and to achieve it, we offer a selection of services rendered by experts in their fields. We are here to help you with your core business or a particular project, and driven by the challenges you are facing, deliver solutions for every situation together with your team. Management consulting indicates both the industry of, and the practice of, helping organizations improve their performance and/ or develop a particular project or product into a profitable and sustainable business output primarily through analysis of the existing business and development of plans for improvement. Once we identify your target and how it could fit into the profit zone diagram where the profit zone that increases shareholder value is, our experts start transforming your idea into financial models. Each business model we create differs by company since each company is unique and needs a tailormade business model that fits its culture. Still, there are 22 potential pathways of profitability to be used for business modeling were your needs can fit. A successful strategy is based on maximum three categories and deciding which ones to choose depends entirely on your strength and requirements. When a model is chosen correctly, it becomes a metric for value creation that the management can use to: evaluate alternatives, make a tactical plan of implementation, and measure success on an ongoing basis. Possible profit models How Profit Happens Customer solution profit Product pyramid profit Multicomponent profit Switchboard profit Time profit Blockbuster profit Profit multiplier model Entrepreneurial profit Specialization profit Installed base profit De facto standard profit Brand profit Specialty product profit Local leadership profit Transaction scale profit Value chain positioning profit Cycle profit After-sale profit New product profit Relative market share profit Experience curve profit

6 Business plan A business plan that works is coming from heart. A business plan is the matter of feelings rather then rational thinking. In order for a business plan to be viable, avoid: Doing the business plan just because literature suggests that it should be the first step; Doing the business plan pro forma in order to find investor or bank to borrow the money. A business plan is not a one-size-fits-all document. It is a unique document tailored to your requirements and profile. A business plan for the company or product launch is your everyday road map. It is a document that defines the majority of your steps forward as well as your targets. There is one really important step before making a business plan and that is to place the owner into the dreaming lab, a place where we help you set out and imagine your business and from there we are testing it against the real environment in order to make it viable. Once the idea passes a viability test, we start shaping your idea into a written tactical plan which you can use. At the end we provide you with clear business plans and feasibility studies which contain all the necessary data that financial institutions or investors take into consideration in decision making process. Depending on what stage your business is in, we can help you identify what type of business plan would work best for you: Start-up plan Internal plan what we may think of as more of a comprehensive traditional business plan, a start-up plan covers all topics relevant to new venture creation, such as company information, markets, forecasts, strategy, management team and financial analysis. because this type of plan would be used internally and not for external parties, it would not necessarily need the management team breakdown and detailed company analysis, but cover where the company intends to go and how (without all of the background information and company overview). Operations plan Strategic plan used mostly as an internal plan, it may include specific benchmarks, such as milestones, dates, deadlines and responsibilities of managers and/or teams. another internal type of plan, a strategic plan focuses on high-level opportunities and setting priorities for the organization, rather than on specific dates/responsibilities of the team. Growth/expansion plan Feasibility plan this type of plan may focus on a specific area of business or a subset of the business; new investments or loan applications may require a detailed growth plan as part of the process, while you may want to use a growth plan internally; this plan should include comprehensive forecasts of sales and expenses for the new venture/product/etc. when considering a new start-up, a feasibility plan is used to evaluate the idea and whether it is worth pursuing; it should include a summary, mission statement, elements of success, market analysis overview and an analysis of costs, pricing, and probable expenses.

7 Capital structuring Right source of financing secures project life and viability. By creating optimal capital structure with a balance between debt-to-equity range. Optimization of finance-related process includes forecasting of various revenue and cost running sensitivity scenarios for the purpose of identification and mitigation of potential risks. Whether on corporate, operational or individual project level, this is where we will support you the most. We offer you services of capital formation and capital raising that are the best match to your optimal and balanced source of financing. Capital Raising - Through our database we are supporting you in finding potential investor, angel investor or other investment organization. Debt Raising - We provide you with the support to structure your finances and prepare documents. Our advisors are internationally recognized and specialized in investment tax legislation and they will support you in understanding your project from a tax point of view. Our core strength and expertise is in real-estate developments, namely in project structuring, financial modeling and revenue management in collaboration with marketing. SWOTTED involvement in company s capital structuring is to test the viability of your capital structure and to advise you in how you could structure your finance while preserving company s healthy financial picture. Defining sources of your financing is based on your availabilities and potentials, while we are modeling it to your benefit. Tax Advising Tax legislation has a big influence when it comes to decisions about optimal capital structuring.

