(WKLFV

E'HSHQGDEOH(PEHGGHG6\VWHPV
&KULV,QDFLR
$SULO
5HTXLUHG5HDGLQJ

%HVW7XWRULDO 6RIWZDUH(QJLQHHULQJ&RGHRI(WKLFV

$XWKRULWDWLYH%RRNV 6RFUDWHVDQGRQWDNHDSKLORVRSK\FODVV
2YHUYLHZ(WKLFV
u ,QWURGXFWLRQ
‡ &OXVWHUVLWEHORQJVWR
u .H\FRQFHSWV
‡ 1RULJKWRUZURQJDQVZHUV³7KH5LJKW7KLQJ´
‡ HWKLFVLV127SURFHVV
‡ VRFLDOO\DQGFXOWXUHEDVHG
u 5HODWLRQVKLSWRRWKHUWRSLFV
‡ /LVW³VXUURXQGLQJ´WRSLFV
u &RQFOXVLRQV IXWXUHZRUN


<28$5(+(5(0$3


'HVFULSWLRQRI(WKLFV
u (WKLFVLVDOODERXWGRLQJWKHULJKWWKLQJ
u :KDWLVWKH³ULJKW´WKLQJ"
u (WKLFVLVDOZD\VLQWHUHVWLQJLQWKHJUD\DUUD\VXVXDOO\
QRWVLPSOHDQVZHUV
‡ WKHUHDUHDOZD\VWKHREYLRXVULJKWVDQGZURQJV
u 'HILQLWLRQ(WKLFVDUHDSHUVRQDOFRGHRIEHKDYLRU
7KH\UHSUHVHQWDQLGHDOZHVWULYHWRZDUGEHFDXVHZH
SUHVXPHWKDWWRDFKLHYHHWKLFDOEHKDYLRULVDSSURSULDWH
KRQRUDEOHDQGGHVLUDEOHERWKRQDSHUVRQDOOHYHO
DQGZLWKLQWKHJURXSVZHEHORQJWR 'DNLQ


(WKLFV'HVFULSWLRQ
u (WKLFVUHTXLUHVDFFRXQWDELOLW\)RUWKHUHOLJLRXVO\
LQFOLQHGDFFRXQWDELOLW\WR*RG)RUWKHLUUHOLJLRXV
DFFRXQWDELOLW\WRVRFLHW\
u 7RHYHU\PDQLVJLYHQWKHNH\WRWKHJDWHVRIKHDYHQWKH
VDPHNH\RSHQVWKHJDWHVRIKHOO %XGGKLVWUHOLJLRXV
VD\LQJ
u 3URIHVVLRQDOVRFLHWLHVHQFRXUDJHWKHYLHZRIHWKLFVDV
UHVSRQVLELOLW\RIWKHLUPHPEHUVWREHWWHUVRFLHW\
u 3HRSOHPXVWEHHWKLFDODQGFRPSDQLHVPXVWEHHWKLFDOLW
PDNHWKHULJKWFKRLFHV


7KH5LJKW7KLQJ
u ([DPSOH
‡ <RX¶UHLQFKDUJHRIWKHVRIWZDUHIRUDVDWHOOLWHGHOLYHU\V\VWHP
VRPHWKLQJOLNHWKH$ULDQ 7KHVRIWZDUHFKHFNVRXWILQHEXW
LW¶VUDLQLQJRXWDQGLWORRNVOLNHLWPLJKWKDYHOLJKWQLQJ7KH
SHUVRQLQFKDUJHRIZHDWKHU2.¶VWKHIOLJKW6KRXOG\RXPDNH
VRPHWKLQJXSWRVWRSLW"
‡ <RXJRIRUODXQFKDQGWKHVDWHOOLWHJHWVVWUXFNE\OLJKWQLQJ


(WKLFVLV127SURFHVV
u +RZWRGHVWUR\D6SDFH6KXWWOH DQGORVHDVWURQDXWV
u &RPSOH[SURFHVVDQGPHFKDQLVPVLQSODFHWRODXQFK
VKXWWOH
‡ HQJLQHHUVKDYHWRSURYHWRPDQDJHPHQWVKXWWOHLVVDIHWRODXQFK
‡ +RZGLG&KDOOHQJHUKDSSHQWKHQ"
‡ 5ROHUHYHUVDOHQJLQHHUVWU\LQJWRSURYHWRPDQDJHUVWKDWVKXWWOH
VKRXOGQ¶WODXQFK
u (WKLFVLVSHUVRQDOUHVSRQVLELOLW\


