Weekly Business Update Oct 10, 2008

10-10-2008 Company Confidential Pg 1

Weekly Business Update Oct 10, 2008Weekly Business Update Oct 10, 2008


Oct Flash Report (thru 10-10-08) Cash Sales

Individual Revenue Cash - New: 105,405$ Individual Revenue - Renewal: 128,491 Institutional Sales - New: 3,000 Institutional Sales - Upsell: - Institutional Sales - Renewal: 350 Global Vantage - Executive Briefings - Onetime New: - Public Policy Revenue - New: - Public Policy Revenue - Renewal: - International Revenue - New: - International Revenue - Renew: - Protective Intelligence Revenue - New: 6,500 Protective Intelligence Revenue - Renewal: - Refunds/Adjustments: (3,787)

Total MTD 239,960$

iPAY Cash Deposits 123,607 Daily Average 17,658


Summary Cash Sales Trend - $K

SALES CATEGORY Sep 07 Oct 07 Nov 07 Dec 07 Jan 08 Feb 08 Mar 08 Apr 08 May 08 Jun 08 Jul 08 Aug 08 Sep 08 Oct 08 2006 2007 YTD '08

Indiv Sales Cash - New: 236 174 235 276 167 111 330 234 162 188 188 294 229 105 1519 2254 2008

Indiv Sales - Renewal: 159 142 144 155 149 115 144 126 149 246 191 200 185 128 1675 2143 1634

Inst Sales - New: 22 10 15 15 14 4 2 12 83 13 7 25 11 3 861 227 174

Inst Sales - Upsell: 0 0 0 0 0 175 0 0 0 0 0 0 0 0 25 8 176

Inst Sales - Renewal: 153 56 116 28 38 277 54 54 66 49 76 549 192 0 556 810 1356

Global Vantage 0 46 24 38 0 0 0 0 66 41 26 22 22 0 301 366 177

Exec Brief - Onetime New: 25 25 27 0 28 73 0 31 15 25 25 15 33 0 114 297 245

Pub Pol Sales - New: 0 0 0 0 19 0 0 0 0 0 0 0 0 0 454 232 19

Pub Pol Sales - Renew: 750 0 0 262 50 0 113 0 0 30 50 0 30 0 920 1687 272

Intl Sales - New: 0 1100 12 0 0 0 8 0 0 0 0 0 13 0 1127 1663 20

Intl Sales - Renew: 0 0 0 0 0 0 0 0 0 0 0 0 0 0 24 0 0

Prot Intel Sales - New: 11 0 0 0 5 22 15 75 28 15 4 0 0 7 344 324 170

Prot Intel Sales - Renew: 0 0 72 0 210 0 0 0 0 0 0 112 0 0 311 331 322

Refunds/Adj: -41 -19 -64 -18 -40 -33 -37 -32 -38 -35 -21 -26 -24 -4 -183 -384 -290

Total 1,315 1,533 582 756 640 744 628 501 532 572 545 1,192 691 240 8,047 9,959 6,283

Groupings Sep 07 Oct 07 Nov 07 Dec 07 Jan 08 Feb 08 Mar 08 Apr 08 May 08 Jun 08 Jul 08 Aug 08 Sep 08 Oct 08 2006 2007 YTD '08

Individual 354 296 315 413 277 193 437 328 273 399 358 468 390 230 3011 4012 3353

Institutional 175 66 132 43 52 456 56 66 150 62 83 575 203 3 1443 1046 1705

Total Publishing 529 362 447 456 328 649 493 394 423 461 440 1043 593 233 4454 5058 5057

Global Vantage 0 46 24 38 0 0 0 0 66 41 26 22 22 0 301 366 177

Exec Briefs 25 25 27 0 28 73 0 31 15 25 25 15 33 0 114 297 245

Public Policy 750 0 0 262 69 0 113 0 0 30 50 0 30 0 1374 1919 291

International 0 1100 12 0 0 0 8 0 0 0 0 0 13 0 1151 1663 20

Protective Intel 11 0 72 0 215 22 15 75 28 15 4 112 0 7 654 655 493Total 1,315 1,533 582 756 640 744 628 501 532 572 545 1,192 691 240 8,047 9,959 6,283


Summary Cash Sales YTD - $K

Oct 2008 YTD data thru 10/10.

