Hinge, Inc. discusses research findings on increasing valuation and growth for professional services firms.

3. What makes a firm grow fast

5. Top Dollar 4 22X EARNINGS 2-3X 15X 10X COMPARIBLES EBITA REVENUE

6. What Buyers Buy THE EXPECTATION OFFUTURE REVENUE 5

7. 40 Factors Financial Employees Brand/Marketing Clients Management Team Technology 6

8. Valuation Driver 5 QUALITY OF MANAGEMENT TEAM 7

9. Valuation Driver 4 QUALITY OF EARNINGS 8

10. Valuation Driver 3 EXISTING CLIENT CONTRACTS 9

11. Valuation Driver 2 PROJECTED GROWTH RATE 10

12. Valuation Driver 1 STRENGTH OF EXISTING CLIENT RELATIONSHIPS 11

13. 12 ACHIEVING HIGH GROWTH

14. Marketing Spending and Growth 13

15. Revenue Growth 2007 2008

16. Marketing Spending 15

17. Marketing Positioning 16

18. Business Development Priorities 17

19. Marketing Initiative Priorities 18

20. Referral Business 19

21. The Elevator Pitch (% Acceptable) 20

22. The Elevator Pitch 21 Our mission is to provide the highest level of quality and to maintain a tradition of technical excellence, commitment to quality and client satisfaction on any project the firm takes on. We strive to apply high professional, ethical and aesthetic standards. What Do We Do? IT consulting Consulting engineers CPA firm Graphic Design

23. 22 UNDERSTANDING YOUR CLIENTS

24. Identifying the Competition 23 18 16 6 Competitors identified by clients Competitors identified by firm

25. How to Improve Marketing 24

26. Most Meaningful Selection Criteria 25

27. What Were You Trying to Avoid? 26

28. What Do Buyers Want? Can you fix my problem? Will you make my life easier? Do I enjoy you as a person? 27

29. Aware of services offered by current firm? 28 36.3% Yes No 63.7%

30. Desired Services from Existing Firm 29 32% None One or more new services 68%

31. Desired services already offered 30 14.6% Not offered Already offered 85.4%

32. Offering New Services 31

33. Reasons for Loyalty 32

34. 33 BUILDING YOUR FIRM

35. Your Growth Engine Profitable Clients That Remain Loyal And Refer Others 34

36. Building Your Firm A Competitive Strategy The Right People Delivering What You Promise 35

37. Top Challenges 36

38. Contact Information 37 Lee Frederiksen lwf@pivotalbrands.com www.pivotalbrands.com 703-391-8870