As filed with the Securities and Exchange Commission on May 10, 2006January 5, 2007

Registration No. 333-                    


 


SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

 


FORM S-1

REGISTRATION STATEMENT

UNDER

THE SECURITIES ACT OF 1933

 


INNERWORKINGS, INC.

(Exact name of registrant as specified in its charter)

 


 

Delaware 2790 

36-446934620-5997364

(State or other jurisdiction of
incorporation or organization)
 (Primary Standard Industrial
Classification Code Number)
 (I.R.S. Employer
Identification Number)

600 West Chicago Avenue

Suite 850

Chicago, Illinois 60610

Phone: (312) 642-3700

(Address, including zip code, and telephone number, including area code, of registrant’s principal executive offices)

Steven E. Zuccarini

Chief Executive Officer

InnerWorkings, Inc.

600 West Chicago Avenue,

Suite 850

Chicago, Illinois 60610

Phone: (312) 642-3700

Fax: (312) 642-3704

(Name, address, including zip code, and telephone number, including area code, of agent for service)

 


Copies to:

Steven J. Gavin, Esq.

Richard E. Ginsberg, Esq.

Matthew F. Bergmann, Esq.

Winston & Strawn LLP

35 West Wacker Drive

Chicago, Illinois 60601

Phone: (312) 558-5600

Fax: (312) 558-5700

 

JamesJohn J. Junewicz,Sabl, Esq.

Mayer, Brown, Rowe & MawSidley Austin LLP

71One South Wacker DriveDearborn

Chicago, Illinois 6060660603

Phone: (312) 782-0600853-7437

Fax: (312) 706-8157853-7036

Approximate date of commencement of proposed sale to the public:    As soon as practicable after this Registration Statement becomes effective.

If any of the securities being registered on this Form are to be offered on a delayed or continuous basis pursuant to Rule 415 under the Securities Act of 1933 check the following box:  ¨

If this Form is filed to register additional securities for an offering pursuant to Rule 462(b) under the Securities Act, please check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering:  ¨

If this Form is to be a post-effective amendment filed pursuant to Rule 462(c) under the Securities Act, check the following box and list the Securities Act registration statement of the earlier effective registration statement for the same offering:  ¨

If this Form is a post-effective amendment pursuant to Rule 462(d) under the Securities Act, check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering:  ¨

 


CALCULATION OF REGISTRATION FEE

 

                  

Title of each class of

Securities to be registered

  Proposed
maximum
aggregate
offering price (1)
  

Amount of

registration fee

  

Amount to be

registered(1)

  

Proposed

maximum

offering price

per share(2)

  

Proposed
maximum
aggregate

offering price(2)

  

Amount of

registration fee

Common Stock, $0.0001 par value

  $100,000,000  $10,700

Common Stock, $.0001 par value per share

  9,200,000  $15.98  $147,016,000  $15,730.71
                  

 

(1)(1)Includes 1,200,000 shares of common stock that may be sold if the over-allotment option granted to the underwriters is exercised in full.
(2) Estimated solely for the purpose of calculating the registration fee pursuant to Rule 457(o)457(c) under the Securities Act of 1933.1933, as amended, and based on the average high and low prices of the common stock as reported on the Nasdaq Global Market on January 3, 2007.

The Registrant hereby amends this Registration Statement on such date or dates as may be necessary to delay its effective date’date, until the Registrant shall file a further amendment which specifically states that this Registration Statement shall thereafter become effective in accordance with Section 8(a) of the Securities Act of 1933 or until the Registration Statement shall become effective on such date as the Commission, acting pursuant to said Section 8(a), may determine.

 



The information contained in this prospectus is not complete and may be changed. Neither we nor the selling stockholders may sell these securities until the registration statement filed with the Securities and Exchange Commission is effective. This prospectus is not an offer to sell these securities and it is not soliciting offers to buy these securities in any jurisdiction where the offer or sale is not permitted.

PROSPECTUS (Subject to Completion)

Issued May 10, 2006January 5, 2007

8,000,000 Shares

LOGO

COMMON STOCK

 


InnerWorkings, Inc. is offering 3,000,000 shares of its common stock and the selling stockholders are offering 5,000,000 shares of common stock. We will not receive any proceeds from the sale of shares of our common stock by the selling stockholders. This


Our common stock is listed on the Nasdaq Global Market under the symbol “INWK.” On January 4, 2007, the closing sale price of our initial public offering, and no public market currently exists for our shares. We anticipate thatcommon stock as reported on the initial public offering price will be between $and $Nasdaq Global Market was $16.42 per share.

 


We have applied to list our common shares for quotation on the Nasdaq National Market under the symbol “INWK.”


Investing in our common stock involves risks. See “Risk Factors” beginning on page 9.

 


PRICE$A SHARE

 


 

  

Price to

Public


 

Underwriting Discounts

and Commissions


 Proceeds to
InnerWorkings


 

Proceeds to

Selling

Stockholders


Per Share

 $         $         $         $        

Total

 $                 $                 $                 $                

The selling stockholders have granted the underwriters the right to purchase up to an additional 1,200,000 shares to cover over-allotments.

The Securities and Exchange Commission and state securities regulators have not approved or disapproved of these securities, or determined if this prospectus is truthful or complete. Any representation to the contrary is a criminal offense.

Morgan Stanley & Co. Incorporated expects to deliver the shares to purchasers on, 2006.2007.

 


MORGAN STANLEYJPMORGAN

 


JEFFERIES BROADVIEW& COMPANY

PIPER JAFFRAY

WILLIAM BLAIR & COMPANY

                    , 2006.2007


LOGO


TABLE OF CONTENTS

   Page

Prospectus Summary

  1

Risk Factors

  9

Forward-Looking Statements

  18

Use Of Proceeds

  19

Market Price of Common Stock

19

Dividend Policy

  19

Capitalization

  20

Dilution

21

Selected Consolidated Financial And Other Data

  2321

Management’s Discussion and Analysis of Financial Condition and Results of Operations

  2523

Business

  3741

Management

  4651

Compensation Discussion and Analysis

55
   Page

Certain Relationships And Related Party Transactions

  5672

Principal And Selling Stockholders

  6076

Description Of Capital Stock

  6282

Shares Eligible For Future Sale

  6685

Certain Material U.S. Federal Income TaxConsequences To Non-U.S. Holders

  6887

Underwriting

  7190

Legal Matters

  7594

Experts

  7594

Where You Can Find Additional Information

  7594

Index To Historical Consolidated Financial Statements

  F-1

 


You should rely only on the information contained in this prospectus. We have not, and the selling stockholders and the underwriters have not, authorized anyone to provide you with additional information or information different from that contained in this prospectus. We and the selling stockholders are offering to sell, and seeking offers to buy, shares of our common stock only in jurisdictions where those offers and sales are permitted. The information contained in this prospectus is accurate only as of the date of this prospectus, regardless of the time of delivery of this prospectus or of any sale of our common stock.

Until, 2006, 25 days after the commencement of this offering, all dealers that buy, sell or trade shares of our common stock, whether or not participating in this offering, may be required to deliver a prospectus. This delivery requirement is in addition to the obligation of dealers to deliver a prospectus when acting as underwriters and with respect to their unsold allotments or subscriptions.

We operate in an industry in which it is difficult to obtain precise industry and market information. Although we have obtained some industry data from third party sources that we believe to be reliable, in certain cases we have based certain statements contained in this prospectus regarding our industry and our position in the industry on our estimates concerning our customers and competitors. These estimates are based on our experience in the industry, conversations with our principal suppliers and our own investigation of market conditions. Unless otherwise noted, the statistical data contained in this prospectus regarding the print industry is based on data we obtained from the Print Industries of America/Graphic Arts Technical Foundation, or PIA/GATF, a graphic arts trade association, Datamonitor, a business information company specializing in industry analysis, or International Data Corporation, or IDC, a provider of market intelligence for the information technology, telecommunications and consumer technology markets.

 

i


PROSPECTUS SUMMARY

This summary highlights information contained elsewhere in the prospectus. This summary does not contain all of the information you should consider before investing in our common stock. You should read this entire prospectus carefully, especially the risks of investing in our common stock discussed under “Risk Factors” beginning on page9, and the consolidated financial statements and notes to those consolidated financial statements before making an investment decision.

INNERWORKINGS, INC.

Our Company

We are a leading provider of print procurement solutions to corporate clients in the United States. Utilizing our proprietary technology and database, as well as our extensive domain expertise, we create a competitive bid process to procure, purchase and deliver printed products as part of a comprehensive outsourced enterprise solution and in individual transactions. Our technology is designed to capitalize on excess manufacturing capacity and other inefficiencies in the traditional print supply chain to obtain favorable pricing and to deliver high-quality products and services for our clients.

Our proprietary software applications and database, PPM4™, create a fully-integrated solution that stores, analyzes and tracks the production capabilities of our supplier network, as well as quote and price data for each bid we receive and print job we execute. As a result, we believe PPM4™ contains one of the largest independent repositories of equipment profiles and price data for print suppliers in the United States. We leverage our technology to match each print job with the supplier that is optimally suited to meet the client’s needs at a highly competitive price. Our procurement managers use PPM4™ to manage the print procurement process from end-to-end.

Through our network of over 2,7004,500 suppliers, we offer a full range of print, fulfillment and logistics services that allows us to procure printed products on virtually any substrate. The breadth of our product offerings and services and the depth of our supplier network enable us to fulfill up to 100% of the print procurement needs of our clients. By leveraging our technology platform, our clients are able to reduce overhead costs, redeploy internal resources and obtain favorable pricing and service terms. In addition, our ability to track individual transactions and provide customized reports detailing print procurement activity on an enterprise-wide basis provides our clients with greater visibility and control of their print expenditures.

We generate revenue by procuring and purchasing printed products from our suppliers and selling those products to our clients. We procure printed products for clients across a wide range of industries, such as advertising, consumer products, publishing and retail. Our clients fall into two categories, enterprise and transactional. We enter into arrangements with our enterprise clients to provide some, or substantially all, of their printed products, typically on a recurring basis. We provide printed products to our transactional clients on an order-by-order basis. For the year ended December 31, 2005, enterprise and transactional clients accounted for 69% and 31% of our revenue, respectively.

For the nine months ended September 30, 2006, enterprise and transactional clients accounted for 77% and 23% of our revenue, respectively.

We were formed in 2001 and commenced operations in 2002. From our inception through December 31, 2005, we served over 1,100 clients, received approximately 96,000 bids and executed approximately 26,000 print jobs through over 1,100 suppliers, and through September 30, 2006, we served over 1,600 clients, received approximately 120,000 bids and executed approximately 37,000 print jobs through over 1,600 suppliers. We have increased our revenue from $5.0 million in 2002 to $76.9 million in 2005, representing a compound annual growth rate of 148%. In 2005, our revenue was $76.9 million, compared to $38.9 million in 2004. For the threenine months ended March 31,September 30, 2006, our revenue was $22.4$99.4 million, compared to $12.4$54.6 million for the threenine months ended March 31,September 30, 2005.

Our Industry

Our business of providing print procurement solutions intersects two large and growing industries, commercial printing and business process outsourcing, or BPO.Total shipments in the worldwide commercial print industry were projected to be approximately $367$373 billion in 2005 and are expected to increase by an average of $8$9 billion per year through 2009,2010, according to a 20052006 Datamonitor global commercial printing industry profile. To become more competitive, many businesses seek to focus on core competencies and outsource non-core business functions, such as print procurement.According to a 20052006 IDC global BPO forecast, the worldwide market for BPO is estimated to grow from $422$384 billion in 2005 to $641$618 billion in 2009,2010, representing a compound annual growth rate of 11%10%.

In addition, the U.S. print industry is highly fragmented, with an estimated 39,300 printing plants. In 2005, the ten largest commercial print companies accounted for only approximately 16% of the total domestic print market. The traditional process of designing, procuring and producing a print order requires extensive collaboration by printers, designers, brokers and other middlemen and is often highly inefficient for the customer, who typically pays a mark-up at each intermediate stage of the supply chain. Print procurement is often dispersed across several areas of a business enterprise, including sales, marketing, communications and finance. Consolidating all print activities across the organization represents an opportunity to reduce total print expenditure and decrease the number of vendors in the print supply chain. Applying software and database technology to manage the print procurement process also provides for enhanced tracking and auditing capabilities.

In recent years, the print industry has been impacted by developments in technology, including enhanced output capacity of printing presses and increased utilization of Internet-based communications and digital printing. These developments have lowered barriers to entry, increased the number of print suppliers available to our clients and reduced the utilization of printing presses. As a result, the print industry has historically experienced, and is continuing to experience, significant excess manufacturing capacity and the market for printed products has become increasingly commoditized.

Our Competitive Strengths

We believe a number of important competitive strengths will continue to drive our success in the future, including:

Disruptive business solution.    Our fully-integrated print procurement solution disrupts the traditional print supply chain by aggregating the collective print demand of our clients and greatly increasing the number of suppliers that can efficiently bid for our clients’ print jobs. Our print procurement costs are often 30 to 50% less than the print expenditures historically incurred by our clients, and we believe that we offer a compelling value proposition to our clients by passing on to them a considerable portion of such cost savings. In addition, our solution reduces the amount of internal resources our clients must dedicate to print procurement, accelerates the print procurement process and consistently delivers a high-quality product. We believe that our business model, which is unencumbered by commercial print production assets, offers the first enterprise solution capable of meeting the entire print procurement needs of corporate clients.

Proprietary software and database.    PPM4™ is a fully-integrated proprietary software solution that allows us to match each print job with the supplier in our network that is optimally suited to produce the job at a highly competitive price. Our technology also enables us to efficiently manage critical aspects of the print procurement process, including gathering job specifications, identifying suppliers, establishing pricing, managing print production and purchasing and coordinating delivery of the finished product.

We believe our proprietary database contains one of the largest independent repositories of equipment profiles and price data for print suppliers in the United States. This data provides us with valuable insight into how excess

manufacturing capacity and other industry factors impact the pricing of printed products, and enhances our ability to capitalize on those trends to our clients’ advantage. Our database expands with each job we quote and becomes more difficult to replicate, which we believe increases our competitive advantage.

Extensive and diverse supplier network.    The more than 2,7004,500 suppliers in our network, which produced more than $50 billion of printed products in 2005, have been selected from among thousands of potential suppliers worldwide based on their ability to effectively serve our clients on the basis of price and service. Through these suppliers, we offer a full range of print, fulfillment and logistics services that allows us to procure printed products on virtually any substrate, including books, magazines, catalogues, direct mail, point-of-purchase displays, commercial print, packaging, labels and promotional products. By leveraging our access to a full range of print and print-related services, we are able to provide a complete and cost-effective outsourced solution for our clients.

Deep domain knowledge and procurement management expertise.    Effective management of the outsourced printing procurement process requires highly experienced and dedicated personnel to work closely with both clients and print suppliers. Our teams of account executives and procurement managers ensure high levels of execution and the on-time delivery of a quality product, while delivering domain expertise that spans advertising, consumer products, manufacturing, publishing, retail and other print-related industries. As of December 31, 2005,September 30, 2006, we employedhad over 80110 account executives, who average 17 years of experience in the printing industry, and over 5075 procurement managers, who average 13 years of experience in the printing industry.

Scalable business model with significant operating leverage.    Our technology solution can support a significant increase in the number of clients we serve and jobs we process without significant capital investment. In addition, our extensive supplier network provides access to a vast supply of manufacturing capacity without requiring any capital expense. Because we do not own commercial print production assets, the primary incremental operating cost of growing our business is hiring additional account executives who market and sell our services, and procurement managers who manage the print procurement process. As a result, our revenue growth has significantly outpaced the increase in our operating expenses. Our revenue increased from $5.0 million in 2002 to $76.9 million in 2005, while our operating expenses as a percentage of revenue, which exclude cost of goods sold, decreased from 23.2% in 2002 to 14.3% in 2005. Our revenue increased from $54.6 million during the nine months ended September 30, 2005 to $99.4 million during the nine months ended September 30, 2006, while our operating expenses as a percentage of revenue, which exclude cost of goods sold, decreased from 14.6% during the nine months ended September 30, 2005 to 13.4% during the nine months ended September 30, 2006.

Experienced management team.    We have a highly experienced management team with extensive industry knowledge. Our Chief Executive Officer, Steven Zuccarini, is the former president of the Catalog & Retail and the Global Solutions business units of North America’s largest print company, R.R. Donnelley & Sons Company, where he was responsible for providing enterprise solutions to its largest clients. Our non-executive Chairman, John Walter, is the former Chairman and Chief Executive Officer of R.R. Donnelley.

Our Growth Strategy

We intend to become the preeminent provider of print procurement solutions on a global basis. The key elements of our growth strategy include:

Expand our base of enterprise clients.    We are focused on continuing to increase our business with clients using our technology enabled enterprise solution. During 2005, we entered into contracts with 23 enterprise clients, including 17 new clients and six clients that we initially serviced on a transactional basis. During the nine months ended September 30, 2006, we entered into contracts with 17 enterprise clients, including 12 new clients and five clients that we initially serviced on a transactional basis. We seek to attract new enterprise clients by targeting companies which have substantial and recurring print requirements. We also seek to transition transactional clients to our enterprise solution in order to capture a greater portion of their recurring print expenditures and become more fully integrated into their business infrastructure. This strategy has been highly successful as 2528 of our 7686 enterprise clients as of March 31,September 30, 2006 began as transactional accounts.

Expand our base of transactional clients.clients.    As a significant portion of our new transactional business results from our recruitment of sales executives, we intend to continue to hire account executives, or acquire groups of them, with established client relationships. We believe our business model is extremely attractive to these executives, as it enables sales professionals to leverage our technology and supplier network to market a broader range of products and services to their clients than were available with their previous employers. As these executives are hired, we expect to expand our base of transactional clients, thereby expanding our pipeline of clients to which we can market our enterprise solution.

Further penetrate our established customer base.    We believe our established customer base presents a substantial opportunity for growth. Our ability to deliver a full range of printed products at competitive prices and procure up to 100% of the print requirements of our clients allows us to capitalize on our established client relationships to increase our sales. As we further develop our relationships with clients, we seek to manage more of their total print expenditures over time. For example, we estimate that during 2005 sales to our ten largest enterprise clients accounted for less than 25% of their total print expenditures.

Broaden geographic presence.    We believe the opportunity exists to expand our business into new geographic markets. Our headquarters are located in Chicago, and as of December 31, 2005September 30, 2006 approximately 66%51% of our clients were located in Illinois. We also maintain offices in New York, California, Hawaii, Michigan and Missouri. Our objective is to increase our sales in other major print markets in the United States, such as Atlanta, Boston, Dallas, Los Angeles Minneapolis, New York and San Francisco.Minneapolis. We intend to hire or acquire more account executives within close proximity to these large markets, which accounted for, in aggregate,$18.417.3 billion of print expenditures in 2005, according to PIA/GATF. In addition, given that the print industry is a global business, over time we intend to evaluate opportunities to access attractive markets outside the United States. For example, in March 2006 we entered into a strategic agreement to grant SNP Corporation Ltd. a non-exclusive, non-transferable license to use certain non-core applications of our software in China, Singapore and Hong Kong.

Recent DevelopmentDevelopments

Series E InvestmentInitial Public Offering.    In JanuaryAugust 2006, we issued 10,167,730 Series E preferredcompleted an initial public offering of shares or approximately 25% of our equity interests oncommon stock. We offered and sold 7,060,000 shares of our common stock and certain selling stockholders offered and sold an additional 5,118,500 shares of our common stock at a fully-diluted basis,price of $9.00 per share. Our net proceeds from the initial public offering were approximately $56.3 million.

Applied Graphics Acquisition.    In October 2006, we acquired Applied Graphics, Inc., a provider of print management and print-on-demand services headquartered in San Rafael, California. As a result of the acquisition, we believe we established a significant presence in the West Coast market with sales executives in California, Hawaii and Nevada. We added 35 sales executives, approximately 1,000 transactional clients and approximately 500 new suppliers. This significantly expanded our pipeline of clients to New Enterprise Associates 11, Limited Partnership, NEA Ventures 2005, Limited Partnership and Printworks Series E, LLC in exchange for $50which we can market our enterprise solution. The acquisition consideration consisted of approximately $7.0 million in cash paid in October 2006 and up to an additional $4.9 million contingent upon the attainment of certain performance measures by Applied Graphics on or $4.92 per share. We retained $10 million of these proceeds for working capital and general corporate purposes. We used $40 million of these proceedsprior to redeem Class A common shares held by our existing stockholders on a pro rata basis at a purchase price of $4.92 per share.September 30, 2008.

CoreVision Acquisition.    In September 2006, we acquired CoreVision Group, Inc., a provider of end-to-end marketing solutions, including design, print, promotional products and fulfillment services, located in Carol Stream, Illinois. As a result of the acquisition, we added 15 sales executives, including our first sales executives in the states of Michigan and Missouri. The acquisition consideration for CoreVision consisted of approximately $1.1 million, $10,000 paid in September 2006 and the remaining $1.1 million to be paid in monthly installments through August 2007. The former owner of CoreVision is also eligible to receive up to an additional $2.5 million in acquisition consideration based on gross profit generated by CoreVision on or prior to December 31, 2009.

Risk Factors

 

Investing in our common stock involves risks. You should carefully read the section entitled “Risk Factors” beginning on page 9 for an explanation of these risks before investing in our common stock. In particular, the following considerations, among others, may offset our competitive strengths or have a negative effect on our growth strategy, which could cause a decrease in the price of our common stock and result in a loss of all or a portion of your investment:

 

Competition could substantially impair our business and our operating results.

 

If our services do not achieve widespread commercial acceptance, our business will suffer.

 

If our suppliers do not meet our needs or expectations, or those of our clients, our business will suffer.

 

A decrease in the number of our suppliers could adversely affect our business.

If we are unable to expand the number of account executives, or if a significant number of our account executives leave us, our ability to increase our revenues could be negatively impacted.

 

If we are unable to retain and expand our enterprise client base, our revenue growth may be negatively impacted.

 


 

Our principal executive offices are located at 600 West Chicago Avenue, Suite 850, Chicago, IL 60610, and our telephone number at this address is (312) 642-3700. Our website is www.iwprint.com. Information contained on our website is not a part of this prospectus.

THE OFFERING

 

Common stock offered by InnerWorkings

  

3,000,000 shares

Common stock offered by the selling stockholders

  

5,000,000 shares

Total

  

8,000,000shares

Common stock to be outstanding after this offering

  

47,472,961 shares

Over-allotment option offered by the selling stockholders

  


1,200,000 shares

Use of proceeds

  We expect our net proceeds from this offering will be
approximately $million. We intend to use our net
proceeds from this offering primarily to expand our sales force,
to acquire or make strategic investments in
complementary businesses and for working capital
and other general corporate purposes. We also intend to use a portion of our net proceeds from this offering to repay all outstanding principal and accrued interest owed under our line of credit. In addition, we intend to use approximately$7.0 million of our net proceeds from this offering to make required preference and accrued dividend payments to the holders of our Series B, D and E preferred shares. See “Use of Proceeds.”

Risk factors

  See “Risk Factors” and other information included in
this prospectus for a discussion of factors you should
carefully consider before deciding to invest in shares
of our common stock.

Nasdaq NationalGlobal Market symbol

  

“INWK”

Unless otherwise indicated, the number of shares of common stock to be outstanding after this offering excludes:

 

shares of common stock issuable upon the exercise of outstanding stock options under our stock incentive plan at a weighted average exercise price of $per share; and

shares of common stock available for future grants under our stock incentive plan.

Prior

5,024,075 shares of common stock issuable (after giving effect to the completionexercise of options to purchase 458,642 shares of common stock, which shares are being sold by certain selling stockholders) in this offering we intend to recapitalize allupon the exercise of outstanding stock options at a weighted average exercise price of $1.99 per share; and

843,450 shares of our capital stock into shares of our common stock and consummate a:available for additional grants under our stock split of our common stock immediately following the recapitalization. See “Certain Relationships and Related Party Transactions—Recapitalization.” incentive plan.

Unless otherwise indicated, all share amounts:

assumeinformation in this prospectus assumes the underwriters’ over-allotment option is not exercised; and

give effect to our recapitalization and:stock split prior to the completion of this offering.

exercised.

SUMMARY CONSOLIDATED FINANCIAL AND OTHER DATA

The following table presents summary consolidated financial and other data as of and for the periods indicated. You should read the following information together with the more detailed information contained in “Selected Consolidated Financial and Other Data,” “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and our consolidated financial statements and the accompanying notes. The pro forma consolidated statements of operations data for the year ended December 31, 2005 and for the nine months ended September 30, 2006 give effect to the May 31, 2006 acquisition of Graphography Limited LLC and the October 11, 2006 acquisition of Applied Graphics, Inc. as if these acquisitions had occurred on January 1, 2005 and reflect the elimination of preferred dividends accrued during the periods presented as a result of the recapitalization of all outstanding shares of our Series B preferred stock, Series D preferred stock and Series E preferred stock into shares of our common stock as if the recapitalization had occurred on January 1, 2005 and the elimination of interest expense incurred during the periods presented as a result of the repayment of all outstanding indebtedness under our line of credit as if the repayment had occurred on January 1, 2005. In addition, the pro forma consolidated statements of operations data reflect income tax expense as if our January 3, 2006 conversion from a limited liability company to a C corporation had occurred at the beginning of the period presented, as well as the consummation of this offering. The pro forma consolidated statements of operations data do not necessarily indicate the results that would have actually occurred if the acquisitions of Graphography Limited LLC and Applied Graphics, Inc. had occurred on January 1, 2005 or that may occur in the future. You should read the pro forma consolidated statements of operations data together with the more detailed information contained in Unaudited Pro Forma Condensed Consolidated Financial Statements and the accompanying notes.

 

  Years ended December 31,

 Three months
ended March 31,


 Years ended December 31, Pro forma
year ended
December 31,
2005
  Nine months
ended September 30,
 Pro forma
nine months
ended
September 30,
2006
 
2003

 2004

 2005

 2005

 2006

2003 2004 2005 2005 2006 
        (unaudited)       (unaudited) (unaudited) (unaudited) (unaudited) 
  (in thousands, except per share amounts) (in thousands, except per share amounts) 

Consolidated statements of operations data:

          

Revenue

  $16,229  $38,884  $76,870  $12,420  $22,435 $16,229  $38,884  $76,870  $130,737  $54,626  $99,362  $134,394 

Cost of goods sold

   12,487   30,483   61,272   9,900   17,922  12,487   30,483   61,272   101,640   43,359   78,228   103,025 
  


 


 


 


 

                     

Gross profit

   3,742   8,401   15,598   2,520   4,513  3,742   8,401   15,598   29,097   11,267   21,134   31,369 
  


 


 


 


 

Selling, general and administrative expenses:

          

Commission expenses

   577   1,788   3,492   522   905  577   1,788   3,492   7,904   3,040   4,651   6,079 

General and administrative expenses

   2,382   4,317   7,114   1,375   2,096  2,382   4,317   7,114   15,239   4,671   8,119   15,961 
  


 


 


 


 

                     

Total selling, general and administrative expenses

   2,959   6,105   10,606   1,897   3,001  2,959   6,105   10,606   23,143   7,711   12,770   22,040 

Depreciation and amortization

   18   223   388   66   147  18   223   388   881   256   574   846 
  


 


 


 


 

                     

Income from operations

   765   2,073   4,604   557   1,365  765   2,073   4,604   5,073   3,300   7,790   8,483 

Other income (expense)

   (86)  (124)  (29)  (40)  45  (86)  (124)  (29)  (154)  (25)  339   101 

Minority interest income (expense)

   (8)  (192)  58   58   0  (8)  (192)  58   58   58       
  


 


 


 


 

                     

Total other income (expense)

   (94)  (316)  29   18   45  (94)  (316)  29   (96)  33   339   101 
  


 


 


 


 

                     

Income before income taxes

  671   1,757   4,633   4,977   3,333   8,129   8,584 

Income tax expense

               584           (1,962)     3,215   (3,395)
                     

Net income

  $671  $1,757  $4,633  $575  $826  671   1,757   4,633   3,015   3,333   4,914   5,189 

Dividends on preferred shares

  (176)  (462)  (762)     (584)  (1,409) 
                     

Net income applicable to common stockholders

 $495  $1,295  $3,871  $3,015  $2,749  $3,505  $5,189 
  


 


 


 


 

                     

Net income per share of common stock:

          

Basic

  $0.02  $0.04  $0.12  $0.01  $0.01 $0.02  $0.04  $0.12   $0.09  $0.13  

Diluted

  $0.02  $0.04  $0.12  $0.01  $0.01 $0.02  $0.04  $0.12   $0.09  $0.13  

Shares used in per share calculations:

          

Basic

   26,139   29,449   31,010   29,912   24,738  26,139   29,449   31,010    30,701   27,518  

Diluted

   26,139   29,449   32,707   30,663   29,129  26,139   29,449   32,707    31,890   36,804  

Unaudited pro forma income tax provision(1)

  $262  $685  $1,807  $224  $ $262  $685  $1,807   $1,300   

Unaudited pro forma net income(1)

   409   1,072   2,826   351    $409  $1,072  $2,826   $2,033   

Unaudited pro forma net income per share of common stock(2):

          

Basic

  $   $   $   $   $     $0.07    $0.11 

Diluted

  $   $   $   $   $     $0.07    $0.10 

Shares used in unaudited pro forma per share calculations:

   

Shares used in unaudited pro forma per share calculations(2):

       

Basic

        43,607     46,989 

Diluted

        44,367     49,516 

Other data:

   

Other data (unaudited):

       

Enterprise clients(3)

   14   46   69   52   76  14   46   69   71   64   86   86 

Transactional clients(4)

   294   593   667   315   277  294   593   667   3,229   574   701   3,401 

Total clients(5)

   308   639   736   347   353  308   639   736   3,300   638   787   3,487 

Total print jobs(6)

   2,002   6,972   10,736   2,639   3,617  2,002   6,972   10,736      8,111   11,160    

Employees and independent contractors(7)

   43   85   154   110   164  43   85   154   233   136   240   320 


(1) The unaudited pro forma data presented gives effect to our conversion on January 3, 2006 into a Delaware corporation as if it occurred at the beginning of the period presented. The unaudited pro forma income tax provision represents a combined federal and state effective tax rate of 39.0% and does not consider potential tax loss carrybacks, carryforwards or realizability of deferred tax assets. The unaudited pro forma net income represents our net income for the periods presented as adjusted to give effect to the pro forma income tax provision (benefit).provision.
(2) ProUnaudited pro forma net income per share of common stock is based(i) reflects the recapitalization of all outstanding shares of our Class A common stock, Class B common stock, Series B preferred stock, Series D preferred stock and Series E preferred stock into shares of our common stock on the weighted average number ofa one-for-one basis, which we effectuated in connection with our initial public offering, (ii) includes 3,000,000 shares of common stock outstanding after givingoffered by us in this offering and (iii) gives effect to the elimination ofinterest expense on the outstanding indebtedness under our recapitalization and stock split. See “Certain Relationships and Related Party Transactions—Recapitalization.”line of credit that we repaid with a portion of the proceeds from our initial public offering, less the related income tax effect.
(3) Reflects number of enterprise clients as of the last day of the applicable period.
(4) Reflects number of transactional clients served in the applicable period. The increase in the number of transactional clients is primarily due to the acquisition of Applied Graphics, which has historically had significantly lower average revenue per client than our historical business.
(5) Reflects total number of enterprise clients as of the last day of the applicable period and number of transactional clients served in the applicable period.
(6) Reflects total number of print jobs executed in the applicable period.
(7) Reflects number of employees and independent contractors as of the last day of the applicable period.

The pro forma balance sheet data in the table below reflectsgives effect to the recapitalizationOctober 11, 2006 acquisition of our outstanding shares of capital stock and a:stock split of our common stock immediately followingApplied Graphics, Inc. as if the recapitalization (see “Certain Relationships and Related Party Transactions—Recapitalization”).acquisition had occurred on September 30, 2006.

The pro forma as adjusted balance sheet data in the table below reflects the sale of 3,000,000 shares of our common stock offered by us in this offering assuming an initiala public offering price of $16.42 per share, the midpointclosing sale price per share of the filing range set forthour common stock as reported on the cover of this prospectus,Nasdaq Global Market on January 4, 2007, after deduction ofdeducting estimated underwriting discounts and commissions and estimated offering expenses payable by us, and approximately $7.0 million of preference and dividend payments to the holders of our Series B, D and E preferred shares.us.

 

  As of March 31, 2006

  As of September 30, 2006
  Actual

 Pro forma

  Pro forma
as adjusted


  Actual  Pro forma
before Offering
  Pro forma
as adjusted
  (unaudited)  (unaudited)
  (in thousands)  (in thousands)

Consolidated balance sheet data:

            

Cash and cash equivalents

  $9,535  $              $              $34,284  $27,328  $73,545

Working capital

   14,158        61,862   55,712   101,929

Total assets

   45,278        104,116   109,326   155,543

Line of credit

   2,197           2,444   2,444

Long-term debt

        

Capital leases

   371        313   330   330

Convertible redeemable preferred shares

   54,732     

Total members’ equity/stockholders’ (deficit)

   (30,342)    

Total stockholders’ equity

   78,533   78,533   124,750

RISK FACTORS

 

Investing in our common stock involves a high degree of risk. You should carefully consider the following risks and other information in this prospectus before you decide to buy our common stock. Our business, financial condition or operating results may suffer if any of the following risks is realized. Additional risks and uncertainties not currently known to us may also adversely affect our business, financial condition or operating results. If any of these risks or uncertainties occurs, the trading price of our common stock could decline and you might lose all or part of your investment.

 

Risks Related to Our Business

 

Our limited operating history makes it difficult to evaluate our business, prospects and future financial performance.

 

We formed our business in September 2001 and have a limited operating history, which makes evaluating our current business and prospects difficult. The revenue and income potential of our business is uncertain, which makes it difficult to predict accurately our future financial performance. We may face periods where our financial performance falls below investor expectations. As a result, the price of our common stock may decline.

 

Competition could substantially impair our business and our operating results.

 

We operate in the print industry and several print-related industries, including paper and pulp, graphics art and pre-press and fulfillment and logistics. Competition in these industries is intense. Our primary competitors are printers that employ traditional methods of marketing and selling their printed materials. Many of these printers, such as Banta, Quad/Graphics, Quebecor and R.R. Donnelley have larger client bases and significantly more resources than we do. Print buyers may prefer to utilize the traditional services offered by the printers with whom we compete. Alternatively, some of these printers may elect to offer outsourced print procurement services or enterprise software applications, and their well-established client relationships, industry knowledge, brand recognition, financial and marketing capabilities, technical resources and pricing flexibility may provide them with a competitive advantage over us.

 

We also compete with a number of print suppliers, distributors and brokers. Several of these competitors, such as Cirqit, Workflow/Relizon and Newline/Noosh offer outsourced print procurement services or enterprise software applications for the print industry. These competitors, or new competitors that enter the market, may also offer print procurement services similar to and competitive with or superior to our current or proposed offerings and achieve greater market acceptance. In addition, a software solution and database similar to PPM4TM could be created over time by a competitor with sufficient financial resources and comparable experience in the print industry. If our competitors are able to offer comparable services, we could lose clients, and our market share could decline.

 

Our competitors may also establish cooperative relationships to increase their ability to address client needs. Increased competition may lead to revenue reductions, reduced gross margins or a loss of market share, any one of which could harm our business.

 

If our services do not achieve widespread commercial acceptance, our business will suffer.

 

Most companies currently coordinate the procurement and management of their print orders with their own employees using a combination of telephone, facsimile, e-mail and the Internet. Growth in the demand for our services depends on the adoption of our outsourcing model for print procurement services. We may not be able to persuade prospective clients to change their traditional print management processes. Our business could suffer if our services are not accepted or are not perceived by the marketplace to be effective or valuable.

If our suppliers do not meet our needs or expectations, or those of our clients, our business would suffer.

 

The success of our business depends to a large extent on our relationships with our clients and our reputation for high quality printed products and print procurement services. We do not own printing presses or

other printing equipment. Instead, we rely on third-party suppliers to deliver the printed products and services that we provide to our clients. As a result, we do not directly control the manufacturing of the products or the services provided by our suppliers. If our suppliers do not meet our needs or expectations, or those of our clients, our professional reputation may be damaged, our business would be harmed and we could be subject to legal liability.

A decrease in the number of our suppliers could adversely affect our business.

In 2005, our top 10 suppliers accounted for approximately 40% of the products we sold, and our top three suppliers accounted for approximately 21% of the products we sold. We expect to continue to rely on these suppliers to fulfill a substantial portion of our print orders in the future. These suppliers are not contractually required to continue to accept orders from us. If production capacity at a significant number of these suppliers becomes unavailable, we will be required to use fewer suppliers, which could significantly limit our ability to serve our clients on competitive terms. In addition, we rely on price bids provided by our suppliers to populate our database. If the number of our suppliers decreases significantly, we will not be able to obtain sufficient pricing information for PPM4 TM, which could affect our ability to obtain favorable pricing for our clients.