2006 2007 2008

SALES CATEGORY Oct YTD Oct YTD Oct YTD

Indiv Sales Cash - New: 1035 1742 2008

Indiv Sales - Renewal: 1329 1844 1634

Inst Sales - New: 852 197 174

Inst Sales - Upsell: 25 8 176

Inst Sales - Renewal: 464 667 1356

Global Vantage 224 303 177

Exec Brief - Onetime New: 114 270 245

Pub Pol Sales - New: 404 232 19

Pub Pol Sales - Renew: 811 1425 272

Intl Sales - New: 737 1651 20

Intl Sales - Renew: 24 0 0

Prot Intel Sales - New: 293 324 170

Prot Intel Sales - Renew: 221 259 322

Refunds/Adj: -129 -302 -290

Total $ 6,404 $ 8,621 $ 6,283

2006 2007 2008

By Business Oct YTD Oct YTD Oct YTD

Individual 2235 3284 3353

Institutional 1342 872 1705

Total Publishing 3577 4156 5057

Global Vantage 224 303 177

Exec Briefs 114 270 245

Public Policy 1215 1657 291

International 761 1651 20

Protective Intel 514 583 493

Grand Total $ 6,404 $ 8,621 $ 6,283


Publishing: DashboardThru 10-9-2008

Monthly Fcst $K

Actual MTD $k

Actl % of Monthly Target

% of Month

ExpiredAvg. Sales per Day $K

RENEWALSInstitutional $ 74 0$ 0% 29% 0.0$ Individual Annual $ 106 4$ 4% 29% 0.5$ Total Renewals $ 180 5$ 3% 29% 0.5$

NEW SALESFree List $ 85 36$ 42% 29% 4.0$ Paid List $ 60 40$ 66% 29% 4.4$ Walk-Up $ 60 20$ 34% 29% 2.3$ Partners $ 35 10$ 27% 29% 1.1$ Re-Charges $ 42 19$ 44% 29% 2.1$ Institutional $ 15 3$ 20% 29% 0.3$ Total New Sales 297$ 127$ 43% 29% 14.1$

All Sales $ 477 $ 132 28% 29% 14.7$ Minus Refunds $ (21) $ (4) 18% 29% (0.4)$

Net Sales $ 456 $ 128 28% 29% 14.2$


Indiv Publishing: New Sales Components Trend

Sep-07 Oct-07 Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08 Oct-08

Partners $ 15 K $ 8 K $ 5 K $ 4 K $ 4 K $ 4 K $ 18 K $ 25 K $ 19 K $ 46 K $ 34 K $ 42 K $ 28 K $ 10 K

FL $ 31 K $ 31 K $ 48 K $ 113 K $ 65 K $ 34 K $ 97 K $ 110 K $ 65 K $ 61 K $ 64 K $ 86 K $ 87 K $ 36 K

Paid $ 167 K $ 105 K $ 147 K $ 127 K $ 17 K $ 9 K $ 171 K $ 67 K $ 44 K $ 49 K $ 41 K $ 50 K $ 54 K $ 40 K

Walk-up $ 27 K $ 31 K $ 34 K $ 33 K $ 81 K $ 65 K $ 42 K $ 32 K $ 33 K $ 33 K $ 49 K $ 116 K $ 60 K $ 20 K

Total $ 240 K $ 175 K $ 235 K $ 278 K $ 167 K $ 111 K $ 330 K $ 234 K $ 162 K $ 188 K $ 188 K $ 294 K $ 229 K $ 105 K