&RPSDULVRQRISURIHVVLRQDOFRGHV
u ,(((FRGHRIHWKLFVVKRUWWRWKHSRLQW
‡ PRVWO\EURDGSRLQWV
‡ QRLQGHSWKGLVFXVVLRQ
u $&0FRGHRIHWKLFVLVORQJ
‡ DOVRYHU\FRQWUDGLFWRU\
‡ REH\WKHODZXQOHVV\RXGRQ¶WIHHOWKHQHHG"
u 6RIWZDUH(QJLQHHULQJFRGHRIHWKLFVPRVWUHDVRQDEOH
‡ KDVUHDOUHFRPPHQGDWLRQV
‡ YHU\SUDFWLFDO
‡ QRWFRQWUDGLFWRU\
u PRVWFRGHVKDYHUXOHVUHFRPPHQGDWLRQVWKDWDUH
³FRPPRQVHQVH´
u HPSKDVL]HUHVSRQVLELOLW\WRSXEOLFJRRG

7RROV7HFKQLTXHV
u &RGHVRI(WKLFV
‡ ,(((&RGHRI(WKLFV
‡ $&0&RGHRI&RQGXFW
‡ 0RVWRWKHUSURIHVVLRQDOVRFLHWLHV
u 3URIHVVLRQDOOLFHQVLQJERGLHVKDYHHWKLFVUXOHV
u ,(((KDVDQHWKLFVERDUG\RXFDQDVN DQGLQWKHRU\
JHWWRGHIHQG\RXDJDLQVW\RXUHPSOR\HU
u <RXUFRPSDQ\PD\KDYHDQHWKLFVOLQH\RXFDQFDOO


0HWULFV
u (QJLQHHUVQRWVREDGDIWHUDOO
‡ ,PPHGLDWHGHDWKVSURYHQUHODWHGWRWKH/RYH&DQDO
‡ ,PPHGLDWHGHDWKVSURYHQUHODWHGWR7KUHH0LOH,VODQG
‡ ,PPHGLDWHGHDWKVSURYHQUHODWHGWR%KRSDO
‡ ,PPHGLDWHGHDWKVSURYHQUHODWHGWR&KHUQRE\O
u 0RWKHU1DWXUHLVZKDWZLOOJHW\RX
‡ ,PPHGLDWHGHDWKVUHODWHGWRF\FORQHRYHU%DQJODGHVK0D\

‡ ,PPHGLDWHGHDWKVUHODWHGWR0H[LFR&LW\(DUWKTXDNH6HSWHPEHU

‡ ,PPHGLDWHGHDWKVUHODWHGWR$UPHUR&ROXPELDYROFDQLFHUXSWLRQ
1RYHPEHU
u ³(QJLQHHULQJLQ6HDUFKRI(WKLFV´010D[H\


5HODWLRQVKLS7R2WKHU7RSLF$UHDV
u 6DIHW\&ULWLFDO6\VWHPV
‡ $Q\V\VWHPWKDWKDVOLYHVGHSHQGLQJRQLWVKRXOGEHPDGHE\
HWKLFDOSHRSOH
‡ DOVRQHHGVHWKLFDORUJDQL]DWLRQV
‡ HQJLQHHUVPDNLQJ6&V\VWHPVQHHGWREHVHQVLWL]HGWRWKHVHLVVXHV
u %XVLQHVV3URFHVVHV
‡ EXVLQHVVHVFDQHLWKHUVXSSRUWRUGHWHUHWKLFDOFRQGXFW
‡ EXVLQHVVSURFHVVHVFDQQRWUHSODFHHWKLFDOFRQGXFW
u 6RFLDODQG/HJDO
‡ KRSHIXOO\DFWLQJHWKLFDOO\ZLOOSUHYHQWDFWLQJLOOHJDOO\
‡ HWKLFVDUHVRFLDOO\GHWHUPLQHG
‡ HWKLFVDUHGHPDQGHGE\VRFLHW\
‡ FXOWXUHLVDQLVVXHLQHWKLFDOEHKDYLRUZKDWDERXWKDFNHUFXOWXUH"

&RQFOXVLRQV )XWXUH:RUN
u (WKLFVLV\RXUSHUVRQDOUHVSRQVLELOLW\
u &RPSDQLHVPXVWEHUHVSRQVLEOHDQGWKHUHIRUHHWKLFDO
WRR
u 3URFHVVGRHVQRWDEVROYH\RXRI\RXUUHVSRQVLELOLW\
u ,I\RX¶UHJRLQJWRILJKW\RXUHPSOR\HURYHUHWKLFVKRSH
IRUWKHZKLVWOHEORZHUODZIRUSURWHFWLRQ
u 0RVWO\KRQHVW\DQGUHVSRQVLEOHDFWLRQV
u 0RUHWKDQMXVWSXEOLFJRRG,WKLQN
u ,(((ZLOOQRWGHIHQG\RX


3DSHUV
u 'R\RXZDQWDQDLUEDJLQ\RXUFDU"
u 6RIWZDUHGHYHORSHUVDUHMXVWPRUDOO\GHSUDYHG
‡ WKH\VWHDOVWXII
u :RXOG\RXKDYHODXQFKHG
‡ YHU\H[SHQVLYHVDWHOOLWHORVVRKZHOO«