If we are unable to expand the number of our account executives, or if a significant number of our account executives leave InnerWorkings, our ability to increase our revenues could be negatively impacted.

Our ability to expand our business will depend largely on our ability to attract additional account executives with established client relationships. Competition for qualified account executives can be intense and we may be unable to hire such persons. Any difficulties we experience in expanding the number of our account executives could have a negative impact on our ability to expand our client base, increase our revenue and continue our growth.

In addition, we must retain our current account executives and properly incentivize them to obtain new clients and maintain existing client relationships. If a significant number of our account executives leave InnerWorkings and take their clients with them, our revenue could be negatively impacted. We have entered into non-compete agreements with our account executives to mitigate this risk, but we may need to litigate to enforce our rights under these agreements, which could be time-consuming, expensive and ineffective. A significant increase in the turnover rate among our current account executives could also increase our recruiting costs and decrease our operating efficiency and productivity, which could lead to a decline in the demand for our services.

If we are unable to expand our enterprise client base, our revenue growth rate may be negatively impacted.

As part of our growth strategy, we seek to attract new enterprise clients and migrate our transactional client relationships into enterprise engagements under long-term contracts. If we are unable to attract new enterprise clients or expand our relationships with our existing transactional clients, our ability to expand our business will be hindered.

Many of our clients may terminate their relationship with us on short notice and with no penalties or limited penalties.

Our transactional clients, which accounted for approximately 50%, 31% and 50%23% of our revenue in 2004, 2005 and 2004,the nine months ended September 30, 2006, respectively, typically use our services on an order-by-order basis rather than under long-term contracts. These clients have no obligation to continue using our services and may stop purchasing from us at any time. We have entered into contracts with our enterprise clients, which accounted for approximately 50%, 69% and 50%77% of our

revenue in 2004, 2005 and 2004,the nine months ended September 30, 2006, respectively, that generally have an open-ended duration. Most of these contracts, however, do not impose minimum purchase or volume requirements, and typically permit the clients to terminate our engagements on prior notice ranging from 90 or 180 days’ noticedays to 12 months with limited or no penalties.

The volume and type of services we provide our clients may vary from year to year and could be reduced if the client were to change its outsourcing or print procurement strategy. If a significant number of our

transactional or enterprise clients elect to terminate or not to renew their engagements with us, or if the volume of their print orders decreases, our business, operating results and financial condition could suffer.

A significant portion of our revenue is derived from a relatively limited number of large clients and any loss of, or decrease in sales to, these clients could harm our results of operations.

A significant portion of our revenue is derived from a relatively limited number of large clients. Revenue from our top ten clients accounted for 43%, 46% and 43%51% of our revenue during the yearyears ended December 31, 2004 and December 31, 2005 and 2004,the nine months ended September 30, 2006, respectively. OurIn 2005, our largest customerclient accounted for 16% of our revenue in 2005.revenue. During the nine months ended September 30, 2006, our largest client accounted for 18% of our revenue. We are likely to continue to experience a similar degree of customerongoing client concentration, particularly if we are successful in attracting large enterprise clients. We cannot assure you thatMoreover, there will notmay be a loss or reduction in business from one or more of our large clients. In addition, we cannot assure youIt is also possible that revenue from these clients, either individually or as a group, willmay not reach or exceed historical levels in any future period. The loss or significant reduction of business from our major clients would adversely affect our results of operations.

There are risks that our acquisitions could disrupt our business and harm our financial condition. These risks include:

Ÿproblems with integrating the operations and technologies of our acquired companies with our business;

Ÿdistraction and diversion of management time and attention from our existing core business;

Ÿinability to retain business relationships with the customers of our acquired companies; and

Ÿinability to retain key employees of our acquired companies.

In addition, a large percentage of Graphography’s revenues have historically come from only two customers. Revenues from these customers would have accounted for approximately 9% of our pro forma revenue for the nine months ended September 30, 2006. The loss of either of these customers or a reduction in the business they send us could cause our business and financial results to deteriorate, leading to possible lower earnings, future impairment of goodwill and other intangible assets and a loss in the market value of our shares of common stock.

We may not be able to develop or implement new systems, procedures and controls that are required to support the anticipated growth in our operations.

Our revenues increased from $5.0 million in 2002 to $76.9 million in 2005, representing a compound annual growth rate of 148%. Between January 1, 2002 and December 31, 2005,September 30, 2006, the number of our employees and independent contractors increased from 21 to 154.240. Continued growth could place a significant strain on our ability to:

 

 ·Ÿ recruit, motivate and retain qualified account executives, procurement managers and management personnel;

 

 ·Ÿ preserve our culture, values and entrepreneurial environment;

 

 ·Ÿ develop and improve our internal administrative infrastructure and execution standards; and

 

 ·Ÿ maintain high levels of client satisfaction.

To manage our growth, we must implement and maintain proper operational and financial controls and systems. Further, we will need to manage our relationships with various clients and suppliers. We cannot give any assurance that we will be able to develop and implement, on a timely basis, the systems, procedures and

controls required to support the growth in our operations or effectively manage our relationships with various clients and suppliers. If we are unable to manage our growth, our business, operating results and financial condition could be adversely affected.

 

A decrease in levels of excess capacity in the U.S. commercial print industry could have an adverse impact on our business.

 

We believe that for the past several years, the U.S. commercial print industry has experienced significant levels of excess capacity. Our business seeks to capitalize on imbalances between supply and demand in the print industry by obtaining favorable pricing terms from suppliers in our network through a competitive bid process. Reduced excess capacity in the print industry generally and in our supplier network specifically could have an adverse impact on our ability to execute our business strategy and on our business results and growth prospects.

 

Our inability to protect our intellectual property rights may impair our competitive position.

 

If we fail to protect our intellectual property rights adequately, our competitors could replicate our proprietary technology in order to offer similar services and harm our competitive position. We rely on a combination of trademark and trade secret laws and confidentiality and nondisclosure agreements to protect our proprietary technology. We cannot be certain that the steps we have taken to protect our intellectual property rights will be adequate or that third parties will not infringe or misappropriate our rights or imitate or duplicate our services or methodologies, including PPM4™. We may need to litigate to enforce our intellectual property rights or determine the validity and scope of the rights of others. Any such litigation could be time-consuming and costly.

 

If we are unable to maintain PPM4™, demand for our services and our revenues could decrease.

 

We rely heavily on PPM4™ to procure printed products for our clients. To keep pace with changing technologies and client demands, we must correctly interpret and address market trends and enhance the features and functionality of our technology in response to these trends, which may lead to significant research and development costs. We may be unable to accurately determine the needs of print buyers, the trends in the print industry or to design and implement the appropriate features and functionality of our technology in a timely and cost-effective manner, which could result in decreased demand for our services and a corresponding decrease in our revenue.

 

In addition, we must protect our systems against physical damage from fire, earthquakes, power loss, telecommunications failures, computer viruses, hacker attacks, physical break-ins and similar events. Any software or hardware damage or failure that causes interruption or an increase in response time of PPM4™ could reduce client satisfaction and decrease usage of our services.

 

If the key members of our management team do not remain with us in the future, our business, operating results and financial condition could be adversely affected.

 

Our future success will depend to a significant extent on the continued services of Steven Zuccarini, our Chief Executive Officer, Nicholas Galassi, our Chief Financial Officer, Scott Frisoni, our Executive Vice President of Sales, Eric Belcher, our Executive Vice President of Operations,Chief Operating Officer, and Neil Graver, our Chief Technology Officer. The loss of the services of any of these or other individuals could adversely affect our business, operating results and financial condition and could divert other senior management time in searching for their replacements.

 

Our management team has limited experience managing a public company, and regulatory compliance may divert its attention from the day-to-day management of our business.

 

The individuals who now constitute our management team have limited experience managing a publicly-traded company and limited experience complying with the increasingly complex laws pertaining to public companies. Our management team may not successfully or efficiently manage our transition into a public

company that will be subject to significant regulatory oversight and reporting obligations under federal securities laws. In particular, these new obligations will require substantial attention from our senior management and divert its attention away from the day-to-day management of our business, which could materially and adversely impact our business operations.

 

Because many of the members of our management team have been employed with us for a short period of time, we cannot be certain that they will be able to manage our business successfully.

 

We are dependent on our management team for our business to be successful. Because of our limited operating history, many of our key management personnel have been employed by us for less than two years. Therefore, we cannot be certain that we will be able to allocate responsibilities appropriately and that the new members of our management team will succeed in their roles. Our inability to integrate members of our current

management team with our business model would make it difficult for us to manage our business successfully and to pursue our growth strategy.

 

Our business is subject to seasonal sales fluctuations, which could result in volatility or have an adverse effect on the market price of our common stock.

 

Our business is subject to some degree of sales seasonality. Historically, the percentage of our annual revenue earned during the third and fourth fiscal quarters has been higher due, in part, to a greater number of print orders in anticipation of the year-end holiday season. If our business continues to experience seasonality, we may incur significant additional expenses during our third and fourth quarters, including additional staffing expenses. Consequently, if we were to experience lower than expected revenue during any future third or fourth quarter, whether from a general decline in economic conditions or other factors beyond our control, our expenses may not be offset, which would have a disproportionate impact on our operating results and financial condition for that year.

 

Price fluctuations in raw materials costs could adversely affect the margins on our print orders.

 

The print industry relies on a constant supply of various raw materials, including paper and ink. Prices within the print industry are directly affected by the cost of paper, which is purchased in a price sensitive market that has historically exhibited price and demand cyclicality. Prices are also affected by the cost of ink. Our profit margin and profitability is largely a function of the rates that our suppliers charge us compared to the rates that we charge our clients. If our suppliers increase the price of our print orders, and we are not able to find suitable or alternative suppliers, our profit margin may decline.

 

If any of our products cause damages or injuries, we may experience product liability claims.

 

Clients and third parties who claim to suffer damages or an injury caused by our products may bring lawsuits against us. Defending lawsuits arising out of any of the products we provide to our clients could be costly and absorb substantial amounts of management attention, which could adversely affect our financial performance. A significant product liability judgment against us could harm our reputation and business.

 

If any of our key clients fail to pay for our services, our profitability would be negatively impacted.

 

We take full title and risk of loss for the printed products we procure from our suppliers. Our obligation to pay our suppliers is not contingent upon receipt of payment from our clients. In 2004, 2005 and 2005,the nine months ended September 30, 2006, our revenue was $38.9 million, $76.9 million and $76.9$99.4 million, respectively, and our top 10 clients accounted for 43%, 46% and 46%51%, respectively, of such revenue in the aggregate.revenue. If any of our key clients failfails to pay for our services, our profitability would be negatively impacted.

 

We may not be able to identify suitable acquisition candidates, effectively integrate newly acquired businesses or achieve expected profitability from acquisitions.

 

Part of our growth strategy is to increase our revenue and the markets that we serve through the acquisition of additional businesses. We are actively considering certain acquisitions and will likely consider others. There

can be no assurance that suitable candidates for acquisitions can be identified or, if suitable candidates are identified, that acquisitions can be completed on acceptable terms, if at all. Even if suitable candidates are identified, any future acquisitions may entail a number of risks that could adversely affect our business and the market price of our common stock, including the integration of the acquired operations, diversion of management’s attention, risks of entering markets in which we have limited experience, adverse short-term effects on our reported operating results, the potential loss of key employees of acquired businesses and risks associated with unanticipated liabilities.

 

We may use common stock to pay for acquisitions. If the owners of potential acquisition candidates are not willing to receive common stock in exchange for their businesses, our acquisition prospects could be limited.

Future acquisitions could also result in accounting charges, potentially dilutive issuances of equity securities and increased debt and contingent liabilities, including liabilities related to unknown or undisclosed circumstances, any of which could have a material adverse effect on our business and the market price of our common stock.

 

We will incur increased costs as a result of being a public company.

 

We will face increased legal, accounting, administrative and other costs and expenses as a public company that we dodid not incur as a private company. The Sarbanes-Oxley Act of 2002, including the requirements of Section 404, as well as new rules and regulations subsequently implemented by the Securities and Exchange Commission (the SEC), the Public Company Accounting Oversight Board and the Nasdaq NationalGlobal Market, imposesimpose additional reporting and other obligations on public companies. We expect that continuing compliance with these public company requirements will increase our costs and make some activities more time-consuming. A number of those requirements will require us to carry out activities we have not done previously. For example, we will create new board committees and adopt new internal controls and disclosure controls and procedures. In addition, we will incur additional expenses associated with our SEC reporting requirements. For example, under Section 404 of the Sarbanes-Oxley Act, for our annual report on Form 10-K for our fiscal year ending December 31, 2007 we will need to document and test our internal control procedures, our management will need to assess and report on our internal control over financial reporting and our independent accountants will need to issue an opinion on that assessment and the effectiveness of those controls. Furthermore, if we identify any issues in complying with those requirements (for example, if we or our accountants identified a material weakness or significant deficiency in our internal control over financial reporting), we could incur additional costs rectifying those issues, and the existence of those issues could adversely affect us, our reputation or investor perceptions of us. We also expect that it will be difficult and expensive to obtainmaintain director and officer liability insurance, and we may be required to accept reduced policy limits and coverage or incur substantially higher costs to obtain the same or similar coverage. As a result, it may be more difficult for us to attract and retain qualified persons to serve on our board of directors or as executive officers. Advocacy efforts by stockholders and third parties may also prompt even more changes in governance and reporting requirements. We expect that the additional reporting and other obligations imposed on us by these rules and regulations will increase our legal and financial compliance costs and the costs of our related legal, accounting and administrative activities by approximately $1.3 million per year. These increased costs will require us to divert a significant amount of money that we could otherwise use to expand our business and achieve our strategic objectives.

 

Our ability to raise capital in the future may be limited, and our failure to raise capital when needed could prevent us from growing.

 

We may in the future be required to raise capital through public or private financing or other arrangements. Such financing may not be available on acceptable terms, or at all, and our failure to raise capital when needed could harm our business. Additional equity financing may be dilutive to the holders of our common stock, and debt financing, if available, may involve restrictive covenants and could reduce our profitability. If we cannot raise funds on acceptable terms, we may not be able to grow our business or respond to competitive pressures.

 

A significant or prolonged economic downturn, or a dramatic decline in the demand for printed products, could adversely affect our revenues and results of operations.

 

Our results of operations are affected directly by the level of business activity of our clients, which in turn is affected by the level of economic activity and cyclicality in the industries and markets that they serve. Certain of

our products are sold to industries, including the advertising industry, that experience significant fluctuations in demand based on general economic conditions, cyclicality and other factors beyond our control. An economic stagnation or downturn could result in a reduction of the marketing budgets of our clients or a decrease in the number of print jobs that our clients order from us. Reduced demand from one of these industries or markets could adversely affect our revenues, operating income and profitability.

Risks Related to this Offering and Ownership of Our Common Stock

 

OurThe trading price of our common stock price may be volatile, and you maymight not be able to resellsell your shares at or above the initial public offering price.

 

Prior to thisThe trading prices of many newly publicly-traded companies are highly volatile. Since our initial public offering there has been no public market for sharesin August 2006, the closing sale price of our common stock. An active public trading market for our common stock as reported by the Nasdaq Global Market has ranged from a low of $10.10 on August 23, 2006 to a high of $17.80 on November 24, 2006.

Certain factors may not develop or, if it develops, may not be maintained after this offering, and the market price could fall below the initial public offering price. If no trading market develops, securities analysts may not initiate or maintain research coverage of our company, which could further depress the market for our common stock. Some of the factors that maycontinue to cause the market price of our common stock to fluctuate, include:including:

 

 Ÿ fluctuations in our quarterly financial results or the quarterly financial results of companies perceived to be similar to us;

 

 Ÿ changes in market valuations of similar companies;

 

 Ÿ success of competitive products or services;

 

 Ÿ changes in our capital structure, such as future issuances of debt or equity securities;

 

 Ÿ announcements by us, our competitors, our clients or our suppliers of significant products or services, contracts, acquisitions or strategic alliances;

 

 Ÿ regulatory developments in the United States or foreign countries;

 

 Ÿ litigation involving our company, our general industry or both;

 

 Ÿ additions or departures of key personnel;

 

 Ÿ investors’ general perception of us; and

 

 Ÿ changes in general economic, industry and market conditions.

 

In addition, if the stock market in general experiences a loss of investor confidence, the trading price of our common stock could decline for reasons unrelated to our business, financial condition or results of operations. If any of the foregoing occurs, it could cause our stock price to fall and may expose us to class action lawsuits that, even if unsuccessful, could be costly to defend and a distraction to management. As a result, you could lose all or part of your investment. Our company, the selling stockholders and the representatives of the underwriters have negotiated to determine the initial public offering price. The initial public offering price may be higher than the trading price of our common stock following this offering.

 

If equity research analysts do not publish research or reports about our business or if they issue unfavorable commentary or downgrade our common stock, the price of our common stock could decline.

 

The trading market for our common stock will relyrelies in part on the research and reports that equity research analysts publish about us and our business. We do not control these analysts. The price of our stock could decline if one or more equity analysts downgrade our stock or if those analysts issue other unfavorable commentary or cease publishing reports about us or our business.

 

Our quarterly results are difficult to predict and may vary from quarter to quarter, which may result in our failure to meet the expectations of investors and increased volatility of our stock price.

 

The continued use of our services by our clients depends, in part, on the business activity of our clients and our ability to meet their cost saving needs, as well as their own changing business conditions. The time between

our payment to the supplier of a print job and our receipt of payment from our clients varies with each print job and client. In addition, a significant percentage of our revenue is subject to the discretion of our enterprise and transactional clients, who may stop using our services at any time, subject, in the case of most of our enterprise clients, to advance notice requirements. Therefore, the number, size and profitability of print jobs may vary

significantly from quarter to quarter. As a result, our quarterly operating results are difficult to predict and may fall below the expectations of current or potential investors in some future quarters, which could lead to a significant decline in the market price of our stock. This may lead to volatility in our stock price. The factors that are likely to cause these variations include:

 

 Ÿ the demand for our print procurement solution;

 

 Ÿ the use of outsourced enterprise solutions;

 

 Ÿ clients’ business decisions regarding the quantities of printed products they purchase;

 

 Ÿ the number, timing and profitability of our print jobs, unanticipated contract terminations or print job postponements;

 

 Ÿ new product introductions and enhancements by our competitors;

 

 Ÿ changes in our pricing policies;

 

 Ÿ our ability to manage costs, including personnel costs; and

 

 Ÿ costs related to possible acquisitions of other businesses.

Because a limited number of stockholders will control the majority of the voting power of our common stock, investors in this offering will not be able to determine the outcome of stockholder votes.

Upon completion of this offering, Orange Media, LLC, an entity ownedcontrolled by Elizabeth Kramer Lefkofsky, who is the wife of Eric P. Lefkofsky, Richard A. Heise, Jr., and Incorp, LLC, an entity controlled by Orange Media and Mr. Heise, will beneficially own and have the ability to exercise voting control over, in the aggregate, approximately%33.9% of our outstanding common stock. In addition, New Enterprise Associates 11, Limited Partnership and NEA Ventures 2005, Limited Partnership will beneficially own, and have the ability to exercise voting control over, in the aggregate, approximately%17.3% of our outstanding common stock. As a result, these stockholders will be able to exercise significant control over all matters requiring stockholder approval, including the election of directors, any amendments to our certificate of incorporation and significant corporate transactions. These stockholders may exercise this control even if they are opposed by our other stockholders. Without the consent of these stockholders, we could be delayed or prevented from entering into transactions (including the acquisition of our company by third parties) that may be viewed as beneficial to us or our other stockholders. In addition, this significant concentration of stock ownership may adversely affect the trading price of our common stock if investors perceive disadvantages in owning stock in a company with controlling stockholders.

The future sale of our common stock could negatively affect our stock price after this offering.

After this offering, we will have 47,472,961 shares of common stock outstanding, 15,637,142 of which will be available for immediate public sale. The remaining31,835,819 shares of common stock outstanding after this offering, including an aggregate of 26,023,849 shares beneficially owned by Orange Media, LLC, Richard A. Heise, Jr., Incorp, LLC, New Enterprise Associates 11, Limited Partnership, and NEA Ventures 2005, Limited Partnership and Printworks Series E, LLC, will be available for public sale under Rule 144 from time to time, subject to volume, manner of sale and other limitations as applicablerestrictions under the federal securities laws.Rule 144. Additional sales of our common stock in the public market after this offering, or the perception that these sales could occur, could cause the market price of our common stock to decline.

Our directors, executive officers and certain stockholders have agreed to enter into “lock up” agreements with the underwriters, in which they will agree to refrain from selling their shares for a period of 18090 days after this

offering. Approximately31,583,742 of these shares, or 66.5% of our common stock outstanding upon the completion of this offering, will become available for public sale 18090 days (45 days in the case of 850,000 shares) after this offering upon the expiration of these agreements. Increased sales of our common stock in the market could exert significant downward pressure on our stock price. These sales also may make it more difficult for us to sell equity or equity-related securities in the future at a time and price we deem appropriate.

In addition, approximately10,066,104 of our shares of common stock, including shares beneficially owned by Orange Media, LLC, Mr. Heise and New Enterprise Associates 11, Limited Partnership, and NEA Ventures 2005, Limited Partnership and Printworks Series E, LLC, will be entitled to registration rights with respect to these shares after this offering. Such holders may require us to register the resale of all or substantially all of these shares upon demand. These holders include certain individuals and entities that will be selling shares of our common stock in this offering.

We will have broad discretion in using our net proceeds from this offering, and the benefits from our use of the proceeds may not meet investors’ expectations.

Our management will have broad discretion over the allocation of our net proceeds from this offering as well as over the timing of their expenditure without stockholder approval. We have not yet determined the specific amounts of the $million of our net proceeds to be used to expand our sales force, to acquire or make strategic investments in complementary businesses and for working capital and other general corporate purposes. As a result, investors will be relying upon management’s judgment with only limited information about our specific intentions for the use of the balance of our net proceeds from this offering. Our failure to apply these proceeds effectively could cause our business to suffer.

Because our existing investors paid substantially less than the initial public offering price when they purchased their shares, new investors will incur immediate and substantial dilution in their investment.

Investors purchasing shares in this offering will incur immediate and substantial dilution in net tangible book value per share because the price that new investors pay will be substantially greater than the net tangible book value per share of the shares acquired. This dilution is due in large part to the fact that our existing investors paid substantially less than the initial public offering price when they purchased their shares. In addition, there will be options to purchase approximatelyshares of common stock outstanding upon completion of this offering. To the extent such options are exercised in the future, there will be further dilution to new investors.

The initial public offering price for the shares sold in this offering was determined by negotiations among us, the selling stockholders and the representatives of the underwriters and may not be indicative of prices that will prevail in the trading market. See “Underwriting” for a discussion of the determination of the initial public offering price.

We do not currently intend to pay dividends, which may limit the return on your investment in us.

We have not declared or paid any cash dividends on our common stock. We currently intend to retain all available funds and any future earnings for use in the operation and expansion of our business and do not anticipate paying any cash dividends in the foreseeable future.

If our board of directors authorizes the issuance of preferred stock, holders of our common stock could be diluted and harmed.

Our board of directors has the authority to issue up to 5,000,000 shares of preferred stock in one or more series and to establish the preferred stock’s voting powers, preferences and other rights and qualifications without any further vote or action by the stockholders. The issuance of preferred stock could adversely affect the voting power and dividend liquidation rights of the holders of common stock. In addition, the issuance of preferred stock could have the effect of making it more difficult for a third party to acquire, or discouraging a third party from acquiring, a majority of our outstanding voting stock or otherwise adversely affect the market price of our common stock. It is possible that we may need to raise capital through the sale of preferred stock in the future.

FORWARD-LOOKING STATEMENTS

 

Many of the statements included in this prospectus contain forward-looking statements and information relating to our company. We generally identify forward-looking statements by the use of terminology such as “may,” “will,” “could,” “should,” “potential,” “continue,” “expect,” “intend,” “plan,” “estimate,” “anticipate,” “believe,” or similar phrases or the negatives of such terms. We base these statements on our beliefs as well as assumptions we made using information currently available to us. Such statements are subject to risks, uncertainties and assumptions, including those identified in “Risk Factors,” as well as other matters not yet known to us or not currently considered material by us. Should one or more of these risks or uncertainties materialize, or should underlying assumptions prove incorrect, actual results may vary materially from those anticipated, estimated or projected. Given these risks and uncertainties, prospective investors are cautioned not to place undue reliance on such forward-looking statements, which speak only as of the date of this prospectus. Forward-looking statements do not guarantee future performance and should not be considered as statements of fact.

 

Factors that may cause actual results to differ from expected results include, among others:

 

 Ÿ general economic conditions and a downturn in the printing and business process outsourcing industry;

 

 Ÿ competition in our industry and innovation by our competitors;

 

 Ÿ our failure to anticipate and adapt to future changes in our industry;

 

 Ÿ uncertainty regarding our product and service innovations;

 

 Ÿ our inability to successfully identify and manage our acquisitions or hire qualified account executives;

 

 Ÿ adverse developments concerning our relationships with certain key clients or suppliers;

 

 Ÿ our inability to adequately protect our intellectual property and litigation regarding intellectual property;

 

 Ÿ the increased expenses and administrative workload associated with being a public company; and

 

 Ÿ failure to maintain an effective system of internal controls necessary to accurately report our financial results and prevent fraud.

 

All future written and verbal forward-looking statements attributable to us or any person acting on our behalf are expressly qualified in their entirety by the cautionary statements contained or referred to in this section. We undertake no obligation, and specifically decline any obligation, to publicly update or revise any forward-looking statements, whether as a result of new information, future events or otherwise. In light of these risks, uncertainties and assumptions, the forward-looking events discussed in this prospectus might not occur.

 

See the section entitled “Risk Factors” for a more complete discussion of these risks and uncertainties and for other risks and uncertainties. These factors and the other risk factors described in this prospectus are not necessarily all of the important factors that could cause actual results to differ materially from those expressed in any of our forward-looking statements. Other unknown or unpredictable factors also could harm our results. Consequently, there can be no assurance that the actual results or developments anticipated by us will be realized or, even if substantially realized, that they will have the expected consequences to, or effects on, us.

USE OF PROCEEDS

We estimate that the net proceeds to us from the sale of thethe3,000,000 shares of our common stock we are offering will be approximately $million, assumingat an initialassumed public offering price of $$16.42 per share the midpoint of the filing range set forth(the closing price for our common stock as reported on the cover of this prospectus, andNasdaq Global Market on January 4, 2007) will be approximately $46.2 million after deducting the estimated underwriting discounts and estimated expenses payable by us. We will not receive any proceeds from the sale of shares of our common stock by the selling stockholders.

We intend to use our net proceeds from this offering primarily to expand our sales force, to acquire or make strategic investments in complementary businesses and for working capital and other general corporate purposes. As of the date of this prospectus, we have no binding commitment or agreement relating to any acquisition or investment. We have not yet determined the amount of our net proceeds to be used specifically for any of the foregoing purposes. Accordingly, management will have significant flexibility in applying our net proceeds of this offering. We also intend to use a portion of our net proceeds from this offering to repay all outstanding principal and accrued interest owed under our line of credit with JPMorgan Chase Bank, N.A. The amounts borrowed under our line of credit are due in full on June 30, 2006. As of March 31, 2006, the outstanding indebtedness under our line of credit was $2.2 million, which bears interest at the prime rate. We used the borrowings under our line of credit during 2005 for working capital and other general corporate purposes. In addition to the foregoing purposes, we intend to use approximately $7.0 million of our net proceeds from this offering to make required preference and accrued dividend payments to the holders of our Series B, D and E preferred shares. Pending their use, we intend to invest the balance of our net proceeds from this offering in short-term, investment grade interest-bearing instruments.

MARKET PRICE OF COMMON STOCK

Our common stock has been listed on the Nasdaq Global Market under the symbol “INWK” since August 16, 2006. Prior to that time, there was no public market for our common stock. The following table sets forth, for the periods indicated in the fiscal year ending December 31, 2006, the high and low closing sale prices per share for our common stock as reported on the Nasdaq Global Market.

   Common stock price

2006

  High  Low

Third quarter (from August 16, 2006)

  $12.58  $10.10

Fourth quarter

  $17.80  $11.68

2007

      

First quarter (through January 4, 2007)

  $16.42  $15.75

On January 4, 2007, the closing sale price per share for our common stock as reported on the Nasdaq Global Market was $16.42 per share. As of January 3, 2007, there were approximately35 holders of record of our common stock.

DIVIDEND POLICY

We currently do not intend to pay any dividends on our common stock after the completion of this offering. We intend to retain all available funds and any future earnings for use in the operation and expansion of our business. Any determination in the future to pay dividends will depend upon our financial condition, capital requirements, operating results and other factors deemed relevant by our board of directors, including any contractual or statutory restrictions on our ability to pay dividends.

CAPITALIZATION

The following table sets forth our cash and cash equivalents and capitalization as of March 31,September 30, 2006:

 

on an actual basis;

 

on a pro forma basis to give effect to the recapitalization of our outstanding shares of capital stock and : stock split (see “Certain Relationships and Related Party Transactions— Recapitalization”); and
on a pro forma basis to give effect to the October 11, 2006 acquisition of Applied Graphics, Inc. as if the acquisition had occurred as of September 30, 2006; and

 

on a pro forma as adjusted basis to give effect to the sale ofshares of our common stock offered by us in this offering assuming an initial public offering price ofper share, the midpoint of the filing range set forth on the cover of this prospectus, after deducting the underwriting discounts and commissions and estimated offering expenses payable by us, and approximately $7.0 million of required preference and accrued dividend payments to the holders of our Series B, D and E preferred shares.

on a pro forma as adjusted basis to give effect to the sale of 3,000,000 shares of our common stock offered by us in this offering at an assumed public offering price of $16.42 per share, the closing sale price per share of our common stock as reported on the Nasdaq Global Market on January 4, 2007, after deducting estimated underwriting discounts and offering expenses payable by us.

You should read this table together with “Management’s Discussion and Analysis of Financial Condition and Results of Operations,” “Description of Capital Stock,” and our consolidated financial statements and related notes which are included elsewhere in this prospectus.

 

  As of March 31, 2006

  Actual

  Pro forma

  Pro forma
as adjusted


  (in thousands)
     (unaudited)   

Cash and cash equivalents

 $9,535      
  


 
  

Line of credit

 $2,197      

Long-term debt, including current portion and capital leases(1)

  371      

Series D Preferred Stock, par value $3.125 per share, 1,600,000 shares authorized, 1,600,000 shares issued and outstanding, actual; no shares authorized, no shares issued and outstanding, pro forma; no shares authorized, no shares issued and outstanding, pro forma as adjusted

  4,861      

Series E Preferred Stock, par value $4.92 per share, 10,167,730 shares authorized, 10,167,730 shares issued and outstanding, actual; no shares authorized, no shares issued and outstanding, pro forma; no shares authorized, no shares issued and outstanding, pro forma as adjusted

  49,871      

Stockholders’ equity:

         

Class A Common Stock, par value $0.0001 per share, 60,000,000 shares authorized, 23,779,089 shares issued and outstanding, actual; no shares authorized, no shares issued and outstanding, pro forma; no shares authorized, no shares issued and outstanding, pro forma as adjusted

  2,423      

Class B Common Stock, par value $0.0001 per share, 5,873,500 shares authorized, 700,000 shares issued and outstanding, actual; no shares authorized, no shares issued and outstanding, pro forma; no shares authorized, no shares issued and outstanding, pro forma as adjusted

  279      

Series B Preferred Stock, par value $0.80 per share, 937,500 shares authorized, 937,500 shares issued and outstanding, actual; no shares authorized, no shares issued and outstanding, pro forma; no shares authorized, no shares issued and outstanding, pro forma as adjusted

  758      

Common Stock, par value $0.0001 per share, no shares authorized, no shares issued and outstanding, actual;             shares authorized,             shares issued and outstanding, pro forma;             shares authorized,             shares issued and outstanding, pro forma as adjusted

         

Preferred Stock, par value $0.0001 per share, no shares authorized, no shares issued and outstanding, actual;             shares authorized, no shares issued and outstanding, pro forma;             shares authorized, no shares issued and outstanding, pro forma as adjusted

         

Member receivable(2)

  (189)     

Additional paid-in capital

  8,077      

Treasury stock at cost

  (40,000)     

Accumulated deficit

  (1,690)     
  


     

Total stockholders’ equity (deficit)

  (30,342)     
  


 
  

Total capitalization

 $26,958      
  


 
  
   As of September 30, 2006 
   Actual  

Pro forma

before Offering

  Pro forma
as adjusted
 
   (in thousands) 
      (unaudited)    

Cash and cash equivalents

  $34,284  $27,328  $73,545 
             

Line of credit

  $  $2,444  $2,444 

Long-term debt, including current portion and capital leases(1)

   313   330   330 

Stockholders’ equity:

    

Common Stock, par value $0.0001 per share, 200,000,000 shares authorized, 44,014,319 shares issued and outstanding, actual; 200,000,000 shares authorized, 44,014,319 shares issued and outstanding, pro forma; 200,000,000 shares authorized, 47,472,961 shares issued and outstanding, pro forma as adjusted

   115,344   115,344   115,344 

Preferred Stock, par value $0.0001 per share, 5,000,000 shares authorized, no shares issued and outstanding, actual; 5,000,000 shares authorized, no shares issued and outstanding, pro forma; 5,000,000 shares authorized, no shares issued and outstanding, pro forma as adjusted

          

Additional paid-in capital

   5,323   5,323   51,540 

Treasury stock at cost

   (40,000)  (40,000)  (40,000)

Unrealized loss on marketable securities

   (31)  (31)  (31)

Accumulated deficit

   (2,103)  (2,103)  (2,103)
             

Total stockholders’ equity

   78,533   78,533   124,750 
             

Total capitalization

  $78,846  $81,307  $127,524 
             

(1) Reflects the amount outstanding as of March 31,September 30, 2006 pursuant to a loan relating to the purchase of certain computer equipment, furniture and commercial software licenses.
(2)This amount was paid in May 2006.

DILUTION

If you invest in our common stock, your interest will be diluted immediately to the extent of the difference between the public offering price per share of our common stock and the pro forma net tangible book value per share of our common stock after this offering.

Our pro forma net tangible book value as of March 31, 2006 was approximately $million, or $per share of common stock. Pro forma net tangible book value per share represents the amount of our total tangible assets reduced by the amount of our total liabilities, divided by the number of shares of common stock outstanding on a pro forma basis after giving effect to the recapitalization of all outstanding shares of our capital stock into shares of our common stock and a:stock split of our common stock to be effectuated immediately prior to the completion of this offering.

After giving effect to the sale of theshares of common stock offered by us assuming an initial public offering price of $per share, the midpoint of the filing range set forth on the cover of this prospectus, and after deducting the underwriting discounts and estimated offering expenses payable by us, our pro forma as adjusted net tangible book value as of March 31, 2006 would have been approximately $million, or $per share. This represents an immediate increase in pro forma net tangible book value of $per share to existing stockholders and an immediate dilution of $per share to new investors. The following table illustrates this dilution:

Initial public offering price per share

Pro forma net tangible book value per share before this offering

Increase in pro forma net tangible book value per share attributable to this offering

Pro forma as adjusted net tangible book value per share after this offering


Dilution per share to new investors


We will not receive any proceeds from the sale of theshares to be sold by the selling stockholders or theshares that may be sold by the selling stockholders pursuant to the underwriters’ over-allotment option.

The following table sets forth on a pro forma as adjusted basis as of March 31, 2006:

the number of shares of our common stock purchased by existing stockholders, the total consideration and the average price per share paid for those shares;

the number of shares of our common stock purchased by new investors, the total consideration and the average price per share paid for those shares (assuming an initial public offering price of $per share, the midpoint of the filing range set forth on the cover of this prospectus); and

the percentage of shares purchased by existing stockholders and new investors and the percentage of consideration paid for those shares.

These pro forma numbers give effect to the recapitalization of all outstanding shares of our capital stock into shares of our common stock and a:stock split of our common stock to be effectuated immediately prior to the completion of this offering.

Total shares

Total consideration

Average
price
per share


Number

Percentage

Amount

Percentage

Existing stockholders

New investors

%$%$









Total










The outstanding share information shown in the table above excludes:

shares of common stock issuable upon the exercise of outstanding stock options under our stock incentive plan at a weighted average exercise price of $per share; and

shares of common stock available for future grants under our stock incentive plan as of the date of this prospectus.

To the extent that any of these options are exercised, your investment will be further diluted. In addition, we may grant more options in the future. If the underwriters exercise their over-allotment option in full, the following will occur:

the pro forma as adjusted number of shares of our common stock held by existing stockholders will decrease to, or approximately% of the total number of pro forma as adjusted shares of our common stock outstanding after this offering; and

the pro forma as adjusted number of shares of our common stock held by new investors will increase to, or approximately% of the total pro forma as adjusted shares of our common stock outstanding after this offering.

SELECTED CONSOLIDATED FINANCIAL AND OTHER DATA

The following table presents selected consolidated financial and other data as of and for the periods indicated. You should read the following information together with the more detailed information contained in “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and our consolidated financial statements and the accompanying notes.

