Business Development Communications Referrals Technology Initiatives Forthcoming Conferences

Agenda

Business Channels

Vision, Mission and Strategy 2014 Overview

Agenda

Generate Business Leads for Member firms from both internal and external resources Vision

Winning new clients from external resources

Generating new leads in collaboration with external influencers

Lifting International Service Profile through joint business development activities, knowledge/resource sharing with external organisations

Mission

Targeting leading multipliers Leading government agencies, international banks, law firms with similar clientele

Initiating from key markets - Macroeconomic trend study between countries - STP matching between member firms - Starting from top ranking members

Local - Global - Local - Initial connection contributed by local members - HLB International pitch: ”You are not just one of the local firms” - Expansion to key markets by linking local teams to tailor local strategy

Strategy

Where we are

*Events

2010 – 2012 2013 (New markets)

2013 (Activities)

To date : Referrals/leads from external organisations to following markets

China Australia Australia Australia Brazil

Hong Kong Indonesia China Chanel Islands China

Finland Italy Hong Kong France Germany

Japan Philippines Indonesia Hong Kong India

Malaysia Vietnam Italy Iran Indonesia

Netherlands USA Japan Japan Poland

Taiwan Netherlands Singapore Thailand

Singapore Philippines Turkey UK

UK Russia* West Africa Morocco

Singapore

UK

Ukraine*

Referral Enquiries

60 recorded by HLBI Most active referrers - Eurojuris Legal Network (European law firms): 20 - Amicorp China (Global BPO consultancy): 10

Largest client prospect SinoHydro (China’s Largest Hydro Construction Company) 5th division: US$260m investment in 5 countries in Africa

Main Collaborators: 2010-2012

New Collaborators: 2013

Vision, Mission and Strategy 2014 Overview

Agenda

Strategic Shift

Inspirational Phase

Introducing External Influencers

- HLB resources and approach

- Profile Lifting

Mid-term

Building Internal Synergies

- Identify member firm strengths - Enhance intra-firm collaborations

Long term

Generate Cross-Border Referrals from both internal and external

resources

Keep the Momentum Going UK Asia Pacific

Explore New Opportunities Africa Russia USA

2014 Focus

Africa China Service Pilot Programme Mining Sector Piliot Programme Establishing HLB Africa commercial profile and BD strategy

Market Visit China USA Russia

Client Event (June 2014, China) China Outbound Semiar: 150-200 clients Australia Investment and M&A Road Show: 20-40 clients ASEAN Investment and M&A Road Show: 20-40 clients Africa Investement and M&A Road Show (TBC) One-on-ones: Italy, Germany, USA (TBC)

Key Activities

Business Development Communications Referrals Technology Initiatives Forthcoming Conferences

Agenda

Strategy

Raise our profile:

Quality

Differentiation

Visibility

Modernise the brand

Generate content

Increase presence

-Design modernisation -New key messages

-Generate knowledge -To build credibility

-Interest the press -And clients

Design refresh Refresh, modernise and raise profile

Change of secondary colour from orange to pink

□ Blue & orange: complementary colours and as such associated to low added-value businesses

□ Pink: modern and higher-profile □ Changing secondary colour to limit costs for HLB members

Develop picture base into more varied and modern

An evolution, not a revolution □ Design change to be done progressively □ Blue is our primary colour, pink an accent colour only

Design refresh implementation

HLB has implemented the change in Insight magazine, ppt and word templates, roller banners, new website, China brochure, and soon in a new corporate brochure

Member firms are renewing their websites and collateral accordingly

New key messages

Differentiate from our competitors □ And from the local vs. global approach

Double messaging strategy □ “Inspired” for creativity: accountants with vision □ Paired with traditional messages: around the world,

40 years’ existence, quality, working together

Flexible messaging □ New strapline: « Inspired around the world » □ Variations according to context

Generate knowledge: why it is key

Generate knowledge in order to □ Show expertise / build credibility □ Create leadership stature □ Give resources to member firms and to their clients

Feed the “information hungry” □ Professionals and the wider audience are very keen on fresh

information on market trends □ This tendency is amplified by social media and immediacy of

information

Attract the interest of the media □ First-hand information is the only way for HLB to raise media’s

interest

How do we make HLB famous?

