Bi-Annual Measures for all levels of individuals in a Consultant role

Perspective KPA KPI KPI Description Ability to assist with the development and growth of the project and client relationship taking the following key factors into account: 1. Lead generation 2. Understanding client problem and environment in order to advise and deliver accordingly 3. Project expansion and development 4. Involvement and input into practice proposals and tenders. The measure is based on: Lead + Opportunity + Sale Weightings (A, SA, P) Weightings (SP, M) What to measure (Associate) In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual: identify any potential leads for project extensions or new opportunities? raise the lead (via the BusinessLeads mailbox and IQ Manager)? participate in and gather information for the creation of proposals and tenders? To what extent were they involved? What to measure (Senior Associate) In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual: identify leads for own Practice which turned into opportunities for project extensions or new opportunities? raise the lead (via the BusinessLeads mailbox and IQ Manager) and assist with the follow-up if or when the opportunity presents itself? participate in and gather information for the creation of proposals and tenders? To what extent were they involved? What to measure (Principal) In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual: fully understand the IQ Business service offerings in order to identify and close opportunities (project extension and/or new) raise the lead (via the BusinessLeads mailbox and IQ Manager) and assist with the follow-up if or when the opportunity presents itself? participate in, gather information, coordinate and ensure that all documentation is reviewed by applicable IQ Manager with regards to proposals or tender submissions? To what extent were they involved? What to measure (Snr Principal and Manager) In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual identify any leads and pass the information on to the client account managers and BusinessLeads mailbox? take action to determine potential opportunities for project expansion and further development within the client area? take action to understand the client problem and environment to become a trusted advisor to the client? convert a lead into a sale? take accountability for the creation of proposals and tenders? What was their level of responsibility? <2.00 =2.00 2.50 2.75 3.38 4.00 How to measure (All levels) = Poor performance = Requires improvement = Just below expectations = Meets expectations = Exceeds expectations = Far exceeds expectations

Opportunity Management Financial focus

Financial

Associate, Senior Associate, Principal: Achievement of a personal billability target YTD averaging 85% Delivery Individual billability Senior Principal, Manager: Achievement of a personal billability target YTD averaging 80% Total Financial Perspective Average of project evaluations for the year to date Client Total Client Perspective Assist the company by building a personal connection with: 1. Self (into IQ, onto project) 2. New IQ'ers into the business and practices areas. 3. Fellow IQ'ers into the client, project environment and back into IQ whilst in-between projects (buddy system) Senior Principal and Manager Level measures to include above measures and the following measures for Development: Participate in activities to improve your awareness and identity. This is by developing your skills (core, technical, meta) to facilitate opportunities for experience and exposure. This is obtained through the management of own and/or others personal development within your given practice using the development tools provided (PDP's, Project Evaluations, Annual Reviews, 360 Evaluations, Client Satisfaction Surveys). Client Experience Project evaluations 10 10 10 10 75 75 70 70

YTD individual billability % achieved against specified target for the role.

YTD individual billability % achieved against specified target for the role.

YTD individual billability % achieved against specified target for the role.

YTD individual billability % achieved against specified target for the role.

Please refer to the rating scales document.

The average score of the project evaluations completed year to date The average score of the project evaluations completed year to date The average score of the project evaluations completed year to date The average score of the project appraisals completed year to date to be inserted. to be inserted. to be inserted. will to be calculated from all received CSS's.

Average calculation to be inserted.

In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual:- make sure they were on-boarded into IQ (induction) and onto project. What did they do? What do they know? - assist with the transfer of knowledge within the project team? - network and meet other individuals within IQ and project area? Was the individual a successful buddy to someone else? What are the actions implemented?

In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual:- make sure they were on-boarded into IQ and onto project? What did they do? What do they know? - make sure others were on-boarded onto project by transferring knowledge to new member/s to the project team? - network and meet other individuals within IQ, project area? Was the individual a successful buddy to someone else? What are the actions implemented?

In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual:- make sure they were on-boarded into IQ, onto project and client site. What did they do? What do they know? - make sure others were on-boarded onto IQ, onto project and client site by transferring knowledge to new member/s to the project team? - network and meet other individuals within IQ (includes allocated practice, other practices, client account management team)? What steps were taken? - offer support to others through their understanding of the IQ, project and client environment? What support was given? Was the individual a successful buddy to someone else? What are the actions implemented?

In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual:- hold a business, practice, client and/or project on-boarding session with the new member/s? - discuss expected project role and deliverable requirements with team member/s?* - ensure that new member/s to the project team received appropriate knowledge transfer to "hit the ground running"? - take the necessary steps to minimise disruptions to the team once member/s joined or left the team? What were the steps taken?

