--0000000000000405bd0606c0ef00 Content-Type: text/plain; charset="UTF-8" All --- please find below the detailed follow-up to our Price Matching Opportunity. Purpose: To identify Strategic Referral Accounts with anticipated heavy Tier 1 Client volume and create a case for change to TheKey from a previously established partner agency. Mechanism: Regional Director can identify strategic referral sources with partner-level relationships with a competitor agency (most likely limited to the categories of Senior Living, Rehab/Skilled Nursing, Hospital) where there is a willingness to switch to TheKey to achieve a superior service quality, a high density of known Tier 1 Clients, but a reluctance to partner at our rate. To qualify, the account has to generate at least $20,000 in weekly service revenue for their current preferred provider partner, and commit to replacing that partner with TheKey (specifically, by replace we mean assure us the full funnel of new business, understanding that they cannot induce all their existing clients to switch providers). HCL and Regional Director can implement a promotional client rate (matching terms with competitor agencies on pricing, lowered service minimums at market pricing, not billing OT, etc.) provided such concessions do not sacrifice more than 10% of the available economics of the care. If the partner is satisfied, it's our expectation that we would replace the incumbent agency, and our internal strategy that after the 6 month measurement period we might begin to slowly tweak terms. As this is a pre-approved concession, the referral relationship manager (e.g. HCL, Account Manager) would still be eligible for full incentives on clients generated via the program, in line with whatever our standard policy is. If we cannot achieve volume/scale in 6 months with the partner, it is our expectation that preferred terms would be eliminated at that partner, and we would return to standard terms. Expected Outcome / Rationale: Historically, we have heard from our sales colleagues about valuable accounts with longstanding referral relationships with partner agencies based primarily on an attractive price point, with no active quality and/or a service related case for change. Our inability to make concessions to these partners may result in their unwillingness to switch away from a preferred provider. If we can create a case for change with a referral source that is otherwise not providing TheKey with referrals, we can win new Strategic Referral Sources at a greater than typical velocity. This would be net incremental business over and above what we are currently achieving, and the economic sacrifices are limited if the price inducement is time-bound to the 6 month decision period. We are relying on the Regional Directors to choose accounts wisely and have a very high (2/3 or greater) success rate on converting them once in the price match program. Tracking / Authorization: RD will be responsible for documenting the referral source, rationale, concession, and expected outcome. Melissa/Chen will approve --- expectation is that concessions will not sacrifice more than 10% of our economics. Only partners with established volume with a competitor worth at least $20,000 weekly in services would be considered; only partners who are ready to make a commitment to replace their current preferred relationship with us would be considered. Each RD will have one special partner at a time under the trial. If the partner achieves the $15,000 weekly revenue benchmark within 6 months; the partner may continue on the program and another partner in the region may be added. If the partner does not achieve the $15K weekly revenue benchmark within 6 months, the partner will be discontinued from the special concessions. Only partners from which we are not currently getting material volume are eligible (2 or Fewer Clients on Service, currently). Only partners expected to produce 2 clients or more in monthly volume are eligible. Only partners expected to produce majority non-bee business are eligible. Participating Areas: One Approved Opportunity Per Region Additional Notes: Various regions raised the possibility of using the program to 'win back' programs that were formerly with us (e.g. we still have a client volume but not any new pipeline). This is not the intention of this opportunity; however, for situations in which there is a clear need for intervention, Regional Directors are encouraged to submit a proposal covering the situation, metrics, and proposed relief/concession to the referral source and submit to Chen/Melissa (who will loop in Chris/Paul as appropriate) for consideration. Best, Chen -- *Chen Xie*CSO | *TheKey*650-208-2390 [image: TheKey] --0000000000000405bd0606c0ef00 Content-Type: text/html; charset="UTF-8" Content-Transfer-Encoding: quoted-printable All --- please find below the detailed follow-up to o= ur Price Matching Opportunity. Purpose: To identify= Strategic Referral Accounts with