THOUGHT

LEADER

Webinars

External speakers

Press

New format for newsletter

Tax Updates

Case studies

Surveys

In-depth articles & interviews

Sector-specific information

Interviews on conferences

A first step: HLB Insight

New expanded format □ 24 pp. instead of 4 □ 3 to 4 issues / year □ More room for analysis

Higher-profile with a “real” magazine

□ Differentiate through printed format, effort on design and content

□ Be remembered

Your magazine □ For your promotion □ With your information □ Next issue in the summer

Member firms’ contribution

Member firms to position themselves as thought leaders

□ Providing new and regular content

Circulation of information to EO □ Systematically so as to maximise impact

Relevance of information □ For the whole international network □ For clients □ For the media

Interest the press

Establish HLB as a « natural » press partner

To interest the press develop

□ First-hand information □ Sector-specific information □ Qualitative and quantitative surveys

HLB in the press

Interviews & quotes in leading publications

□ International Accounting Bulletin □ Accounting Today □ + Press placements

Members’ help crucial locally

Available for members

Corporate presentation

Detailed presentation of the network, its organisation and purposes

Can be used by member firms to include in clients presentations

Corporate slideshow

General messaging Can be used by member firms at conferences, meetings or reception area to automatically run on a screen

Global China Service brochure

Presenting □ HLB members in Greater China □ HLB China Desks worldwide □ Both in English and Chinese

New corporate

brochure available soon

□ Following the same design

Social media

Members’ increase with now □ 1,600 members on LinkedIn □ 1,200 followers on Twitter □ Presence on Facebook

Regular news and tax updates

Don’t hesitate to post your news of relevance to the network

HLB Insight magazine

Ask for the COMMUNICATIONS PACK

Including collateral, publications, press articles, presentations, branding details and specifications, templates etc.

Website template Press release template Powerpoint template Word template Roller banners templates

Branding details Logos Colour references Key messages

Magazines Press articles Case studies

Corporate presentation Corporate slideshow Global China Service brochure

Business Development Communications Referrals Technology Initiatives Forthcoming Conferences

Agenda

Best practices Best practices for referrals and international tenders

Supporting documents to be revised □ Into more targeted, user-friendly and easy to remember □ Referrals code of conduct / International tenders guidelines □ Available on HLB’s global intranet in the Referrals section

Reinforce the concept in Winning International Business training session

□ Reinforce the message □ Spread the message in the network

“Dos and don’ts” cheat sheet to be devised

Best practices examples □ Give reasonable deadline to fellow members □ Provide sufficient background information: on the client, on the context of the work, on the clients’

expectations □ Mention from the beginning to the client that he can opt either for a single point of contact / or

coordinate himself the HLB countries

3d-party partnership to win new clients

Example of HLB Fiscal Representation Services (Netherlands)

□ Using the Netherlands as a doorway to Europe for US companies’ exports

The concept: logistics / VAT one-stop shop □ Partnership with an international logistics company: Menlo, a

division of Conway US □ One-stop shop for logistics, warehousing and financial and

administrative services • Mainly VAT deferment

Implementable in other European countries

Business Development Communications Referrals Technology Initiatives Forthcoming Conferences

Agenda

Technology

Global intranet: Industry expertise, Marketing, Audit, Quality Assurance, Financial Reporting and Tax data, as well as video presentations and webinars

Online members knowledge base: Partners directory including profile, expertise and CV / Member firms directory

Global video conferencing system

Secure documents sharing system

Website and GCS launch – in final stages

Website Planned Launch in May Three main sections of the website have now been

completed and testing in progress: □ Public Website □ Intranet/GCS □ Chinese Website

Intranet/GCS Groups areas have been set up to allow file sharing and communication Group leaders have been trained. Access given to group leaders to get familiar with the technology ready for launch

□ VAT group – Lutz Meyer, Heikko Gunther □ HLB MAGIC □ UK legal group □ UK Not for Profit Group

Independence Register □ Improved searchability □ Allow users to add, edit delete entries

VAT fact sheets set up □ Structure ready

Website Partner cv's

□ All firm cv’s have been copied over from the old website □ Access given to firms to update new cv’s □ Uniform design as per HLB Magic requirement

Firm profiles

□ New structure setup □ Designed for firms to market their firm skill □ Fully searchable by many fields □ Firm profiles from old GCS copied over □ Uniform design □ Integrated firm charge-out rates

Proposals area

□ Collection of online fee quotes

Tenders area for the MEA region

□ Providing information on firms working with government funding agencies □ Registration with tender websites to provide available tenders

Website Academy Training Development of e-learning section

□ Modular self paced training and online test □ Training aimed at different levels of staff hierarchy

Once launched we plan to have monthly training Intranet/GCS Webinars

Technology

Development of HLB Databases including:

□ Staff Exchange Database • Register firm’s interest in sending and receiving staff • View available opportunities

□ I.T. Profiling Database

• Database of members firm’s I.T. infrastructure to allow knowledgesharing, including;

• Accounting packages used, crm systems, disaster recovery, document management etc.