$ 0 K

$ 50 K

$ 100 K

$ 150 K

$ 200 K

$ 250 K

$ 300 K

$ 350 K

Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08 Oct-08

Walk-up Partners FL Paid


Indiv Publishing: New Sales Components Trend

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%


Walk-up Partners FL Paid

Paid 62.7% 45.8% 10.4% 8.2% 52.0% 28.6% 27.4% 25.9% 22.0% 17.0% 23.7% 37.6%

FL 20.3% 40.8% 38.8% 30.2% 29.6% 47.0% 40.4% 32.2% 33.8% 29.2% 37.8% 34.0%

Partners 2.3% 1.4% 2.1% 3.3% 5.5% 10.7% 11.9% 24.5% 18.2% 14.3% 12.1% 9.1%

Walk-up 14.6% 12.0% 48.6% 58.3% 12.9% 13.7% 20.3% 17.4% 25.9% 39.5% 26.4% 19.2%



Publishing: Renewals

MTDPotential Renewal M'ships 619 Potential Renewal Dollars 139,970$

Actual Renewal M'ships 353 Actual Renewal Dollars 109,657$

Renew % M'ships 57%Renew % Dollars 78%

% Renewals Processed M'ships 100%% Renewals Processed Dollars 100%

$K

Status Custm % $ Amt % Oct Renewal Detail $ Amt Status

Lost 0 0.0 - 0.0 Min of FA - The Netherlands - GrpSub (R) '09 15,000

Pending 30 100.0 92.8 100.0 Gov of Singapore InvestCorp - GrpSub (R) '08 9,250

Renewed 0 0.0 - 0.0 ABC News - GrpSub (R) '08 6,650

Total 30 100.0 92.8 100.0 Hunt Oil - GrpSub (R) '08 5,988

Bank of America - GrpSub (R) '08 5,414

Petronas - GrpSub (R) '08 4,200

Warburg Pincus - GrpSub (R) '08 3,000

Abin - Agência Brasileira de Inteligência - GrpSub (R) '08 2,995

State of Qatar - Diwan Amiri - GrpSub (R) '08 2,995

American Embassy - Norway - GrpSub (R) '08 2,940

Goldman Sachs - GrpSub (R) '08 2,926

Office of the Chief of Chaplains - GrpSub (R) '08 2,495

18 Others 28,950

Oct Total Potential Inst Renewal $ 92,803

Publishing: Individual Annual Renewal Monthly Trend

Publishing: Institutional Renewal Update-Oct

Publishing: Individual Annual Renewal Update

Publishing: Institutional Renewal Update

Annual Renewal Activity Oct 2008Renewal Rates - %

20%

30%

40%

50%

60%

70%

80%

90%

100%

110%

120%

Renw # Renw $

Renw # 78% 71% 81% 70% 70% 69% 67% 64% 70% 72% 88% 67% 82% 71% 91% 62% 76% 62% 77% 74% 85% 75% 74%

Renw $ 100%

101%

102%

102%

98% 105%

109%

106%

105%

97% 108%

82% 99% 88% 107%

73% 97% 76% 84% 86% 95% 91% 82%

Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep


Publishing: Individual Renewals

Cumulative average renewal trend takes monthly data points and accumulates/averages them over time. For example, Aug 05 is a stand-alone data point for that month. Sep 05 takes Aug and Sep potential renewal and actual renewal and re-computes a 2 month average. Oct 05 takes Aug, Sep, and Oct renewal and re-computes a 3 month average. The rest of the trend months are similarly derived where any given month is a re-computed average of the data for that month and all preceding months. The month percentages are not the key in this metric, but rather the slope of the line. A positive slope (seen here) indicates real improvement over time by removing the potentially skewing impact of individual monthly timing differences (decline recoveries).

Cumulative Average Renewal: Aug 05 - Present

50%

55%

60%

65%

70%

75%

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85%

Aug OctDec Feb Apr Ju

nAug Oct

Dec Feb Apr Jun

Aug OctDec Feb Apr Ju

nAug

Members Dollars


Publishing: Cash Sales Trend 2004-2008

All sales data is YTD.

Institutional Sales are Group Subscriptions only.