 

  Years ended December 31,

  Three months ended
March 31,


 2002

  2003

  2004

  2005

  2005

  2006

              (unaudited)
  (in thousands, except per share amounts)

Consolidated statements of operations data:

 

                   

Revenue

 $4,970  $16,229  $38,884  $76,870  $12,420  $22,435

Cost of goods sold

  3,737   12,487   30,483   61,272   9,900   17,922
  


 


 


 


 


 

Gross profit

  1,233   3,742   8,401   15,598   2,520   4,513
  


 


 


 


 


 

Selling, general and administrative expenses:

                       

Commission expenses

  285   577   1,788   3,492   522   905

General and administrative expenses

  864   2,382   4,317   7,114   1,375   2,096
  


 


 


 


 


 

Total selling, general and administrative expenses

  1,149   2,959   6,105   10,606   1,897   3,001

Depreciation and amortization

  5   18   223   388   66   147
  


 


 


 


 


 

Income from operations

  79   765   2,073   4,604   557   1,365

Other income (expense)

  (148)  (86)  (124)  (29)  (40)  45

Minority interest income (expense)

     (8)  (192)  58   58   0
  


 


 


 


 


 

Total other income (expense)

  (148)  (94)  (316)  29   18   45
  


 


 


 


 


 

Income tax expense

                 584

Net income (loss)

 $(69) $671  $1,757  $4,633  $575  $826
  


 


 


 


 


 

Net income (loss) per share of common stock:

                       

Basic

 $(0.01) $0.02  $0.04  $0.12  $0.01  $0.01

Diluted

 $(0.01) $0.02  $0.04  $0.12  $0.01  $0.01

Shares used in per share calculations:

                       

Basic

  15,314   26,139   29,449   31,010   29,913   24,738

Diluted

  15,314   26,139   29,449   32,707   30,663   29,129

Unaudited pro forma income tax provision (benefit)(1)

 $  $262  $685  $1,807  $224  $

Unaudited pro forma net income (loss)(1)

  (69)  409   1,072   2,826   351   

Unaudited pro forma net income (loss) per share of common stock(2):

                       

Basic

 $   $   $   $   $   $ 

Diluted

 $   $   $   $   $   $ 

Shares used in unaudited pro forma per share calculations:

                       

Basic

                       

Diluted

                       

Other data:

                       

Enterprise clients(3)

  5   14   46   69   52   76

Transactional clients(4)

  69   294   593   667   315   277

Total clients(5)

  74   308   639   736   347   353

Total print jobs(6)

  723   2,002   6,972   10,736   2,639   3,617

Employees and independent contractors(7)

  21   43   85   154   110   164

(footnotes on next page)

  Years ended December 31,  Nine months ended
September 30,
 
 2002  2003  2004  2005  2005  2006 
              (unaudited) 
  (in thousands, except per share amounts) 

Consolidated statements of operations data:

 

     

Revenue

 $4,970  $16,229  $38,884  $76,870  $54,626  $99,362 

Cost of goods sold

  3,737   12,487   30,483   61,272   43,359   78,228 
                        

Gross profit

  1,233   3,742   8,401   15,598   11,267   21,134 

Selling, general and administrative expenses:

      

Commission expenses

  285   577   1,788   3,492   3,040   4,651 

General and administrative expenses

  864   2,382   4,317   7,114   4,671   8,119 
                        

Total selling, general and administrative expenses

  1,149   2,959   6,105   10,606   7,711   12,770 

Depreciation and amortization

  5   18   223   388   256   574 
                        

Income from operations

  79   765   2,073   4,604   3,300   7,790 

Other income (expense)

  (148)  (86)  (124)  (29)  (25)  339 

Minority interest income (expense)

     (8)  (192)  58   58    
                        

Total other income (expense)

  (148)  (94)  (316)  29   33   339 
                        

Income before income taxes

  (69)  671   1,757   4,633   3,333   8,129 

Income tax expense

                 3,215 
                        

Net income (loss)

  (69)  671   1,757   4,633   3,333   4,914 

Dividends on preferred shares

  (60)  (176)  (462)  (762)  (584)  (1,409)
                        

Net income (loss) applicable to common stockholders

 $(129) $495  $1,295  $3,871  $2,749  $3,505 
                        

Net income (loss) per share of common stock:

      

Basic

 $(0.01) $0.02  $0.04  $0.12  $0.09  $0.13 

Diluted

 $(0.01) $0.02  $0.04  $0.12  $0.09  $0.13 

Shares used in per share calculations:

      

Basic

  15,314   26,139   29,449   31,010   30,701   27,518 

Diluted

  15,314   26,139   29,449   32,707   31,890   36,804 

Unaudited pro forma income tax provision (benefit)(1)

 $  $262  $685  $1,807  $1,300  

Unaudited pro forma net income (loss)(1)

 $(69) $409  $1,072  $2,826  $2,033  

Other data (unaudited):

      

Enterprise clients(2)

  5   14   46   69   64   86 

Transactional clients(3)

  69   294   593   667   574   701 

Total clients(4)

  74   308   639   736   638   787 

Total print jobs(5)

  723   2,002   6,972   10,736   8,111   11,160 

Employees and independent contractors(6)

  21   43   85   154   136   240 


(1) 

The unaudited pro forma data presented gives effect to our conversion on January 3, 2006 into a Delaware corporation as if it occurred at the beginning of the period presented. The unaudited pro forma income tax provision represents a combined federal and state effective tax rate of 39.0% and does not consider potential tax loss carrybacks, carryforwards or realizability of deferred tax assets. The unaudited pro forma net income

represents our net income for the periods presented as adjusted to give effect to the pro forma income tax provision (benefit).

(2)Pro forma net income per share of common stock is based on the weighted average number of shares of common stock outstanding after giving effect to our recapitalization and:stock split. See “Certain Relationships and Related Party Transactions—Recapitalization.”
(3) Reflects number of enterprise clients determined as of the last day of the applicable period.
(4)(3) Reflects number of transactional clients served in the applicable period.
(5)(4) Reflects total number of enterprise clients as of the last day of the applicable period and number of transactional clients served in the applicable period.
(6)(5) Reflects total number of print jobs executed in the applicable period.
(7)(6) Reflects number of employees and independent contractors as of the last day of the applicable period.

 

  As of December 31,

  

As of

March 31,


   As of December 31,  

As of

September 30,

2002

  2003

  2004

  2005

  2006

  2002  2003  2004  2005  2006
              (unaudited)               (unaudited)
  (in thousands)   (in thousands)

Consolidated balance sheet data:

                         

Cash and cash equivalents

  $252  $966  $1,476  $2,963  $9,534   $252  $966  $1,476  $2,963  $34,284

Working capital

   536   2,688   3,467   3,540   14,158    536   2,688   3,467   3,540   61,862

Total assets

   1,680   6,385   14,713   26,685   45,278    1,680   6,385   14,713   26,685   104,116

Line of credit

   84      678   2,924   2,197    84      678   2,924   

Long-term debt

         2,022                2,022      

Capital leases

         128   393   371          128   393   313

Convertible redeemable preferred shares

      2,511   2,863   5,008   54,732       2,511   2,863   5,008   

Total members’ equity/stockholders’ (deficit)

   566   320   91   1,252   (30,342)

Total members’ equity/stockholders’ equity

   566   320   91   1,252   78,533

MANAGEMENT’S DISCUSSION AND ANALYSIS OF

FINANCIAL CONDITION AND RESULTS OF OPERATIONS

 

The following discussion should be read in conjunction with the consolidated financial statements and accompanying notes, which appear elsewhere in this prospectus. It contains forward-looking statements that involve risks and uncertainties. Our actual results could differ materially from those anticipated in these forward-looking statements as a result of various factors, including those discussed below and elsewhere in this prospectus, particularly under the heading “Risk Factors.”

 

Overview

 

We are a leading provider of print procurement solutions to corporate clients in the United States. Utilizing our proprietary technology and database, as well as our extensive domain expertise, we create a competitive bid process to procure, purchase and deliver printed products as part of a comprehensive outsourced enterprise solution and in individual transactions. Our technology is designed to capitalize on excess manufacturing capacity and other inefficiencies in the traditional print supply chain to obtain favorable pricing and to deliver high-quality products and services for our clients.

 

Our proprietary software applications and database, PPM4™, create a fully-integrated solution that stores, analyzes and tracks the production capabilities of our supplier network, as well as quote and price data for each bid we receive and print job we execute. As a result, we believe PPM4™ contains one of the largest independent repositories of equipment profiles and price data for print suppliers in the United States. We leverage our technology to match each print job with the supplier that is optimally suited to meet the client’s needs at a highly competitive price. Our procurement managers use PPM4™ to manage the print procurement process from end-to-end.

 

Through our network of over 2,7004,500 suppliers, we offer a full range of print, fulfillment and logistics services that allows us to procure printed products on virtually any substrate. The breadth of our product offerings and services and the depth of our supplier network enable us to fulfill up to 100% of the print procurement needs of our clients. By leveraging our technology platform, our clients are able to reduce overhead costs, redeploy internal resources and obtain favorable pricing and service terms. In addition, our ability to track individual transactions and provide customized reports detailing print procurement activity on an enterprise-wide basis provides our clients with greater visibility and control of their print expenditures.

 

We believe the opportunity exists to expand our business into new geographic markets. Our headquarters are located in Chicago, and approximately 66%51% of our clients as of December 31, 2005September 30, 2006 were located in Illinois. We also maintain offices in New York, California, Hawaii, Michigan and Missouri. Our objective is to increase our sales in other major print markets in the United States, such as Atlanta, Boston, Dallas, Los Angeles Minneapolis, New York and San Francisco.Minneapolis. We intend to hire or acquire more account executives within close proximity to these large markets, which accounted for, in aggregate,$18.417.3 billion of print expenditures in 2005, according to PIA/GATF. In addition, given that the print industry is a global business, over time we intend to evaluate opportunities to access attractive markets outside the United States. For example, in March 2006 we entered into a strategic agreement to grant SNP Corporation Ltd. a non-exclusive, non-transferable license to use certain non-core applications of our software in China, Singapore and Hong Kong.

 

We acquired Graphography Limited LLC on May 31, 2006, CoreVision Group, Inc. on September 12, 2006 and Applied Graphics, Inc. on October 11, 2006. Our results of operations during the nine months ended September 30, 2006 include the results of operations from Graphography from June 1, 2006 and CoreVision from September 1, 2006. Our results of operations in future periods will include the results of operations from Applied Graphics from October 1, 2006.

Recent Developments

Series E InvestmentInitial Public Offering.    In JanuaryAugust 2006, we issued 10,167,730 Series E preferred shares, or approximately 25%completed an initial public offering of our equity interests on a fully-diluted basis, to New Enterprise Associates 11, Limited Partnership, NEA Ventures 2005, Limited Partnership and Printworks Series E, LLC in exchange for $50 million in cash, or $4.92 per share. We retained $10 million of these proceeds for working capital and general corporate purposes. We used $40 million of these proceeds to redeem Class A common shares held by our existing stockholders on a pro rata basis at a purchase price of $4.92 per share. See “Certain Relationships and Related Party Transactions—Series E Investment.”

SNP Transaction.    In March 2006, we entered into a strategic agreement to grant to SNP Corporation Ltd. a non-exclusive, non-transferable license to use certain non-core applications of our software in China, Singapore and Hong Kong. Pursuant to the terms of the agreement, SNP is paying us $1.0 million in five monthly installments of $200,000, which began in April 2006. The initial term of the agreement is one year and is automatically renewed in April for successive one-year terms in the absence of a termination by either party. In the event the agreement is renewed, SNP will pay us 1% of the gross revenue for all transactions processed through the licensed software during the term of the agreement. In connection with the agreement, we sold 254,065 shares of our Class Acommon stock. We offered and sold 7,060,000 shares of our common stock to SNPand certain

selling stockholders offered and sold an additional 5,118,500 shares at a price of $4.92$9.00 per shareshare. Our net proceeds from the initial public offering were approximately $56.3 million.

Applied Graphics Acquisition.    In October 2006, we acquired Applied Graphics, Inc., a provider of print management and print-on-demand services headquartered in San Rafael, California. As a result of the acquisition, we believe we established a significant presence in the West Coast market with sales executives in California, Hawaii and Nevada. In total, we added 35 sales executives, approximately 1,000 transactional clients and approximately 500 new suppliers. This significantly expanded our pipeline of clients to which we can market our enterprise solution.

The acquisition consideration for Applied Graphics consisted of approximately $7.0 million in cash paid on October 11, 2006. In addition, the former owners of Applied Graphics will receive:

$1.9 million if gross profit generated by Applied Graphics equals or exceeds $9.7 million from October 1, 2006 to September 30, 2007,

$1.9 million if gross profit generated by Applied Graphics equals or exceeds $19.3 million from October 1, 2006 to September 30, 2008,

$500,000 if earnings before interest, taxes, depreciation and amortization (EBITDA) generated by Applied Graphics equals or exceeds $2.5 million from October 1, 2006 to September 30, 2007, or a total purchase priceportion thereof if EBITDA is between $2.3 million and $2.5 million during that period, and

$500,000 if EBITDA generated by Applied Graphics equals or exceeds $2.8 million from October 1, 2007 to September 30, 2008, or a portion thereof if EBITDA is between $2.6 million and $2.8 million during that period.

CoreVision Acquisition.    In September 2006, we acquired CoreVision Group, Inc., a provider of $1.25 million.end-to-end marketing solutions, including design, print, promotional products and fulfillment services, located in Carol Stream, Illinois. As a result of the acquisition, we added 15 sales executives, including our first sales executives in the states of Michigan and Missouri. The acquisition consideration for CoreVision consisted of approximately $1.1 million, $10,000 paid in September 2006 and the remaining $1.1 million to be paid in monthly installments through August 2007. In addition, the former owner of CoreVision is eligible to receive up to:

 

$666,666 if gross profit generated by CoreVision equals or exceeds $1.7 million from September 1, 2006 to December 31, 2006, or a portion thereof if gross profit is less than $1.7 million,

$667,000 if gross profit generated by CoreVision equals or exceeds $5.1 million from January 1, 2007 to December 31, 2007, or a portion thereof if gross profit is less than $5.1 million,

$667,000 if gross profit generated by CoreVision equals or exceeds $5.1 million from January 1, 2008 to December 31, 2008, or a portion thereof if gross profit is less than $5.1 million, and

$500,000 if gross profit generated by CoreVision equals or exceeds $6.5 million from January 1, 2009 to December 31, 2009.

Revenue

We generate revenue through the sale of printed products to our clients. Our revenue grewwas $5.0 million, $16.3 million, $38.9 million and $76.9 million in 2002, 2003, 2004 and 2005, respectively, reflecting growth rates of 226.5%, 139.6% and 97.7% in 2003, 2004 and 2005, respectively, as compared to the corresponding prior years.year. Our revenue was $54.6 million and $99.4 million during the nine months ended September 30, 2005 and 2006, respectively, reflecting a growth rate of 81.9%. As our revenue has grown, our growth rates have decreased. We expect this trend to continue as our revenue increases. Our revenue is generated from two

different types of clients: enterprise and transactional. Our enterpriseEnterprise jobs usually involve higher dollar amounts

and volume than our transactional jobs. We categorize a client as an enterprise client if we have a contract with the client for the provision of printing services on a recurring basis; if the client has signed an open-ended purchase order, or a series of related purchase orders; or if the client has enrolled in our e-stores program, which enables the client to make online purchases of printing services on a recurring basis. We categorize all other clients as transactional. We enter into contracts with our enterprise clients to provide some or a substantial portion of their printed products on a recurring basis. Our contracts with enterprise clients generally have an open-ended term subject to termination by either party upon prior notice ofranging from 90 days to 180 days.twelve months. Several of our larger enterprise clients have outsourced substantially all of their recurring print needs to us. We provide printed products to our transactional clients on an order-by-order basis. As of December 31, 2005, we had 69 enterprise clients, and fromas of September 30, 2006 we had 86 enterprise clients. From our inception through December 31, 2005,September 30, 2006, we have served over 1,1001,800 transactional clients. During 2005 and the nine months ended September 30, 2006, enterprise clients accounted for 69% and 77% of our revenues,revenue, respectively, while transactional clients accounted for 31% and 23% of our revenues.revenue, respectively.

 

Our revenue consists of the prices paid by our clients for printed products. These prices, in turn, reflect the amounts charged to us by our suppliers plus our gross profit. Our gross profit margin, in the case of some of our enterprise clients, is fixed by contract or, in the case of transactional clients, is negotiated on a job-by-job basis. Once either type of client accepts our pricing terms, the selling price is established and we procure the product for our own account in order to re-sell it to the client. We take full title and risk of loss for the product upon shipment. The finished product is typically shipped directly from theour supplier to a destination specified by theour client. Upon shipment, theour supplier invoices us for its production costs and we invoice theour client.

 

Our revenue from enterprise clients tends to generate lower gross profit margins than our revenue from transactional clients because the gross profit margins established in our contracts with largerlarge enterprise clients are generally lower than the gross profit margins we typically earnrealize in our transactional business. Although our enterprise revenue generates lower gross profit margins, our enterprise business tends to be more profitable than our transactional business on an operating profit basis because the commission expense associated with enterprise jobs is generally lower.

 

The print industry has historically been subject to seasonal sales fluctuations because a substantial number of print orders are placed for the year-end holiday season. We have historically experienced seasonal client buying patterns with a higher percentage of our revenue being earned in our third and fourth quarters. The revenue from our wholly-owned subsidiary, Insight World Group, LLC, is particularly subject to these seasonal fluctuations because its primary products include toys, games and other items that clients generally order in increased quantities in anticipation of the year-end holiday season. We expect these seasonal revenue patterns to continue in the future.

continue.

Cost of Goods Sold and Gross Profit

 

Our cost of goods sold consists primarily of the price at which we purchase products from our suppliers. Our selling price, including our gross profit, in the case of some of our enterprise jobs, is based on a fixed gross margin established by contract or, in the case of transactional jobs, is determined at the discretion of the account executive or procurement manager within predetermined parameters. Our gross margins on our enterprise jobs are typically lower than our gross margins on our transactional jobs. As a result, our cost of goods sold as a percentage of revenue for our enterprise jobs is typically higher than those for our transactional jobs. Our gross profit for 2003, 2004 and 2005 was $3.7 million, $8.4 million and $15.6 million, respectively. Our gross profit for the nine months ended September 30, 2005 and 2006 was $11.3 million and $21.1 million, respectively. We have early payment discount terms with several of our key suppliers. We have taken advantage of early payment terms on a more frequent basis in recent periods, thereby reducing our overall cost of goods sold as a percentage of revenue.

 

Operating Expenses and Income from Operations

 

Commissions paid to our account executives are a significant component of our operating expenses. The commissions we pay to our account executives are based on the gross profit we collect from our client and are paid after we receive payment from the client.clients for which they have responsibility. As a percentage of our gross profit, commissions were 15.4%, 21.3% and 22.4% in

2003, 2004 and 2005, respectively. The increase in commissions as a percentage of our gross profit was a result

of the relatively high volume of business in 2003 initiated by our senior management, to whom we do not pay sales commissions. This business as a percentage of our total revenue decreased in 2004 and 2005, resulting in relatively higher commissions as a percentage of our total revenue in those years.

As a percentage of our gross profit, commissions were 27.0% and 22.0% during the nine months ended September 30, 2005 and 2006, respectively. The decrease in commissions as a percentage of gross profit resulted from a higher concentration of revenue from enterprise clients. For the nine months ended September 30, 2006, 77% of our revenue was generated from enterprise clients compared to 66% for the nine months ended September 30, 2005. Commission rates as a percentage of gross profit are generally lower for enterprise accounts.

 

We accrue for commissions when we recognize the related revenue. Some of our account executives receive a monthly draw to provide them with a more consistent income stream. The cash paid to our account executives in advance of commissions earned is reflected as a prepaid expense on our balance sheet. As our account executives earn commissions, a portion of their commission payment is withheld and offset against their prepaid commission balance, if any. Our prepaid commission balance was $565,000 as of December 31, 2003, $470,000 as of December 31, 2004, and $1.6 million as of December 31, 2005.2005 and $1.6 million as of September 30, 2006.

 

Our general and administrative expenses consist mainly of compensation costs for our management team and procurement managers. Our general and administrative expenses also include compensation costs for our finance and support employees, corporate systems, and accounting, legal, facilities and travel and entertainment expenses. We have been able to manage our business with relatively low general and administrative expenses. General and administrative expenses as a percentage of revenue were 14.7%, 11.1% and 9.3% in 2003, 2004 and 2005, respectively, and 8.6% and 8.2% for the nine months ended September 30, 2005 and 2006, respectively. The decrease in general and administrative expenses as a percentage of revenue reflects our ability to add clients and account executives without incurring a corresponding increase in our general and administrative expenses.

 

We agree to provide our clients with printed products that conform withto the industry standard of a “commercially reasonable quality,” and our suppliers in turn agree to provide us with products of the same quality. In addition, the quotes we execute with our clients include customary industry terms and conditions that limit the amount of our liability for product defects. Product defects have not had a material adverse effect on our results of operations.

 

We are required to make payment to our suppliers for completed print jobs regardless of whether our clients make payment to us. To date, the failure of our clients to make required payments has not had a material adverse effect on our results of operations. Our bad debt expense was approximately $125,000, $149,000, and $176,000 in 2003, 2004 and 2005, respectively, and $28,000 and $111,000 for the nine months ended September 30, 2005 and 2006, respectively.

 

Our income from operations for 2003, 2004 and 2005 was $765,000, $2.1 million and $4.6 million, respectively, and $3.3 million and $7.8 million for the nine months ended September 30, 2005 and 2006, respectively.

 

Recapitalization

 

Prior to the completion of this offering,On August 15, 2006, we intend to recapitalizerecapitalized all outstanding shares of our capitalClass A common stock, Class B common stock, Series B preferred stock, Series D preferred stock and Series E preferred stock into shares of our common stock and consummateon a:stock split of our common stock immediately following the recapitalization. one-for-one basis. For a discussion of the recapitalization, and stock split, see “Certain Relationships and Related Party Transactions—Recapitalization.”

Income Taxes

 

On January 3, 2006, our company completed a conversion pursuant to which InnerWorkings, LLC, a limited liability company, converted to InnerWorkings, Inc., a corporation. As a limited liability company, we were

treated as a partnership for federal, state and local income tax purposes. As a result, all items of income, expense, gain and loss of InnerWorkings were generally reportable on the tax returns of members of InnerWorkings, LLC. Accordingly, we made no provisions for income taxes at the company level through December 31, 2005. Our earnings are now subject to federal, state and local taxes at a combined rate of approximately 39.0%.

 

Critical Accounting Policies

 

Revenue Recognition

 

Revenue is recognized when the product is shipped from a third party to the customer, which is when title transfers. In accordance with EITF Issue 99-19,Reporting Revenue Gross as a Principal versus Net as an Agent, we recognize revenue on a gross basis, as opposed to a net basis similar to a commission arrangement, because we bear the risks and benefits associated with revenue-generated activities by: (1) acting as a principal in the transaction; (2) establishing prices; (3) being responsible for fulfillment of the order; (4) taking the risk of loss for collection, delivery and returns; and (5) marketing our products, among other things.

 

Goodwill and Other Intangibles

 

Goodwill represents the excess of purchase price and related costs over the value assigned to the net tangible and identified assets of businesses acquired. Under SFAS No. 142,Goodwill and other Intangible Assets, goodwill and other intangible assets with indefinite lives are not amortized, but instead are tested for impairment annually, or if certain circumstances indicate a possible impairment may exist, in accordance with the provisions of SFAS No. 142. We evaluate recoverability of goodwill using a two-step impairment test approach at the reporting unit level. In the first step, the fair value for the reporting unit is compared to its book value, including goodwill. If the fair value of the reporting unit is less than the book value, a second step is performed, which compares the implied fair value of the reporting unit’s goodwill to the book value of the goodwill. The fair value for the goodwill is determined based on the difference between the fair values of the reporting units and the net fair values of the identifiable assets and liabilities of such reporting units. If the fair value of the goodwill is less than the book value, the difference is recognized as an impairment. As of December 31, 2005, our net goodwill balance was $353,000.

 

SFAS No. 142 also requires that intangible assets with estimable useful lives be amortized over their respective estimated useful lives to the estimated residual values, and reviewed for the impairment in accordance with SFAS No. 144,Accounting for Impairment or Disposal of Long-Lived Assets. Our intangible assets consist of customer lists and non-compete agreements with account executives and are amortized on the straight-line basis. We believe the customer lists have ten-year useful lives, and we are amortizing the non-compete agreements over the terms of the agreements. As of December 31, 2005, the net balance of our intangible assets was $931,000.

 

Stock-Based Compensation

 

Prior to January 1, 2006, we accounted for stock-based employee compensation arrangements in accordance with provisions of Accounting Principles Board (APB) Opinion No. 25,Accounting for Stock Issued to Employees, and complied with the disclosure requirements of Financial Accounting Standards Board (FASB) No. 148,Accounting for Stock-Based Compensation—Transition and Disclosure—An Amendment of FASB Statement No. 123. Effective January 1, 2006, we adopted the fair value recognition provisions of FAS 123 (R),Share-Based Payments, using the prospective transition method and Black-Scholes as the option valuation model. Under the transition method, we will continue to account for nonvested equity awards outstanding at the date of adopting Statement 123 (R) in the same manner as they had been accounted for prior to adoption. As a

result, under APB No. 25, compensation expense is based on the difference, if any, on the grant date between the estimated fair value of our stock and the exercise price of options to purchase that stock. The compensation expense is then amortized over the vesting period of the stock options.

In MayBetween June 30, 2005 and June 30, 2006, we granted John R. Walter, the Chairman of our Board, options to purchase 400,0002,192,000 shares of our common stock. The estimated per share fair value of the shares underlying these option grants ranged from $0.65 to $5.35.

Between June 30, 2005 and December 31, 2005, we granted options to purchase 997,000 shares of our common stock. In August 2005, we engaged an independent valuation specialist to perform a retrospective valuation of our common stock as of November 30, 2004. On September 16, 2005, the valuation specialist delivered a report stating that the fair value of our common stock as of November 30, 2004 was $0.43 per share. Shortly after our receipt of the report, we used the valuation specialist’s methodology to determine that the fair value of our common stock as of June 30, 2005 was $0.65 per share. In October 2005, we used the valuation specialist’s methodology to determine that the fair value of our common stock as of September 30, 2005 was $0.65 per share. Based on these determinations, we established an exercise price of no less than $0.65 per share for the options granted between June 30, 2005 and December 31, 2005. Using the valuation specialist’s methodology, we valued our business as of June 30, 2005 and September 30, 2005 by calculating the present value of our future available cash flows at an appropriate rate. For purposes of estimating our future available cash flows, we made significant assumptions with respect to revenue growth rates, forecasted net income and debt-free future cash flow. We applied a 40% rate to calculate the present value of our future available cash flows based on the independent valuation specialist’s determination that we were in our second stage, or “expansion” stage, of development. We also applied a 5% lack of marketability discount to our enterprise value, which took into account the fact that minority investments in private companies are less liquid than similar investments in publicly-traded companies. There is inherent uncertainty in these estimates.

We believe that the per share fair value of our common stock increased from $0.43 as of November 30, 2004 to $0.65 as of September 30, 2005 as a result of the following developments, among others:

During the nine months ended September 30, 2005, two Fortune 500 companies became enterprise clients. We hired 51 employees and independent contractors during this period, increasing the total to 136. Revenue during this period increased more than 130% from revenue during the prior comparable period.

We accounted for options granted prior to December 31, 2005 in accordance with APB Opinion No. 25. The exercise price of all of the options that we granted during this period was at or above fair market value. As a result, there was no intrinsic value associated with these option grants. Pursuant to APB Opinion No. 25, we were not required to record any compensation expense in connection with these option grants.

On March 1, 2006, we granted options to purchase 30,000 shares of our common stock. The estimated per share fair value of this option grant was $4.92. The basis for determining the estimated per share fair value of this option grant was the contemporaneous arm’s length negotiation of a transaction involving the sale of certain shares of our common stock to SNP. Effective January 1, 2006, we calculate compensation expense under SFAS No. 123 (R) based on the Black-Scholes value of options at the time of grant and record compensation expense in equal amounts as the options vest. We estimated the Black-Scholes value of these options using the following assumptions: expected volatility: 33.5%; risk-free interest rate: 4.63%; expected life: 10 years; exercise price: $4.92 per share; and fair market value: $4.92 per share. We recorded compensation expense of $112,628 in the six months ended June 30, 2006.

On May 8 and June 5, 2006, we granted Steven E. Zuccarini, our Chief Executive Officer, options to purchase 750,000a total of 1,165,000 shares of our common stock. The exercise price of the options to purchase 1,150,000 shares of our common stock in each case at an exercise price ofthat we granted on May 8, 2006 was $4.92 per share, which was the price per share paid by SNP in April 2006. These options will vest ratably over six years. See “Management—Director Compensation” and “Management—Employment Agreements—Employment Agreement with Steven E. Zuccarini.” We also granted oneOn June 1, 2006, the same valuation specialist that we engaged in August 2005 delivered a report stating that the fair value of our employeescommon stock as of May 8, 2006 was $5.35 per share. We used this as the exercise price of the options to purchase 30,00015,000 shares of our common stock at an exercise pricethat we granted on June 5, 2006. We also used this as the estimated per share fair value of $4.92 per share. Pursuant to SFAS No. 123 (R), we are required to measure compensation expense for all stock-based payments (including employee stock options).this option grant and the May 8, 2006 option grant. We calculate the expense under the equity method based onestimated the Black-Scholes value of these options using the option at the time of grant. We record the expense in equal amountsfollowing assumptions: expected volatility: 33.5%; risk-free interest rate: 5.01%; expected life: 10 years; exercise price: $4.92 per share or $5.35 per share, as the options vest. This method requires that we make several estimates, including the volatility of our stock priceapplicable; and the expected life of an option. In making these estimates, we relied on historical data as well as management’s judgment.fair market value: $5.35 per share. We expect that our expense for theseour 2006 option grants will be approximately $375,000$430,000 in 2006 and $550,000$640,000 in 2007.

We believe that the per share fair value of our common stock increased from $0.65 as of September 30, 2005 to $5.35 as of May 8, 2006 as a result of the following developments, among others:

From January 1, 2006 to April 30, 2006, six Fortune 500 companies became enterprise clients. The addition of enterprise agreements and the prospect of additional capital from this offering increased our revenue projections. From January 1, 2006 to April 30, 2006, our revenue increased more than 80% from the prior comparable period. In January 2006, we completed a Series E preferred round of financing at a purchase price of $4.92 per share, which provided $9.3 million of working capital. In April 2006, we entered into a strategic alliance with SNP to license a portion of our technology. This alliance included the sale of our common stock to SNP at a purchase price of $4.92 per share.

As of June 30, 2006, there were 5,315,667 options to purchase shares of our common stock outstanding. Of these outstanding options, 1,905,667 were vested and 3,410,000 were unvested. At our initial public offering price of $9.00 per share, the intrinsic value of these outstanding options as of June 30, 2006 was $39.7 million, of which $16.1 million related to vested options and $23.6 million related to unvested options.

On August 15, 2006, we granted options to purchase 56,050 shares of our common stock under our Stock Incentive Plan to certain employees at an exercise price equal to the initial public offering price of $9.00 per share. The options will vest in equal annual installments over the three-year period following the completion of this offering. At the initial public offering price of $9.00 per share, the value of the option grants, as calculated in accordance with FAS No. 123 (R),Share-Based Payments, will be approximately $141,000, which will be expensed in equal installments over three years.

We believe that the per share fair value of our common stock increased from $5.35 as of May 8, 2006 to the initial public offering price of $9.00 as a result of the following developments, among others:

 

On May 31, 2006, we acquired Graphography Limited LLC, a provider of production management services, including print procurement and promotional services. In 2005, Graphography generated revenue of $23.8 million, representing 18.2% of our 2005 pro forma revenue. As a result of the acquisition, we established a significant presence in the New York market, which is the third largest print market in the United States. Graphography adds two new significant enterprise clients, a Fortune 500 manufacturing and marketing company and a multi-billion dollar international beverage distributor, each of which would have been in our top five accounts based on revenue generated in 2005 on a pro forma basis. It also adds more than 100 transactional clients, which expands our pipeline of clients to which we can market our enterprise solution. In addition, we gained approximately 400 new suppliers that can provide printing and promotional services to our existing clients. We also acquired three additional sales executives as well as two additional lead production managers, and their corresponding production teams, with significant expertise in the areas of direct mail and promotional products. The acquisition enabled us to populate our proprietary database with over 10,000 historical Graphography print jobs and quotes, increasing the size of our PPM4 database by over 15% and enhancing our ability to identify optional pricing for our clients.

From May 8, 2006 to August 15, 2006, we gained three new enterprise clients, including two Fortune 500 companies, we executed jobs for 50 new transactional clients, including several Fortune 500 companies, and we hired five additional sales executives who brought significant customer relationships to us.

Results of Operations

The following table sets forth our consolidated statements of income data for the periods presented as a percentage of our revenue:

 

     Years ended December 31,

  Three months
ended
March 31,


 
     2003

  2004

  2005

  2005

  2006

 
              (unaudited) 

Consolidated statements of income data:

                  

Revenue

    100.0% 100.0% 100.% 100.0% 100.0%

Cost of goods sold

    76.9  78.4  79.7  79.7  79.9 
     

 

 

 

 

Gross profit

    23.1  21.6  20.3  20.3  20.1 
     

 

 

 

 

Selling, general and administrative expenses:

                  

Commission expenses

    3.6  4.6  4.5  4.2  4.0 

General and administrative expenses

    14.6  11.1  9.3  11.1  9.3 
     

 

 

 

 

Total selling, general and administrative expenses

    18.2  15.7  13.8  15.3  13.3 

Depreciation and amortization

    0.1  0.6  0.5  0.5  0.7 
     

 

 

 

 

Income from operations

    4.7  5.3  6.0  4.4  6.1 

Other income (expense)

    (0.5) (0.3) 0.0  (0.3) 0.2 

Minority interest income (expense)

    0.0  (0.5) 0.1  0.5  0.0 
     

 

 

 

 

Total other income (expense)

    (0.6) (0.8) 0.0  0.2  0.2 

Income tax expense

            2.6 
     

 

 

 

 

Net income

    4.1% 4.5% 6.0% 4.6% 3.7%
     

 

 

 

 

     Years ended December 31,  Nine months
ended
September 30,
 
     2003  2004  2005  2005  2006 
              (unaudited) 

Consolidated statements of income data:

        

Revenue

    100.0% 100.0% 100.0% 100.0% 100.0%

Cost of goods sold

    76.9  78.4  79.7  79.4  78.7 
                  

Gross profit

    23.1  21.6  20.3  20.6  21.3 

Selling, general and administrative expenses:

        

Commission expenses

    3.6  4.6  4.5  5.6  4.7 

General and administrative expenses

    14.6  11.1  9.3  8.6  8.2 
                  

Total selling, general and administrative expenses

    18.2  15.7  13.8  14.2  12.9 

Depreciation and amortization

    0.1  0.6  0.5  0.5  0.6 
                  

Income from operations

    4.7  5.3  6.0  5.9  7.8 

Other income (expense)

    (0.5) (0.3)   0.0  0.3 

Minority interest income (expense)

      (0.5) 0.1  0.1   
                  

Total other income (expense)

    (0.6) (0.8) 0.0  6.0  8.1 

Income tax expense

            (3.2)
                  

Net income

    4.1% 4.5% 6.0% 6.0% 4.9%
                  

Comparison of three months ended March 31,September 30, 2006 and 2005

Revenue

Our revenue increased by $10.0$18.3 million, or 80.6%78.1%, from $12.4$23.5 million during the three months ended March 31,September 30, 2005 to $22.4$41.8 million during the three months ended March 31,September 30, 2006. The revenue growth reflects an increase in both enterprise business during the three months ended March 31, 2006, as offset by a decrease inand transactional business. We increased our business from enterprise clients to 74% during the three months ended

March 31, 2006, up from 53% during the three months ended March 31, 2005.clients. Our revenue from enterprise clients increased by $9.6$11.9 million, or by 153.9%61.8%, from $6.5$19.3 million during the three months ended March 31,September 30, 2005 to $16.5$31.2 million during the three months ended March 31,September 30, 2006. As of March 31,September 30, 2006, we had 7686 enterprise clients which was an increase of 24,under contract compared to 5264 enterprise clients under contract as of March 31,September 30, 2005. Additionally, we performed 3,600 print jobsrevenue from transactional clients increased by $6.4 million, or 152.9%, from $4.2 million during the three months ended March 31, 2006, comparedSeptember 30, 2005 to 2,600 print jobs$10.6 million during the three months ended March 31, 2005.

September 30, 2006. The incremental transactional revenue is largely a result of increasing the number of experienced sales executives. We increased our number of sales executives by 60, or 111.1%, from 54 as of September 30, 2005 to 114 as of September 30, 2006.

