Presentation title

Account Management Strategy & ProcessMichael RoachOctober 17, 2013

CGI Group Inc. CONFIDENTIAL1Global and Key Account Management2An Account Plan Review template has been developed to facilitate a concise summary of the accounts situation, and CGIs plans to develop and grow the relationship and business with the account.The template has been designed so that the review can be conducted within 15 to 20 minutes.Within every 6 month period:The account plans of the Top 10 Global Accounts are to be reviewed with Michael RoachThe account plans of the Top 10 accounts in each SBU are to be reviewed with the SBU PresidentThe account plans of the Top 10 accounts in each BU are to be review with the BU LeaderA representative from Marketing will be present to ensure the appropriate marketing support is provided.2Review roll-up3Michael Roach.Top 10 Accounts from across the SBUs.SBU Leader 1.Top 10 Accounts in the SBU.SBU Leader 2.Top 10 Accounts in the SBU.SBU Leader 3.Top 10 Accounts in the SBU.BU Leader 1.Top 10 Accounts within the BU.BU Leader 2.Top 10 Accounts within the BU.BU Leader 3.Top 10 Accounts within the BU.Next StepsAccount Review Template to be shared with each of the BUs (included in the appendix of this document).Each BU and SBU Leader are to identify the 10 accounts they plan to review every 6 months. The leaders should consider the existing size, the growth potential, and relationship complexity of the accounts when selecting them.Each SBU to submit to Alex Brzostowski the 10 accounts that will be reviewed at the BU and SBU levels. Please submit these account names by October 15.The reviews with Mike will commence the week of November 284[Client Name]Account Plan Review CGI Group Inc. CONFIDENTIAL CGI Client team and roles6NameRoleSBU presidentBU leaderGlobal Client Executive (if global client)BU Client ExecutiveStrategic MarketingCommunicationsBD teamSupport team6Client SummaryIndustry: Last Year Revenues: [XX,XXX] $m ([ +/- XX ]% vs. [prev yr])Last Year Operating Profit: [XX,XXX] $m ([ +/- XX ]% vs. [prev. yr])Market position: n [X] (worldwide)Market Share: [XX] %Employees: [XXXX] Headquarters: [Location]Geographical presence: [ X ] countries (list countries)

Clients strategic priorities7Clients financial goals20112012201320142015Annual IT spendClient strategy breakdown8BusinessTechnologyITSpecific strategySpecific strategy. . .Specific strategySpecific strategy. . .Specific strategySpecific strategy. . .Top priority business strategyTop priority technology strategyTop priority IT strategyTop issues / pain pointsTop issues / pain pointsTop issues / pain pointsIssueIssueIssue

9Client executive relationship map* Names in red are CGI Relationship OwnersColor the client name/title box

New relationship Meetings planned ExistingCode the 4 boxes for each key stakeholder:9CGI at - Overview10CGI services providedDescribe services that CGI provides to the clientLength of relationshipCGI client since YYYYCGIs ranking within the clientWe are Xth in their top XX partners / suppliers (if known)Ranking of client to CGI xth largest for BU (revenue)CGIs wallet shareCGI has x% of Clients IT spendGeographic coverageHQ in Country 1, projects in Country 2 and Country 3; off-shore AMO in India2010201120122013Plan2013FCASTYoY %BookingsRevenueBook to BillContribution %10CSAP ResultsAvg. CSAP Score (LTM)Avg. Loyalty Score (LTM)Number of CSAPs (LTM)#.###.####11Key Feedback from ClientCGI action[point 1]CGIs response[point 2][point 3][point 4][point 5]CGIs competitor landscapeCompetitorAreas of StrengthKey RelationshipsComments, strategy, initiativesCompetitor AProduct, OfferingIndustry ExpertiseetcName, titleName, title (note influence)Relationship b/gExisting contracts, projectsClient strategy or pain in their area of strength(see slide notes for further considerations)Competitor BCompetitor CNote: A more detailed analysis may be performed on a specific competitor(s) - - that is a separate template/request that can be requested through Market Insights. 1212What are the strengths and weaknesses of each competitor?What is the competition doing to block or beat CGI?What actions can we take to unseat an incumbent?What actions can we take to inoculate against the competition?Is there a partnering strategy we should consider?

CGI SWOT analysis with ClientStrengths. . .. . .

Weaknesses. . .. . .

Opportunities. . .. . .

Threats. . .. . .

1313Wins / Losses since last client planning session: (date)14SalesLeadDescriptionTCVKey Success FactorSalesLeadDescriptionTCVMajor reasonSalesLeadDescriptionTCV

Major reasonWon dealsLost dealsDropped deals14Top opportunities with ClientSolution, TCV, Estimated close dateCritical success factorsBarriersHow Executives can helpSolution Y $X, mm/yyEXAMPLESMatch to business need Relationship developmentMitigate competitorTransform solution to a bigger playEtc.EXAMPLESCompetitive relationshipsTechnology fitAccess to key stakeholdersEtc.EXAMPLESRelationship engagement planCross-BU teams / solutionsUnique approach / financial modelEtc.15Looking forwardStrategic Objectives (Next 12 Months)Trend1. Turn Client X view of CGI from Vendor to Trusted global Partner2. Position CGI with Client X in all countries in which we have a mutual presence3. Change the current T&M model towards Fix price4. Leverage in Insurance & BI expertise5. Strengthen current relationship with Client Xs decision makers Near Term Milestones (Next 90 Days)Trend1. Achieve certification as corporate testing provider 2. Execute strategy in Opportunity X3. Establish relationship with European CIO4. Establish relationship with North American COO5. Establish & Execute BI Strategy in EuropePlease identify the Strategic Objectives and Near Term Milestones for the account and the indicative trends. Examples of Objectives and Milestones included below. Modify/replace these as needed.For Trend colours, use Green when on track to achieving objective, Yellow when at risk, and Red when facing significant issues. How can the leadership team help?17Outline items that need executive input or review, require assistance from senior CGI executives, or require funding

Examples:Further market or competitive analysisGuidance on strategic goalsIntroduction to senior stakeholders (within or near to client)Exploration of additional or alternate architecture, technology or functionalityInput on sales and / or marketing tacticsTemplates & InstructionsBuying RolesUserEvaluatorDecision MakerApproverAbility to ChangeInnovatorVisionaryPragmatistConservativeLaggardUEDAIVPCLMapping CoverageNo ContactBrief ContactMultiple ContactsIn-DepthCGI StatusEnemyNon-SupporterNeutralSupporterMentorX---=+

1) Use "Sheet 1" or "Sheet 2" to create your Map2) The "Legend" is already on these 2 sheets3) Copy the org boxes into your Map - adjust top line to fit Client name and title - CGI names in red and try to limit to 1 prime4) Once completed, copy a "screen shot" into your powerpoint presentation of the map including the legend.

ExampleNameTitleCGI NameNameTitleBusiness AreaNameTitleBusiness AreaNameTitleBusiness AreaNameTitleBusiness AreaNameTitleBusiness AreaNameTitleBusiness AreaCGI NameCGI NameCGI NameCGI NameCGI NameCGI NameReporting Role(s)Reporting Role(s)Reporting Role(s)Reporting Role(s)Reporting Role(s)Reporting Role(s)

Sheet1

Sheet2