Institutional

$0

$500

$1000

$1500

2004 $46 $67 $128 $157 $186 $222 $377 $416 $475 $505 $523 $631

2005 $51 $115 $185 $230 $260 $311 $536 $645 $680 $776 $884 $965

2006 $71 $98 $178 $220 $248 $314 $357 $1261 $1279 $1343 $1392 $1446

2007 $74 $152 $273 $350 $434 $483 $571 $631 $806 $872 $1003 $1046

2008 $52 $508 $563 $629 $779 $841 $923 $1498 $1701 $1705

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Individual

0

2000

4000

6000

2004

2005 $140 $290 $440 $577 $725 $919 $983 $1061 $1207 $1421 $1633 $1819

2006 $165 $315 $477 $611 $809 $1030 $1382 $1671 $1917 $2235 $2782 $3011

2007 $262 $563 $818 $1102 $1444 $1985 $2215 $2634 $2988 $3284 $3599 $4012

2008 $277 $470 $906 $1235 $1508 $1907 $2265 $2733 $3122 $3353


Combined

-$1000

$1000

$3000

$5000

2004 $46 $67 $128 $157 $186 $222 $377 $416 $475 $505 $523 $631

2005 $191 $405 $625 $807 $985 $1230 $1519 $1706 $1887 $2197 $2517 $2784

2006 $236 $413 $655 $831 $1056 $1344 $1739 $2933 $3196 $3578 $4174 $4457

2007 $336 $715 $1090 $1452 $1878 $2468 $2786 $3264 $3793 $4156 $4603 $5058

2008 $328 $977 $1470 $1864 $2287 $2748 $3188 $4231 $4824 $5057



Publishing: New Visitors & Guest Pass Sign-Ups

Above data plots daily new visitors (red line, scaled against left y-axis) and GP sign-ups (blue line scaled against right y-axis), and depicts strong positive correlation between the two.

0

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8/18/

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31 9/19/

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3010

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/9

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New Visitors GP S-Ups


Publishing: Free List Guest Pass Sign-Up Trend

0

50

100

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300

350

Apr May Jun Jul Aug Sep Oct

Free Weeklies FL 3 Strikes

FL GP Sign-Ups Apr May Jun Jul Aug Sep Oct

Free Weeklies 72 54 52 59 130 72 20FL 3 Strikes 18 20 20 26 50 34 19FL Total GPs 90 74 72 85 180 106 39


Publishing: Walk-Up Guest Pass Sign-Up Trend

0

50

100

150

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300

350


Barrier Page Home Page Button

W-Up GP Sign-Ups Apr May Jun Jul Aug Sep Oct

Barrier Page 48 38 35 57 135 64 22Home Page Button 31 68 184 79 37Walk-Up Total GPs 48 38 66 125 319 143 59


Publishing: Guest Pass Conversion Trend

Above data is for all our website Guest Passes, whether they are walk-ups or FLers, but excludes test trials like NDIA, Mauldin, and sign up a friend (PL). Sign-ups and Conversions (colored bars) are plotted against Y1 (left Y axis) whereas conversion percentages (black line) are plotted against Y2(right Y axis). The conversion rate exceeds what had been our historical average which was approx 54%.

Signup Data thru 10/1 (Includes comparable conversion data thru 10/9).

0

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0%

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SignUps Conv's % Conv

SignUps 34 190 117 139 112 138 210 499 249 23

Conv's 21 115 83 102 80 102 139 342 169 15

% Conv 62% 61% 71% 73% 71% 74% 66% 69% 68% 65%

Jan Feb Mar Apr May Jun Jul Aug Sep Oct


Publishing: Guest Pass Conversion TrendSign-Ups thru 10-1-2008 (Lags by a week to accurately match conversions and sign-ups).

FL: 3 Strikes

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SignUps 18 20 20 26 50 34 3

Conv's 17 18 17 24 44 30 3

% Conv 94% 90% 85% 92% 88% 88% 100%


FL: Free Weeklies

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SignUps 72 54 52 59 130 72 6

Conv's 54 38 40 40 97 53 3

% Conv 75% 70% 77% 68% 75% 74% 50%


W-up: Barrier Page Re-Direct

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SignUps 48 38 35 57 135 64 5

Conv's 30 24 28 38 102 48 2

% Conv 63% 63% 80% 67% 76% 75% 40%


W-up: Home Page GP Button

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SignUps 31 68 184 79 9

Conv's 17 37 99 38 7

% Conv 55% 54% 54% 48% 78%



Publishing: Multi-Year Membership H/C

Sep HC data is mid-day 10-10.