Cost of goods sold

Our cost of goods sold increased by $8.0$13.6 million, or 81.0%72.7%, from $9.9$18.7 million during the three months ended March 31,September 30, 2005 to $17.9$32.2 million during the three months ended March 31,September 30, 2006. The increase reflects the revenue growth during the three months ended March 31,September 30, 2006. Our cost of goods sold as a percentage of revenue increaseddecreased from 79.7%79.6% during the three months ended March 31,September 30, 2005 to 79.9%77.2% during the three months ended March 31,September 30, 2006. The slight increasedecrease is primarily due to a higherresult of a lower concentration of our business coming from enterprise accounts. During the three months ended September 30, 2005, 82% of our revenue was generated from enterprise accounts compared to 75% during the three months ended September 30, 2006. Additionally, we have early payment terms with larger enterprise clients.many of our suppliers, which we aggressively utilized, thereby reducing our cost of goods sold.

Gross Profit

Our gross profit as a percentage of revenue, decreasedwhich we refer to as gross margin, increased from 20.3%20.4% during the three months ended March 31,September 30, 2005 to 20.1%22.8% during the three months ended March 31,September 30, 2006. The slight decrease resultedincrease is the result of a higher concentration of business from an increase intransaction accounts as well as early pay discounts with many of our enterprise business, which has historically had lower gross profit margins than our transactional business.

suppliers.

Selling, general and administrative expenses

Commission expense increased by $1.0 million, or 75.4%, from $1.3 million during the three months ended September 30, 2005 to $2.3 million during the three months ended September 30, 2006. As a percentage of gross profit, commission expense decreased from 27.3% during the three months ended September 30, 2005 to 24.1% during the three months ended September 30, 2006. The decrease is a result of a higher concentration of business from clients with lower commission rates.

General and administrative expense increased by $1.6 million, or 88.4%, from $1.8 million during the three months ended September 30, 2005 to $3.4 million during the three months ended September 30, 2006. General and administrative expense increased as a percentage of revenue from 7.6% during the three months ended September 30, 2005 to 8.1% during the three months ended September 30, 2006. The increase is due to the non-cash compensation expense of $198,000 resulting from the adoption of SFAS 123 (R), which was 0.5% of revenue during the three months ended September 30, 2006. Without this compensation expense, general and administrative expense as a percentage of revenue would have been 7.6%.

Depreciation and amortization

Depreciation and amortization expense increased by $135,000, or 128.3%, from $105,000 during the three months ended September 30, 2005 to $240,000 during the three months ended September 30, 2006. The increase in depreciation expense is primarily attributable to purchases of computer hardware and software, equipment and furniture and fixtures as well as capitalization of costs of computer software for internal use in accordance with Statement of Position 98-1 during 2005. The increase in amortization expense is a result of the amortization of the intangible assets acquired in connection with our purchase of Graphography LLC in May 2006.

Income from operations

Income from operations increased by $2.0 million, or 128.2%, from $1.6 million during the three months ended September 30, 2005 to $3.6 million during the three months ended September 30, 2006. As a percentage of revenue, income from operations increased from 6.8% during the three months ended September 30, 2005 to 8.7% during the three months ended September 30, 2006. The increase in income from operations as a percentage of revenue is a result of an increase in our gross profit margin and an increase in our selling, general and administrative expenses as a percentage of revenue.

Other income and expense

Other income and expense increased $240,000 from $9,000 during the three months ended September 30, 2005 to $249,000 during the three months ended September 30, 2006. The significant increase is due to an increase in interest income from $19,000 during the three months ended September 30, 2005 to $315,000 during the three months ended September 30, 2006. The increase in interest income is largely a result of the capital raised in connection with our initial public offering in which we sold 7,060,000 shares of our common stock with net proceeds to us, after preference payments, dividend payments and repayment of outstanding indebtedness under our line of credit, of approximately $46.8 million. These proceeds were invested in money market funds from the receipt date through September 30, 2006.

Provision for income taxes

Provision for income taxes increased by $1.5 million from zero during the three months ended September 30, 2005 to $1.5 million during the three months ended September 30, 2006. The provision for income taxes was zero during the three months ended September 30, 2005 because we were a limited liability company (LLC) and, as a result, did not pay income taxes. The income of our Company flowed through to the members of the LLC. We converted from an LLC to a corporation on January 3, 2006. As a result, we have a provision for federal and state income taxes for the three months ended September 30, 2006.

We used $40 million of the $50 million we received in exchange for the issuance of our Series E preferred stock to redeem Class A common shares held by our existing stockholders in connection with our conversion from a limited liability company to a corporation. The cash distribution was taxable to our stockholders and resulted in a $34.0 million step-up in the basis of our assets for tax purposes. As a result of the $34.0 million step-up, we recognized a deferred tax asset of $13.2 million, for which we recorded a valuation allowance of $6.6 million and a corresponding net increase to additional paid in capital of $6.6 million. For the three months ended September 30, 2006, the provision for federal and state income taxes was $1.5 million, resulting in an effective tax rate of 39%.

Net income

Net income increased by $763,000, or 47.6%, from $1.6 million during the three months ended September 30, 2005 to $2.4 million during the three months ended September 30, 2006. Net income as a percentage of revenue decreased from 6.8% during the three months ended September 30, 2005 to 5.7% during the three months ended September 30, 2006. This is the result of recording no tax provision during the three months ended September 30, 2005 as we were an LLC. Pretax income as a percentage of revenue increased to 9.3% during the three months ended September 30, 2006 compared to 6.8% during the three months ended September 30, 2005. The increase in pretax income as a percentage of revenue is largely a result of improved gross profit margin from 20.4% during the three months ended September 30, 2005 to 22.8% during the three months ended September 30, 2006.

Comparison of nine months ended September 30, 2006 and 2005

Revenue

Our revenue increased by $44.7 million, or 81.9%, from $54.6 million during the nine months ended September 30, 2005 to $99.4 million during the nine months ended September 30, 2006. Our revenue growth primarily reflects an increase in our enterprise business. We increased our business from enterprise clients to 77% of our revenue during the nine months ended September 30, 2006, up from 66% of our revenue during the nine months ended September 30, 2005. Our revenue from enterprise clients increased by $40.1 million, or 111.2%, from $36.1 million during the nine months ended September 30, 2005 to $76.2 million during the nine months ended September 30, 2006. As of September 30, 2006, we had 86 enterprise clients under contract compared to 64 enterprise clients under contract as of September 30, 2005. In addition, we continued to hire or acquire experienced sales executives with existing books of business. We increased our number of sales executives by 60, or 111.1%, from 54 as of September 30, 2005 to 114 as of September 30, 2006.

Cost of goods sold

Our cost of goods sold increased by $34.9 million, or 80.4%, from $43.4 million during the nine months ended September 30, 2005 to $78.2 million during the nine months ended September 30, 2006. The increase reflects the revenue growth during the nine months ended September 30, 2006. Our cost of goods sold as a percentage of revenue decreased from 79.4% during the nine months ended September 30, 2005 to 78.7% during the nine months ended September 30, 2006. The decrease is a result of a greater concentration of higher gross profit margin enterprise business. Additionally, we have early payment terms with many of our suppliers, which we aggressively utilized, thereby reducing our cost of goods sold.

Gross Profit

Our gross profit as a percentage of revenue, which we refer to as gross margin, increased from 20.6% during the nine months ended September 30, 2005 to 21.3% during the nine months ended September 30, 2006. The increase is the result of a greater concentration of higher margin transactional clients as well as early pay discounts with many of our key suppliers.

Selling, general and administrative expenses

Commission expense increased by $383,000,$1.7 million, or 73.4%53.0%, from $522,000$3.0 million during the threenine months ended March 31,September 30, 2005 to $905,000$4.7 million during the threenine months ended March 31,September 30, 2006. As a percentage of revenue, commission expense decreased from 4.2%5.6% during the threenine months ended March 31,September 30, 2005 to 4.0%4.7% during the threenine months ended March 31,September 30, 2006. The decrease is a result of a higher concentration of business with enterprise clients. Historically, lower commission rates have been paid on our enterprise business.

General and administrative expense increased by $700,000,$3.4 million, or 52.4%73.9%, from $1.4$4.7 million during the threenine months ended March 31,September 30, 2005 to $2.1$8.1 million during the threenine months ended March 31,September 30, 2006. General and administrative expense decreased as a percentage of revenue from 11.1%8.6% during the threenine months ended March 31,September 30, 2005 to 9.3%8.2% during the threenine months ended March 31,September 30, 2006. The decrease is primarily due to a decrease in salaries and benefits as a percentage of revenue. Salaries and benefits decreased as a percentage of revenue from 7.4%5.4% during the threenine months ended March 31,September 30, 2005 to 5.7%5.0% during the threenine months ended March 31,September 30, 2006. The decrease reflects our ability to add clients and account executives to increase our revenue without incurring a corresponding increase in our general and administrative expense.

Depreciation and amortization

Depreciation and amortization expense increased by $81,000,$318,000, or 122.7%124.6%, from $66,000$256,000 during the threenine months ended March 31,September 30, 2005 to $147,000$574,000 during the threenine months ended March 31,September 30, 2006. The increase in depreciation expense is primarily attributable to purchases of computer hardware and software, equipment and furniture and fixtures as well as capitalization of costs of computer software for internal use in accordance with Statement of Position 98-1 during 2005. The increase in amortization expense is a result of the amortization of the intangible assets acquired in connection with our purchase of the remaining 49% ownership interest in Insight, World Group, LLC which was completed in March 2005.

2005 and our purchase of Graphography LLC in May 2006.

Income from operations

Income from operations increased by $843,000,$4.5 million, or 145.1%136.0%, from $557,000 during the three months ended March 31, 2005 to $1.4$3.3 million during the threenine months ended March 31,September 30, 2005 to $7.8 million during the nine months ended September 30, 2006. As a percentage of revenue,

income from operations increased from 4.4%6.0% during the threenine months ended March 31,September 30, 2005 to 6.1%7.8% during the threenine months ended March 31,September 30, 2006. The increase in income from operations as a percentage of revenue is a result of an increase in our gross profit margin and a decrease in our selling, general and administrative expenses as a percentage of revenue.

Minority interest income

Minority interest income decreased $58,000 from $58,000 during the three months ended March 31, 2005 to zero during the three months ended March 31, 2006. Our minority interest income during the three months ended March 31, 2005 was attributable to the ownership interest we did not own in Insight World Group, LLC. In March 2005, we purchased the remaining 49% ownership interest in Insight. The minority interest income was reduced to zero as a result of this purchase and the resulting ownership of 100% of the business.

Other income and expense

Other income and expense increased $85,000$306,000 from expense of $40,000$33,000 during the threenine months ended March 31,September 30, 2005 to income of $45,000$339,000 during the threenine months ended March 31,September 30, 2006. The significant increase is due to an increase in interest income from $11,000$54,000 during the threenine months ended March 31,September 30, 2005 to $99,000$492,000 during the threenine months ended March 31,September 30, 2006. The increase in interest income is largely a result of the capital raised in connection with our issuanceinitial public offering in which we sold 7,060,000 shares of $50 millionour common stock with net proceeds to us after preference payments, dividend payments and repayment of Series E preferred stock on January 3, 2006. We retained $10 millionoutstanding indebtedness under our line of thesecredit, of approximately $46.9 million. These proceeds which were invested in money market funds from January 3, 2006 to March 31,the receipt date through September 30, 2006.

Provision for income taxes

Provision for income taxes increased by $584,000$3.2 million from zero during the threenine months ended March 31,September 30, 2005 to $584,000$3.2 million during the threenine months ended March 31,September 30, 2006. The provision for income taxes was zero during the threenine months ended March 31,September 30, 2005 because we were a limited liability company (LLC) and, as a result, did not pay income taxes. The income of the company flowed through to the members of the LLC. We converted from an LLC to a corporation on January 3, 2006. As a result, we have a provision for federal and state income taxes for the threenine months ended March 31,September 30, 2006.

We used $40 million of the $50 million we received in exchange for the issuance of our Series E preferred stock to redeem Class A common shares held by our existing stockholders in connection with our conversion from a limited liability company to a corporation. The cash distribution was taxable to our stockholders and resulted in a $40$34.0 million step-up in the basis of our assets for tax purposes. As a result of the $40$34.0 million step-up, we recognized a deferred tax asset of $15.6$13.2 million, for which we recorded a valuation allowance of $7.8$6.6 million and a corresponding net increase to additional paid in capital of $7.8$6.6 million. For the threenine months ended March 31,September 30, 2006, the provision for federal and state income taxes was $584,000,$3.2 million, resulting in an effective tax rate of 39%39.6%.

Net income

Net income increased by $251,000,$1.6 million, or 43.7%47.4%, from $575,000$3.3 million during the threenine months ended March 31,September 30, 2005 to $826,000$4.9 million during the threenine months ended March 31,September 30, 2006. Net income as a percentage of revenue decreased from 4.6%6.1% during the threenine months ended March 31,September 30, 2005 to 3.7%4.9% during the threenine months ended March 31,September 30, 2006. WithoutThis is a result of no tax provision during the provision for income taxes for the threenine months ended March 31, 2006, netSeptember 30, 2005 as we were an LLC. Pretax income as a percentage of revenue increased to 6.3%.8.2% during the nine months ended September 30, 2006 compared to 6.1% during the nine months ended September 30, 2005. The increase in netpretax income as a percentage of revenue is largely a result of improved operating profit. Selling, general and administrative expenses as a percentage of revenue decreased from 15.3%14.1% during the threenine months ended March 31,September 30, 2005 to 13.3%12.9% during the threenine months ended March 31,September 30, 2006.

Comparison of years ended December 31, 2005 and 2004

Revenue

Our revenue increased by $38.0 million, or 97.7%, from $38.9 million in 2004 to $76.9 million in 2005. The revenue growth reflects an increase in transactional and enterprise business duringin 2005. We increased our

business from enterprise customersclients to 69% duringof our revenue in 2005, up from 50% duringof our revenue in 2004. Our revenue from enterprise clients increased by $33.3 million, or by 172.5%, from $19.5 million in 2004 to $52.8 million during 2005 compared to $19.5 million during 2004.in 2005. As of December 31, 2005, we had 69 enterprise clients under contract, which was an increase of 23, compared to 46 enterprise clients under contract as of December 31, 2004. Additionally,In addition, we performed 10,70010,736 print jobs duringin 2005, compared to 6,9006,972 print jobs duringin 2004.

Cost of goods sold

Our cost of goods sold increased by $30.8 million, or 101.0%, from $30.5 million in 2004 to $61.3 million in 2005. The increase reflects the growth in revenue in 2005. Our cost of goods sold as a percentage of revenue increased from 78.4% in 2004 to 79.7% in 2005. The increase is primarily due to a higher concentration of business with enterprise clients which typically have lower commission rates.

Gross profit

Our gross profit as a percentage of revenue, which we refer to as gross margin, decreased from 21.6% in 2004 to 20.3% in 2005. The decrease primarily resulted from an increase in our enterprise business, which has historically had lower gross profit margins than our transactional business.

Selling, general and administrative expenses

Commission expense increased by $1.7 million, or 95.3%, from $1.8 million in 2004 to $3.5 million in 2005. As a percentage of revenue, commission expense decreased from 4.6% in 2004 to 4.5% in 2005. The decrease resulted from increased enterprise business, which typically have lower commission rates.

General and administrative expenses increased by $2.8 million, or 64.8%, from $4.3 million in 2004 to $7.1 million in 2005. As a percentage of revenue, general and administrative expenses decreased from 11.1% in 2004 to 9.3% in 2005. The decrease is due in part to a decrease in salaries and benefits as a percentage of revenue. Salaries and benefits decreased as a percentage of revenue from 6.0% in 2004 to 5.5% in 2005. The decrease reflects our ability to add clients and account executives to increase our revenue without incurring a corresponding increase in our general and administrative expenses.

Depreciation and amortization

Depreciation and amortization expense increased by $165,000, or 74.0%, from $223,000 in 2004 to $388,000 in 2005. The increase in depreciation expense is primarily attributable to purchases of computer hardware and software, equipment and furniture and fixtures during 2005. The increase in amortization expense is due to the acquisition of intangible assets of Ocular Group, LLC (Ocular), a print broker, in April 2004. The Ocular acquisition included the purchase of intangible assets, including customer lists and sales executives non-compete agreements with values of $889,000 that are being amortized on a straight-line basis over a useful life of five and ten years.

Income from operations

Income from operations increased by $2.5 million, or 122.1%, from $2.1 million in 2004 to $4.6 million in 2005. As a percentage of revenue, income from operations increased from 5.3% in 2004 to 6.0% in 2005. The increase in income from operations as a percentage of revenue reflects a reduction in selling, general and administrative expenses as a percentage of revenue.

Minority interest expense

Minority interest expense decreased by $250,000 from expense of $192,000 in 2004 to income of $58,000 in 2005. For the first two months of 2005, Insight had an operating loss. As a result, we recorded minority interest

income for that period. Upon our acquisition of the 49% ownership interest in Insight that we did not already own in March 2005, we ceased recording minority interest expense.

Other income and expense

Interest expense decreased by $34,000, or 25.4%, from $132,000 in 2004 to $98,000 in 2005. The decrease is the result of maintaining a lower average daily balance under our bank line of credit.

Net Income

Net income increased by $2.8 million, or 163.7%, from $1.8 in 2004 to $4.6 million in 2005. As a percentage of revenue, net income increased from 4.5% in 2004 to 6.0% in 2005. The increase in net income as a percentage of revenue is largely a result of improved operating profit. Selling, general and administrative expenses as a percentage of revenue decreased from 15.7% in 2004 to 13.8% in 2005.

Comparison of years ended December 31, 2004 and 2003

Revenue

Our revenue increased by $22.7 million, or 139.6%, from $16.2 million in 2003 to $38.9 million in 2004. The revenue growth reflects an increase in transactional and enterprise business duringin 2004. We increased our

business from enterprise customersclients to 50% duringof our revenue in 2004, up from 37% duringof our revenue in 2003. Our revenue from enterprise clients increased by $13.5 million, or 225.0%, from $6.0 million in 2003 to $19.5 million during 2004 compared to $6.0 million during 2003.in 2004. As of December 31, 2004, we had 46 enterprise clients under contract, which was an increase of 32, compared to 14 enterprise clients under contract as of December 31, 2003. Additionally,In addition, we performed 6,9006,972 print jobs duringin 2004, compared to 2,0002,002 print jobs duringin 2003.

Cost of goods sold

Our cost of goods sold increased by $18.0 million, or 144.1%, from $12.5 million in 2003 to $30.5 million in 2004. The increase reflects the growth in revenue in 2004. Revenue from enterprise clients and Insight accounted for a higher percentage of our revenue. Our gross margins on our enterprise jobs and Insight’s gross margins are typically lower than those on our transactional jobs. As a result, cost of goods sold as a percentage of revenue increased from 76.9% in 2003 to 78.4% in 2004.

Gross profit

Our gross margin decreased from 23.1% in 2003 to 21.6% in 2004. The decrease primarily resulted from an increase in business with enterprise clients and Insight’s lower gross margin. Insight’s gross margin decreased from 17.8% in 2003 to 16.3% in 2004.

Selling, general and administrative expenses

Commission expenses increased by $1.2 million, or 209.9%, from $577,000 in 2003 to $1.8 million in 2004. As a percentage of revenue, commission expense increased from 3.6% in 2003 to 4.6 % in 2004. The increase is due to a higher percentage of revenue being generated from commissioned accounts.

General and administrative expenses increased by $1.9 million, or 81.2%, from $2.4 million in 2003 to $4.3 million in 2004. As a percentage of revenue, general and administrative expenses decreased from 14.6% in 2003 to 11.1% in 2004. The decrease is due in part to a decrease in salaries and benefits as a percentage of revenue. Salaries and benefits decreased as a percentage of revenue from 8.9% in 2003 to 6.0% in 2004. The decrease reflects our ability to add clients and account executives to increase our revenue without incurring a corresponding increase in our general and administrative expenses.

Depreciation and amortization

Depreciation and amortization expense increased by $205,000 from $18,000 in 2003 to $223,000 in 2004. The increase in depreciation expense is primarily attributable to purchases of computer hardware and software, equipment and furniture and fixtures in 2004. The increase in amortization expense is due to the acquisition of Ocular in April 2004. The acquisition of Ocular included the purchase of intangible assets with values of $889,000 that are being amortized on a straight-line basis over a useful life of five and ten years.

Income from operations

Income from operations increased by $1.3 million, or 171.0%, from $765,000 in 2003 to $2.1 million in 2004. As a percentage of revenue, income from operations increased from 4.7% in 2003 to 5.3% in 2004. The increase in income from operations as a percentage of revenue reflects a reduction in general and administrative expenses as a percentage of revenue as a result of our improved operating leverage.

Minority interest expense

Minority interest expense increased by $184,000 from $8,000 in 2003 to $192,000 in 2004. The increase is due to our sale of a 49% ownership interest in Insight in October 2003.

Other income and expense

Interest expense increased by $43,000, or 48.6%, from $89,000 in 2003 to $132,000 in 2004. The increase is due to the interest payments to the former holders of our Series D preferred stock made in 2004.

Net Income

Net income increased by $1.1 million, or 161.9%, from $671,000 in 2003 to $1.8 million in 2004. As a percentage of revenue, net income increased from 4.1% in 2003 to 4.5% in 2004.

Quarterly Results of Operations

The following table represents unaudited statement of operations data for our most recent nineten fiscal quarters. You should read the following table in conjunction with our consolidated financial statements and related notes appearing elsewhere in this prospectus. The results of operations of any quarter are not necessarily indicative of the results that may be expected for any future period.

 

  Three months ended

  Mar. 31,
2004


 June 30,
2004


 Sept. 30,
2004


 Dec. 31,
2004


 Mar. 31,
2005


 June 30,
2005


 Sept. 30,
2005


 Dec. 31,
2005


 Mar. 31,
2006


  (unaudited)
  (in thousands, except per share amounts)

Revenue

 $5,318 $8,551 $9,795 $15,219 $12,420 $18,739 $23,476 $22,244 $22,435

Gross profit

  1,283  1,966  2,221  2,930  2,520  3,950  4,797 $4,331  4,512

Net income (loss)

  16  263  464  1,014  575  1,159  1,604  1,301  826

Unaudited pro forma net income (loss) per share of common stock:

                           

Basic

 $ $  $  $  $  $  $  $  $ 

Diluted

 $ $  $  $  $  $  $  $  $ 

  Three months ended
  June 30,
2004
 Sept. 30,
2004
 Dec. 31,
2004
 Mar. 31,
2005
 June 30,
2005
 Sept. 30,
2005
 Dec. 31,
2005
 Mar. 31,
2006
 June 30,
2006
 

Sept. 30,

2006

  

(unaudited)

(in thousands, except per share amounts)

Revenue

 $8,551 $9,795 $15,219 $12,420 $18,739 $23,476 $22,244 $22,435 $35,142 $41,785

Gross profit

  1,966  2,221  2,930  2,520  3,950  4,797  4,331  4,512  7,076  9,545

Net income

  263  464  1,014  575  1,159  1,604  1,301  826  1,719  2,367

Net income per share of common stock:

          

Basic

 $0.01 $0.01 $0.03 $0.01 $0.03 $0.04 $0.04 $0.01 $0.05 $0.06

Diluted

 $0.01 $0.01 $0.03 $0.01 $0.03 $0.04 $0.03 $0.01 $0.04 $0.05

Impact of Inflation

We believe that our results of operations are not materially impacted by moderate changes in the inflation rate. Inflation and changing prices did not have a material impact on our operations in 2003, 2004, 2005 or the threenine months ended March 31,September 30, 2006.

Liquidity and Capital Resources

Since inception,In connection with our initial public offering, we raised approximately $46.9 million net of underwriting discounts, professional fees, preference payments, dividend payments and repayment of outstanding indebtedness under our line of credit. At September 30, 2006, we had $44.3 million of cash, cash equivalents and marketable securities. Cash equivalents and marketable securities are comprised of asset- and mortgage-backed securities, U.S. government and agency securities and domestic and foreign corporate bonds. Historically, we have financed our operations through private sales of common and preferred equity, with net proceeds of $18.5 million, bank loans and internally generated positive cash flow. As of March 31, 2006, we had $9.5 million inWe believe that our available cash and cash equivalentsflows generated from operations will be sufficient to satisfy our working capital requirements for the foreseeable future.

Operating Activities. Cash provided by (used in) operating activities primarily consists of net income adjusted for certain non-cash items including depreciation and $14.3 millionamortization and the effect of changes in working capital.capital and other activities. Cash used in operating activities for the nine months ended September 30, 2006 was $7.9 million and primarily reflected net income of $4.9 million and $1.2 million of non-cash items, offset by $14.0 million used to fund working capital and other activities. The most significant impact on working capital and other activities consisted of an increase in accounts receivable of $10.7 million due to revenue growth with an increase in accounts payable of only $600,000 due to early payments to many of our suppliers to take advantage of discount opportunities.

CashFor the nine months ended September 30, 2005, cash provided by operating activities decreased from $1.0was $3.2 million in the three months ended March 31, 2005 to a useand principally consisted of $1.6 million in the three months ended March 31, 2006.net income of $3.3 million. The decrease resulted from amost significant impact on working capital and other activities consisted of an increase in theaccounts payable of $4.9 million offset by an increase in prepaid expenses of $3.5 million, an increase in accounts receivable balance of $2.0$1.2 million during the three months ended March 31, 2006 compared to the accounts receivable balance decreaseand an increase in unbilled revenue of $2.6 million in the prior period. Additionally, the accounts payable balance increased by only $147,000 during the three months ended March 31, 2006, largely as a result of the company taking advantage of early pay discount terms with vendors at the end of March.

$1.3 million.

In 2005, cash provided by operating activities increased by $112,000 to $967,000 from $855,000 in 2004. The increase in cashCash provided by operating activities increased by only $112,000 compared to an increase ofin net income of $2.9 million due to the significant increase in prepaid expenses and other. Prepaid expenses increased by over $1.0 million due to professional fees incurred in 2005 in connection with thisour initial public offering. Additionally,In addition, other prepaid expenses increased by over $1.0 million relateddue to prepaid paper and other vendorsupplier costs for jobs that were not ready to ship to the customer.clients. The increase in this current asset reduced the overall net cash provided by operations.

In 2004, cash provided by operating activities increased $1.6 million to $855,000 compared with cash used in operating activities of $697,000 in 2003. The increase in cash provided by operating activities reflects an improvement in our net income and that growth in our accounts receivable outpaced increases in our accounts payable and other short-term liabilities.

For the three months ended March 31, 2006, cashInvesting Activities. Cash used in investing activities decreased $32,000 to $279,000 from $311,000 in the threenine months ended March 31, 2005. The decrease isSeptember 30, 2006 of $14 million was attributable to purchases of marketable securities of $10 million with a resultportion of a $125,000 investmentthe net proceeds received from our initial public offering, cash paid for acquisitions of $3 million and capital expenditures of $1 million.

Cash used in Echo Global Logistics, LLC duringinvesting activities for the threenine months ended March 31, 2005.

September 30, 2005 of $1.6 million was primarily attributable to purchases of marketable securities of $760,000, using a portion of the net proceeds received from our Series D round of financing in February 2005, and capital expenditures of $707,000.

In 2005, cash used in investing activities increased $209,000 to $1.2 million from $991,000 in 2004. In 2004, $681,000 was used to purchase the Ocular Group, LLC, while $309,000 was used for the purchase of property and equipment. In 2005, the purchase of property and equipment increased to $1.0 million related to the purchase of new hardware and software and the capitalization of internal software costs.

Cash used in investing activities increased $921,000 to $991,000 in 2004 from $70,000 in 2003. The improvementincrease reflects the purchase of Ocular and purchases of property and equipment and the purchase of Ocular.equipment.

For the three months ended March 31, 2006, cashFinancing Activities. Cash provided by financing activities increased $7.5 million to $8.4 million from $873,000 in the threenine months ended March 31, 2005. The increase is dueSeptember 30, 2006 of $53.2 million was primarily attributable to the net raiseproceeds received from our initial public offering, after preference payments, dividend payments and repayment of $10.0outstanding indebtedness under the line of credit, of approximately $46.9 million of capitaland the proceeds received from theour Series E round of financing, thatnet of the subsequent $40 million share repurchase, of approximately $10.0 million.

Cash used in financing activities in the nine months ended September 30, 2005 of $968,000 was fundedprimarily attributable to payment of distributions of $1.4 million and payment of dividends on January 3, 2006. The increasepreferred shares of $821,000. This was $7.5 million because we raised $2.0 million of capitaloffset by the net proceeds received from the second portion of theour Series D round of financing that was funded in February 2005.

of approximately $2.2 million.

In 2005, cash provided by financing activities increased by $1.1 million to $1.7 million from $646,000 in 2004. The increase in cash provided by financing activities is a result of usage of the bank facility duringour line of credit in 2005. Additionally, the companyIn addition, we raised capital through the sale of $2.0 million of Series D preferred stock in February 2005.

In 2004, cash provided by financing activities decreased by $854,000 to $646,000 compared withfrom $1.5 million in 2003. The decrease in cash provided by financing activities primarily reflects proceeds from private sales of common and preferred equity.

Capital expenditures were $70,000 in 2003, $310,000 in 2004, $1.0 million in 2005 and $279,000 in$980,000 for the threenine months ended March 31,September 30, 2006. We anticipate spending between $1.2 million and $1.6 million for the full year 2006 on capital expenditures, including new hardware and software and the capitalization of internal software costs. Our capital expenditures historically consisted of purchases of resources to

manage our operations, including computer hardware and software, office furniture and equipment and leasehold improvements. We expect that our capital expenditures will continue to increase in the future. Since our inception, we have generally funded capital expenditures either through the use of working capital or with capital leases.

We have a $10.0$20.0 million line of credit facility with JPMorgan Chase Bank, One, NA, $2.2 millionN.A. The line of credit was outstanding on the lineunused as of March 31,September 30, 2006. The maximum amount outstanding under our line of credit facility cannot exceed 80% of the book value of our eligible accounts receivable. Our line of credit facility contains limitations on our ability to incur indebtedness, create liens and make certain investments. Advances made under our line of credit facility accrue interest at a per annum rate equal to the prime rate.

We anticipate that our operating expenses and planned capital expenditures will constitute a material use of cash. In addition, we may continue to utilize cash to fund acquisitions of or strategic investments in complementary businesses and to expand our sales force. Although we can provide no assurances, we believe that the net proceeds from this offering, together with our available cash and cash equivalents and amounts available under our line of credit, should be sufficient to meet our working capital and operating expenditure requirements for the foreseeable future. Thereafter, we may find it necessary to obtain additional equity or debt financing. In the event additional financing is required, we may not be able to raise it on acceptable terms or at all.

Contractual Obligations

As of December 31, 2005,September 30, 2006, we had the following contractual obligations:

 

  Payments due by period

  Payments due by period
  Total

  Less than
1 year


  1-3
years


  3-5
years


  More than
5 years


  Total  Less than
1 year
  1-3
years
  3-5
years
  More than
5 years
  (in thousands)  (in thousands)

Line of credit

  $2,924  $2,924  $  $  $

Capital lease obligations

   465   131   174   160      366   100   170   96   

Operating lease obligations

   8,220   545   1,389   1,730   4,556   10,475   1,580   3,329   2,368   3,198
  

  

  

  

  

               

Total

  $11,609  $3,600  $1,563  $1,890  $4,556  $10,841  $1,680  $3,499  $2,464  $3,198
  

  

  

  

  

               

This table does not include contingent obligations related to any acquisitions. See “Management Discussion and Analysis—Recent Developments.”

Off-Balance Sheet Arrangements

We do not have any off-balance sheet arrangements.

Quantitative and Qualitative DisclosuresDisclosure about Market Risk

Commodity Risk

We are dependent upon the availability of paper and paper prices represent a substantial portion of the cost of our products. The supply and price of paper depends on a variety of factors over which we have no control, including environmental and conservation regulations, natural disasters and weather.

Interest Rate Risk

We have exposure to changes in interest rates on our line of credit. The interest rate on our line of credit fluctuates based on the prime rate. Assuming the $10.0$20.0 million line of credit was fully drawn, a 1.0% increase in the prime rate would increase our annual interest expense by $100,000, without taking into account our expected application of a portion of our net proceeds from this offering to pay down the line of credit.$200,000.

Our interest income is sensitive to changes in the general level of U.S. interest rates, in particular because all of our investments are in cash equivalents. The average duration of all of our investments as of March 31,September 30, 2006 was less than three months. Due to the short-term nature of our investments, we believe that there is no material risk exposure.

We do not use derivative financial instruments for speculative trading purposes.

Recent Accounting Pronouncements

In July 2006, FASB issued Statement of Financial Accounting Standards Interpretation No. 48 (FIN 48), “Accounting for Uncertainty in Income Taxes.” FIN 48 clarifies the accounting for uncertainty in income taxes recognized in an enterprise’s financial statements in accordance with SFAS 109, “Accounting for Income Taxes.” FIN 48 also prescribes a recognition threshold and measurement attribute for the financial statement recognition and measurement of a tax position taken or expected to be taken in a tax return. The new FASB standard also provides guidance on derecognition, classification, interest and penalties, accounting in interim periods, disclosure and transition. The provisions of FIN 48 are effective for fiscal years beginning after December 15, 2006. We intend to adopt FIN 48 effective January 1, 2007 and we have not yet determined the impact, if any, this adoption will have.

In September 2006, the FASB issued SFAS No. 157, “Fair Value Measurements.” SFAS 157 defines fair value, establishes a framework for measuring fair value in generally accepted accounting principles, and expands disclosures about fair value measurements. This Statement applies under other accounting pronouncements that require or permit fair value measurements, the FASB having previously concluded in those accounting pronouncements that fair value is the relevant measurement attribute. Accordingly, this Statement does not require any new fair value measurements. SFAS 157 is effective for financial statements issued for fiscal years beginning after November 15, 2007, and interim periods within those fiscal years. This Statement is required to be adopted by us in the first quarter of its fiscal year 2008. We are currently evaluating the potential impact of adopting SFAS 157.

BUSINESS

Our Company

We are a leading provider of print procurement solutions to corporate clients in the United States. Utilizing our proprietary technology and database, as well as our extensive domain expertise, we create a competitive bid process to procure, purchase and deliver printed products as part of a comprehensive outsourced enterprise solution and in individual transactions. Our technology is designed to capitalize on excess manufacturing capacity and other inefficiencies in the traditional print supply chain to obtain favorable pricing and to deliver high-quality products and services for our clients.

Our proprietary software applications and database, PPM4™, create a fully-integrated solution that stores, analyzes and tracks the production capabilities of our supplier network, as well as quote and price data for each bid we receive and print job we execute. As a result, we believe PPM4™ contains one of the largest independent repositories of equipment profiles and price data for print suppliers in the United States. We leverage our technology to match each print job with the supplier that is optimally suited to meet the client’s needs at a highly competitive price. Our procurement managers use PPM4™ to manage the print procurement process from end-to-end.

Through our network of over 2,7004,500 suppliers, we offer a full range of print, fulfillment and logistics services that allows us to procure printed products on virtually any substrate. The breadth of our product offerings and services and the depth of our supplier network enable us to fulfill up to 100% of the print procurement needs of our clients. By leveraging our technology platform, our clients are able to reduce overhead costs, redeploy internal resources and obtain favorable pricing and service terms. In addition, our ability to track individual transactions and provide customized reports detailing print procurement activity on an enterprise-wide-basis provides our clients with greater visibility and control of their print expenditures.

We generate revenue by procuring and purchasing printed products from our suppliers and selling those products to our clients. We procure printed products for clients across a wide range of industries, such as advertising, consumer products, publishing and retail. Our clients fall into two categories, enterprise and transactional. We enter into arrangements with our enterprise clients to provide some, or substantially all, of their printed products, typically on a recurring basis. We provide printed products to our transactional clients on an order-by-order basis. For the year ended December 31, 2005, enterprise and transactional clients accounted for 69% and 31% of our revenue, respectively.

For the nine months ended September 30, 2006, enterprise and transactional clients accounted for 77% and 23% of our revenue, respectively.

We were formed in 2001 and commenced operations in 2002. From our inception through December 31, 2005, we served over 1,100 clients, received approximately 96,000 bids and executed approximately 26,000 print jobs through 1,100 suppliers, and through September 30, 2006, we served over 1,1001,600 clients, received approximately 120,000 bids and executed approximately 37,000 print jobs through over 1,600 suppliers. We have increased our revenue from $5.0 million in 2002 to $76.9 million in 2005, representing a compound annual growth rate of 148%. In 2005, our revenue was $76.9 million, compared to $38.9 million in 2004. For the threenine months ended March 31,September 30, 2006, our revenue was $22.4$99.4 million, compared to $12.4$54.6 million for the threenine months ended March 31,September 30, 2005.

In October 2006, we acquired Applied Graphics, a provider of print management and print-on-demand services headquartered in San Rafael, California. As a result of the acquisition, we believe we established a significant presence in the West Coast market with sales executives in California, Hawaii and Nevada. We added 35 sales executives, approximately 1,000 transactional clients and approximately 500 new suppliers. This significantly expanded our pipeline of clients to which we can market our enterprise solution.

