2006 Agency Business Report: Horn Group

Sabrina Horn, president and CEO

Sabrina Horn, president and CEO

Has your ownership status changed in the past year? If yes, please explain:
Dan Katzki, CFO was made an agency partner in 2005. The partners are:

Sabrina Horn
, president and CEO
Shannon Latta, Partner and EVP
Daniel Katzki, Partner and CFO

What is your current headcount, and how has it changed from this time last year?
Today we have 55 employees, at this time last year we had 45 employees.

Did you make any senior hires in 2005 (VP and higher)?
Len Dieterle, Managing Director, Boston office, previously with Porter Novelli
Martha Feingold, Vice President, San Francisco, formerly with Edelman

What senior staff have departed the firm?
Katie Huang Shin, Managing Director, San Francisco
Glen Hartman, Managing Director, Boston

Other senior management changes

Shannon Latta, partner and EVP returned after a working sabbatical abroad, she is responsible for company strategy, development and marketing

How many offices do you have globally?
North America
4 offices in San Francisco, Boston, New York and Washinton DC

What offices opened in 2005 or early 2006?
Washington DC office opened in early 2005

Is there a particular region, US and globally, that is growing right now?
Our San Francisco office is experience the most rapid growth, with an increase in new business activity and new/existing client spending. Average retainers are up in our three major offices in SF, Boston and New York. All four of our office are projecting combined growth from 2005 to 2006 of almost 32%.

How many practice areas do you have?
Two practice areas: Public Relations and Creative & Interactive Services

Which ones are new?

We introduced Creative & Interactive services in late 2004, 2005 was our first full year with this new service offering

Of those, which ones are part of the core strategy of the agency?
Both PR and Creative & Interactive are instrumental to Horn Group's strategy and vision. At the core we are a PR firm, but we have evolved our offering in the past two years to represent a full suite of integrated communications services – this, we believe, is a requirement to remaining a top independent national communications agency.

What practice areas showed the most growth?
Our Creative & Interactive Service practice showed the most growth in 2005 (almost 150% growth over 2004) while our PR practice grew almost 15% in 2005.

What is the distribution of accounts across practice areas? We don't measure distribution of accounts across practice areas because there are both unique and shared accounts for each area.

What key account wins did you have in 2005?
Key accounts in 2005 included Novell, Information Builders, Inovis, Right Now, Serena Software, Sophos, Telcordia, Westcon Group, Geoffrey Moore and many others

What key accounts did you lose in 2005?
In 2005 we stopped working with Telcordia, Harte-Hanks, Callidus among others

What proportion of your clients are on a retainer?
At least 85% of our business is with ongoing retainer clients; the majority of our Creative & Interactive Services work is project based, and that work represented 12% of our 2005 revenue.

Has this changed over the past year?
With the introduction of our Creative & Interactive Services practice in late 2004 we are doing more project work in the form of corporate identity, website strategy and design, and demand generation programs. As stated above, this work represented a new revenue stream for us in 2005 that made up 12% of our revenue, and is expected to be 20% of our revenue in 2006.

What was your 2005 US revenue (as entered into the separately submitted Rankings Form)? $7,800,000

What was the % change over 2004 US revenue
14.3%

Did you experience top-line or bottom-line growth in the past year?
Both

How did your performance, in terms of revenue and growth, meet expectations you had for the year?
We missed our original 2005 revenue goal by $1M but we were very pleased with our overall financial performance

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