• Outlining minumum I.T. requirements for developing firms.

Referrals Management System Standard lead management software – customised Have one area to collect all member firm financial data Phase 1 complete

□ Upload current data to the online system □ year to 31/10/13 data collection

Implemented changes from feedback received from member firms: □ Firm assistants need to be able to fill in data on behalf of all partners □ Allow changing of referring or receiving partner □ Export to Excel feature □ Make more user friendly □ Training already given to over 16 firms

53% adoption rate - by all firms who have referrals Increase adoption by:

Planned regional webinars Training for Federation head offices

Advantages of referral system to EO □ Less data entry □ Real-time data □ Can spend more time on referral disputes and chasing □ Member firms help with chasing unreporting firms □ Tracking source of referrals

Referrals Management System Phase 2 started

□ Integrate into the new website □ Allow entry of billings for 2014 & close of 2013 reporting period □ Provide analytical data on dashboard to firms for their referrals

• Referrals by source • Referrals by industry sector • Referrals by service type • Percentage of referrals result in billing • Referrals received by country of referrer

□ Allow entry of firms fee income information

Phase 3 Planned

□ Historical referral information analytics □ Comparisons charts □ Kpi’s

Register new referrals on the online system.

The system will send an email to all parties involved in the referral and record the referral on

the HLB database. The database includes the following features: Member firms can view work referred and received by their firm Manage these referrals by adding further information, attaching supporting documents and

inputting billing amounts throughout the year Member firms can view billings details on referrals they have made, which have been

inputted by the receiving firm

Dashboard showing total amount of work received and referred in the billing year View billing history of referrals by client

The database will allocate a unique code to each referral that can be used to track the

referral throughout its life irrespective of changes in lead partner

Referrals Management System – Features Overview

Referrals Management System Below is a screenshot of the referral view:

Available at http://referrals.staging.hlbi.com Short video tutorials are available on how to use the system

Record source of referral

Sort by work received or referred

View billing figures and historical figures

Add referrals

Directory and News Apps for Mobile & Tablets App to include: HLB Directory Partner Expertise HLB News Articles Firm Profiles Compatible on IOS and Android

Business Development Communications Referrals Technology Initiatives Forthcoming Conferences

Agenda

HLB’s Commitment

HLB member firms’ community outreach and "green" initiatives

Based on both volunteer efforts and fundraising

Initiatives have been taken in Australia, Austria, Denmark, France, Germany, India, Japan, Spain, the UK, the US… and many more

All staff volunteer their time during the three days before Thanksgiving. In 2012, over 400 professionals in the New Jersey and Greater New York areas helped 40 different charitable organisations, donating almost 1,500 hours of time. Given help went from serving food at homeless shelters to organising Thanksgiving dinners and food drives for Hurricane Sandy victims

Inspired

HLB’s Philippines member Diaz Murillo Dalupan joined the thousands of people in the relief drive and fundraising on the aftermath of the typhoon. The Head Office in Makati - Manila initiated the collection of usable clothes, canned food items, toiletries, medicines, and bottled drinking water from its staff, as well as cash donations. Officers and staff members also volunteered in the repacking and loading of relief goods at the Disaster Relief Drop-off Centers in Manila. HLB International donated UK £3,000, an addition to the disaster fund

Inspired

Purpose: help member firms attract and retain women talents throughout their careers. Some first steps have been a survey carried out among 80 member firms, interviews and sharing of visible success stories in the network, a dedicated LinkedIn group, presentations at international conferences and a special Women In Accounting lunch in Copenhagen with external speaker from the Danish Institute for Human Rights specialised in equality issues. Some best practices are mentoring, coaching, networking and providing role models

Inspired

Business Development Communications Referrals Technology Initiatives Forthcoming Conferences

Agenda

Forthcoming Conferences What When Where

Australasia 2014 12 & 13 June Canberra

Asia Pacific 2014 20 to 24 June Chengdu

Audit & Tax 2014 9 to 12 July Washington DC

WIB 2014 19 to 21 September Dubrovnik

International 2014 22 to 26 October Barcelona

North American Tax 2014 3 to 6 December Cancun

European 2015 15 & 16 January Vienna

Audit & Tax 2015 8 to 11 July Amsterdam

International 2015 21 to 24 October Bangkok

Thank you