As a Director, you will have the responsibility to contribute to the success of the firm on three levels: firm-wide, individually, and leading a team. These responsibilities are concentrated in seven key areas:

1. Financial Contribution

2. Client Billable Hours

3. Consulting Competencies

4. Firm Contribution

5. Guiding Principles

6. Team Leadership

7. Being a Coach

Financial Contribution

• Business Under Management - you will be assigned a number of client accounts and be responsible for "a book of business." The exact dollar amount is negotiated based upon an inverse relationship with the size of your new business targets.
• Business Up Sold - you will be assigned a dollar amount for new business within your current client organizations. The exact target is negotiated based on a variety of factors such as: the history and strength of the relationship, the strength of the client's business, the degree of change within the client, etc.
• New Business Sold - you will be assigned a dollar amount for "new, new business" (work with companies who are not currently Ketchum Pleon Change clients). You will pursue three strategies:

1. Each Director (and his or her team) selects approximately 10 companies to target as their "A" prospects andformulate strategies to gain access to these target companies.

2. Each Director (and his or her team) will articulate a point of view on a selected topic / service offering. The New Business Director will then promote the offering to our "B" prospect list via an outreach campaign. Follow up will be contingent upon marketplace interest.

3. Based on a "best teams" approach, you will also be assigned RFPs, Ketchum/Ketchum Pleon pitch opportunities, and other unsolicited new business opportunities to pursue.

Client Billable Hours

Full time Directors are expected to bill 50% of their time to clients. This goal can vary higher or lower based on other needs of the business at a given time.

Guiding Principles

We value the culture we have at Ketchum Pleon Change and have articulated a set of five guiding principles to shape our collective behavior. As Director, you are expected to be a role model for each of these principles and reinforce the behavior when you recognize it in others.

Team Leadership

As a Director you will also be responsible to lead a stratified team in support of your goals. The objective is to create a collaborative team dynamic and develop participative processes to achieve the specific goals assigned to your team. Managing the overall client billable time for the team is a primary area of focus.

Being a Coach

As a Director, you have the responsibility to contribute to the overall People Development of the firm. In addition, you will have specific accountability to coach one or more senior staff to support that individual's growth and contribution to the firm. There are four key aspects of this role:

1. Advocacy - proactively representing the coachee's skills, experiences and interests
2. Feedback - maintaining an ongoing dialogue with the coachee and conducting the formal PMP process
3. Development - coauthoring the coachee's IDP and supporting it's execution
4. Utilization - ensure all of the coachee's utilization targets are achieved

Client Work

Representative client assignments may include:

• Designing assessment strategies to measure change readiness, learning needs, team performance, communications effectiveness, or the degree of employee engagement
• Working with leadership teams to articulate new strategies, determine new priorities and launch new initiatives
• Creating communications and change strategies to achieve company-wide buy-in to a new direction, to redefine a culture, align a workforce around a brand promise, or implement a new system
• Improving organizational processes by mapping a current state, designing a future state, redesigning a function or a team to perform against the requirements of a future state
• Developing the capabilities of individuals, teams or entire functions through role clarity, coaching, or learning processes

Day-to-Day Responsibilities

As Director, your day-to-day activities will include overseeing multiple projects with multiple work-streams for multiple clients. As the work typically spans a broad range of industries, clients and business issues, you should be proactively offering counsel that draws upon your business acumen, problem solving and project management skills. More tactically, the day-to day activities will include:

• Finding sales opportunities, developing proposal, conducting new business presentations
• Supporting the preparation of work plans and budgets, performing project management duties
• Monitoring quality of project deliverables and maintaining client relationships
• Providing on-the-job development and performance coaching to team members
• Contribute to internal initiatives to continuously improve the knowledge base of the firm

Travel Requirements

This position requires travel as needed for project work and firm business (generally between 25% and 50%).

Reporting

This position reports to the CEO of Ketchum Pleon Change