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MEASURING PROGRESS
The strategic planning process identified three strategic growth ideas of which two directly impact
the PK-12 Practice Area: geographic expansion and developing our expertise in resilient design.
These are areas of opportunity to replace some or all of the revenue we have lost in Illinois in the
recent years

Geographic Expansion
PK-12 is looking at two aspects of geographic expansion. The first is to states that adjoin Illinois. This
effort began in Missouri. I would like to recognize Steve Raskin who has led the charge in PK-12 in
Missouri with four big wins this year. As we build on our success in Missouri, our attention is turning
toward Wisconsin as the next major focus of PK-12 efforts as in similar fashion to Missouri, Municipal
has established the beach head. We are maintaining contact with a district who originally
reached out to us – Waterford Union High School and we submitted for a major project in Monona
Grove. It has become apparent that much like Missouri we will need to establish an in-state office
and find a key person who knows the Wisconsin PK-12 market to lead our efforts there.
We are taking a more reactive approach in Indiana as we have a client who has moved to the
Superintendent role in South Bend, who is now closing schools and consolidating the District to
save on operational costs. I would expect that facility work will ultimately follow this effort.

The second area we are looking at is states with growing populations and fewer economic issues
where we might be able to find associate firms to work with – states in the southeast, south,
southwest and west are targets but our primary focus is Texas where we have assisted a firm with
a project (Andy Stehl working with KAI) and have a potential new relationship with a firm in Austin
TX where the local school district passed a $1B referendum and that is just one of the referenda
that passed in November throughout Texas.

Resilient Design
We have several members of the PK-12 team – Dean Manasses, Troy Kerr, and Steve Raskin – as
members of the Resilient Design team and Steve has made significant headway using aspects of
resilient design in marketing efforts in Missouri where there is a heightened awareness of storm
shelters in particular. An increased emphasis and refinement of message and marketing materials
is currently ongoing.

Practice Area Goals
Another means to assess the past year is to look at the PK-12 Education practice’s strategic goals
for FY16 which were an outgrowth of the strategic planning process that was completed in 2011.

Goal 1: Leverage existing relationships at their new districts to gain new clients.

FY17 UPDATE:
As related earlier this was (and continues to be) a big focus of our business development efforts
in FY 17and has begun to bear fruit in FY18. There are many relationships at new districts we are
currently following where we anticipate RFQ’s in the coming year.

Goal 2: Develop Next Gen PK-12 Leaders.

FY17 UPDATE:
Emphasis is being placed on the potential next generation of PK-12 leaders at FGM in areas such
as business development, client leadership and presentation opportunities. The initial Counselor
Salesperson training session which Kevin Meyer, Dean Manasses and Josh Czerniak participated
in took place in FY17. This training will be extended to others in FY18 and beyond.