<2.00 =2.00 2.50 2.75 3.38 4.00

= Poor performance = Requires improvement = Just below expectations = Meets expectations = Exceeds expectations = Far exceeds expectations

Associate, Senior Associate, Principal: On-boarding Senior Principal, Manager: On-boarding and Development

*Refers to the expected performance requirements and the

agreement of KPA/KPI measures for the project. Development: Did the individual: ensure the successful management of personal development (self and allocated individuals)? take steps to mentor and coach individuals within the team? recommend learning and development programmes for individuals within the practice? assist allocated individuals with any shortcomings to performance? successfully manage performance counselling sessions (if applicable)?

2.5

People and Culture

Talent Management*

Participate in activities to improve your awareness by developing individual skills (core, technical, meta) to facilitate opportunities to gain experience and exposure. This is obtained through the management of own and/or others personal development within your given practice using the development tools provided (PDP's, Project Evaluations, Annual Reviews, 360 Evaluations, Client Satisfaction Surveys).

In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual: utilise the appropriate tools provided to facilitate development? hold regular development discussions with IQ Manager? follow the learning and development programmes prescribed for development? make and show any improvements on shortcomings to performance?

In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual: utilise the appropriate tools provided to facilitate development? hold regular development discussions with IQ Manager? follow and apply oneself to the learning and development programmes prescribed for development? make and show any improvements on shortcomings to performance? provide guidance to peers on how to conduct knowledge transfer.

In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual: utilise the appropriate tools provided to facilitate development? hold regular development discussions with IQ Manager? make suggestions, follow and apply oneself to the learning and development programmes prescribed for development? make and show improvements on shortcomings to performance? if project team leader, make sure that Project Evaluations were completed? if project team leader, provide guidance to project team on how to conduct knowledge transfer.

In order to meet expectations the individual should be able to answer the following questions effectively: Did the individual: ensure the successful management of personal development (self and allocated individuals)? take steps to mentor and coach individuals within the team? recommend learning and development programmes for individuals within the practice? assist allocated individuals with any shortcomings to performance? successfully manage performance counselling sessions (if applicable)?

<2.00 =2.00 2.50 2.75 3.38 4.00

= Poor performance = Requires improvement = Just below expectations = Meets expectations = Exceeds expectations = Far exceeds expectations

Development

2.5

Total People and Culture Perspective The key areas of focus for IQ Citizens are: 1. Contribution & Participation in IQ which includes IQ events (InfoShare, Practice meetings, COP's, COI's, Townhalls, SoChill, CSR) or initiatives (internal projects) 2. Knowledge of IQ 3. Compliance to IQs Policies & Procedures which shows the ability to manage and maintain personal and project administration in line with IQ's internal processes and corporate governance procedures such as: Account/client/practice processes Adherence to PMO processes and procedures Timesheet submission and approval Leave management