The acquisition consideration for Applied Graphics consisted of approximately $7.0 million in cash paid in October 2006. In addition, the former owners of Applied Graphics will receive:

 

$1.9 million if gross profit generated by Applied Graphics equals or exceeds $9.7 million from October 1, 2006 to September 30, 2007,

$1.9 million if gross profit generated by Applied Graphics equals or exceeds $19.3 million from October 1, 2006 to September 30, 2008,

$500,000 if earnings before interest, taxes, depreciation and amortization (EBITDA) generated by Applied Graphics equals or exceeds $2.5 million from October 1, 2006 to September 30, 2007, or a portion thereof if EBITDA is between $2.3 million and $2.5 million during that period, and

$500,000 if EBITDA generated by Applied Graphics equals or exceeds $2.8 million from October 1, 2007 to September 30, 2008, or a portion thereof if EBITDA is between $2.6 million and $2.8 million during that period.

In September 2006, we acquired CoreVision Group, a provider of end-to-end marketing solutions, including design, print, promotional products and fulfillment services, located in Carol Stream, Illinois. As a result of the acquisition, we added 15 sales executives, including our first sales executives in the states of Michigan and Missouri. The acquisition consideration for CoreVision consisted of approximately $1.1 million, $10,000 paid in September 2006 and the remaining $1.1 million to be paid in monthly installments through August 2007. In addition, the former owner of CoreVision is eligible to receive up to:

$666,666 if gross profit generated by CoreVision equals or exceeds $1.7 million from September 1, 2006 to December 31, 2006, or a portion thereof if gross profit is less than $1.7 million,

$667,000 if gross profit generated by CoreVision equals or exceeds $5.1 million from January 1, 2007 to December 31, 2007, or a portion thereof if gross profit is less than $5.1 million,

$667,000 if gross profit generated by CoreVision equals or exceeds $5.1 million from January 1, 2008 to December 31, 2008, or a portion thereof if gross profit is less than $5.1 million, and

$500,000 if gross profit generated by CoreVision equals or exceeds $6.5 million from January 1, 2009 to December 31, 2009.

Industry Overview

Our business of providing print procurement solutions intersects two large and growing industries, commercial printing and business process outsourcing, or BPO. Total shipments in the worldwide commercial print industry were projected to be approximately $367$373 billion in 2005 and are expected to increase by an average of $8$9 billion per year through 2009,2010, according to a 20052006 Datamonitor global commercial printing industry profile. The print industry includes the following product categories:

 

direct mail and other direct marketing materials;

 

basic business printing, including business forms, stationery and business cards;

 

promotional printing, which includes brochures, direct mail and catalogs;

publications, including magazines, books and directories;

 

bill of material printing, which consists of customized packaging, labels and other shipping materials;

 

promotional products, such as t-shirts, calendars and advertisements;

warehousing, pick and pack distribution and print on demand; and

 

multimedia, including CDs and DVDs.

In addition, the U.S. print industry is highly fragmented, with an estimated39,300 printing plants. In 2005, the ten largest commercial print companies accounted for only approximately 16% of the total domestic print market. The traditional process of designing, procuring and producing a print order requires extensive collaboration by printers, designers, brokers and other middlemen and is often highly inefficient for the customer, who typically pays a mark-up at each intermediate stage of the supply chain. Print procurement is often dispersed across several areas of a business enterprise, including sales, marketing, communications and finance.

To become more competitive, many businesses seek to focus on core competencies and outsource non-core business functions, such as print procurement. The National Association of Procurement Managers ranked print procurement as the secondthird most significant resource procurement outsourcing opportunity for U.S. businesses, underscoring this trend. According to a 20052006 IDC global BPO forecast, the worldwide market for BPO is estimated to grow from $422$384 billion in 2005 to $641$618 billion in 2009,2010, representing a compound annual growth rate of 11%10%. Consolidating all print activities across the organization represents an opportunity to reduce total print expenditure and decrease the number of vendors in the print supply chain. Applying software and database technology to manage the print procurement process also provides for enhanced tracking and auditing capabilities.

In recent years, the print industry has been impacted by developments in technology, including enhanced output capacity of printing presses and increased utilization of Internet-based communications and digital printing. These developments have lowered barriers to entry and reduced the utilization of printing presses. As a result, the print industry has historically experienced significant excess manufacturing capacity and the market for printed products has become increasingly commoditized. As developments in technology enable more print companies to provide a broad range of products and services, there are fewer opportunities for print vendors to charge premium prices based on product and service differentiation.

We seek to capitalize on the trends impacting the commercial print industry and the movement towards increased outsourcing of non-core business functions by leveraging our propriety technology, expansive database, extensive supplier network and purchasing power.

Our Solution

Utilizing our proprietary technology and database, we are able to create a competitive bid process to procure, purchase and deliver printed products to our clients. Our network of over 2,7004,500 suppliers offers a wide variety of printed products and a full range of print, fulfillment and logistics services.

Our print procurement software seeks to capitalize on excess manufacturing capacity and other inefficiencies in the traditional print supply chain. We believe that the most competitive price bids we obtain from our suppliers are submitted by the suppliers with the most unused capacity. We utilize our technology and a competitive bid process to:

 

greatly increase the number of suppliers that our clients can efficiently access;

 

obtain favorable pricing and deliver high quality products and services for our clients; and

 

aggregate our purchasing power.

Our proprietary software applications and database, PPM4, streamline the print procurement process for our clients by eliminating inefficiencies within the traditional print supply chain and expediting production. However, our technology cannot manage all of the variables associated with procuring a print job, which often involves extensive collaboration among numerous parties. Effective management of the procurement process requires that dedicated and experienced personnel work closely with both clients and print suppliers. Our account executives and procurement managers perform that critical function.

Account executives act as the primary sales staff to our clients. Procurement managers manage the entire print procurement process for our clients to ensure timely and accurate delivery of the finished product. For each print job we receive, a procurement manager uses our technology to gather print specifications, solicit bids from the optimal suppliers, establish pricing with the client, manage print production and purchase and coordinate the delivery of the finished product.

Each client is assigned an account executive and procurement manager, who develop contacts with client personnel responsible for authorizing and making print purchases. Our largest clients often are assigned multiple procurement managers. In certain cases, our procurement managers function on-site at the client. In other cases, we designate an employee of the client to function as our procurement manager and reimburse the client for the employee’s compensation costs. Whether on-site or off-site, a procurement manager functions as a virtual employee of the client. As of December 31, 2005,September 30, 2006, we had 5275 procurement managers, including eight21 procurement managers working on-site at our clients.

Although our clients fall into two categories, enterprise and transactional, the procurement process for each client category is substantially similar. A typical print job moves through our solution in ten steps.

Step 1—Gather print specifications.    After the account executive or procurement manager identifies a sale opportunity, a procurement manager discusses the details and timeline for the print job with the client. PPM4TM automatically generates a customized data entry screen based on the type of printed product and guides the procurement manager to enter the required job specifications.

Step 2—Select appropriate suppliers.    Based on the historical transaction data and supplier capability information contained in our database, PPM4TM generates a list of potential suppliers within our extensive network with the most efficient equipment profiles to produce the job. The procurement manager may select suppliers from this list or select suppliers suggested by the client. Our technology also enables the procurement manager to disaggregate the job into its component parts and put each part out for competitive bid in order to generate additional savings for the client. After selecting the list of optimal suppliers, the procurement manager electronically transfers the job specifications into an e-mail or e-fax in the form of a request for proposal and sends it to those suppliers.

Step 3—Receive bids from suppliers.    The selected suppliers respond to our request for proposal by submitting bids to us. Upon receipt, the procurement manager enters the bid information into our database and generates a report that details and sorts the bids by cost, quality and logistical considerations.

Step 4—Compare bids to proprietary data.    The procurement manager uses PPM4TM to compare the bids received from the suppliers to similar transactions in our database. If the current bids deviate from the competitive price range suggested by this data in a manner that is unfavorable to our client, the procurement manager uses our data to negotiate more favorable pricing with the selected suppliers or re-submits the specifications to different suppliers.

Step 5—Submit quote to client.    The procurement manager works with the account executive to prepare a price quote for the print job. The account executive submits the quote to the client, specifying the total cost to the client for the printed product and the timing and delivery terms.

Step 6—Execute quote and print order.    The client accepts the quote by executing it and returning a signed copy to us. The procurement manager uses PPM4TM to automatically convert the quote into a print order. The

print order is sent by e-mail or e-fax to the approved supplier or suppliers for execution. We are now contractually obligated to provide the product to our client and the supplier or suppliers are contractually obligated to provide the product to us. The supplier begins the print process.

Step 7—Manage print process.    The completion of the print process is managed by the procurement manager through a checklist of dates, milestones and deliverables that is monitored electronically. PPM4TMgenerates automatic reminders to ensure the product is properly produced in accordance with the client’s specifications and timeline.

Step 8—Perform final quality control check.    Prior to production of the entire print quantity, the supplier submits a contract proof of the finished product to the client and procurement manager for approval. Upon written approval of the proof by the client, the supplier prints the finished product.

Step 9—Deliver finished product.    When printing is completed, we purchase the finished product from the supplier and coordinate delivery to the destination specified by the client. We take full title and risk of loss for the product from shipment until it is received and paid for by the client.

Step 10—Generate and reconcile invoices.    Upon shipment of the finished product, the supplier issues an invoice to us for the cost of the job and our technology automatically converts the quote executed by our client into an invoice that we issue to the client. PPM4TM reconciles the supplier’s invoice to the print order to ensure that the supplier adhered to the pricing and other terms set forth in the print order.

The duration of this ten-step process varies based on the type of printed product. For example, this process may take less than 24 hours for limited quantities of a four-page brochure, but last over one month for 1,000,000 copies of a hard cover book.

We regularly request that our clients complete a customer scorecard, which allows them to rate us and our suppliers based on product quality, customer service and overall satisfaction. The data contained in these scorecards is stored in our database and used by our procurement managers during the supplier selection process.

Our Proprietary Technology

PPM4TM is a fully-integrated, proprietary solution that stores equipment profiles for our supplier network and price data for each job we quote and execute, which allows us to match each print job with the supplier in our network that is optimally suited to produce the job at a highly competitive price. Our technology also allows us to efficiently manage the critical aspects of the print procurement process, including gathering job specifications, identifying suppliers, establishing pricing, managing print production and coordinating purchase and delivery of the finished product.

Our database stores the production capabilities of our supplier network, as well as price and quote data for each bid we receive and transaction we execute. As a result, we believe PPM4TM contains one of the largest independent repositories of equipment profiles and price data for print suppliers in the United States. Our procurement managers use this data to discover excess print manufacturing capacity, select optimal suppliers, negotiate favorable pricing, and efficiently procure high-quality products and services for our clients.

With each new print job process, we collect and store additional data in our proprietary database. As the number of print jobs we complete increases, our database further enhances our competitive position and our ability to obtain favorable pricing for our clients.

We believe PPM4TM allows us to procure print more efficiently than traditional manual or semi-automated systems used by many printers and print brokers in the marketplace. PPM4TM includes the following features:

 

 Ÿ 

“4caster.    Our proprietary database provides real-time cost estimates for potential print jobs within our major product categories based upon the historical data we have collected from print jobs with

similar specifications. These estimates are used by our account executives during the sales process and procurement managers to compare bids and negotiate favorable pricing. Some of our largest suppliers have provided us with pricing tables covering specific product categories, which have also enhanced our ability to discover competitive pricing.

 

 Ÿ Customized order management.    PPM4TMautomatically generates customized data entry screens based on product type and guides the procurement manager to enter the required job specifications. For example, if a procurement manager selects “envelope” in the product field, the screen will automatically prompt the procurement manager to specify the size, paper type, window size and placement and display style.

 

 Ÿ Cost management.    PPM4TMreconciles supplier invoices to executed print orders to ensure the supplier adhered to the pricing and other terms contained in the print order. In addition, it includes checks and balances that allow us to monitor important financial indicators relating to a print order, such as projected gross margin and significant job alterations.

 

 Ÿ Standardized reporting.    Our solution generates transaction reports that contain quote, supplier capability, price and customer service information regarding the print jobs the client has completed with us. These reports can be customized, sorted and searched based on a specified time period or the type of printed product, price or supplier. In addition, the reports give our clients insight into their print spend for each individual print job and on an enterprise-wide basis, which allows the client to track the amounts it spends on printed products.

 Ÿ Task-tracking.    Our solution creates a work order checklist that sends e-mail reminders to our procurement managers regarding the time elapsed between certain milestones and the completion of specified deliverables. These automated notifications enable our procurement managers to focus on more critical aspects of the print process and eliminate delays.

 

 Ÿ Open architecture.    PPM4TM allows us to integrate clients and suppliers into our solution. Some of our larger clients have limited, secure access to our database, which they can use to directly access their transaction data.

 

 Ÿ Historical price baseline.    Some of our larger clients have provided us with pricing data for print jobs they completed before they began to use our solution. For these clients, PPM4TM automatically compares our current price for a print job to the price obtained by the client for a comparable historical job, which allows us to demonstrate on an ongoing basis the cost savings we provide.

We have also created customized Internet-based stores, which we refer to as IW stores, for certain of our clients that allow them to order pre-selected products, such as personalized business stationery, marketing brochures and promotional products, through an automated ordering process.

Our Clients

We procure printed products for corporate clients across a wide range of industries, such as advertising, consumer products, manufacturing, publishing and retail. Our clients also include printers that outsource jobs to us because they do not have the requisite capabilities or capacity to complete an order. From our inception through December 31, 2005, we served over 1,100 clients, received approximately 96,000 bids and executed approximately 26,000 print jobs through over 1,100 suppliers, and through September 30, 2006, we served over 1,600 clients, received approximately 120,000 bids and executed approximately 37,000 print jobs through over 1,600 suppliers. For the year ended December 31, 2005, Alliance Publishing Group accounted for 16% of our revenue. For the nine months ended September 30, 2006, ServiceMaster accounted for 18% of our revenue. Revenue from our top ten clients accounted for 43%46% and 46%51% of our revenue during the yearsnine months ended December 31, 2004September 30, 2005 and 2005,2006, respectively.

We generate revenue by procuring and purchasing printed products from our suppliers and selling those products to our clients. Our clients fall into two categories, enterprise and transactional. We enter into contracts

with our enterprise clients to provide some or substantially all of their printed products typically on a recurring basis. Our contracts with our enterprise clients generally have an open-ended term with a termination right upon advance notice ranging from 90 days to 180 days.twelve months. For the years ended December 31, 2004 and 2005, enterprise clients accounted for 50% and 69% of our revenue, respectively. We provide printed products to our transactional clients on an order-by-order basis. For the years ended December 31, 2004 and 2005, transactional clients accounted for 50% and 31% of our revenue, respectively.

As part of our growth strategy, we seek to expand our base of transactional clients by hiring account executives, or acquiring groups of them, with established client relationships. We also aim to sell our enterprise solution to our transactional clients to capture a greater portion of their recurring print expenditures. We estimate that the total annual print expenditures for our 667 transactional clients during the year ended December 31, 2005 were in excess of $750 million.

As of December 31, 2005,September 30, 2006, approximately 66%51% of our clients were located in Illinois. In order to expand our client base, we intend to recruit more account executives in other major print markets in the United States, such as Atlanta, Boston, Dallas, Los Angeles Minneapolis, New York and San Francisco.Minneapolis. We believe that the breadth of our supplier network will allow us to expand into new geographic markets with little upfront cost.

Of our 50 largest clients from 2004, 49 placed orders with us during 2005. We believe that our high level of client retention demonstrates the compelling value proposition that we provide to our clients.

Our Products and Services

We offer a full range of print, fulfillment and logistics services that allows us to procure printed products on virtually any substrate. The printed products we procure for our clients may be printed with any of the eight major types of printing, which include offset sheet-fed, web offset, digital offset, letterpress, screen printing, waterless, flexography and gravure, as well as several forms of specialty printing.

Our major products include:

 

direct mail pieces
books
brochures
catalogues
point-of-purchase
    displays
magazines
packaging
CDs/DVDs
promotional
    products

annual reports
envelopes
labels
calendars
folders
posters
newsletters
billboards
playing cards

binders
t-shirts
games
stationery
postcards
stickers
bags
magnets
warehousing
pick and pack
    distribution
print on demand

We offer a comprehensive range of fulfillment and logistics services, such as kitting and assembly, inventory management and pre-sorting postage. These services are often essential to the completion of the finished product. For example, we assemble multi-level direct mailings, insurance benefits packages and coupons and promotional incentives that are included with credit card and bank statements. We also provide creative services, including copywriting, graphics and website design, identity work and marketing collateral development, and pre-media services, such as image and print-ready page processing and proofing capabilities.

We agree to provide our clients with products that conform with the industry standard of a “commercially reasonable quality” and our suppliers in turn agree to provide us with products of the same quality. The quotes we execute with our clients include customary provisions that limit the amount of our liability for product defects. To date, we have not experienced significant claims or liabilities relating to defective products.

Our Supplier Network

Our network of 2,7004,500 suppliers include printers, graphic designers, paper mills and merchants, digital imaging companies, specialty binders, finishing and engraving firms and fulfillment and distribution centers. These suppliers have been selected from among thousands of potential suppliers worldwide based on their ability to effectively serve our clients on the basis of price, quality and customer service. Our suppliers include 61 of the 100 largest printers in the United States, including eight of the top ten. The suppliers in our network produced more than $43$50 billion of printed products in 2005. We direct requests for proposal from our clients to potential suppliers based on historical pricing data, quality control rankings, geographic proximity to a client or other criteria specified by our clients.

In 2005, our top 10 suppliers accounted for approximately 40% of the products we sold, and our top three suppliers accounted for approximately 21% of the products we sold. As of December 31, 2005, a majority of our top 100 suppliers had executed supply and service agreements with us. These agreements have an open-ended term with a termination right on 60 days prior written notice and contain non-solicitation provisions that prohibit the supplier from soliciting any client for which the supplier has executed print order for a specified period, generally 24 months, after the expiration of the agreement. Our contractual relationship with the remaining suppliers in our network is governed solely by the print orders we execute with those suppliers on an order-by-order basis.

We have established a quality control program that is designed to ensure that we deliver high quality printed products and services to our clients through the suppliers in our network. As part of this program, we train our procurement managers to accurately gather job specifications and create a checklist to ensure that each item in the print order has been approved by the client. In addition, we regularly request that our clients complete customer scorecards, which are stored in our database and converted into quality control reports. These quality

control reports are accessible to our procurement managers through PPM4TM and are used during the supplier selection process. Our quality control standards are designed to ensure that our clients receive high quality printed products regardless of the supplier that prints the product.

Sales and Marketing

Our account executives sell our print procurement services to corporate clients in the United States. As of December 31, 2005,September 30, 2006, we had 86114 account executives, 6668 of whom were independent contractors and 2048 of whom were employees, located in 1728 cities across the U.S. We hired nine account executives in 2002, 17 in 2003, 20 in 2004 and 33 in 2005. In addition to our account executives, we have two business development employees responsible for generating sales opportunities with large companies. Our agreements with our account executives require them to market and sell print procurement services for us on an exclusive basis and contain non-compete and non-solicitation provisions that apply during and for a specified period after the term of their service.

Our new client acquisition efforts generally are targeted geographically based on the location of our account executives. Our account tracking solution, IW Pipeline™, which assigns account responsibility for both existing and prospective clients, monitors the sales conversion process and tracks sales activity. An important aspect of our sales process is our periodic analysis of a prospective client’s historic print expenditures, including production and payroll expenses, to demonstrate the potential savings that could be achieved by using our solution.

We expect to continue our growth by recruiting and retaining highly qualified account executives and providing them with the tools to be successful in the marketplace. There are a large number of print sales representatives in North America and we believe that we will be able to identify qualified account executives from this pool of individuals. To coordinate this process, we employ a full-time recruiter whose activities are supplemented by several executive search firms. Candidates are recruited through Internet postings, advertisements in industry publications, industry event attendance, Internet research, referrals and word-of-mouth networking. We also expect to augment our sales force through selective acquisitions of print service businesses, including print brokers, that include experienced sales personnel with established client relationships.

We believe that we offer account executives an attractive opportunity in the print industry because they can utilize our vast supplier network, proprietary pricing data and customized order management solution to sell to their clients virtually any printed product at a highly competitive price. In addition, the diverse production and service capabilities of the suppliers in our network provide our account executives the opportunity to deliver a more complete product and service offering to their clients. We believe we can better attract and retain experienced account executives than our competitors because of the breadth of products offered by our supplier network.

To date, we have been successful in attracting and retaining qualified account executives. TheAs of September 30, 2006, our account executives we have hired through December 31, 2005 had an average of over 17 years of sales experience in the print industry, which in certain cases included employment as sales representatives for some of the largest printers in the United States. The integration process consists of training with our sales management, as well as access to a variety of sales and educational resources that are available on our Intranet. In addition, we conduct monthly sales meetings that focus on best practices and industry trends. Because the account executives we hire generally have significant sales experience, they can begin marketing our services after limited training on our model and systems.

Competition

We operate in the print industry and several print-related industries, including paper and pulp, graphics art and digital imaging and fulfillment and logistics. As a result, we compete on some level with virtually every company that is involved in printing, from printers to graphic designers, pre-press firms, paper manufacturers and fulfillment companies.

Our primary competitors are printers that employ traditional methods of marketing and selling their printed materials. The printers with which we compete generally own and operate their own printing equipment and typically serve clients only within the specific product categories and print types that their equipment produces. Some of these printers, such as Banta, Quad/Graphics, Quebecor and R.R. Donnelley, have larger client bases and significantly more resources than we do.

We also compete with a number of print distributors and brokers. These competitors generally do not own or operate printing equipment, and typically work with a limited number of suppliers and have minimal financial investment in the quality of the products produced for their clients. Our industry experience indicates that several of these competitors, such as Cirqit, Workflow/Relizon and Newline/Noosh, offer print procurement services or enterprise software applications for the print industry.

The principal elements of competition in print procurement are price, product quality, customer service and reliability. Although we believe our business delivers products and services on competitive terms, our business and the print procurement industry are relatively new and are evolving rapidly. Print buyers may prefer to utilize the traditional services offered by the printers with whom we compete. Alternatively, some of these printers may elect to compete with us directly by offering print procurement services or enterprise software applications, and their well-established client relationships industry knowledge, brand recognition, financial and marketing capabilities, technical resources and pricing flexibility may provide them with a competitive advantage over us.

Intellectual Property

We rely primarily on a combination of copyright, trademark and trade secret laws and restrictions to protect our intellectual property rights. We also protect our proprietary technology through confidentiality and non-disclosure agreements with our employees and independent contractors.

Our IT infrastructure provides a high level of security for our proprietary database. The storage system for our proprietary data is designed to ensure that power and hardware failures do not result in the loss of critical data. The proprietary data is protected from unauthorized access through a combination of physical and logical security measures, including firewalls, antivirus software, anti-spy software, passwords and physical security,

with access limited to authorized IT personnel. In addition to our security infrastructure, our system is backed up daily to prevent the loss of our proprietary data due to catastrophic failures or natural disasters. We test our IT recovery ability semi-annually to verify that we can recover our business critical systems in a timely fashion.

Properties

Our principal executive offices are located in Chicago, Illinois. We also maintain a sales officeoffices in Naperville, Illinois.New York, California, Hawaii, Michigan and Missouri. We believe that our facilities are generally suitable to meet our needs for the foreseeable future; however,future. However, we will continue to seek additional space as needed to satisfy our growth. We conduct our business from the properties listed below, all of which are leased. The terms of the leases vary and have expiration dates ranging from January 31, 2007 to December 1, 2015.

 

LocationUse

Chicago, Illinois

Corporate Headquarters

Carol Stream, Illinois

Business Development

New York, New York

Business Development and Warehousing

Del Rey Oaks, California

Business Development

El Cajon, California

Business Development

Grover Beach, California

Business Development

Roseville, California

Business Development

Santa Clara, California

Business Development

San Rafael, California

Business Development and Warehousing

Hilo, Hawaii

Business Development and Warehousing

Honolulu, Hawaii

Business Development

Wailuku, Hawaii

Business Development

Grand Rapids, Michigan

Business Development

Kansas City, Missouri

Business Development

Employees

As of December 31, 2005,September 30, 2006, we had 154240 employees and independent contractors, consisting of 1650 corporate staff, 5276 procurement managers and 86114 account executives. We consider our employee relations to be good.

Legal Proceedings

We are not a party to any material pending legal proceedings.

MANAGEMENT

Executive Officers and Directors

The following table sets forth certain information concerning each of our executive officers and directors:

 

Name


  Age

  

Position(s)


John R. Walter(1)(2)

  59  Chairman of the Board

Steven E. Zuccarini

  4950  Chief Executive Officer, President and Director

Nicholas J. Galassi

  33  Chief Financial Officer and Secretary

Scott A. Frisoni

  35  Executive Vice President of Sales

Eric D. Belcher

  3738  Executive Vice President of Operations

Chief Operating Officer

Neil P. Graver

  35  Chief Technology Officer

Mark D. Desky

39Chief Marketing Officer

Peter J. Barris(1)(2)

  5455  Director

Sharyar Baradaran(1)(2)

  3839  Director

Jack M. Greenberg(2)

  6364Director

Linda S. Wolf

59  Director

(1) Member of our audit committee.
(2) Member of our compensation committee and nominating and corporate governance committees.

John R. Walter has served as our non-executive Chairman of the Board since May 2004. Since December 1997, Mr. Walter has been the Chairman, President and Chief Executive Officer of Ashlin Management Company, a private investment firm. Mr. Walter served as President and Chief Operating Officer of AT&T Corporation from October 1996 until his retirement in July 1997, and from 1989 to 1996, he served as Chairman, President and Chief Executive Officer of R.R. Donnelley & Sons Company. Mr. Walter serves on the board of directors of Abbott Laboratories, Deere & Company, Manpower, Inc., SNP Corporation Ltd. and VascoData Security International. He is also a trustee of Northwestern University and a director of Evanston Northwestern Healthcare and the Steppenwolf Theatre. He holds a bachelor’s degree from Miami University of Ohio.

Steven E. Zuccarini has served as our Chief Executive Officer since November 2004 and has served on our Board since May 2006. From September 2003 to November 2004, he was the President of the Global Solutions business unit at R.R. Donnelley & Sons Company, and from January 2000 to September 2003, he served as President of the Catalog & Retail business unit. Mr. Zuccarini joined R.R. Donnelley in 1979. Mr. Zuccarini serves on the board of directors of the Chicago Youth Centers and the Direct Marketing Education Foundation. Mr. Zuccarini holds a bachelor’s degree from Northwestern University.

Nicholas J. Galassi has served as our Chief Financial Officer since September 2004. From November 2001 to September 2004, Mr. Galassi was Vice President of Finance at Wolverine Trading, a global derivatives trading firm, and from May 2000 to November 2001, he was the Director of Finance at HA-LO Industries, Inc., a promotional products distributor. From September 1995 to July 1999, Mr. Galassi served as an auditor in the commercial business division of Arthur Andersen. Mr. Galassi is a certified public accountant and holds a bachelor’s degree from the University of Notre Dame.

Scott A. Frisoni has served as our Executive Vice President of Sales since March 2002. From March 1999 to March 2002, Mr. Frisoni was Chief Operating Officer of Decision Support at PurchasePro, a business-to-business software company, and from April 1997 to March 1999, he was Vice President of Sales at Magnitude Network. From May 1993 to April 1997, Mr. Frisoni was a sales executive at The Procter & Gamble Company. Mr. Frisoni holds a bachelor’s degree from Indiana University.

Eric D. Belcher has served as our Chief Operating Officer since December 2006. From June 2005 to December 2006, Mr. Belcher served as our Executive Vice President of Operations since June 2005.Operations. Mr. Belcher served as Chief Operating Officer from March 2003 to June 2005 and as Chief Financial Officer from April 2001 to March 2003 of MAN Roland Inc., a printing equipment manufacturer and distributor. Mr. Belcher was also a director of MAN Roland, Inc. From 1995 to 2000, he led project teams at Marakon Associates, an international

management consulting firm. Mr. Belcher holds a bachelor’s degree from Bucknell University and an MBA from the University of Chicago Graduate School of Business.

Neil P. Graver has served as our Chief Technology Officer since March 2006. From January 2003 to February 2006, Mr. Graver held the title of Director of Information Technology at CAEL, a benefits management company based in Chicago. From January 2002 to January 2003, he managed The Information Management Group’s internal systems. From January 2001 to December 2001, Mr. Graver was Information Systems Manager at Sega North America and from January 1999 to October 2001, he was web site manager at iOwn.com. Mr. Graver received a Bachelor of Science from Southern Illinois University and holds his MCSE, MCSA and MCT certificates.

Mark D. Desky has served as our Chief Marketing Officer since April 2002. From May 2000 to December 2001, Mr. Desky was Executive Vice President of Marketing for HA-LO Industries, Inc. From March 1997 to November 1999, Mr. Desky led the customer relationship management initiative at Allstate Insurance Company. Mr. Desky received a bachelor’s degree and a Masters in Marketing from Northwestern University.

Peter J. Barris has served on our Board since January 2006. Mr. Barris was elected pursuant to voting rights granted to New Enterprise Associates under our voting agreement, which will bewas terminated upon the closing of this offering.our initial public offering in August 2006. Since 2000, Mr. Barris has been the Managing General Partner of New Enterprise Associates where he specializes in information technology investing. Mr. Barris also serves on the boards of directors of Vonage Holdings Corp., Boingo Wireless, Inc., eCommerce Industries, Inc., Hillcrest Laboratories, Inc., Mkt10, Inc., Neutral Tandem, Inc. and ProtoStar Ltd. He also serves on the Board of Directors of the National Venture Capital Association. Mr. Barris is a member of the Board of Trustees, Northwestern University; Board of Overseers, Tuck School at Dartmouth College; Board of Advisors, Tuck’s Center for Private Equity and Entrepreneurship at Dartmouth; and Board of Directors, Venture Philanthropy Partners. He received a Masters in Business Administration from Dartmouth College and a Bachelor of Science in Electrical Engineering from Northwestern University.

Sharyar Baradaran has served on our Board since May 2006. Mr. Baradaran was elected pursuant to voting rights granted to the former holders of our Series D preferred stock under our voting agreement, which will bewas terminated upon the closing of this offering.our initial public offering in August 2006. Mr. Baradaran has served as Chief Executive Officer and chairman of BaradaranVentures, a privately held investment fund located in Los Angeles, California since April 2001. Mr. Baradaran currently serves on the board of directors of several high growth technology companies, including Rainmakers, Inc. and MOTA Inc. Mr. Baradaran also serves on the advisory boards of Echo Global Logistics Inc., ISENSIX Inc., and KIYON Inc.

Jack M. Greenberg has served on our Board since October 2005. Mr. Greenberg retired as Chairman and Chief Executive Officer of McDonald’s Corporation at the end of 2002. He had served as McDonald’s Chairman since May 1999 and as its Chief Executive Officer since August 1998. Mr. Greenberg served as McDonald’s President from August 1998 to May 1999, and as its Vice-Chairman from December 1991 to 1998. Mr. Greenberg also served as Chairman, from October 1996, and Chief Executive Officer, from July 1997, of McDonald’s USA until August 1998. He is a member of the American Institute of Certified Public Accountants, the Illinois CPA Society and the Chicago Bar Association. Mr. Greenberg serves as the non-executive Chairman of The Western Union Company and is a director of Abbott Laboratories, The Allstate Corporation, First Data Corporation, Hasbro, Inc. and Manpower Inc. He is also a member of the board of trustees of DePaul University, the Field Museum and the Chicago Community Trust. Mr. Greenberg is a graduate of DePaul University’s School of Commerce and School of Law.

Linda S. Wolf has served on our Board since November 2006. Ms. Wolf retired as Chairman and Chief Executive Officer of Leo Burnett Worldwide in April 2005. She had served as Leo Burnett Worldwide’s Chairman and Chief Executive Officer since January 2001 and as its Chief Executive Officer from July 1996 through December 2000. From March 1992 to June 1996 she was an Executive Vice President responsible for Business Development at Leo Burnett USA. Ms. Wolf is a director of Wal-Mart Stores Inc. and a trustee of Janus Funds. She is also a member of the Board of Trustees of the Field Museum, Children’s Memorial Hospital, Off the Street Club, The Chicago Council on Global Affairs and the Partnership for New Communities. Ms. Wolf holds a bachelor’s degree from Ohio Wesleyan University.

Board of Directors

Upon the completion of this offering, ourOur Board of Directors will consistconsists of fivesix directors and will includeincludes three committees: an audit committee, compensation committee and nominating and corporate governance committee. Each director will beis subject to election at each annual meeting of stockholders.

We adhere to the Nasdaq Marketplace Rules in determining whether a director is independent. Our board of directors has determined that five of our six directors, Messrs. Walter, Barris, Baradaran, Greenberg and Ms. Wolf, are “independent directors” as defined in Rule 4200 of the Nasdaq Marketplace Rules.

Audit Committee

Upon the completion of this offering, ourOur audit committee will consistconsists of John R. Walter, Peter J. Barris and Sharyar Baradaran. John R. Walter will serveserves as the chairman of our audit committee. The audit committee will

reviewreviews and recommendrecommends to the Board internal accounting and financial controls and accounting principles and auditing practices to be employed in the preparation and review of our financial statements. In addition, the audit committee will havehas authority to engage public accountants to audit our annual financial statements and determine the scope of the audit to be undertaken by such accountants. Mr.John R. Walter is our audit committee financial expert under the SEC rule implementing Section 407 of the Sarbanes-Oxley Act of 2002.

Compensation Committee

Upon the completion of this offering, ourOur compensation committee will consistconsists of John R. Walter, Jack M. Greenberg, Peter J. Barris and Sharyar Baradaran.Jack M. Greenberg will serveserves as the chairman of our compensation committee. The compensation committee will reviewis responsible for, among other things, reviewing and recommendapproving compensation of our Chief Executive Officer and our other executive officers. Additionally, the compensation committee reviews and recommends to our Chief Executive Officer and the Board policies, practices and procedures relating to the compensation of managerial employees and the establishment and administration of certain employee benefit plans for managerial employees. The compensation committee will havehas the authority to administer our stock incentive plan,Stock Incentive Plan, and advise and consult with our officers regarding managerial personnel policies.

Nominating and Corporate Governance Committee

Upon the completion of this offering, ourOur nominating and corporate governance committee will consistconsists of John R. Walter, Jack M. Greenberg, Peter J. Barris and Sharyar Baradaran. John R. Walter will serveserves as the chairman of our nominating and corporate governance committee. The nominating and corporate governance committee will assistassists the Board with its responsibilities regarding:

 

 Ÿ the identification of individuals qualified to become directors;

 

 Ÿ the selection of the director nominees for the next annual meeting of stockholders; and

 

 Ÿ the selection of director candidates to fill any vacancies on the Board.

Director Compensation

We do not provide cash compensation to our directors for their services as members of the Board or for attendance at Board or committee meetings. However, directors will be reimbursed for reasonable travel and other expenses incurred in connection with attending meetings of the Board and its committees. Under our stock incentive plan, directors are eligible to receive stock option grants at the discretion of our compensation committee or other administrator of the plan.

In March 2004, we entered into an agreement with John R. Walter in connection with his election as Chairman of our Board. Under this agreement, Mr. Walter:

Ÿpurchased 100,000 shares of our common stock at a price of $0.80 per share in March 2004,

Ÿpurchased 200,000 shares of our common stock at a price of $0.80 per share in May 2005,

Ÿreceived options to purchase 300,000 shares of our common stock at an exercise price of $0.50 per share in March 2004, which were fully vested upon issuance and have a term of 10 years, and

Ÿreceived options to purchase an additional 900,000 shares of our common stock at an exercise price of $0.50 per share in March 2004. These options vest at the rate of 300,000 per year upon Mr. Walter’s re-election as Chairman of our Board, subject to acceleration upon the occurrence of certain events, including our completion of an initial public offering. As of March 31, 2006, 300,000 of these options were vested, and upon completion of this offering the remaining 600,000 options will vest.

In connection with the March 2004 agreement, Mr. Walter also became entitled to receive fully vested options to purchase 300,000 shares of our common stock at an exercise price of $0.50 per share, subject to our achievement of certain business and financial performance targets. In May 2006, at the request of the Company

and to better align the value of this equity award with the long-term interests of our stockholders, Mr. Walter agreed to eliminate his rights to these options in exchange for the grant of options to purchase 400,000 shares of our common stock at an exercise price of $4.92 per share, which was the price per share paid by SNP in April 2006. These options will vest ratably over six years at a rate of 66,666 per year. Vesting of these options will accelerate in the event of a change of control (as defined in Mr. Walter’s agreement).

In October 2005, we entered into a compensation agreement with Jack Greenberg in connection with his election to our Board. Pursuant to this agreement, we granted Mr. Greenberg options to purchase 100,000 shares of our common stock at an exercise price of $0.65 per share. These options vest in two equal installments on June 30, 2006 and 2007, provided Mr. Greenberg continues to serve on our Board on such dates. Vesting of these options will accelerate in the event of a change of control (as defined in Mr. Greenberg’s agreement).