0

2,000

4,000

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8,000

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14,000

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18,000

20,000

0%

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100%

Multi-Yr HC 2,806 2,813 2,939 3,019 3,056 3,180 3,277 3,425 3,608 3,666

Total HC 12,479 12,691 12,997 13,434 13,692 13,953 14,051 14,845 15,197 15,358

Percent 22% 22% 23% 22% 22% 23% 23% 23% 24% 24%

Jan Feb Mar Apr May Jun Jul Aug Sep Oct


Inst Headcount (Estm)

Inst HC as if 10/10 was 23417. Major change was the Air Force Academy falling off (400).

Institutional H/C

03,0006,0009,000

12,00015,000

18,00021,00024,00027,00030,000

9/5 9/12 9/19 9/26 9/30 10/10


Inst Pipeline Oct 2008Opportunity Close Date Stage Amount

Ministry of Defence - Estonia - GrpSub (NB) '08 10/13/2008 Stage 3 1500Royal Netherlands Embassy in Moscow - GrpSub (NB) '08 10/15/2008 Stage 2 1500Everest Capital Inc. - GrpSub (NB) '08 10/24/2008 Stage 3 4305Princess Cruises - GrpSub (NB) '08 10/30/2008 Stage 4 1500

Total New Business $ 8,805

Convergys - GrpSub (R) '08 10/3/2008 Stage 5 1500NETCOM - GrpSub (R) '08 10/6/2008 Stage 5 1800Fortress Investment Group - GrpSub (R) '08 10/8/2008 Stage 1 1500Gov of Singapore InvestCorp - GrpSub (R) '08 10/10/2008 Stage 3 9250Evidence Based Research - GrpSub (R) '08 10/10/2008 Stage 5 1500Office of the Chief of Chaplains - GrpSub (R) '08 10/10/2008 Stage 5 2495Petronas - GrpSub (R) '08 10/10/2008 Stage 3 4200NRCan - GrpSub (R) '08 10/10/2008 Stage 1 1500

Office of Strategic Analysis (CG-511) - GrpSub (R) '08 10/10/2008 Stage 5 1800Council on Foreign Relations - GrpSub (R) '08 10/10/2008 Stage 1 1500American Embassy - Norway - GrpSub (R) '08 10/10/2008 Stage 3 2940CNN - GrpSub (R) '08 10/10/2008 Stage 3 1500Stortingsbiblioteket - GrpSub (R) '08 10/11/2008 Stage 1 2100ABC News - GrpSub (R) '08 10/12/2008 Stage 1 6650Alex Lee - GrpSub (R) '08 10/13/2008 Stage 1 2000

Ministry of FA - The Netherlands - GrpSub (R) '09 10/15/2008 Stage 1 15000Westpoint - GrpSub (R) '08 10/15/2008 Stage 4 20000UMB Bank - GrpSub (R) '08 10/16/2008 Stage 1 1500Goldman Sachs - GrpSub (R) '08 10/17/2008 Stage 5 2926YUM Enterprises - GrpSub (R) '08 10/17/2008 Stage 1 1500Warburg Pincus - GrpSub (R) '08 10/22/2008 Stage 2 3000Bank of America - GrpSub (R) '08 10/26/2008 Stage 1 5414

Agência Brasileira de Inteligência - GrpSub (R) '08 10/26/2008 Stage 1 2995Black & Veatch - GrpSub (R) '08 10/26/2008 Stage 1 1500ThyssenKrupp Marine Systems - GrpSub (R) '08 10/30/2008 Stage 1 1500Hunt Oil - GrpSub (R) '08 10/31/2008 Stage 1 5988HBOS Plc - GrpSub (R) '08 10/31/2008 Stage 1 1500HHC 1st Space BDE - GrpSub (R) '08 10/31/2008 Stage 1 1500International Mission Board - GrpSub (R) '08 10/31/2008 Stage 1 1500State of Qatar - Diwan Amiri - GrpSub (R) '08 10/31/2008 Stage 1 2995Bomb Data Center - Singapore GrpSub (R) '08 10/31/2008 Stage 1 1750

Total Renewals $ 112,803


CIS: Sales Trend 2006-2008

All sales data is YTD.