5 In order to meet expectations the individual should be able to answer the following questions effectively: Has the individual participated in IQ events (InfoShare, Practice meetings, COP's, COI's, Townhalls, SoChill, CSR) or initiatives (internal projects)? obtained a general understanding of IQ Business? What do they know? followed up with IQ Manager if project codes are not appearing on timesheets or expense sheets when starting the project? obtained an understanding of what will be billable, nonbillable and non-chargeable on the project to ensure accurate capturing of items in timesheets and expenses? submitted timesheets and expenses as per stipulated deadlines? planned and managed leave taken (self and aligned to team) according to project deliverables and as agreed with client and IQ Manager? In order to meet expectations the individual should be able to answer the following questions effectively: Has the individual participated in IQ events (InfoShare, Practice meetings, COP's, COI's, Townhalls, SoChill, CSR) or initiatives (internal projects)? facilitated any of the IQ events or initiatives? contributed to the further development of IQ, practice and COP/COI's? obtained an understanding of IQ's practice strategy and the role they play in it? followed up with IQ Manager if project codes are not appearing on timesheets or expense sheets when starting the project? obtained and applied their understanding of what will be billable, non-billable and non-chargeable on the project to ensure accurate capturing of items in timesheets and expenses? submitted timesheets and expenses as per stipulated deadlines? planned and managed leave taken (self and aligned to team) according to project deliverables and as agreed with client and IQ Manager? In order to meet expectations the individual should be able to answer the following questions effectively: Has the individual participated and encouraged others to participate IQ events (InfoShare, Practice meetings, COP's, COI's, Townhalls, SoChill, CSR) or initiatives (internal projects)? facilitated any of the IQ events or initiatives? contributed to the further development of IQ, practice and COP/COI's? obtained an understanding of IQ's practice and client strategy and the role they play in it? gained an understanding of IQ Business's project and financial lifecycle (CRM, PMO (resource allocation, project registrations and changes), project invoicing, expense process etc.) followed up with IQ Manager if project codes are not appearing on timesheets or expense sheets when starting the project? obtained and applied their understanding of what will be billable, non-billable and non-chargeable on the project to ensure accurate capturing of items in timesheets and expenses? submitted timesheets and expenses as per stipulated deadlines? planned and managed leave taken (self and aligned to team) according to project deliverables and as agreed with client and IQ Manager? In order to meet expectations the individual should be able to answer the following questions effectively: Has the individual developed any IP that is: 1) Generic and can be applied to any project. 2) Re-usable and can be used on future projects. 3) Can add value to the whole of IQ. Has the individual: 1) had their IP reviewed by Peers and IQ Managers? 2) performed peer reviews of other's IP? 3) obtained an understanding of the IP submission and rating process? 4) shared the IP with team, practice and/or IQ so that IP can be used for research purposes, solutions or marketing collateral? 5) re-used existing IP over the course of the past 6 months? In order to meet expectations the individual should be able to answer the following questions effectively: Has the individual participated and encouraged others to participate in IQ events (InfoShare, Practice meetings, COP's, COI's, Townhalls, SoChill, CSR) or initiatives (internal projects)? facilitated any of the IQ events or initiatives? contributed to the further development of IQ, practice and COP/COI's? obtained an understanding of IQ's practice and business strategy and role they play in the strategy? explained and/or translated the IQ practice and business strategy to the team? flagged any outstanding project paperwork with the client account manager? submitted all paperwork by using the correct PMO processes? submitted and approved (if applicable) timesheets as per stipulated deadlines? planned and managed leave taken (self and team) according to project deliverables and as agreed with client? <2.00 =2.00 2.50 2.75 3.38 4.00 = Poor performance = Requires improvement = Just below expectations = Meets expectations = Exceeds expectations = Far exceeds expectations

Practice and account participation*

IQ Citizenship

Practice development

This measurement considers the development, sharing and re-use of IP. "IP is important to IQ because ideas, problem solving and creativity are at the centre of how we work"1. IQ promotes the development of IQ'ers into Knowledge Workers through the creation of relevant and current IP such as EVP's, case studies, white papers, opinion pieces, articles, updating of bio, profiles, CVs and skills matrix. Please refer to the Knowledge Management site and practice IP processes for more detail.

Intellectual property*

Development and reuse

In order to meet expectations the individual should be able to answer the following questions effectively: Has the individual developed any IP that is: 1) Generic and can be applied to any project. 2) Re-usable and can be used on future projects. 3) valuable to the whole of IQ. Has the individual: 1) had their IP reviewed by Peers and IQ Managers? 2) followed the IP submission process? 3) shared the IP with team, practice and/or IQ so that IP can be used for research purposes, solutions or marketing collateral? 4) re-used existing IP over the course of the past 6 months?

In order to meet expectations the individual should be able to answer the following questions effectively: Has the individual developed any IP that is: 1) Generic and can be applied to any project. 2) Re-usable and can be used on future projects. 3) Can add value to the whole of IQ. Has the individual: 1) had their IP reviewed by Peers and IQ Managers? 2) performed peer reviews of other's IP? 3) followed the IP submission process? 4) shared the IP with team, practice and/or IQ so that IP can be used for research purposes, solutions or marketing collateral? 5) re-used existing IP over the course of the past 6 months?

1 Reference: Adam Craker Total Practice Development Perspective 10 10

In order to meet expectations the individual should be able to answer the following questions effectively: Has the individual developed any IP that is: 1) Generic and can be applied to any project. 2) Re-usable and can be used on future projects. 3) Can add value to the whole of IQ. Has the individual: 1) identified IP opportunities aligned to the IQ, practice strategy. 2) encouraged individuals to develop IP? 3) reviewed IP generated by individuals in their team/s? 4) performed peer reviews of other's IP? 5) had their IP reviewed by peers? 6) obtained a full understanding of the IP submission and rating process and explained it to team members? 7) shared the IP with team, practice and/or IQ so that IP can be used for research purposes, solutions or marketing collateral? 8) re-used existing IP over the course of the past 6 months?

Rate to be obtained from the Knowledge Management team.

* Please answer these sections and provide a

portfolio of evidence where applicable.

Total Measurement Weighting

100

100

Total Bi-Annual Score