Compensation Committee Interlocks and Insider Participation

None of the members of our compensation committee serves, or has at any time served, as an officer or employee of us or any of our subsidiaries. None of our executive officers has served as a member of the compensation committee, or other committee serving an equivalent function, of any other entity, one of whose executive officers served as a member of our compensation committee.

Limitation of Liability and Indemnification of Officers and Directors

Our certificate of incorporation will provideprovides that our directors and officers will be not personally liable for monetary damages to us for breaches of their fiduciary duty as directors or officers, unless they violatedexcept for any breach of their duty of loyalty to us or to our stockholders, actedacts or omissions not in badgood faith knowingly or intentionally violated thewhich involve intentional misconduct or a knowing violation of law, authorizedauthorization of illegal dividends or redemptions or any transaction from which they derived an improper personal benefit from their actions as directors. Prior to the completion of this offering, we intend to obtainactions. We have obtained insurance that insures our directors and officers against specified losses. In addition, our by-laws will provide that our directors, officers and employees shall be indemnified by us to the fullest extent authorized by Delaware law, as it now exists or may in the future be amended, against all expensesexpense, liability and liabilitiesloss reasonably incurred or suffered by them in connection with their service for or on behalf of us.

In addition, prior to the completion of this offering, we intend to enterhave entered into separate indemnification agreements with our directors and executive officers. We believe that these provisions and agreements are necessary to attract and retain qualified persons as directors and executive officers. These indemnification agreements may require us to indemnify our directors and executive officers for related expenses, including attorneys’ fees, judgments, fines and amounts paid in settlement amountsthat were actually and reasonably incurred or suffered by a director or executive officer in an action or proceeding arising out of his or her service as one of our directors or executive officers.

Executive CompensationInformation about Mr. Eric P. Lefkofsky and Mr. Richard A. Heise, Jr.

Summary Compensation Table

The following table sets forthMr. Eric P. Lefkofsky and Mr. Richard A. Heise, Jr. were instrumental in the annual salaryformation and the development of our Chief Executive Officercompany and served as directors until May 2006. Mr. Lefkofsky, who also has served our company as a consultant, is the husband of Elizabeth Kramer Lefkofsky, who controls Orange Media, LLC. Orange Media will own 0.5% of our common stock after this offering. Mr. Heise will own 1.4% of our common stock after this offering. Orange Media and Mr. Heise control Incorp, LLC, which will own 23.1% of our common stock after this offering.

COMPENSATION DISCUSSION AND ANALYSIS

Overview

This compensation discussion describes the material elements of compensation awarded to, earned by, or paid to each of our other four most highly salaried executive officers who served as named executive officers during the last completed fiscal year. This compensation discussion focuses on the information contained in the following tables and related footnotes and narrative for primarily the last completed fiscal year, ending December 31, 2006.but we also describe compensation actions taken before or after the last completed fiscal year to the extent it enhances the understanding of our executive compensation disclosure.

Prior to our initial public offering in August 2006, our Board (and our Board of Managers when we were a limited liability company) oversaw and administered our executive compensation program. The compensation committee currently oversees the design and administration of our executive compensation program.

The principal elements of our executive compensation program are base salary, annual cash incentives, long-term equity incentives in the form of stock options, other benefits and perquisites, post-termination severance and acceleration of stock option vesting for certain named executive officers upon termination and/or a change in control. Our other benefits and perquisites consist of life and health insurance benefits, a qualified 401(k) savings plan and include reimbursement for certain medical insurance and automobile payments. Our philosophy is to position the aggregate of these elements at a level that is commensurate with our size and sustained performance.

Compensation Program Objectives and Philosophy

In General.    The objectives of our compensation programs are to:

 

Name and principal position


  Annual
Salary


Steven E. Zuccarini

Chief Executive Officer

  $300,000

Nicholas J. Galassi

Chief Financial Officer

   200,000

Eric D. Belcher

Executive Vice President of Operations

   225,000

Scott A. Frisoni

Executive Vice President of Sales

   225,000

Mark D. Desky

Chief Marketing Officer

   141,700
attract, motivate and retain talented and dedicated executive officers,

provide our executive officers with both cash and equity incentives to further the interests of us and our stockholders, and

provide employees with long-term incentives so we can retain them and provide stability during our growth stage.

The following table sets forth information regardingGenerally, the compensation of our Chief Executive Officerexecutive officers is composed of a base salary, an annual incentive compensation award and equity awards in the form of stock options. In setting base salaries, the Board generally reviewed (and going forward the compensation committee will review) the individual contributions of the particular executive. The annual incentive compensation award for 2006 is a discretionary award determined by the compensation committee based on company performance and in 2007 will be based upon our annual incentive plan. In addition, stock options are granted to provide the opportunity for long-term compensation based upon the performance of our common stock over time.

Competitive Market.    We define our competitive market for executive talent and investment capital to be the technology and business services industries. To date, we have not engaged in the benchmarking of executive compensation but we may choose to do so in the future.

Compensation Process.    Prior to our initial public offering, our Board approved the compensation of our named executive officers, including the terms of their employment agreements. Our Board individually negotiated the employment agreements to retain key management and provide stability during our growth stage. Going forward, for each of our other four most highly-compensatednamed executive officers, referredthe compensation committee will review and approve all elements of compensation taking into consideration recommendations from our principal executive officer (for compensation other than his own), as well as competitive market guidance provided at the request of the compensation committee.

Regulatory Considerations.    We have designed our Annual Incentive Plan so that bonuses paid thereunder (beginning for 2007) will qualify as performance-based compensation under Section 162(m) of the Internal Revenue Code of 1986, as amended (the Code). Given the compensation cost to inus of awarding stock options under recent accounting pronouncements, we will consider the size and frequency of any future stock option awards under our long-term equity incentive program.

Base Salaries

In General.    We provide the opportunity for our named executive officers and other executives to earn a competitive annual base salary. We provide this prospectus as the “named executive officers,”opportunity to attract and retain an appropriate caliber of talent for the position, and to provide a base wage that is not subject to our performance risk. We review base salaries for our named executive officers annually in January and increases are based on our performance and individual performance. The salary of our principal executive officer will be set by our compensation committee, but in accordance with his employment agreement, will not be less than $450,000 in 2007. Our Board, in negotiating his amended employment agreement in May 2006, determined that this salary increase from $300,000 in 2006 would provide a salary commensurate with Mr. Zuccarini’s experience and would recognize his contributions to our growth during the past three years. Based on the other named executive officers’ contributions to our growth, our Board also approved increases in the annual base salary rate from 2005 to 2006 for: Mr. Galassi, from $175,000 to $200,000; Mr. Belcher, from $175,000 to $225,000; and Mr. Frisoni, from $195,000 to $225,000.

Total Compensation Comparison.    Assuming a payout of 2006 incentive bonuses at target level, for 2006, base salaries accounted for approximately 47% of total compensation for the principal executive officer and 72% on average for our other named executive officers. In 2006, base salaries represented a high percentage of total compensation since three of our named executive officers received significant option awards in 2005 and none in 2006.

Annual Cash Incentives

In General.    We provide the opportunity for our named executive officers and other executives to earn an annual cash incentive award. We provide this opportunity to attract and retain an appropriate caliber of talent for the position and to motivate executives to achieve our annual business goals. We plan to review annual cash incentive awards for our named executive officers and other executives annually in January or February to determine award payments for the last completed fiscal year, ended December 31, 2005.as well as to establish award opportunities for the current fiscal year. Annual cash incentive awards for 2007 will be administered under our Annual Incentive Plan. Pursuant to the terms of his employment agreement, in addition to any bonus paid under the our Annual Incentive Plan, Mr. Zuccarini will receive an annual targeted bonus of $150,000 beginning for fiscal 2007 if our net income reaches targeted levels approved by our Board.

Target Award Opportunities.    Our 2006 awards are subject to the compensation committee’s discretion and may take into account corporate performance measures, including, but not limited to, revenues, EBITDA and net income. We establish annual target award opportunities expressed as a percentage of base salary paid during the fiscal year and maximum award payment limits expressed as a percentage of the target award. For the last completed fiscal year, annual cash incentive opportunities for the named executive officers are summarized below. There is no threshold or minimum bonus level for 2006.

 

Name and principal position


  Annual Compensation

  Long-Term
Compensation
Awards


  All other
compensation (1)


 
  Salary

  Bonus

  Securities
Underlying
Options (#)


  

Steven E. Zuccarini

Chief Executive Officer

  $300,000  $125,000     $8,800(2)

Nicholas J. Galassi

Chief Financial Officer

   146,402   18,750  105,000   11,926 

Eric D. Belcher (3)

Executive Vice President of Operations

   90,152   25,000  325,000   2,991 

Scott A. Frisoni

Executive Vice President of Sales

   177,573     125,000   6,808(2)

Mark D. Desky

Chief Marketing Officer

   130,000     85,000   3,780 

   Annual Cash Incentive Award Opportunity
  

Target

Performance

  Maximum
Performance
  % Salary  $ Amount  % Target  $ Amount

Steven E. Zuccarini

  FY 2006  25% $75,000  200% $150,000

Nicholas J. Galassi

  FY 2006  15% $30,000  200% $60,000

Eric D. Belcher

  FY 2006  27.5% $61,875  200% $123,750

Scott A. Frisoni

  FY 2006  15% $33,750  200% $67,500

Neil P. Graver

  FY 2006  10% $11,800  200% $23,600

Individual Performance Goals.    There are no specific individual performance goals for 2006 incentive awards, but the compensation committee or the Board may exercise discretion and take into account individual performance in determining awards. For example, Mr. Belcher earned a special bonus of $26,000 in 2006 due to his role in the successful completion of strategic acquisitions.

Discretionary Adjustments.    For 2006, the incentive awards are subject to the compensation committee’s discretion. Under the Annual Incentive Plan, beginning in 2007, we may make adjustments to our overall corporate performance goals and our actual performance results that may cause differences between the numbers used for our

performance goals and the numbers reported in our financial statements. These adjustments may exclude all or a portion of both the positive or negative effect of external events that are outside the control of our executives, such as natural disasters, litigation, or regulatory changes in accounting or taxation standards. These adjustments may also exclude all or a portion of both the positive or negative effect of unusual or significant strategic events that are within the control of our executives but that are undertaken with an expectation of improving our long-term financial performance, such as restructurings, acquisitions, or divestitures.

Total Compensation Comparison.     For the last completed fiscal year, target award opportunities accounted for approximately 12% of total compensation for the principal executive officer and 14% on average for our other named executive officers. In setting the target bonus amounts, our Board took into consideration that our named executive officers have significant equity interests in us through direct ownership of shares or prior option grants, which already provide them with performance incentives.

Long-term Equity Incentives

In General.    We provide the opportunity for our named executive officers and other executives to earn a long-term equity incentive award. Long-term incentive awards provide employees with the incentive to stay with us for longer periods of time, which in turn, provides us with greater stability during our period of growth. These awards also are less costly to us in the short term than cash compensation. We review long-term equity incentives for our named executive officers and other executives annually in January. For the last completed fiscal year, our long-term equity incentive program consisted of grants of stock options.

Stock Options.    For our named executive officers, our stock option program is based on grants that are individually negotiated in connection with employment agreements and other grants to our executives. We have traditionally used stock options as its form of equity compensation because stock options provide a relatively straightforward incentive for our executives, result in less immediate dilution of existing shareholders’ interests and, prior to our adoption of FAS 123(R), resulted in less compensation expense for us relative to other types of equity awards. On March 1, 2006 we granted Mr. Graver options to purchase 30,000 shares of common stock in connection with his commencement of employment. On May 8, 2006, at our request and to better align the value of his equity award with the long-term interests of our stockholders, Mr. Zuccarini agreed to amend his employment agreement to, among other things, eliminate his right to receive vested options to purchase 600,000 shares at an exercise price of $0.50 per share, which were subject to achievement of certain business and financial performance targets. As part of this amendment, Mr. Zuccarini received a grant of options to purchase 750,000 shares of common stock at an exercise price of $4.92 per share, which was the price paid by SNP Corporation Ltd. pursuant to it purchase of 254,065 of our shares in April 2006. The fair market value of our shares as of May 8, 2006 was later (in June 2006) determined by an independent valuation specialist to be $5.35 per share. All other grants of stock options to our employees were granted with exercise prices equal to or greater than the fair market value of our common stock on the respective grant dates. For a discussion of the determination of the fair market value of these grants, see “Management’s Discussion and Analysis of Financial Condition and Results of Operations—Critical Accounting Policies—Stock-Based Compensation.”

We do not time stock option grants to executives in coordination with the release of material non-public information. Our stock options have a 10-year contractual exercise term. In general, the option grants are also subject to the following post-termination and change in control provisions:

(1)
 Except for compensation reported for Mr. Zuccarini and Mr. Frisoni, other compensation consists of reimbursed medical insurance premiums.
(2)Event Other compensation consists solely of reimbursement for a company car.
(3)Award Vesting  Mr. Belcher began hisExercise Term
Termination by Us for Reason Other than Cause, Disability or DeathForfeit UnvestedEarlier of: (1) 1 Year or (2) Remaining Option Period
Disability or DeathForfeit UnvestedOption Period
Termination for CauseForfeit Vested and UnvestedExpire
Other TerminationForfeit UnvestedEarlier of: (1) Remaining Option Period or (2) 30 Days from Date of Termination
Change in ControlAccelerated**


*The compensation committee may provide that, in the event of a change in control, any outstanding awards that are unexercisable or otherwise unvested will become fully vested and immediately exercisable. If there is a termination of employment, with us in June 2005.the applicable termination provisions regarding exercise term will apply.

The vesting of certain of our named executive officers’ stock options is accelerated pursuant to the terms of their employment agreements in certain termination and/or change in control events. These terms are more fully described in “—Employment Agreements” and “—Potential Payments upon Termination or Change in Control.”

Option GrantsTotal Compensation Comparison.    Assuming a payout of 2006 bonuses at target level, for the last completed fiscal year, long-term equity incentives accounted for approximately 39% of total compensation for the principal executive officer and 5% on average for our other named executive officers. Other than (i) the grant of stock options to Mr. Zuccarini in 2005

The following table shows certain information concerningconnection with the amendment of his employment agreement and surrender of his right to receive performance-based stock options (see “—Employment Agreements—Employment Agreement with Steven E. Zuccarini”) and (ii) the grant of stock options to Mr. Graver in connection with the commencement of his employment with us, there were no other grants of stock options to our named executive officers in 2006. The Board determined that our named executive officers had a sufficient equity stake in us, consisting of shares of common stock and/or existing options, to align their interests with ours and our stockholders and consequently there were no new grants in 2006 to our named executive officers other than as described in the preceding sentence.

Executive Benefits and Perquisites

In General.    We provide the opportunity for our named executive officers and other executives to receive certain perquisites and general health and welfare benefits. We also offer participation in our defined contribution 401(k) plan. We do not match employee contributions under our 401(k) plan. We provide these benefits to provide an additional incentive for our executives and to remain competitive in the general marketplace for executive talent. For the last completed fiscal year, we provided the following personal benefits and perquisites to our named executives officers:

Executive BenefitDescription
Reimbursed Car PaymentsCertain executives are reimbursed for their automobile lease payments.
Reimbursed Medical Insurance PremiumsWe reimburse certain executives for their medical insurance premium payments.
Health Club MembershipMr. Galassi’s membership dues are reimbursed.

Total Compensation Comparison.    Assuming a payout of 2006 bonuses at target level, for the last completed fiscal year, endedpersonal benefits and perquisites accounted for approximately 2% of total compensation for the principal executive officer and 7% on average for our other named executives officers.

Change in Control and Severance Benefits

In General.    We provide the opportunity for certain of our named executive officers to be protected under the severance and change in control provisions contained in their employment agreements. We provide this opportunity to attract and retain an appropriate caliber of talent for the position. Our severance and change in control provisions for the named executive officers are summarized in “—Employment Agreements” and “—Potential Payments upon Termination or Change in Control.” Our analysis indicates that our severance and change in control provisions are consistent with the provisions and benefit levels of other companies disclosing such provisions as reported in public SEC filings. We believe our arrangements are reasonable in light of the fact that cash severance is limited to two years for Mr. Zuccarini (at a rate of $50,000 per month) and one year for Messrs. Galassi, Belcher and Frisoni (at a rate equal to their then current base salary), there is no severance increase with a change in control and there are no “single trigger” benefits upon a change in control other than the vesting of Mr. Zuccarini’s option awards.

EXECUTIVE COMPENSATION

The following table shows information concerning the annual compensation for services provided to us by our Chief Executive Officer, the Chief Financial Officer and our three other most highly compensated executive officers during 2006.

SUMMARY COMPENSATION TABLE

Name and Principal Position

 Year 

Salary

($)

 

Bonus (1)

($)

  

Option
Awards (2)

($)

 

All Other
Compensation (3)

($)

 

Total
Compensation (1)

($)

(a) (b) (c) (d)  (f) (i) (j)

Steven E. Zuccarini

 2006 300,000 —    249,194 9,600 558,794

Chief Executive Officer

      

Nicholas J. Galassi

 2006 190,720 —    7,550 22,249 220,518

Chief Financial Officer

      

Eric D. Belcher

 2006 219,097 26,000(4) 5,202 23,633 273,932

Chief Operating Officer

      

Scott A. Frisoni

 2006 224,375 —    8,750 18,645 251,770

Executive Vice President of Sales

      

Neil P. Graver

 2006 96,695 —    26,700 4,050 127,444

Chief Technology Officer (5)

      

(1)Amounts of annual incentive awards are not yet available. These amounts will be determined in January or February 2007 and, together with the updated total compensation amount, will be disclosed in a Form 8-K at that time.

(2)Valuation based on the dollar amount of option grants recognized for financial statement reporting purposes pursuant to FAS 123(R) with respect to 2006, except that, with respect to Mr. Galassi and Mr. Frisoni, the amounts reported in this column are $2,750 higher than the amounts reported in our financial statements. This additional expense shown in the summary compensation table results from requirements of the Securities and Exchange Commission to report option grants made prior to 2006 using the modified prospective transition method pursuant to FAS 123(R), whereas we use the prospective transition method pursuant to FAS 123(R). The assumptions used by us with respect to the valuation of option grants are set forth in “InnerWorkings, Inc. Condensed Consolidated Financial Statements—Notes to Financial Statements—Note 1—Summary of Significant Accounting Policies—Stock-Based Compensation.” The individual awards reflected in the summary compensation table are summarized below:

   

Grant

Date

  Number
of Shares
  Amount
Recognized in
Financial
Statements
2006 ($)

Steven E. Zuccarini

  5/8/2006  750,000  249,194

Nicholas J. Galassi

  10/1/2005  80,000  4,800

Eric D. Belcher

  9/14/2005  120,000  5,202

Scott A. Frisoni

  10/1/2005  100,000  6,000

Neil P. Graver

  3/1/2006  30,000  26,700

(3)Consists of reimbursed car payments for Mr. Zuccarini, reimbursed car payments and reimbursed medical insurance premiums for Messrs. Belcher and Frisoni, reimbursed car payments, reimbursed medical insurance premiums and health club dues for Mr. Galassi and reimbursed medical insurance premiums for Mr. Graver.

(4)Special discretionary bonus earned in 2006 upon successful completion of strategic acquisitions.

(5)Joined us on March 1, 2006.

For a description of the material terms of employment agreements with our named executive officers, see “—Employment Agreements.”

GRANTS OF PLAN-BASED AWARDS (1)

The following table summarizes our awards made to our named executive officers under any plan in 2006.

Name

  Grant
Date
  Approval
Date (2)
  All Other Option
Awards: Number
of Securities
Underlying
Options (#)
  Exercise or
Base Price of
Option
Awards ($/Sh)
  Grant Date
Fair Value
of Stock
and Option
Awards
($)(3)
  

Grant Date

Fair Market

Value of

a Share

($/Sh)(4)

(a)  (b)     (j)  (k)  (l)   

Steven E. Zuccarini

  5/8/2006  5/3/2006  750,000  4.92  2,317,500  5.35(4)

Nicholas J. Galassi

  —    —    —    —    —    —  

Eric D. Belcher

  —    —    —    —    —    —  

Scott A. Frisoni

  —    —    —    —    —    —  

Neil P. Graver

  3/1/2006  2/8/2006  30,000  4.92  80,100  4.92

(1)Each award was granted under the InnerWorkings, LLC 2004 Unit Option Plan, which was later merged into the InnerWorkings, Inc. 2006 Stock Incentive Plan.

(2)Mr. Zuccarini’s grant was approved by the Compensation Committee on May 3, 2006 and ratified by the Board of Directors on May 9, 2006. Mr. Graver’s grant was approved by an authorized officer of ours on February 8, 2006, to be effective on March 1, 2006, the date Mr. Graver commenced employment.

(3)Valuation assumptions are found under “InnerWorkings, Inc. Condensed Consolidated Financial Statements —Notes to Financial Statements—Note 1—Summary of Significant Accounting Policies—Stock-Based Compensation.”

(4)See discussion regarding May 8, 2006 option grant contained in “Management’s Discussion and Analysis—Critical Accounting Policies—Stock-Based Compensation.”

Employee Benefits Plans

2004 Unit Option Plan

Effective January 1, 2004, we adopted the InnerWorkings, LLC 2004 Unit Option Plan. The principal purpose of the Unit Option Plan has been to attract, retain and reward selected employees, consultants and directors through the granting of non-qualified stock options.

Upon adoption in 2006 of our Stock Incentive Plan, the Unit Option Plan was merged into the Stock Incentive Plan and ceased to separately exist. Except with respect to rights that may be protected under prior award agreements, outstanding awards under the Unit Option Plan are now subject to the Stock Incentive Plan. No additional awards may be made under the Unit Option Plan on or after the effective date of the Stock Incentive Plan.

Stock Incentive Plan

We have adopted the InnerWorkings, Inc. 2006 Stock Incentive Plan, which replaces the Unit Option Plan. The principal purpose of the Stock Incentive Plan is to attract, motivate, reward and retain selected employees, consultants and directors through the granting of stock-based compensation awards. The Stock Incentive Plan provides for a variety of awards, including non-qualified stock options, incentive stock options (within the meaning of Section 422 of the Code), stock appreciation rights, restricted stock awards, performance-based awards and other stock-based awards.

Administration.    The Stock Incentive Plan is administered by our compensation committee. The compensation committee may in certain circumstances delegate certain of its duties to one or more of our officers. The compensation committee has the power to interpret the Stock Incentive Plan and to adopt rules for the administration, interpretation and application of the plan according to its terms.

Grant of Awards; Shares Available for Awards.     Certain employees, consultants and directors are eligible to be granted awards under the plan. The compensation committee will determine who will receive awards under the plan, as well as the form of the awards, the number of shares underlying the awards, and the terms and conditions of the awards consistent with the terms of the plan.

The total number of shares of our common stock initially available for issuance or delivery under our Stock Incentive Plan is 1,000,000 shares. The number of shares of our common stock issued or reserved pursuant to the Stock Incentive Plan will be adjusted in the discretion of our Board or the compensation committee as a result of stock splits, stock dividends and similar changes in our common stock. In addition, shares subject to grant under our prior unit option plans (including shares under such plans that expire unexercised or are forfeited, terminated, canceled or withheld for income tax withholding) shall be merged and available for issuance under the Stock Incentive Plan, without reducing the aggregate number of shares available for issuance reflected above.

Stock Options.    The Stock Incentive Plan permits the compensation committee to grant participants incentive stock options, which qualify for special tax treatment in the United States, as well as non-qualified stock options. The compensation committee will establish the duration of each option at the time it is granted, with a maximum ten-year duration for incentive stock options, and may also establish vesting and performance requirements that must be met prior to the exercise of options. Stock option grants (other than incentive stock option grants) also may have exercise prices that are less than, equal to or greater than the fair market value of our common stock on the date of grant. Incentive stock options must have an exercise price that is at least equal to the fair market value of our common stock on the date of grant. Stock option grants may include provisions that permit the option holder to exercise all or part of the holder’s vested options, or to satisfy withholding tax liabilities, by tendering shares of our common stock already owned by the option holder for at least six months (or another period consistent with the applicable accounting rules) with a fair market value equal to the exercise price.

Stock Appreciation Rights.    The compensation committee may also grant stock appreciation rights, which will be exercisable upon the occurrence of certain contingent events. Stock appreciation rights entitle the holder upon exercise to receive an amount in any combination of cash, shares of our common stock (as determined by the compensation committee) equal in value to the excess of the fair market value of the shares covered by the stock appreciation right over the exercise price of the right, or other securities or property owned by us.

Other Equity-Based Awards.    In addition to stock options and stock appreciation rights, the compensation committee may also grant certain employees, consultants and directors shares of restricted stock, restricted stock rights, dividend equivalents, performance-based awards or other stock-based awards, with terms and conditions as the compensation committee may, pursuant to the terms of the Stock Incentive Plan, establish. The Stock Incentive Plan also allows awards to be made in conjunction with a participant’s election to defer compensation in accordance with the rules of Section 409A of the Code.

Change-in-Control Provisions.    In connection with the grant of an award, the compensation committee may provide that, in the event of a change in control, any outstanding awards that are unexercisable or otherwise unvested will become fully vested and immediately exercisable.

Amendment and Termination.    The compensation committee may adopt, amend and rescind rules relating to the administration of the Stock Incentive Plan, and amend, suspend or terminate the Stock Incentive Plan, but no amendment will be made that adversely affects in a material manner any rights of the holder of any award without the holder’s consent, other than amendments that are necessary to permit the granting of awards in compliance with applicable laws. We have attempted to structure the Stock Incentive Plan so that remuneration attributable to stock options and other awards will not be subject to a deduction limitation contained in Section 162(m) of the Code.

Annual Incentive Plan

We have adopted the InnerWorkings Annual Incentive Plan (the Annual Incentive Plan) that rewards employees for meeting and exceeding annual performance goals established by the compensation committee based on one or more criteria set forth in the Annual Incentive Plan. The Annual Incentive Plan will be used to set bonus targets and pay bonuses beginning in 2007.

Eligibility to participate in the Annual Incentive Plan is limited to substantially all regular full-time and part-time employees. Temporary employees, any independent contractors, and certain other specified classifications are not eligible to participate in the Annual Incentive Plan.

Employees are eligible to receive bonuses based on meeting operational and financial goals that may be stated (a) as goals of the company, a subsidiary, or a portion thereof, (b) on an absolute basis and/or relative to other companies, or (c) separately for one or more participants or business units. The objective performance goals for the Annual Incentive Plan are established by our compensation committee at the beginning of the year. Bonus payouts are determined within a reasonable time after the end of the performance period.

Our compensation committee will administer the Annual Incentive Plan and will have the authority to construe, interpret and implement the Annual Incentive Plan and prescribe, amend and rescind rules and regulations relating to the Annual Incentive Plan. The determination of the compensation committee on all matters relating to the Annual Incentive Plan or any award agreement will be final, binding and conclusive. The Annual Incentive Plan may be amended or terminated by the compensation committee or our Board. However, the Annual Incentive Plan may not be amended without the prior approval of our stockholders, if such approval is necessary to qualify bonuses as performance-based compensation under Section 162(m) of the Code.

OUTSTANDING EQUITY AWARDS AT FISCAL YEAR-END

The following table summarizes the number of securities underlying outstanding plan awards for each named executive officer as of December 31, 2005.2006.

 

Option Grants in 2005


  Number of Securities
Underlying Options


 Percent of Total
Options Granted
to Employees


 Exercise Price
Per Share


 Expiration
Date


 Grant Date
Value(1)


 
  Option Awards

Name

  

Number of
Securities Underlying
Unexercised Options (#)

Exercisable

  

Number of
Securities Underlying
Unexercised Options (#)

Unexercisable

 Option Exercise
Price ($)
  Option Expiration
Date
(a)  (b)  (c) (e)  (f)

Steven E. Zuccarini

              1,367,167    0.50  11/05/2014
    750,000(1) 4.92  05/08/2016

Nicholas J. Galassi

  105,000(2) 7.8% $0.65  (2) (2)  100,000    0.50  09/01/2014
  25,000    0.65  07/15/2015
  40,000  40,000(2) 0.65  10/01/2015

Eric D. Belcher

  325,000(3) 24.3   (3) (3) (3)  105,000    1.00  07/20/2015
  40,000  80,000(3) 0.65  09/14/2015
  50,000  50,000(4) 1.00  10/01/2015

Scott A. Frisoni

  125,000  9.3   0.65  (4) (4)  25,000    0.65  07/15/2015

Mark D. Desky

  85,000  6.4   0.65  (5) (5)
  50,000  50,000(2) 0.65  10/01/2015

Neil P. Graver

  10,000  20,000(5) 4.92  03/01/2016

(1) These values were estimated using a minimum value option pricing model.options vest in six equal annual installments beginning on May 8, 2007.

(2) 25,000These options were fully vested on July 15, 2005 and expire on July 15, 2015 and have a grant date value of $0.11 per share. 80,000 options vest in 50% annual installments beginning on October 1, 2006 and expire on October 1, 2015 and have a grant date value of $0.12 per share.2007.

(3) 105,000 options were fully vested on July 20, 2005 and expire on July 20, 2015, with an exercise price of $1.00 per share. Because these options were granted at less than fair market value, they have no grant date value. 120,000These options vest in 33%two equal annual installments beginning on June 20, 2006 and expire on September 19, 2015, with an exercise price of $0.65 per share and a grant date value of $0.12 per share. 100,000 options vest in a 50% installment on October 1, 2006 and a 50% installment on June 20, 2007, and expire on October 1, 2015, with an exercise price of $1.00 per share. Because these options were granted at less than fair market value, they have no grant date value.2007.

(4) 25,000These options were fully vestedvest on July 15, 2005 and expire on July 15, 2015 and have a grant date value of $0.11 per share. 100,000June 20, 2007.

(5)These options vest in 50%two equal annual installments beginning on OctoberSeptember 1, 2006 and expire on October 1, 2015 and have a grant date value of $0.12 per share.2007.
(5)55,000 options were fully vested on July 15, 2005 and expire on July 15, 2015 and have a grant date value of $0.11 per share and 30,000 options vest in 50% annual installments beginning on October 1, 2006 and expire on October 1, 2015 and have a grant date value of $0.12 per share.

Aggregate Option Exercises in Last Fiscal Year and Fiscal Year-End Option ValuesOPTION EXERCISES AND STOCK VESTED

The following table shows certain information concerningsummarizes stock option holdings as of December 31, 2005 with respect toexercises by our named executive officers. No options were exercised by the named executive officers during the year ended December 31, 2005.in 2006.

  

Option Awards

  Stock Awards

Name


  Number of securities
underlying
unexercised options at
December 31, 2005 (#)


  

Value of unexercised

in-the-money options at

December 31, 2005 (1)


  

Number of Shares
Acquired on

Exercise (#)

  Value Realized on
Exercise ($)
  Number of Shares
Acquired on
Vesting (#)
  Value Realized on
Vesting ($)
  Exercisable

  Unexercisable

  Exercisable

  Unexercisable

(a)  (b)  (c)  (d)  (e)

Steven E. Zuccarini

  300,000  1,200,000  $                  $                  

132,833

  587,122(1)    

Nicholas J. Galassi

  125,000  80,000        

         —

           —    

Eric D. Belcher

  105,000  220,000                 —           —    

Scott A. Frisoni

  25,000  100,000                 —           —    

Mark D. Desky

  55,000  30,000      

Neil P. Graver

           —           —    

(1) There was no public trading market for our common stock as of December 31, 2005. Accordingly, the value of the unexercised in-the-money options as of December 31, 2005 has been determined by calculating theValue based on aggregate difference between an assumed initial public offeringthe closing market price of, the midpoint of the filing range set forth on the coverdate of this prospectus,exercise and the option exercise price of each applicable in-the-money option multiplied by the number of shares underlying such option.price.

Pension Benefits

We do not sponsor any qualified or non-qualified defined benefit plans.

Nonqualified Deferred Compensation

We do not maintain any non-qualified defined contribution or deferred compensation plans. The option grants listed above, plus optionsCompensation Committee, which is comprised solely of “outside directors” as defined for purposes of Section 162(m) of the Code, may elect to purchase 2,083,500 shares of common stock held byprovide our officers and other employees constitute all options outstanding as of December 31, 2005.with non-qualified defined contribution or deferred compensation benefits if the Compensation Committee determines that doing so is in our best interests. We expect that options to purchase an additional 500,000 shares of common stock will be reserved for issuance under our Long-Term Incentive Plan.sponsor a tax qualified defined contribution 401(k) plan in which Messrs. Belcher, Frisoni and Graver participate.

Employment AgreementsStock Incentive Plan

Employment Agreement with Steven E. Zuccarini

We entered into an employment agreement with Steven E. Zuccarini, our Chief Executive Officer, in November 2004 and amended the agreement in May 2006. The employment agreement provides that the amount of Mr. Zuccarini’s base salary will be determined annually by our Board, but will not be less than $450,000 commencing in 2007. Also commencing in 2007, Mr. Zuccarini will receive an annual bonus of $150,000 in the event target levels of net income approved by our Board are exceeded. In addition, Mr. Zuccarini will be eligible to receive an annual bonus based on performance targets approved by our Board.

In connection with the execution of his employment agreement in November 2004, Mr. Zuccarini received options to purchase 1,500,000 shares of our common stock at an exercise price of $0.50 per share. Of these options, 300,000 vested at the time of grant and the remaining 900,000 vest ratably at the rate of 300,000 per year, subject to acceleration upon the occurrence of certain events, including our completion of an initial public offering. As of March 31, 2006, 467,167 of these options were vested, and upon the completion of this offering the remaining 900,000 options will vest.

In connection with his November 2004 employment agreement, Mr. Zuccarini also became entitled to receive fully vested options to purchase 600,000 shares of our common stock at an exercise price of $0.50 per share, subject to our achievement of certain business and financial performance targets. In May 2006, at the request of the Company and to better align the value of this equity award with the long-term interests of our stockholders, Mr. Zuccarini agreed to amend his employment agreement to eliminate his rights to these options. As part of this amendment, Mr. Zuccarini received a grant of options to purchase 750,000 shares of our common stock at an exercise price of $4.92 per share, which was the price per share paid by SNP in April 2006. These options will vest ratably over six years at a rate of 125,000 per year. Vesting of these options will accelerate in the event of a change of control (as defined in the agreement).

Mr. Zuccarini’s employment agreement may be terminated, with or without cause, by our Board. If we terminate the employment agreement for cause (as defined in the agreement) or on account of death or disability

or if Mr. Zuccarini terminates the agreement for any reason other than a good reason (as defined in the agreement), Mr. Zuccarini is entitled to no further compensation or benefits other than those earned through the date of termination. If we terminate the agreement for any reason other than for cause, death or disability, we will provide the following severance benefits:

Ÿcontinued payment of cash compensation at a rate of $600,000 per year for two years following termination, and

Ÿadditional vesting of his options that would have otherwise vested if he had remained employed by us during the two years following the termination of his employment.

Mr. Zuccarini’s employment agreement expires in November 2012.

Employment Agreements with Other Executive Officers

In addition to our employment agreement with Mr. Zuccarini, we have entered into employment agreements with Nicholas J. Galassi, Eric D. Belcher and Scott A. Frisoni. The employment agreements generally provide for a base salary and eligibility to receive an annual performance bonus up to a specified percentage of base salary. The actual amount of the annual bonus is discretionary and determined based upon the executive’s performance, our performance and certain performance targets approved by our Board of Directors. The agreements also grant options to purchase shares of our common stock and contain customary non-competition and non-solicitation provisions.

The agreements may be terminated, with or without cause, by the executive, our Chief Executive Officer or our Board of Directors. If the executive’s employment is terminated by us for cause (as defined in the agreements), on account of death or disability or if the executive terminates his own employment for any reason other than a good reason (as defined in the agreements), the executive is entitled to no further compensation or benefits other than those earned through the date of termination. If the executive’s employment is terminated by us for any reason other than for cause, death or disability, or if the executive terminates his own employment for good reason, we will provide the following severance benefits: (i) continued payment of base salary for 12 months following termination and (ii) immediate vesting of any options that would have been exercisable in the next two years, as if the executive’s employment had continued for the two-year period.

If, during the three months prior to the public announcement of a proposed change of control (as defined in the agreements), or 12 months following a change of control, the executive’s employment is terminated by us for any reason other than cause, or terminated by the executive for good reason, the executive is generally entitled to the same benefits described above. The employment agreements with Messrs. Galassi and Frisoni expire in December 2007, and the employment agreement with Mr. Belcher expires in June 2008.

Employee Benefits Plans

2004 Unit Option Plan

Effective January 1, 2004, we adopted the InnerWorkings, LLC 2004Inc. 2006 Stock Incentive Plan, which replaces the Unit Option Plan (the 2004 Plan).Plan. The principal purpose of the 2004Stock Incentive Plan has beenis to attract, retainmotivate, reward and rewardretain selected employees, consultants and directors through the granting of stock-based compensation awards. The Stock Incentive Plan provides for a variety of awards, including non-qualified stock options.options, incentive stock options (within the meaning of Section 422 of the Code), stock appreciation rights, restricted stock awards, performance-based awards and other stock-based awards.

