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ACCOUNTING PERIOD 1

Authorizations

• New 2012 goal of $121M exceeds 2011 Actual by $1.5M (1.2% incr.)
• Exceeded period goal by $3.4M
• Hit $125M for Internal (IA) and $210M in Gross (GA) in the last 12 months

BUs: The Environmental BU (EBU) and Industrial BU (IBU) exceeded PTD IA goals. The Municipal BU (MBU) was slightly below their target for the year.

MARKETS: Higher Education and Industrial exceeded IA Goal in AP'01. The Industrial segments of Manufacturing, Chemical, and Life Sciences also exceeded AP '01 goals.

BRANDED PROGRAMS: Water, Energy, and Environment are ahead of target.

BD Outlook Reports can be found at qms.obg.com/business_
dev/bd_outlook.aspx.

Also on this page is the Three Year Client Analysis, as well as "Pivot Tables", which include the details of Authorizations, Backlog, Opportunities, and Costs.

NOTE: The Quarterly Report will include Reports by Region and Branded Program.

For more information on Marketing activities happening Corporate- wide, in each Market Sector, as well as special reports for Energy and Sustainability, see the Marketing Update.

Please forward to your teams as necessary.

Clients

• No surprises in the top 10 - working with clients such as Honeywell, GE, Dupont, BMS, Pfizer, and GM on multiple projects throughout the Company
• Cornell University was a big win ($600k) in the Higher Ed Market Sector (Electric Substation Upgrades)
• A couple big wins in the Municipal BU with Garden Homes Mgmt Corp (Upgrade Brewster WWTP) and OCDWEP (Sewer Improvements)
• Environmental BU had a big win with Latham & Watkins (Lower Passaic River SPG), along with the Dupont and General Electric wins

Backlog

• With a high period in sales and revenues being on target, backlog increased $4.0M
• Backlog should increase by $5.3M in 2012 (IR goal = $115.7M and IA goal = $121M)
• Environmental, Industrial, and Municipal BU's increased backlog

PDS

• Started 2012 with $100M in Total Viable Revenue (TVR)
• Current TVR is $98M. ~$230M needs to flow through the Buy-Cycle funnel (BCF) still in 2012 (equivalent to ~$77M in IA) to achieve the $121M IA goal

Cost of Sales

• Budget for BD Costs in 2012 is $10.2%; A strong AP '01 puts the company at 5.6% YTD
• Over the last three years, BD Costs are are at 9.3%
• Approx. 27% under budget in BD Costs in AP'01
• EBU, IBU, and MBU were all under budget in AP'01, which contributed to the Industrial and Higher Ed Market Sectors being under budget

For more information on O'Brien & Gere's BD Outlook,
go to qms.obg.com/business_dev/bd_outlook.aspx, or contact
Mike Kirmse at Michael.Kirmse@obg.com / (315) 956-6737