8 Marketing strategy The marketing performance is the root source of shareholder value. Without effective marketing strategy, company s strategy becomes little more than another technique gearing management to rationalization and short-term profits. Our marketing approach is not putting customer value as the goal. Marketing strategy that we build always seeks to maximize returns to shareholders and in order to do that, we develop relationships with valued customers and create competitive advantage. We always test marketing strategy in terms of increasing shareholder value. In creating your marketing strategy, we will not do a plot of the future nobody can do it. It is impossible to forecast the future: there are too many unknowns in the society, technology, economic and competitive reactions, to predict how the market will react to your company s efforts. Instead of forecasting something that is not forecastable, with your team we work on a marketing strategy whose function is to the vehicle for piloting change and the framework for thinking about the future with adequate marketing metrics to measure success of marketing program. We always start with a bottom-up approach in creating marketing strategy for our clients, because the center lacks the detailed knowledge of customers and competitors to develop practical options. The center s role is to act as a catalyst and facilitator. Our aim is that our clients see marketing like investment, not like a one time cost. In order to do it we are devoted to ensure ROI on marketing programs. Succeeding with the long-term profit zone Today, profit is an outcome of a smart business design. Without a clear understanding of how profit happens and how business must be designed, it will be harder to make projected profit in everyday business. You are ready for the next major investment once you are satisfied with the current company s policy and information about how you are making profit and what tactical actions are required to do so consistently. Long term profit zone changes Brand strategy including introduction of new brand or rebranding; Full marketing strategy (including marketing segmentation, product positioning, price strategy, multi - channel media strategy highlighting the importance of digital and social media); cost s Creating criteria, negotiate and monitor work of creativity agency and media buying; Customer experience management and loyalty programs.

9 Sales Structuring Models Sales is not about closing the sales process. It is about starting a relationship if you want to build a long term, successful business. The proper structure of a sales model and the proper organization of sales force is crucial to the overall success of a company. By improving effectiveness of sales organization you can maximize your market adventure and increase your revenue. There are a number of ways you can structure your sales model. Sales models can be structured around product lines, geography, customers or industries. Also, the sales structure can be formal or informal, centralized or decentralized. What is important to understand at the beginning is that there is no standard template for a sales structure model. What works for one company may not work for another company, even in the same industry. The structure of a sales model is dictated by a company s culture, the products it sells, the size of the company and the compensation, and has to fit the overall marketing strategy. Once the adequate sales structure model is developed, you still need sales personnel to be eager to bring in revenues for your company. However, they will need specific guidance to succeed. First you have to be sure that your sales people are well educated about your products, services and customers. Therefore, your sales team will need verbal skills, contact methods and follow-up skills. Systems for approaching clients must be in place, and monitoring what works and what doesn t work is crucial. The proper structure of a sales model and the proper organization of sales force is crucial to the overall success of a company. With that in mind we help companies build the framework of sales structure model and organization of sales force to accomplish this. Here are a few areas we can help you address: Developing the most effective sales structure model for your business Defining the right sales roles Aligning the sales team with target markets, prospects and existing customers Sales territory and channels design/ realignment Reporting structure Retail merchandising Personnel resource allocation Education, trainings and supervision of your sales force

10 Finance for Strategic Control Finance is inseparable part of strategic decision making. We can give you support in: Driving and monitoring financial performance Choosing between alternatives The main role of finance in strategic decision making is to help managers value alternatives and evaluate the results of previously made decisions, which helps managers change or customize their strategy based on the results of previous decisions. Finance for strategic decision making has to provide appropriate analysis based on relevant information. The relevant financial information is the information based on performance indicators which change value depending on the choice of alternatives. It means that historical information presented in the form of official accounting balance sheets is not relevant for future decision making. We do not offer you accounting services. What we offer you is that through an understanding of financial tools, economic organization and strategic processes of a company, we provide a support to managers in the process of internal decision making, and evaluating the potential risks and outcomes of these decisions. Financial modeling for all types of real estate projects; Real estate property development from inception to execution and through operations Real estate feasibility studies and highest and best use; Analyzing and interpreting information from balance sheets and income statements to make it relevant for strategic decision making; Planning, budgeting and cash flow forecasting; Asset management; Understanding and managing costs; Profit ratio, analyzing breakeven and contribution; Tax optimization; Credit worthiness analysis of business partners. Buy or produce; Which is optimal way to employ existing capacities; Sell or modernize existing capacities; Switch off or keep a profit center; Sell or keep a part of company; Accept or refuse special order; Which is optimal pricing strategy.

11 How to contact us Some important choices have a time line and thus the opportunitymay be missed. When to hire us We look forward to be your long-term partner on your way to growth, but nothing will happen until you decide to contact us. We guarantee that the value we bring to our clients will always exceed our fees. Valtera Perića 9, Sarajevo, BiH Every member of our team has expertise in a different and specific field which makes us flexible to create sub-teams to answer specific tasks of our clients. Thus we employ the right experts on the right positions for the period that is necessary. That is how we organize a team of consultants which is tailor-made for you and constructed to give the best cost-effectiveness ratio We are a good choice for: Visionaries when they need experts in different fields to set up their ideas in the frame of a business that can gain profit; Owners of established business when they want to set up an efficient model for following their business growth; Managers when they deal with a specific or complex issue that needs expert support or in a situation of defining or restructuring and reconnecting with the business strategy; Finance institutions or angel investors when they evaluate projects which are looking for financing or joint venture. info@swot-ted.com

12 Swotted Agency Sarajevo Valtera Perića 9, Sarajevo, Bosna i Hercegovina Tel: ; info@swot-ted.com ID: ; PDV: ; RBA: BAM