AdministrationAdministration..    The 2004Stock Incentive Plan is administered by our Board. Our officers havecompensation committee. The compensation committee may in certain circumstances delegate certain of its duties to one or more of our officers. The compensation committee has the authoritypower to act on our behalf, if it is within their apparent authority, with respectinterpret the Stock Incentive Plan and to matters, rights, obligations, determinations or elections delegatedadopt rules for the administration, interpretation and application of the plan according to the Company under the 2004 Plan.its terms.

Grant of Options;Awards; Shares Available for Options.Awards.     Certain employees, consultants and directors are eligible to be granted awards under the plan. Our Board determinesThe compensation committee will determine who receives optionswill receive awards under the plan, as well as the form of the awards, the number of shares underlying the awards, and the terms and conditions of the optionsawards consistent with the terms of the plan. Our Board has also determined the fair market value of the shares underlying options previously granted under the plan.

The total number of shares of our common stock initially available for issuance or delivery under our 2004Stock Incentive Plan is determined by our Board.1,000,000 shares. The number of shares of our common stock issued or reserved pursuant to the 2004Stock Incentive Plan will be subject, atadjusted in the discretion of our Board’s discretion, to adjustmentBoard or the compensation committee as a result of stock splits, stock dividends and similar changes in our common stock.

In addition, shares subject to grant under our prior unit option plans (including shares under such plans that expire unexercised or are forfeited, terminated, canceled or withheld for income tax withholding) shall be merged and available for issuance under the Stock Incentive Plan, without reducing the aggregate number of shares available for issuance reflected above.

Stock Options.    The 2004Stock Incentive Plan permits our Boardthe compensation committee to grant participants non-qualifiedincentive stock options, which do not qualify for special tax treatment in the United States. Our Board establishesStates, as well as non-qualified stock options. The compensation committee will establish the duration of each option at the time it is granted, with a maximum ten-year duration for incentive stock options, and establishes anymay also establish vesting and performance requirements that must be met prior to the exercise of options. Stock option grants must(other than incentive stock option grants) also may have exercise prices that are less than, equal to or greater than the fair market value of our common stock on the date of grant. Incentive stock options must have an exercise price that is at least equal to the fair market value of our common stock on the date of grant. Stock option grants may allow holdersinclude provisions that permit the option holder to pay the exercise priceall or part of the holder’s vested options, by promissory note,or to satisfy withholding tax liabilities, by tendering shares of our common stock already owned by the option holder for at least six months if(or another period consistent with the applicable accounting rules) with a fair market value equal to the exercise price.

Stock Appreciation Rights.    The compensation committee may also grant stock appreciation rights, which will be exercisable upon the occurrence of certain contingent events. Stock appreciation rights entitle the holder upon exercise to receive an amount in any combination of cash, shares of our common stock (as determined by the compensation committee) equal in value to the excess of the fair market value of the shares covered by the stock was not acquired fromappreciation right over the Company,exercise price of the right, or other securities or property owned by another method approved by our Board.us.

Other Equity-Based Awards.    In addition to stock options and stock appreciation rights, the compensation committee may also grant certain employees, consultants and directors shares of restricted stock, restricted stock rights, dividend equivalents, performance-based awards or other stock-based awards, with terms and conditions as the compensation committee may, pursuant to the terms of the Stock acquired by exerciseIncentive Plan, establish. The Stock Incentive Plan also allows awards to be made in conjunction with a participant’s election to defer compensation in accordance with the rules of Section 409A of the Code.

Change-in-Control Provisions.    In connection with the grant of an option granted underaward, the 2004 Plancompensation committee may be subject to a rightprovide that, in the event of first refusal, repurchase options, or other conditions and restrictions determined by our Board at the time the option is granted. Upon a change in control, of the Company, the acquiring company may assume the Company’s rights under theany outstanding optionsawards that are unexercisable or substitute its own securities for the Company stock underlying outstanding options.otherwise unvested will become fully vested and immediately exercisable.

Amendment and Termination.Our Board    The compensation committee may adopt, amend and rescind rules relating to the administration of the Stock Incentive Plan, and amend, suspend or terminate the 2004Stock Incentive Plan, but no termination or amendment will be made that adversely affects in a material manner any then outstanding option orrights of the holder of any unexercised portion thereofaward without the holder’s consent, other than amendments that are necessary to permit the granting of awards in compliance with applicable laws,laws. We have attempted to structure the Stock Incentive Plan so that remuneration attributable to stock options and other awards will not be subject to a deduction limitation contained in Section 162(m) of the Code.

Annual Incentive Plan

We have adopted the InnerWorkings Annual Incentive Plan (the Annual Incentive Plan) that rewards employees for meeting and exceeding annual performance goals established by the compensation committee based on one or more criteria set forth in the Annual Incentive Plan. The Annual Incentive Plan will be used to set bonus targets and pay bonuses beginning in 2007.

Eligibility to participate in the Annual Incentive Plan is limited to substantially all regular full-time and part-time employees. Temporary employees, any independent contractors, and certain other specified classifications are not eligible to participate in the Annual Incentive Plan.

Employees are eligible to receive bonuses based on meeting operational and financial goals that may be stated (a) as goals of the company, a subsidiary, or a portion thereof, (b) on an absolute basis and/or relative to other companies, or (c) separately for one or more participants or business units. The objective performance goals for the Annual Incentive Plan are established by our compensation committee at the beginning of the year. Bonus payouts are determined within a reasonable time after the end of the performance period.

Our compensation committee will administer the Annual Incentive Plan and will have the authority to construe, interpret and implement the Annual Incentive Plan and prescribe, amend and rescind rules and regulations relating to the Annual Incentive Plan. The determination of the compensation committee on all matters relating to the Annual Incentive Plan or rules.any award agreement will be final, binding and conclusive. The Annual Incentive Plan may be amended or terminated by the compensation committee or our Board. However, the Annual Incentive Plan may not be amended without the prior approval of our stockholders, if such approval is necessary to qualify bonuses as performance-based compensation under Section 162(m) of the Code.

OUTSTANDING EQUITY AWARDS AT FISCAL YEAR-END

The following table summarizes the number of securities underlying outstanding plan awards for each named executive officer as of December 31, 2006.

 

   Option Awards

Name

  

Number of
Securities Underlying
Unexercised Options (#)

Exercisable

  

Number of
Securities Underlying
Unexercised Options (#)

Unexercisable

  Option Exercise
Price ($)
  Option Expiration
Date
(a)  (b)  (c)  (e)  (f)

Steven E. Zuccarini

  1,367,167    0.50  11/05/2014
    750,000(1) 4.92  05/08/2016

Nicholas J. Galassi

  100,000    0.50  09/01/2014
  25,000    0.65  07/15/2015
  40,000  40,000(2) 0.65  10/01/2015

Eric D. Belcher

  105,000    1.00  07/20/2015
  40,000  80,000(3) 0.65  09/14/2015
  50,000  50,000(4) 1.00  10/01/2015

Scott A. Frisoni

  25,000    0.65  07/15/2015
  50,000  50,000(2) 0.65  10/01/2015

Neil P. Graver

  10,000  20,000(5) 4.92  03/01/2016

(1)These options vest in six equal annual installments beginning on May 8, 2007.

(2)These options vest on October 1, 2007.

(3)These options vest in two equal annual installments beginning on June 20, 2007.

(4)These options vest on June 20, 2007.

(5)These options vest in two equal annual installments beginning on September 1, 2007.

Future Grants.    OPTION EXERCISES AND STOCK VESTED

The following table summarizes stock option exercises by our named executive officers in 2006.

   

Option Awards

  Stock Awards

Name

  

Number of Shares
Acquired on

Exercise (#)

  Value Realized on
Exercise ($)
  Number of Shares
Acquired on
Vesting (#)
  Value Realized on
Vesting ($)
(a)  (b)  (c)  (d)  (e)

Steven E. Zuccarini

  

132,833

  587,122(1)    

Nicholas J. Galassi

  

         —

           —    

Eric D. Belcher

           —           —    

Scott A. Frisoni

           —           —    

Neil P. Graver

           —           —    

(1)Value based on aggregate difference between the closing market price on the date of exercise and the exercise price.

Pension Benefits

We do not intendsponsor any qualified or non-qualified defined benefit plans.

Nonqualified Deferred Compensation

We do not maintain any non-qualified defined contribution or deferred compensation plans. The Compensation Committee, which is comprised solely of “outside directors” as defined for purposes of Section 162(m) of the Code, may elect to grant any additional options underprovide our officers and other employees with non-qualified defined contribution or deferred compensation benefits if the 2004 Plan.Compensation Committee determines that doing so is in our best interests. We sponsor a tax qualified defined contribution 401(k) plan in which Messrs. Belcher, Frisoni and Graver participate.

Stock Incentive Plan

Prior to the completion of this offering, we expect to adoptWe have adopted the InnerWorkings, Inc. 2006 Stock Incentive Plan, (the “Long-Term Incentive Plan”) which will replacereplaces the 2004Unit Option Plan. The principal purpose of the Long-TermStock Incentive Plan is to attract, motivate, reward and retain selected employees, consultants and directors through the granting of stock-based compensation awards. The Long-TermStock Incentive Plan will provideprovides for a variety of awards, including non-qualified stock options, incentive stock options (within the meaning of Section 422 of the Internal Revenue Code of 1986, as amended (the “Code”))Code), stock appreciation rights, restricted stock awards, performance-based awards and other stock-based awards.

Administration.    The Long-TermStock Incentive Plan is expected to be administered by our compensation committee. The compensation committee may in certain circumstances delegate certain of its duties to one or more of InnerWorkings, Inc.’sour officers. The compensation committee has the power to interpret the Long-TermStock Incentive Plan and to adopt rules for the administration, interpretation and application of the plan according to its terms.

Grant of Awards; Shares Available for Awards.     Certain employees, consultants and directors are eligible to be granted awards under the plan. The compensation committee will determine who will receive awards under the plan, as well as the form of the awards, the number of shares underlying the awards, and the terms and conditions of the awards consistent with the terms of the plan.

The total number of shares of our common stock initially available for issuance or delivery under our Long-TermStock Incentive Plan will be              shares. Once Section 162(m) of the Code applies, the maximum number of shares or share equivalents that may be subject to awards made to any one plan participant in any fiscal year, whether paid in shares or in cash, will beis 1,000,000 shares. The number of shares of our common stock issued or reserved pursuant to the Long-TermStock Incentive Plan will be subject, atadjusted in the discretion of our Board of Directors (oror the compensation committee if so empowered), to adjustment as a result of stock splits, stock dividends and similar changes in our common stock. In addition, shares subject to grant under the Company’sour prior unit option plans (including shares under such plans that expire unexercised or are forfeited, terminated, canceled or withheld for income tax withholding) shall be merged and available for issuance under the Long-TermStock Incentive Plan, without reducing the aggregate number of shares available for issuance listedreflected above.

Stock Options.    The Long-TermStock Incentive Plan will permitpermits the compensation committee to grant participants incentive stock options, which qualify for special tax treatment in the United States, as well as non-qualified stock options. The compensation committee will establish the duration of each option at the time it is granted, with a maximum ten-year duration for incentive stock options, and may also establish vesting and performance requirements that must be met prior to the exercise of options. Stock option grants (other than incentive stock option grants) also may have exercise prices that are less than, equal to or greater than the fair market value of our common stock on the date of grant. Incentive stock options must have an exercise price that is at least equal to the fair market value of our common stock on the date of grant. Stock option grants may include provisions that permit the option holder to exercise all or part of the holder’s vested options, or to satisfy withholding tax liabilities, by tendering shares of our common stock already owned by the option holder for at least six months (or another period consistent with the applicable accounting rules) with a fair market value equal to the exercise price. We expect options to purchase 500,000 shares of our common stock will be allocated for grant under this plan.

Stock Appreciation Rights.    The compensation committee may also grant stock appreciation rights, which will be exercisable upon the occurrence of certain contingent events. Stock appreciation rights entitle the holder upon exercise to receive an amount in any combination of cash, shares of our common stock (as determined by the compensation committee) equal in value to the excess of the fair market value of the shares covered by the stock appreciation right over the exercise price of the stock appreciation right, or other securities or property of the Company.owned by us.

Other Equity-Based Awards.    In addition to stock options and stock appreciation rights, the compensation committee may also grant to certain employees, consultants and directors shares of restricted stock, restricted stock rights, dividend equivalents, performance-based awards or other stock-based awards, with terms and conditions as the compensation committee may, pursuant to the terms of the Long-TermStock Incentive Plan, establish. The Long-TermStock Incentive Plan also allows awards to be made in conjunction with a participant’s election to defer compensation in accordance with the rules of Section 409A of the Code.

Change-in-Control Provisions.    In connection with the grant of an award, the compensation committee if so empowered, may provide that, in the event of a change in control, of the Company, any outstanding awards that are unexercisable or otherwise unvested will become fully vested and immediately exercisable.

Amendment and Termination.    The compensation committee may adopt, amend and rescind rules relating to the administration of the Long-TermStock Incentive Plan, and amend, suspend or terminate the Long-TermStock Incentive Plan, but no amendment will be made that adversely affects in a material manner any rights of the holder of any award without the holder’s consent, other than amendments that are necessary to permit the granting of awards in compliance with applicable laws. We have attempted to structure the Long-TermStock Incentive Plan so that remuneration attributable to stock options and other awards will not be subject to a deduction limitation contained in Section 162(m) of the Code.

Annual Incentive Plan

We have adopted the InnerWorkings Annual Incentive Plan (the “AnnualAnnual Incentive Plan”)Plan) that rewards employees for meeting and exceeding annual performance goals established by the compensation committee based on one or more criteria set forth in the Annual Incentive Plan.

The Annual Incentive Plan will be used to set bonus targets and pay bonuses beginning in 2007.

Eligibility to participate in the Annual Incentive Plan is limited to substantially all regular full-time and part-time employees. Temporary employees, any independent contractors, and certain other specified classifications are not eligible to participate in the Annual Incentive Plan.

Employees are eligible to receive bonuses based on meeting operational and financial goals that may be stated (a) as goals of the company, a subsidiary, or a portion thereof, (b) on an absolute basis and/or relative to other companies, or (c) separately for one or more participants or business units. The objective performance goals for the Annual Incentive Plan are established by our compensation committee at the beginning of the year. Bonus payouts are determined within a reasonable time after the end of the performance period.

Upon the completion of this offering, ourOur compensation committee will administer the Annual Incentive Plan and will have the authority to construe, interpret and implement the Annual Incentive Plan and prescribe, amend and rescind rules and regulations relating to the Annual Incentive Plan. The determination of the compensation committee on all matters relating to the Annual Incentive Plan or any award agreement will be final, binding and conclusive. The Annual Incentive Plan may be amended or terminated by the compensation committee or our BoardBoard. However, the Annual Incentive Plan may not be amended without the prior approval of Directors.our stockholders, if such approval is necessary to qualify bonuses as performance-based compensation under Section 162(m) of the Code.

OUTSTANDING EQUITY AWARDS AT FISCAL YEAR-END

The following table summarizes the number of securities underlying outstanding plan awards for each named executive officer as of December 31, 2006.

 

   Option Awards

Name

  

Number of
Securities Underlying
Unexercised Options (#)

Exercisable

  

Number of
Securities Underlying
Unexercised Options (#)

Unexercisable

  Option Exercise
Price ($)
  Option Expiration
Date
(a)  (b)  (c)  (e)  (f)

Steven E. Zuccarini

  1,367,167    0.50  11/05/2014
    750,000(1) 4.92  05/08/2016

Nicholas J. Galassi

  100,000    0.50  09/01/2014
  25,000    0.65  07/15/2015
  40,000  40,000(2) 0.65  10/01/2015

Eric D. Belcher

  105,000    1.00  07/20/2015
  40,000  80,000(3) 0.65  09/14/2015
  50,000  50,000(4) 1.00  10/01/2015

Scott A. Frisoni

  25,000    0.65  07/15/2015
  50,000  50,000(2) 0.65  10/01/2015

Neil P. Graver

  10,000  20,000(5) 4.92  03/01/2016

(1)These options vest in six equal annual installments beginning on May 8, 2007.

(2)These options vest on October 1, 2007.

(3)These options vest in two equal annual installments beginning on June 20, 2007.

(4)These options vest on June 20, 2007.

(5)These options vest in two equal annual installments beginning on September 1, 2007.

Information aboutOPTION EXERCISES AND STOCK VESTED

The following table summarizes stock option exercises by our named executive officers in 2006.

   

Option Awards

  Stock Awards

Name

  

Number of Shares
Acquired on

Exercise (#)

  Value Realized on
Exercise ($)
  Number of Shares
Acquired on
Vesting (#)
  Value Realized on
Vesting ($)
(a)  (b)  (c)  (d)  (e)

Steven E. Zuccarini

  

132,833

  587,122(1)    

Nicholas J. Galassi

  

         —

           —    

Eric D. Belcher

           —           —    

Scott A. Frisoni

           —           —    

Neil P. Graver

           —           —    

(1)Value based on aggregate difference between the closing market price on the date of exercise and the exercise price.

Pension Benefits

We do not sponsor any qualified or non-qualified defined benefit plans.

Nonqualified Deferred Compensation

We do not maintain any non-qualified defined contribution or deferred compensation plans. The Compensation Committee, which is comprised solely of “outside directors” as defined for purposes of Section 162(m) of the Code, may elect to provide our officers and other employees with non-qualified defined contribution or deferred compensation benefits if the Compensation Committee determines that doing so is in our best interests. We sponsor a tax qualified defined contribution 401(k) plan in which Messrs. Belcher, Frisoni and Graver participate.

Employment Agreements

Employment Agreement with Steven E. Zuccarini

We entered into an employment agreement with Steven E. Zuccarini, our Chief Executive Officer, in November 2004 and amended the agreement in May 2006. The employment agreement provides that the amount of Mr. Zuccarini’s base salary will be determined annually by our Board, but will not be less than $450,000 commencing in 2007. Also commencing in 2007, Mr. Zuccarini will receive an annual bonus of $150,000 in the event target levels of net income approved by our Board are exceeded. In addition, Mr. Zuccarini will be eligible to receive an annual bonus based on performance targets approved by our Board.

In connection with the execution of his employment agreement in November 2004, Mr. Zuccarini received options to purchase 1,500,000 shares of common stock at an exercise price of $0.50 per share. These options vested upon the completion of our initial public offering. As of December 31, 2006, 1,367,167 of these options remained outstanding.

In connection with his November 2004 employment agreement, Mr. Zuccarini also became entitled to receive fully vested options to purchase 600,000 shares of common stock at an exercise price of $0.50 per share, subject to the achievement of certain business and financial performance targets. In May 2006, at our request and to better align the value of this equity award with the long-term interests of the stockholders, Mr. Zuccarini agreed to amend his employment agreement to eliminate his rights to these options. As part of this amendment, Mr. Zuccarini received a grant of options to purchase 750,000 shares of common stock at an exercise price of $4.92 per share, which was the price per share paid by SNP Corporation Ltd. pursuant to its purchase of 254,065 of our shares in April 2006. These options will vest ratably over six years at a rate of 125,000 per year. Vesting of these options will accelerate in the event of a change of control (as defined in the agreement).

Mr. Zuccarini’s employment agreement may be terminated, with or without cause, by our Board. If we terminate the employment agreement for cause (as defined in the agreement) or on account of death or disability or if Mr. Zuccarini terminates the agreement for any reason other than a good reason (as defined in the agreement), Mr. Zuccarini is entitled to no further compensation or benefits other than those earned through the date of termination. If we terminate the agreement for any reason other than for cause, death or disability, we will provide the following severance benefits:

continued payment of cash compensation at a rate of $600,000 per year for two years following termination,

additional vesting of his options that would have otherwise vested if he had remained employed by us during the two years following the termination of his employment, and

continued employee benefits for a period of two years following the termination of his employment or until comparable benefits are provided by a new employer.

Mr. Zuccarini’s employment agreement expires in November 2012.

Employment Agreements with Other Executive Officers

In addition to the employment agreement with Mr. Zuccarini, we have entered into employment agreements with Nicholas J. Galassi, Eric P. LefkofskyD. Belcher and Scott A. Frisoni. The employment agreements generally provide for a base salary and eligibility to receive an annual performance bonus up to a specified percentage of base salary. The actual amount of the annual bonus is discretionary and determined based upon the executive’s performance, our performance and certain performance targets approved by our Board (and by the compensation committee under our Annual Incentive Plan). The agreements also grant options to purchase shares of common stock and contain customary non-competition and non-solicitation provisions.

The agreements may be terminated, with or without cause, by the executive, the Chief Executive Officer or our Board. If the executive’s employment is terminated by us for cause (as defined in the agreements), on account of death or disability or if the executive terminates his own employment for any reason other than for good reason (as defined in the agreements), the executive is entitled to no further compensation or benefits other than those earned through the date of termination. If the executive’s employment is terminated by us for any reason other than for cause, death or disability, or if the executive terminates his own employment for good reason, we will provide the following severance benefits: (i) continued payment of base salary for 12 months following termination and (ii) immediate vesting of any options that would have been exercisable in the next two years, as if the executive’s employment had continued for the two-year period (for Mr. Belcher, this clause (ii) only applies upon termination in connection with a change in control).

If, during the three months prior to the public announcement of a proposed change of control (as defined in the agreements), or 12 months following a change of control, the executive’s employment is terminated by us for any reason other than cause, or terminated by the executive for good reason, the executive is generally entitled to the same benefits described above. The employment agreements with Messrs. Galassi and Frisoni expire in December 2007, and the employment agreement with Mr. Belcher expires in June 2008.

POTENTIAL PAYMENTS UPON TERMINATION OR CHANGE IN CONTROL

Assuming the employment of our named executive officers were to be terminated without cause or for good reason, each as of December 31, 2006, the following individuals would be entitled to payments in the amounts set forth opposite to their name in the below table:

Cash Severance

Steven E. Zuccarini

$50,000 per month for 24 months

Nicholas J. Galassi

$16,667 per month for 12 months

Eric D. Belcher

$18,750 per month for 12 months

Scott A. Frisoni

$18,750 per month for 12 months

Neil P. Graver

None

We are not obligated to make any cash payments to these executives if their employment is terminated by us for cause or by the executive not for good reason. No severance or benefits are provided for any of the executive officers in the event of death or disability. A change in control does not affect the amount or timing of these cash severance payments.

Assuming the employment of our named executive officers were to be terminated without cause or for good reason, each as of December 31, 2006, the following individuals would be entitled to accelerated vesting of their outstanding stock options described in the table below:

Value of Equity Awards: Termination
Without Cause or For Good Reason (1)

Value of Equity Awards:

In Connection With a Change in Control (1)

Steven E. Zuccarini

Additional vesting that would have otherwise vested if employed during 24 months after termination.

250,000 options with value of $2,760,000

Fully Vested.

750,000 options with value of $8,280,000

Nicholas J. Galassi

Immediate vesting of next 2 year’s options as if employment continued for 24 months after termination.

40,000 options with value of $612,400

Upon termination, immediate vesting of next 2 year’s options as if employment continued for 24 months after termination.

40,000 options with value of $612,400

Eric D. Belcher

None

Upon termination, immediate vesting of next 2 full year’s options as if employment continued for 2 years after termination.

130,000 options with value of $1,972,800

Scott A. Frisoni

Immediate vesting of next 2 full year’s options as if employment continued for 24 months after termination.

50,000 options with value of $765,500

Upon termination, immediate vesting of next 2 full year’s options as if employment continued for 24 months after termination.

50,000 options with value of $765,500

Neil P. Graver

NoneNone

(1)Values are based on the aggregate difference between the respective exercise prices and the closing sale price of our common stock on December 29, 2006, which was $15.96 per share.

In connection with a termination without cause or a termination for good reason, no payments are due unless the executive executes a general release and waiver of claims against us. During the executive’s employment and for a period of two (2) years following a termination for any reason (including a termination without cause or for good reason or a termination in connection with a change in control), the executive cannot, anywhere in the specified geographic region, directly or indirectly:

(i)perform services for, have any ownership interest in, or participate in the financing, operation, management or control of, any firm, partnership, corporation, or business that engages or participates in a competing business purpose;

(ii)induce or attempt to induce any customer, potential customer, supplier, licensee, licensor or business relation of ours to cease doing business with us, or in any way interfere with the such relationships or solicit the business of any customer or potential customer of ours; or

(iii)solicit, encourage, hire, or take any other action which is intended to induce or encourage, or has the effect of inducing or encouraging, any employee or independent contractor of ours to terminate his or her employment or relationship with us.

Additionally, in the event of a termination without cause or for good reason, Steven E. Zuccarini is entitled to receive benefits under any executive and employee benefit plans and/or insurance programs, as may be in effect, for twenty-four months following termination or until he becomes eligible for comparable benefits by virtue of new employment. Based on a December 31, 2006 termination, the benefits would have an estimated aggregate value of$28,066.

The following definitions apply to the termination and change in control provisions in the employment agreements.

A termination for “Cause” occurs if we terminate employment for the any of the following reasons:

(i)the executive’s failure to perform his reasonably assigned duties after written notice of such failure and a reasonable opportunity to remedy such failure;

(ii)theft, dishonesty, or falsification of any employment or our records by the executive;

(iii)the determination that the executive has committed an act or acts constituting a felony or any act involving moral turpitude;

(iv)the determination that the executive has engaged in willful misconduct or gross negligence that has had a material adverse effect on the our reputation or business; or

(v)the material breach by the executive of any provision of the employment agreement after written notice of such breach and a reasonably opportunity to cure such breach.

Per Mr. Zuccarini’s employment agreement, clause (i) above no longer applies to him after the completion of our initial public offering in 2006.

A termination for “Good Reason” occurs if the executive terminates his employment for any of the following reasons:

(i)we materially reduce the executive’s duties or responsibilities below what is customary for that executive’s position without the executive’s consent;

(ii)we require the executive to relocate his office more than 100 miles from our current office without his consent; or

(iii)we have breached the terms of the employment agreement and such breach continues for more than thirty (30) days after notice from the executive to us specifying the action which constitutes the breach and demanding its discontinuance.

“Change in Control” means:

(i)An effective change of control pursuant to which any person or persons acting as a group acquires (or has acquired during the 12-month period ending on the date of the most recent acquisition by such person or persons) beneficial ownership of our stock representing more than thirty-five percent (35%) of the voting power of our then outstanding stock; provided, however, that a Change in Control will not be deemed to occur by virtue of any of the following acquisitions: (A) by us or any Affiliate, (B) by any employee benefit plan (or related trust) sponsored or maintained by us or any Affiliate, or (C) by any underwriter temporarily holding securities pursuant to an offering of such securities;

(ii)Any person or persons acting as a group acquires beneficial ownership of our stock that, together with our common stock already held by such person or group, constitutes more than fifty (50%) of the total fair market value or voting power of our then outstanding stock. The acquisition of our stock by us in exchange for property, which reduces the number of outstanding shares and increases the percentage ownership by any person or group to more than 50% of our then outstanding stock will be treated as a Change in Control;

(iii)Individuals who constitute the Board immediately after the Effective Date (the “Incumbent Directors”) cease for any reason to constitute at least a majority of the Board during any 12-month period; provided, however, that: (A) any person becoming a director subsequent thereto whose election or nomination for election was approved by a vote of a majority of the Incumbent Directors then on the Board (either by a specific vote or by approval of our proxy statement in which such person is named as a nominee for director, without written objection to such nomination) will be an Incumbent Director, provided that no individual initially elected or nominated as director as a result of an actual or threatened election contest with respect to directors or as a result of any other actual or threatened solicitation of proxies or consents by or on behalf of any person other than the Board will be deemed to be an Incumbent Director; and (B) a Change in Control will not be deemed to have occurred pursuant to this paragraph (iii) if, after the Board is reconstituted, the Incumbent Stockholders (as defined below) beneficially own our stock representing more than thirty-five percent (35%) voting power of our then outstanding stock; or

(iv)Any person or persons acting as a group acquires (or has acquired during the 12-month period ending on the date of the most recent acquisition by such person or persons) assets from us that have a total gross fair market value of at least forty percent (40%) of the total gross fair market value of all of our assets immediately prior to such acquisition. For purposes of this section, gross fair market value means the value of our assets, or the value of the assets being disposed of, without regard to any liabilities associated with such assets. The event described in this paragraph (iv) shall not be deemed to be a Change in Control if the assets are transferred to (A) any owner of our stock in exchange for or with respect to our stock, (B) an entity in which we own, directly or indirectly, at least fifty percent (50%) of the entity’s total value or total voting power, (C) any person that owns, directly or indirectly, at least fifty percent (50%) of our stock, or (D) an entity in which a person described in (iv)(C) above owns at least fifty percent (50%) of the total value or voting power. For purposes of this section, and except as otherwise provided, a person’s status is determined immediately after the transfer of the assets.

Notwithstanding the foregoing, shares of our stock beneficially owned by any of the following (collectively, the “Incumbent Stockholders”) will be excluded for purposes of determining a Change in Control: Incorp., LLC; Richard A. Heise, Jr.; Old Willow Partners, LLC: Heise Family 2005 Grantor Retained Annuity Trust; InnerWorkings Series C Investment Partners, LLC; Orange Media, LLC: Baradaran Revocable Trust; Sam Nazarian; Shula Nasarian Torbati; David and Angella Nazarian Family Trust; Anthony P. Bobulinski; Printworks, LLC; Printworks Series E, LLC; Younes & Soraya Nazarian Revocable Trust; Younes Nazarian 2006 Annuity Trust—Printworks; Soraya T. Nazarian 2006 Annuity Trust—Printworks; New Enterprise Associates 11, Limited Partnership; NEA Ventures 2005, Limited Partnership; or any of their respective affiliates, successors or assigns. In no event will a Change in Control be deemed to have occurred, with respect to

the executive, if an employee benefit plan maintained by us or an Affiliate or the executive is part of a purchasing group that consummates the transaction that would otherwise result in a Change in Control. The employee benefit plan or the executive will be deemed “part of a purchasing group” for purposes of the preceding sentence if the plan or the executive is an equity participant in the purchasing company or group, except where participation is: (i) passive ownership of less than two percent (2%) of the stock of the purchasing company; or (ii) ownership of equity participation in the purchasing company or group that is otherwise not significant, as determined prior to the Change in Control by a majority of the non-employee continuing directors.

DIRECTOR COMPENSATION

The following table summarizes compensation that our directors earned during 2006 for services as members of our Board.

 

Mr.

Name (1)

  

Fees Earned or
Paid in Cash

($)

  

Options
Awards

($) (2)

  

All Other
Compensation

($)

  

Total

($)

John R. Walter

  —    132,903  —    132,903

Peter J. Barris

  —    —    —    —  

Sharyar Baradaran

  —    —    —    —  

Jack M. Greenberg

  —    12,000  —    12,000

Linda S. Wolf

  —    17,063  —    17,063

(1)Eric P. Lefkofsky and Richard A. Heise, Jr. were our directors until May 2006, but received no compensation for their service as directors in 2006.
(2)Valuation based on the dollar amount of option grants recognized for financial statement reporting purposes pursuant to FAS 123(R) with respect to 2006, except that, with respect to Mr. Greenberg, the amount reported in this column is $12,000 higher than the amount reported in our financial statements. This additional expense shown in the director compensation table attributable to Mr. Greenberg’s option award results from requirements of the Securities and Exchange Commission to report option grants made prior to 2006 using the modified prospective transition method pursuant to FAS 123(R), whereas we use the prospective transition method pursuant to FAS 123(R). The assumptions we used with respect to the valuation of option grants are set forth in “InnerWorkings, Inc. Condensed Consolidated Financial Statements—Notes to Financial Statements—Note 1—Summary of Significant Accounting Policies—Stock-Based Compensation.” The aggregate option awards outstanding for each person in the table set forth above as of December 31, 2006 are as follows:

Name

  Vested  Unvested  Exercise
Price
  Expiration
Date

Jack M. Greenberg

  50,000  50,000  $0.65  10/1/2015

John R. Walter

  1,200,000  —    $0.50  6/1/2014

John R. Walter

  —    400,000  $4.92  5/8/2016

Linda S. Wolf

  —    50,000  $16.41  11/15/2016

Mr. Walter’s options to purchase 400,000 shares are exercisable in 16.67% annual installments beginning May 8, 2007. Mr. Greenberg’s options are exercisable in 50% annual installments beginning June 20, 2006. Ms. Wolf’s options are exercisable in 25% annual installments beginning November 15, 2007. Mr. Barris and Mr. Richard A. Heise, Jr. were instrumentalBaradaran have not received any stock options.

The grant date fair values of option grants to our directors in 2006 are as follows:

Name

  Options  Grant
Date
  

Grant Date
Fair Value

($)

John R. Walter

  400,000  05/08/2006  1,236,000

Linda S. Wolf

  50,000  11/15/2006  546,000

Assumptions for calculating the grant date fair values are found under “InnerWorkings, Inc. Condensed Consolidated Financial Statements—Notes to Financial Statements—Note 1—Summary of Significant Accounting Policies—Stock-Based Compensation.”

Summary of Director Compensation

We do not provide cash compensation to our directors for their services as members of the Board or for attendance at Board or committee meetings. However, our directors will be reimbursed for reasonable travel and other expenses incurred in connection with attending meetings of the Board and its committees. Under our Stock Incentive Plan, directors are eligible to receive stock option grants at the discretion of the compensation committee or other administrator of the plan.

In March 2004, we entered into an agreement with John R. Walter in connection with his election as Chairman of the Board. Under this agreement, Mr. Walter:

purchased 100,000 shares of common stock at a price of $0.80 per share in March 2004,

purchased 200,000 shares of common stock at a price of $0.80 per share in May 2005, and

received options to purchase an additional 1,200,000 shares of common stock at an exercise price of $0.50 per share in March 2004. All of these options are vested.

In connection with the March 2004 agreement, Mr. Walter also became entitled to receive fully vested options to purchase 300,000 shares of common stock at an exercise price of $0.50 per share, subject to the achievement of certain business and financial performance targets. In May 2006, at our request and to better align the value of this equity award with the long-term interests of the stockholders, Mr. Walter agreed to eliminate his rights to these options in exchange for the grant of options to purchase 400,000 shares of common stock at an exercise price of $4.92 per share, which was the price per share paid by SNP in April 2006. These options will vest ratably over six years at a rate of 66,666 per year. Vesting of these options will accelerate in the formationevent of a change of control (as defined in Mr. Walter’s agreement).

In October 2005, we entered into a compensation agreement with Jack Greenberg in connection with his election to the Board. Pursuant to this agreement, we granted Mr. Greenberg options to purchase 100,000 shares of common stock at an exercise price of $0.65 per share. These options vest in two equal installments on June 30, 2006 and 2007, provided Mr. Greenberg continues to serve on the developmentBoard on such dates. Vesting of these options will accelerate in the event of a change of control (as defined in Mr. Greenberg’s agreement).

Upon her appointment to the Board on November 15, 2006, Ms. Wolf was granted options to purchase 50,000 shares of our companycommon stock at an exercise price of $16.41 per share. These options have a term of ten years and served as directors until May 2006. Mr. Lefkofsky, who also has served our company as a consultant, is the husband of Elizabeth Kramer Lefkofsky, who will be the beneficial owner of     % of our stock after this offering. Mr. Heise will beneficially own     % of our stock after the offering. Mr. Lefkofsky served as an executive officer and a director and Mr. Heise served as a director of HA-LO Industries, Inc., a NYSE-listed company that filed for bankruptcyvest in July 2001.four equal annual installments beginning on November 15, 2007.

CERTAIN RELATIONSHIPS AND RELATED PARTY TRANSACTIONS

In the ordinary course of our business and in connection with our financing activities, we have entered into a number of transactions with our directors, officers and 5% or greater stockholders. All of the transactions set forth below were approved by the unanimous vote of our Board of Directors. We believe that we have executed all of the transactions set forth below on terms no less favorable to us than we could have obtained from unaffiliated third parties. ItOur audit committee is our intentionresponsible for approving related party transactions, as defined in applicable rules by the Securities and Exchange Commission. Our audit committee operates under a written charter pursuant to ensure thatwhich all futurerelated party transactions between us and our officers, directors and principal stockholders and their affiliates, are reviewed for potential conflicts of interest situations. Such transactions must be approved by a majority of the Board of Directors, including a majority of the independent and disinterested members of the Board of Directors, and are on terms no less favorable to us than those that we could obtain from unaffiliated third parties. As a public company following this offering, our audit committee will be responsible for reviewing the fairness of related party transactions in accordance with the Nasdaq Marketplace Rules.

prior to consummation.

Recapitalization

Immediately prior to the completion of this offering,On August 15, 2006, we intend to recapitalize ourrecapitalized all outstanding shares of capitalour Class A common stock, Class B common stock, Series B preferred stock, Series D preferred stock and Series E preferred stock into shares of our common stock and consummateon a:stock split immediately after the recapitalization. one-for-one basis. In connection with the recapitalization, and the closing of this offering, we intend to makemade approximately $7.0 million of required preference and accrued dividend payments to the former holders of our Series B, D and E preferred shares.