Public Policy

$0$200$400$600$800

$1000$1200$1400$1600$1800$2000

2006 $156 $498 $498 $866 $1006 $1207 $1215 $1215 $1215 $1215 $1225 $1374

2007 $51 $212 $391 $418 $634 $733 $748 $907 $1657 $1657 $1657 $1919

2008 $69 $69 $181 $181 $181 $211 $261 $261 $291 $291


International

$0

$500

$1000

$1500

$2000

2006 $25 $30 $30 $38 $43 $257 $565 $565 $761 $761 $761 $1151

2007 $165 $225 $225 $237 $287 $341 $527 $551 $551 $1651 $1663 $1663

2008 $0 $0 $8 $8 $8 $8 $8 $8 $20 $20


Protective Intelligence

$0

$200

$400

$600

$800

$1000

$1200

$1400

2006 $108 $158 $254 $262 $303 $390 $405 $418 $423 $514 $567 $654

2007 $232 $303 $318 $428 $448 $477 $552 $580 $591 $591 $663 $663

2008 $215 $238 $253 $328 $356 $371 $374 $486 $486 $493



CIS & Briefings – Oct 2008 1/2

PracticeType Cust Jan Feb Mar Apr May Jun Jul Aug SepEB New CIG $ 13,000

Gen Re $ 60,000JP Morgan $ 15,000JP Morgan Asset Mgt $ 15,000 $ 15,000RBC $ 12,500Sage Advisory Svcs $ 7,995UBS $ 15,000Valero $ 25,000Rimrock Cap $ 8,995

AICAP $ 7,500BMC SW $ 25,000Zilliant $ 25,000

New Total $ 28,000 $ 72,500 $ 31,495 $ 15,000 $ 25,000 $ 25,000 $ 15,000 $ 32,995EB Total $ 28,000 $ 72,500 $ 31,495 $ 15,000 $ 25,000 $ 25,000 $ 15,000 $ 32,995

Intl New Ross-Smith Energy $ 7,500

Alsbridge $ 12,500New Total $ 7,500 $ 12,500

Intl Total $ 7,500 $ 12,500

Grand Total $ 28,000 $ 72,500 $ 7,500 $ 31,495 $ 15,000 $ 25,000 $ 25,000 $ 15,000 $ 45,495


CIS & Briefings – Oct 2008 2/2PracticeType Cust Jan Feb Mar Apr May Jun Jul Aug Sep OctProt IntelNew Amazon $ 3,500 $ 6,500

ASIS $ 10,000Concentric Solutions $ 20,000Hilliard Hintze $ 3,500MoFA Jpn $ 48,200 $ 15,000MSD Capital $ 3,750Natl Inst $ 5,000Wikimedia $ 5,000Ziff Family $ 5,000

L3 $ 27,995Bing & Debora Gordon $ 5,000MSDF $ 10,000

New Total $ 53,200 $ 22,250 $ 15,000 $ 25,000 $ 27,995 $ 15,000 $ 3,500 $ 6,500

Renew Cedar Hill Capital $ 50,000Dell $ 48,000 $ 112,000Deloitte $ 34,200Google $ 80,000

Renew Total $ 162,200 $ 50,000 $ 112,000Prot Intel Total $ 215,400 $ 22,250 $ 15,000 $ 75,000 $ 27,995 $ 15,000 $ 3,500 $ 112,000 $ 6,500

Public PolNew DuPont $ 19,000New Total $ 19,000Renew Kimberly-Clark $ 49,500 $ 49,500

Marsh $ 30,000 $ 30,000Natl Mining Assn $ 112,500

Renew Total $ 49,500 $ 112,500 $ 30,000 $ 49,500 $ 30,000Public Pol Total $ 68,500 $ 112,500 $ 30,000 $ 49,500 $ 30,000

Grand Total $ 283,900 $ 22,250 $ 127,500 $ 75,000 $ 27,995 $ 45,000 $ 53,000 $ 112,000 $ 30,000 $ 6,500

Weekly Business Update Oct 10, 2008

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Transcript of Weekly Business Update Oct 10, 2008