Distribution of Minority Interest in Echo Global Logistics, LLC

As of December 31, 2005,September 30, 2006, we held a 7.6% ownership interest inowned 2,000,000 shares of Class A common stock, or 6.6%, of Echo Global Logistics, LLC, an enterprise transportation management firm, which we acquired in February 2005 for $125,000. TheOther than Linda S. Wolf, each member of our Board of Directors has a direct and/or an indirect ownership interest in Echo. Certain members of Echo (and their respective ownership interests in Echo) include:

 

��Ÿ John R. Walter (3.1%), who also is a member of Echo’s Board of Directors,

 

 Ÿ Old Willow Partners, LLC (0.14%), which is owned by Richard A. Heise, Jr.,

 

 Ÿ Blue Media, LLC (0.14%), which is owned by Elizabeth Kramer Lefkofsky,

 

 Ÿ Polygal Row, LLC (31.8%), the members of which include Old Willow, Blue Media, Steven E. Zuccarini, Nicholas J. Galassi, Scott A. Frisoni and Eric D. Belcher, and Mark D. Desky,

 

 Ÿ Echo Global Logistics Series C Investment Partners, LLC (14.0%), the members of which include Steven E. Zuccarini and John R. Walter,

ŸEntities affiliated with New Enterprise Associates (15.6%),

ŸYounes & Soraya Nazarian Revocable Trust (9.75%), a beneficiary of which includes Sharon Baradaran, the wife of Sharyar Baradaran, and

 

 Ÿ Nazarian Holdings,Frog Ventures, LLC (15.1%), the members of which is controlled by the beneficial owners of our Series D preferred sharesinclude John R. Walter and a portion of our Series E preferred shares.Jack M. Greenberg.

We provide general administrative services to Echo, including financial management, legal, accounting, tax, treasury services, employee benefit plan and marketing services. As consideration for these services, Echo paid us approximately $194,000 and $29,152 during 2005.2005 and the nine months ended September 30, 2006, respectively. In addition, Echo provided transportation services to us during 2005.2005 and during the nine months ended September 30, 2006. As consideration for these services, we paid Echo approximately $209,000 and $519,996 during 2005.2005 and the nine months ended September 30, 2006, respectively. We also sub-lease a portion of our office space to Echo. Effective January 1, 2006, we entered into a sub-lease agreement with Echo pursuant to which Echo leases approximately 20% of our office space for approximately $7,500 per month.

PriorEffective October 1, 2006, we entered into a referral agreement with Echo pursuant to the completionwhich Echo agreed to pay us a fee equal to 5% of this offering, we intend to distributeits gross profit on jobs generated through our minority ownership interest in Echo ratably to our stockholders and option holders on a fully-diluted basis assuming the exercisereferral of all outstanding options. We will not receive any proceeds from this distribution. As of March 31, 2006, our minority ownership interest innew customers. Echo had a book value of $125,000.paid us approximately $60,000 for such referrals.

Sales of Our UnitsSecurities

We sold the following Class A common units, Series B preferred units, Series C preferred units and Series D preferred units of InnerWorkings, LLC and Class A common shares and Series E preferred shares of InnerWorkings, Inc. to our

directors, officers and 5% or greater stockholders and their respective affiliates, in private financing transactions on the dates set forth below. In June 2005, all of our Series C preferred units were converted on a one-for-one basis into Class A common units in accordance with the terms of the Series C preferred units. In connection with our conversion in January 2006, the outstanding units of InnerWorkings, LLC were converted intoshares of InnerWorkings, Inc. on a one-for-one basis.

 

Name of Unitholder


  Class A
Common
Units/
Shares


  Series B
Convertible
Preferred
Units


  Series C
Convertible
Preferred
Units


 Series D
Convertible
Preferred
Units


  

Series E

Convertible

Preferred
Shares


  Date of
Purchase


  Total
Purchase
Price


Name of Unitholder/Stockholder

 Class A
Common
Units
 Series B
Convertible
Preferred
Units
 Series C
Convertible
Preferred
Units
 Series D
Convertible
Preferred
Units
 

Series E

Convertible

Preferred
Shares

 Date of
Purchase
 Total
Purchase
Price

Incorp, LLC(1)

  9,500,000          1/7/03   (2) 9,500,000      1/7/03   (2)

Scott A. Frisoni

  300,000          2/15/03   (3) 300,000      2/15/03   (3)

InnerWorkings Series C Investment Partners, LLC(4)

  120,000    800,000(7)     4/1/03  $800,000 387,000  2,580,000(5)   (6) $2,580,000

Incorp, LLC

  3,500,000          10/1/03   (2) 3,500,000      10/1/03   (2)

Printworks, LLC(5)

  100,000          11/14/03   (5) 100,000      11/14/03   (5)

InnerWorkings Series C Investment Partners, LLC(4)

  267,000    1,780,000(4)(5)     11/17/03  $1,780,000

John R. Walter

  100,000    -      3/25/04  $80,000 100,000  -    3/25/04  $80,000

The Soraya Nazarian Annuity Trust 2003 dated 10/01/03(5)

        640,000    8/19/04  $2,000,000

The Soraya Nazarian Annuity Trust 2003 dated 10/01/03

     640,000  8/19/04  $2,000,000

Incorp, LLC

  50,000          9/20/04   (6) 50,000      9/20/04   (7)

Incorp, LLC

  175,000          1/2/05   (7) 175,000      1/2/05   (8)

Printworks, LLC

  450,000      320,000    2/25/05  $1,000,000

The Soraya Nazarian Annuity Trust 2003 dated 10/01/03(5)

        640,000    2/25/05  $2,000,000

Printworks, LLC(5)

 300,000    320,000  2/25/05  $1,000,000

The Soraya Nazarian Annuity Trust 2003 dated 10/01/03

     640,000  2/25/05  $2,000,000

John R. Walter

  200,000          5/18/05  $160,000 200,000      5/18/05  $160,000

Entities affiliated with New Enterprise Associates

          8,134,184  1/3/06  $40,000,000      8,134,184 1/3/06  $40,000,000

Printworks Series E, LLC

          2,033,546  1/3/06  $10,000,000      2,033,546 1/3/06  $10,000,000

(1) Incorp, LLC is owned by the following individuals and entities: (i) Orange Media, LLC (42.92%(43.49%), which is owned by Elizabeth Kramer Lefkofsky, (ii) Old Willow Partners, LLC (30.13%(30.53%), which is controlled by Richard A. Heise, Jr., (iii) the Heise Family Grantor Retained Annuity Trust (15.37%(15.58%), which is controlled by Mr. Heise, (iv) Scott A. Frisoni (1.00%(1.36%), (v) Nicholas J. Galassi (0.63%(0.99%) and (vi) non-related parties (9.95%(8.05%). The Board of Managers of Incorp consists of Orange Media, Old Willow and Barry Friedland, one of our former directors.
(2) These units were issued in connection with the sale of Insight, World Group, LLC by Incorp to InnerWorkings, LLC. See “—Acquisition of Insight, World Group, LLC.”
(3) These units were issued to Scott A. Frisoni as partial compensation for his continued employment with InnerWorkings, LLC.
(4) Richard A. Heise, Jr. is the managing member of InnerWorkings Series C Investment Partners, LLC. Series C Investment Partners was formed to facilitate our Series C financing and is owned by the following individuals and entities: (i) Mr. Heise (38.0%), (ii) Orange Media, LLC (1.9%) and (iii) non-related parties (60.1%). In June 2005, all of the Series C preferred units held by Series C Investment Partners were converted on a one-for-one basis into Class A common units in accordance with the terms of the Series C preferred units.
(5) 

In November 2003, InnerWorkings, LLC issued 100,000 Class A common units to Printworks as consideration for the business and investment relationship established as a result of Printworks’ investment in 1,000,000 Series C preferred units and 150,000 Class A common units through Series C Investment Partners. In February 2005, InnerWorkings, LLC redeemed the 1,000,000 Series C preferred units and

150,000 Class A common units that were held by Series C Investment Partners for the benefit of Printworks at a price of $1.00 per unit. Concurrently with this redemption, Printworks purchased 320,000 Series D preferred units and 150,000 Class A non-voting common units and InnerWorkings, LLC issued 150,000

Class A non-voting common units to Printworks in replacement of the 150,000 Class A common units that it previously held indirectly through Series C Investment Partners.

(6) These units were issued in a series of transactions that began in April 2003 and concluded in January 2004.
(7)These units were issued to Incorp for the benefit of Nicholas J. Galassi as partial consideration for his continued employment with InnerWorkings, LLC.
(7)(8) InnerWorkings, LLC issued 50,000 of these units to Incorp for the benefit of Scott A. Frisoni and 125,000 of these units to Incorp for the benefit of Nicholas J. Galassi, in each case, as partial consideration for his continued employment with InnerWorkings, LLC.

Acquisition of Insight, World Group, LLC

In January 2003, we acquired 100% of the equity ownership of Insight, World Group, LLC (Insight) from Incorp in exchange for a total of 13,000,000 Class A common units, 9,500,000 of which were issued in January 2003 and 3,500,000 of which were issued in October 2003. Prior to the Insight transaction, Incorp owned 10,000,000 of our Class A common units, which represented 61.5% of the then total outstanding units of InnerWorkings, LLC.

Payments to Holders of Preferred Shares

Upon the completion of thisour initial public offering in August 2006, we will be required to makemade the following approximate payments:

 

a $20,000 dividend payment to the former holders of our Series B preferred shares,

 

a $5.135 million dividend and preference payment to the former holders of our Series D preferred shares, and

 

a $1.835 million dividend and preference payment to the former holders of our Series E preferred shares.

We intend to use a portion of our net proceeds from this offering to satisfy these payment obligations.

Agreement with Zion Consulting, Inc.

In November 2003, we entered into a consulting agreement with Zion Consulting, Inc., a business consulting firm. Eric P. Lefkofsky is the Presidentpresident and ownersole stockholder of Zion Consulting. Through Zion Consulting, Mr. Lefkofsky has provided consulting services to us since our inception and to Incorp, LLC, our largest stockholder. Under the terms of this agreement, we paid approximately $34,000, $87,000, $90,000 and $41,000$79,600 to Zion Consulting for services rendered in 2003, 2004, 2005 and the threesix months ended March 31,June 30, 2006, respectively. We intend to terminateterminated this agreement upon the completionas of this offering.

June 30, 2006.

Sale of Units to Orange Media, LLC

In February 2002, InnerWorkings, LLC sold 57,812 Class A common units and 231,250 Series B preferred units to Orange Media, LLC. As consideration for the Class A common units and the Series B preferred units, Orange Media, LLC issued a demand note to InnerWorkings, LLC in the principal amount of $188,469. The note accrued interest at a fixed rate equal to 2.78%, which was due and payable on the date on which the principal amount of the note was paid. Orange Media, LLC is owned by Elizabeth Kramer Lefkofsky. The principal and accrued and unpaid interest on this note was paid by Orange Media in May 2006.

Transfer of Units to Incorp, LLC

In February 2004, InnerWorkings, LLC purchased a total of 2,400,000 Class A common units from two of our employee stockholders and re-issued the same number of Class A common units to Incorp. As consideration

for these transactions, Incorp made cash payments totaling $100,000 to these stockholders and we agreed to eliminate the outstanding commission balances for each of these stockholders, which totaled $410,000 as of the date of the transfer, and to make monthly cash payments to these stockholders totaling $224,000 over a two-year period ending February 2006. We sub-lease a portion of our office space to Incorp. Effective January 1, 2006, we

entered into a sub-lease agreement with Incorp pursuant to which Incorp leases approximately 20% of our office space for approximately $7,500 per month.

Series E Investment

In January 2006, we issued 10,167,730 Series E preferred shares, or approximately 25% of our equity interests on a fully-diluted basis, to New Enterprise Associates 11, Limited Partnership, NEA Ventures 2005, Limited Partnership and Printworks Series E, LLC in exchange for $50 million in cash, or $4.92 per share. We retained $10 million of these proceeds for working capital and general corporate purposes. We used the remaining $40 million of these proceeds to redeem Class A common shares held by our existing stockholders on a pro rata basis at a purchase price of $4.92 per share. In connection with this redemption, the following of our directors, officers and 5% or greater stockholders (or their respective affiliates) received the payments listed below:

 

Director, Officer

or 5% Stockholder

(or Affiliate)

 

Shares Redeemed

 Redemption
Payment
Amount

Incorp, LLC

 6,597,563 Class A common shares $32,443,638

Orange Media, LLC

 24,214 Class A common shares  119,073

Old Willow Partners, LLC

 125,000 Class A common shares  614,690

InnerWorkings Series C Investment Partners, LLC

 402,263 Class A common shares  1,978,136

John R. Walter

 132,833 Class A common shares  653,209

Steven E. Zuccarini

 132,833 Class A common shares  653,209

Scott A. Frisoni

 71,951 Class A common shares  353,820

Mark D. Desky

 1,100 Class A common shares  5,409

Registration Rights

We granted piggyback registration rights to the former holders of our Series B, D and E preferred shares pursuant to the terms of an investor rights agreement that we entered into on January 3, 2006. These rights have been waived with respectThe registration of shares being sold by certain selling stockholders is being made pursuant to this offering.these rights. For a more detailed description of these registration rights, see “Description of Capital Stock—Registration Rights.”

PRINCIPAL AND SELLING STOCKHOLDERS

The following table sets forth certain information regarding beneficial ownership of our common stock prior to and after this offering:

 

 ·Ÿ each person known to us to own beneficially more than 5% of our outstanding common stock;

 

 ·each selling stockholder;

·each of our directors;

·Ÿ each of our executive officers named in the summary compensation table;

Ÿeach of our directors;

Ÿall of our executive officers and directors as a group; and

 

 ·Ÿ all of our directors and executive officers as a group.each selling stockholder.

The beneficial ownership of our common stock set forth in the table is determined in accordance with the rules of the Securities and Exchange Commission. We have44,014,319 shares of common stock outstanding.outstanding at January 4, 2007. In computing the number of shares beneficially owned by a person and the percentage ownership of that person, shares of common stock subject to options or warrants held by that person that are currently exercisable or will become exercisable within 60 days after the date of this prospectus are considered outstanding, while these shares are not considered outstanding for purposes of computing percentage ownership of any other person. Unless otherwise indicated in the footnotes below, we believe based on information furnished to us, that the persons and entities named in the table have sole voting and investment power as to all shares of common stock beneficially owned.

Unless otherwise indicated below,initiated, the address of each personbeneficial owner listed in the tablebelow is c/o InnerWorkings, Inc., 600 West Chicago Avenue, Suite 850, Chicago, Illinois 60610.

Principal and selling stockholders


Name of beneficial owner

 

Shares of common stock beneficially

owned prior to this offering

 

Number of

shares of
common
stock to

be sold in
this offering

 

Number of

shares of
common stock
to be sold
in over-
allotment
option(1)

 

Shares of common stock beneficially

owned after this offering(1)

 

Options

exercisable

within

60 days

 

Total

Remaining

Shares and
Options

 Shares Options Total %   Shares Options Total %  

Selling Stockholders (other than Directors and Executive Officers)

            

Incorp, LLC (2)

 14,755,835 —   14,755,835 33.5% 3,269,721 490,458 10,995,656 —   10,995,656 23.2% —   10,995,656

Orange Media, LLC (3)

 318,617 —   318,617 * 67,441 10,116 241,059 —   241,059 * —   241,059

Richard A. Heise, Jr. (4)

 883,293 —   883,293 2.0% 186,966 28,045 668,282 —   668,282 1.4% —   668,282

Entities affiliated with New Enterprise Associates (5)

 8,134,184 —   8,134,184 18.5% —   —   8,134,184 —   8,134,184 17.1% —   8,134,184

c/o   New Enterprise Associates

        1119 St. Paul Street

        Baltimore, Maryland 21202

            

Printworks Series E, LLC (6)

 1,931,920 —   1,931,920 4.4% 97,770 14,665 1,819,485 —   1,819,485 3.8% —   1,819,485

Brian Tuffin

 7,036 —   7,036 * 1,489 223 5,323 —   5,323 * —   5,323

The Scion Group

 70,363 —   70,363 * 14,894 2,234 53,235 —   53,235 * —   53,235

Scott P. George Trust

 15,980 —   15,980 * 3,382 507 12,090 —   12,090 * —   12,090

Richard A. Heise, Sr. Living Trust

 297,702 —   297,702 * 63,014 9,452 225,236 —   225,236 * —   225,236

Anne Curley Zagar

 7,036 —   7,036 * 1,489 223 5,323 —   5,323 * —   5,323

Russ Stepke

 35,181 —   35,181 * 7,447 1,117 26,617 —   26,617 * —   26,617

Michael K. Reilly Trust

 112,581 —   112,581 * 23,830 3,574 85,177 —   85,177 * —   85,177

Baradaran Revocable Trust

 748,000 —   748,000 1.7% 47,318 7,098 693,584 —   693,584 1.5% —   693,584

Sam Nazarian

 491,500 —   491,500 1.1% 24,874 3,731 462,895 —   462,895 1.0% —   462,895

Shula Nazarian Torbati

 272,000 —   272,000 * 13,765 2,065 256,170 —   256,170 * —   256,170

David and Angella Nazarian Family Trust

 272,000 —   272,000 * 13,765 2,065 256,170 —   256,170 * —   256,170

Younes & Soraya Nazarian Revocable Trust

 171,500 —   171,500 * 8,679 1,302 161,519 —   161,519 * —   161,519

Name of beneficial owner

 

Shares of common stock beneficially

owned prior to this offering

 

Number of

shares of
common
stock to

be sold in
this offering

 

Number of

shares of
common stock
to be sold
in over-
allotment
option(1)

 

Shares of common stock beneficially

owned after this offering(1)

 

Options

exercisable

within

60 days

 

Total

Remaining

Shares and
Options

 Shares Options Total %   Shares Options Total %  

Brian McCormack (7)

   1,529,637 —     1,529,637   3.5%    323,777   48,567   1,157,294 —     1,157,294   2.4% —     1,157,294

SNP Corporation Ltd.

 199,651 —   199,651 * 42,260 6,339 151,052 —   151,052 * —   151,052

William and Sandra Lefkofsky

 125,000 —   125,000 * 26,459 3,969 94,573 —   94,573 * —   94,573

Mark D. Desky

 3,900 70,000 73,900 * 15,642 2,346 —   55,911 55,911 * 15,000 70,911

Joseph Del Preto

 —   10,000 10,000 * 2,117 318 —   7,566 7,566 * —   7,566

George Keenan (8)

 122,371 —   122,371 * 25,902 3,885 92,584 —   92,584 * —   92,584

Orazio Buzza (9)

 61,186    125,000 186,186 * 10,741 1,611 48,834    125,000 173,834 * —   173,834

Robert Jordan

 196,457 —   196,457 * 41,584 6,238 148,636 —   148,636 * —   148,636

Renee Simpson

 3,900 —   3,900 * 826 124 2,951 —   2,951 * —   2,951

Barry Friedland (10)

 7,800 —   7,800 * 1,651 248 5,901 —   5,901 * —   5,901

Robert Maus

 —   10,000 10,000 * 2,117 318 —   7,566 7,566 * —   7,566

Robert Saldeen

 3,900 75,000 78,900 * 16,701 2,505 —   59,694 59,694 * 15,000 74,694

Brad Gerard

 —   9,500 9,500 * 2,011 302 —   7,188 7,188 * —   7,188

Brian Gillespie

 —   5,000 5,000 * 1,058 159 —   3,783 3,783 * —   3,783

James Pouba

 77,861 45,000 122,861 * 26,006 3,901 47,954 45,000 92,954 * 80,000 172,954

John Calzeretta

 —   5,000 5,000 * 1,058 159 —   3,783 3,783 * —   3,783

JP Thomas

 —   5,000 5,000 * 1,058 159 —   3,783 3,783 * —   3,783

Katherine Verhaalen

 —   500 500 * 106 16 —   378 378 * —   378

Genji Leclair

 —   25,000 25,000 * 5,292 794 —   18,915 18,915 * 50,000 68,915

Marc Collins

 —   25,000 25,000 * 5,292 794 —   18,915 18,915 * 50,000 68,915

Michael Avery

 —   7,500 7,500 * 1,588 238 —   5,674 5,674 * —   5,674

Michael Dorman

 —   11,500 11,500 * 2,434 365 —   8,701 8,701 * —   8,701

Michael Gellert

 —   5,000 5,000 * 1,058 159 —   3,783 3,783 * —   3,783

Name of beneficial owner

 

Shares of common stock beneficially

owned prior to this offering

 

Number of

shares of
common
stock to

be sold in
this offering

 

Number of

shares of
common stock
to be sold
in over-
allotment
option(1)

 

Shares of common stock beneficially

owned after this offering(1)

 

Options

exercisable

after

60 days

 

Total

Remaining

Shares and
Options

 Shares Options Total %   Shares Options Total %  

Phil Kenny

 —   125,000 125,000 *      26,459     3,969 —   94,573 94,573 * —   94,573

Rick Emanuel

 —   3,500 3,500 * 741 111 —   2,648 2,648 * 7,000 9,648

Ron Gabaldon

 —   15,000 15,000 * 3,175 476 —   11,349 11,349 * 15,000 26,349

Directors and Executive Officers

            

John R. Walter (11)

 188,460 1,200,000 1,388,460 3.1% 232,510 34,876 —   1,121,074 1,121,074 2.3% 400,000 1,521,074

Steven E. Zuccarini (12)

 —   1,367,167 1,367,167 3.0% 276,052 41,408 —   1,049,707 1,049,707 2.2% 750,000 1,799,707

Jack M. Greenberg (13)

 21,293 50,000 71,293 * 15,091 2,264 3,939 50,000 53,939 * 50,000 103,939

Peter J. Barris (14)

   8,127,067 —     8,127,067 18.5% —   —     8,127,067 —   8,127,067 17.1% —   8,127,067

c/o   New Enterprise Associates

        1119 St. Paul Street

        Baltimore, Maryland 21202

            

Sharyar Baradaran (15)

 748,000 —   748,000 1.7% 47,318 7,098 693,584 —   693,584 1.5% —   693,584

Linda S. Wolf

 —   —   —   * —   —   —   —   —   * 50,000 50,000

Nicholas J. Galassi (16)

 —   165,000 165,000 * —   —   —   165,000 165,000 * 40,000 205,000

Scott A. Frisoni (17)

 253,049 75,000 328,049 * —   —   253,049 75,000 328,049 * 50,000 378,049

Eric D. Belcher (18)

 —   195,000 195,000 * 41,275 6,191 —   147,533 147,533 * 130,000 277,533

Neil P. Graver (19)

 —   10,000 10,000 * 2,117 318 —   7,566 7,566 * 20,000 27,566

Executive officers and directors as a group (10 persons)

 9,337,869 3,062,167 12,400,036 26.3% 614,363 92,155 9,077,639 2,615,880 11,693,519 23.3% 1,490,000 13,183,519

 

Name and address of beneficial owner


  Shares of capital stock
beneficially owned prior
to this offering(1)


  

Number of

shares to

be sold in
this offering


  Shares of common stock
beneficially owned after
this offering


  Number

  Percentage

    Number

  Percentage

5% Stockholders

               

Incorp, LLC(2)

  19,027,437  51.2%        

Entities affiliated with New Enterprise Associates(3)

  8,134,184  21.9         

Executive Officers and Directors

               

Steven E. Zuccarini(4)

  467,167  1.2         

Nicholas J. Galassi(5)

  125,000  *         

Scott A. Frisoni(6)

  278,049  *         

Eric D. Belcher(7)

  105,000  *         

Mark D. Desky(8)

  58,900  *         

John R. Walter(9)

  767,167  1.3         

Sharyar Baradaran(10)

  748,000  2.0         

Peter Barris(11)

  8,127,067  21.9         

Jack M. Greenberg(12)

    *         

Directors and executive officers as a group (9 persons)

  10,676,350  28.7         

* Represents beneficial ownership of less than one percent of the outstanding capital stock or common stock.

 

(1) Reflects shares of capital stock beneficially owned prior toAssumes the recapitalization and     :     stock split, which are to occur immediately prior to the completion of this offering.over-allotment option is exercised in full.

(2) Includes 19,027,437 shares held by Incorp, LLC which is owned by the following individuals and entities: (i) Orange Media, LLC (42.92%(43.49%), which is controlled by Elizabeth Kramer Lefkofsky, (ii) Old Willow Partners, LLC (30.13%(30.53%), which is controlled by Richard A. Heise, Jr., (iii) the Heise Family Grantor Retained Annuity Trust (15.37%(15.58%), which is controlled by Mr. Heise, (iv) Scott A. Frisoni (1.00%(1.36%), (v) Nicholas J. Galassi (0.63%(0.99%) and (vi) non-related parties (9.95%(8.05%). The Board of Managers of Incorp consists of Orange Media, Old Willow and Barry Friedland, one of our former directors.

(3) Orange Media, LLC is controlled by Elizabeth Kramer Lefkofsky. Does not include 6,417,759 shares of common stock held by Incorp, LLC, which reflect Orange Media’s proportionate economic interest in the shares of common stock held by Incorp. Orange Media is one of our former directors.

(4)Does not include 6,803,245 shares of common stock held by Incorp, LLC, which reflect Old Willow Partners, LLC’s and the Heise Family Grantor Retained Annuity Trust’s proportionate economic interests in the shares of common stock held by Incorp. Mr. Heise is one of our former directors.

(5)Includes 8,127,067 shares of Series E preferredcommon stock held by New Enterprise Associates 11, Limited Partnership and 7,117 shares of Series E preferredcommon stock held by NEA Ventures 2005, L.P. Peter Barris,

(6)Sharon Baradaran, the wife of Sharyar Baradaran, owns 20% of Printworks Series E, LLC through various entities. Mr. Baradaran does not have voting and investment control with respect to the shares of common stock held by Printworks Series E, LLC and disclaims beneficial ownership of such shares, except to the extent of pecuniary interest therein.

(7)Mr. McCormack is one of our directors,former directors.

(8)Mr. Keenan is one of our former directors.

(9)Mr. Buzza is our former Chief Financial Officer.

(10)Mr. Friedland is one of our former directors.

(11)Includes 21,293 shares of common stock held by Ashlin Management Co. Mr. Walter is the President and Chief Executive Officer/Managing Member of Ashlin Management Co. Mr. Walter has sole voting and investment control with respect to the shares held by New Enterprise Associates 11, Limited PartnershipAshlin Management Co. If the over-allotment option is exercised in full, Mr. Walter will sell 267,386 shares in this offering, representing approximately 15% of his capacity as a manageraggregate shares of NEA 11 GP, LLC,common stock and options to purchase shares of common stock, based on 188,460 shares and options to purchase 1,600,000 shares (400,000 of which are not included in the sole general partner of NEA Partners 11, Limited Partnership, which is the sole general partner of New Enterprise Associates 11, Limited Partnership. Mr. Barris disclaims beneficial ownership table above due to the fact that they are not exercisable within 60 days) held by Mr. Walter immediately prior to this offering. 78,926 shares to be sold by Mr. Walter will be acquired pursuant to the exercise of options.

(12)If the over-allotment option is exercised in full, Mr. Zuccarini will sell 317,460 shares in this offering, representing approximately 15% of his aggregate options to purchase shares of common stock, based on options to purchase 2,117,707 shares (750,000 of which are not included in the beneficial ownership table above due to the fact that they are not exercisable within 60 days) held by Mr. Zuccarini immediately prior to this offering. All the shares heldto be sold by New Enterprise Associates 11, Limited Partnership, exceptMr. Zuccarini will be acquired pursuant to the extentexercise of his pecuniary interest in such shares. Mr. Barris does not have voting or investment control with respect to the shares held by NEA Ventures 2005, L.P.options.

(4)(13) Includes options to purchase 467,167 shares of Class A common stock.
(5)Includes options to purchase 125,000 shares of Class A common stock. Does not include 120,685 shares of Class A common stock held by Incorp, which represent Mr. Galassi’s proportionate interest in the shares of Class A common stock held by Incorp. Mr. Galassi does not have voting or investment control with respect to the shares held by Incorp.
(6)Includes options to purchase 25,000 shares of Class A common stock and 253,049 shares of Class A common stock. Does not include 190,27450,000 shares of common stock held by Incorp, which representfor the benefit of members of Mr. Frisoni’s proportionate interest in the shares of Class A common stock held by Incorp.Greenberg’s family. Mr. Frisoni does not have voting or investment control with respect to the shares held by Incorp.
(7)Includes options to purchase 105,000 shares of Class A common stock.
(8)Includes 3,900 shares of Class A common stock and options to purchase 55,000 shares of Class A common stock.
(9)Includes 167,167 shares of Class A common stock and options to purchase 600,000 shares of Class A common stock. Does not include 27,096 shares of Class A common stock held by InnerWorkings Series C Investment Partners, LLC, which reflect Mr. Walter’s proportionate interest in the shares of Class A common stock held by Series C Investment Partners. Mr. Heise is the managing member of Series C Investment Partners. Mr. Walter does not have voting or investment control with respect to the shares held by Series C Investment Partners.
(10)Includes 748,000 shares of Class A common stock held by the Baradaran Revocable Trust. Mr. BaradaranGreenberg has voting and investment control with respect to the shares of Class A common stock held by the Baradaran Revocable Trust.underlying these options.

(11)(14) Includes 8,127,067 shares of Series E preferred stock.common stock held by New Enterprise Associates 11, Limited Partnership. Mr. Barris one of our directors, shares voting and investment control with respect to the shares held by New Enterprise Associates 11, Limited Partnership in his capacity as a manager of NEA 11 GP, LLC, the sole general partner of NEA Partners 11, Limited Partnership, which is the sole general partner of New Enterprise Associates 11, Limited Partnership. Mr. Barris disclaims beneficial ownership of the shares held by New Enterprise Associates 11, Limited Partnership, except to the extent of his pecuniary interest in such shares.

(12)(15)Includes 748,000 shares of common stock held by the Baradaran Revocable Trust. Mr. Baradaran has voting and investment control with respect to these shares of stock. Does not include shares held by Sharon Baradaran, the wife of Sharyar Baradaran, through Printworks Series E, LLC.

(16) Does not include 27,096145,995 shares of Class A common stock held by InnerWorkings Series C Investment Partners,Incorp, LLC, which reflectsrepresent Mr. Greenberg’sGalassi’s proportionate economic interest in the shares of Class A common stock held by Series C Investment Partners.Incorp. Mr. Heise is the managing member of Series C Investment Partners. Mr. GreenbergGalassi does not have voting or investment control with respect to these shares. Of these shares, 52,649 will be sold in this offering if the over-allotment option is exercised in full, representing approximately 15% of Mr. Galassi’s aggregate ownership interest, based on his proportionate economic interest in 145,995 shares held by Series C Investment Partners.Incorp and options to purchase 205,000 shares (40,000 of which are not included in the beneficial ownership table above due to the fact that they are not exercisable within 60 days) held by Mr. Galassi immediately prior to this offering.

(17)Does not include 200,144 shares of common stock held by Incorp, LLC, which represent Mr. Frisoni’s proportionate economic interest in the shares of common stock held by Incorp. Mr. Frisoni does not have voting or investment control with respect to these shares. Of these shares, 86,728 will be sold in this offering if the over-allotment option is exercised in full, representing approximately 15% of Mr. Frisoni aggregate ownership interest, based on his proportionate economic interest in 200,144 shares held by Incorp, 253,049 shares and options to purchase 125,000 shares (50,000 of which are not included in the beneficial ownership table above due to the fact that they are not exercisable within 60 days) held by Mr. Frisoni immediately prior to this offering.

(18)If the over-allotment option is exercised in full, Mr. Belcher will sell 47,466 shares in this offering, representing approximately 15% of his aggregate options to purchase shares of common stock, based on options to purchase 325,000 shares (130,000 of which are not included in the beneficial ownership table above due to the fact that they are not exercisable within 60 days) held by Mr. Belcher immediately prior to this offering. All the shares to be sold by Mr. Belcher will be acquired pursuant to the exercise of options.

(19)If the over-allotment option is exercised in full, Mr. Graver will sell 2,435 shares in this offering, representing approximately 15% of his aggregate options to purchase shares of common stock, based on options to purchase 30,000 shares (20,000 of which are not included in the beneficial ownership table above due to the fact that they are not exercisable within 60 days) held by Mr. Graver immediately prior to this offering. All the shares to be sold by Mr. Graver will be acquired pursuant to the exercise of options.

DESCRIPTION OF CAPITAL STOCK

General

Upon the closing of this offering, theThe total amount of our authorized capital stock will consistconsists of 200,000,000 shares of common stock, $0.0001 par value, and 5,000,000 shares of preferred stock, $0.0001 par value. We intend to adopt,In July 2006, we adopted, and intend to submit for approval by our stockholders approved, a recapitalization agreement, an amendment to our amended and restated certificate of incorporation, a second amended and restated certificate of incorporation and amended and restated by-laws to become effective immediately prior to the closing of this offering. We also intend to consummate a     :     stock split of our common stock immediately following the recapitalization and immediately prior to the closing of this offering.by-laws. The discussion herein describes the recapitalization and also describes our capital stock, second amended and restated certificate of incorporation and amended and restated by-laws as anticipated to be in effect uponas of the closingdate of this offering.prospectus. The following summary of certain provisions of our capital stock describes certain material provisions of, but does not purport to be complete and is subject to and qualified in its entirety by, our second amended and restated certificate of incorporation and amended and restated by-laws, which are included as exhibits to the registration statement of which this prospectus forms a part, and by the provisions of applicable law.

Recapitalization

Prior to the completion of this offering, each outstanding share of our capital stock will be reclassified and converted into one share of our common stock. Additionally, immediately prior to the closing of this offering, each outstanding option will be converted into an option to receive one share of common stock upon the applicable exercise date. Immediately following the recapitalization and immediately prior to the closing of this offering, we intend to consummate a     :     stock split of our common stock.

Common Stock

FollowingAs of the recapitalization and the stock split, and immediately prior to the closingdate of this offering,prospectus, there will beare 44,014,319 shares of common stock outstanding held by approximately 35 holders of record. Holders of common stock are entitled to one vote for each share held on all matters subject to a vote of stockholders, subject to the rights of holders of any outstanding preferred stock, and have cumulative voting rights.stock. Accordingly, holders of a majority of the shares of common stock entitled to vote in any election of directors may elect all of the directors standing for election, subject to the rights of holders of any outstanding preferred stock. Holders of common stock will beare entitled to receive ratably any dividends that the board of directors may declare out of funds legally available therefor, subject to any preferential dividend rights of outstanding preferred stock. Upon our liquidation, dissolution or winding up, the holders of common stock will beare entitled to receive ratably our net assets available after the payment of all debts and other liabilities and subject to the prior rights of holders of any outstanding preferred stock. Holders of common stock have no preemptive, subscription, redemption or conversion rights. There will beare no redemption or sinking fund provisions applicable to the common stock. All outstanding shares of our capital stock are fully paid and nonassessable, and the shares of common stock to be issued on completion of this offering will be fully paid and nonassessable.

Preferred Stock

Following the recapitalization and immediately prior to the closing of this offering, we will beWe are authorized to issue 5,000,000 shares of preferred stock, which may be issued from time to time in one or more series upon authorization by the Board of Directors. The Board of Directors, without further approval of the stockholders, will beis authorized to fix the number of shares constituting any series, as well as the dividend rights and terms, conversion rights and terms, voting rights and terms, redemption rights and terms, liquidation preferences and any other rights, preferences, privileges and restrictions applicable to each series of preferred stock. The issuance of preferred stock, while providing flexibility in connection with possible acquisitions and other corporate purposes, could also adversely affect the voting power and dividend and liquidation rights of the holders of common stock. The issuance of preferred stock could also, under somecertain circumstances, have the effect of making

it more difficult for a third party to acquire, or discouraging a third party from acquiring, a majority of our outstanding voting stock or otherwise adversely affect the market price of our common stock. It is not possible to state the actual effect of the issuance of any shares of preferred stock on the rights of holders of common stock until the Board of Directors determines the specific rights of that series of preferred stock.

Registration Rights

Upon the completion of this offering, the former holders of ourNew Enterprise Associates 11, Limited Partnership, NEA Ventures 2005, L.P. and Printworks Series B, D and E, preferred shares,LLC, who will own approximatelycollectively hold 10,066,104 shares of our common stock, will have the right to require us to register the resale of their shares under the Securities Act pursuant the terms of an investor rights agreement betweenamong us, these holders and thesecertain other holders. Subject to limitations specified in the agreement, these registration rights include the following:

Demand Registration Rights.    If the former holders of a majority of these 10,066,104 shares of our Series E preferred sharescommon stock request that we register all or a portion of theirthese shares, we arewill also be required to register, upon request, the

2,346,964 shares of common stock held by the formerother holders of our Series B and D preferred shares,party to the investor rights agreement, subject to limitations that the underwriters may impose on the number of shares included in the registration. We are only required to file two registration statements upon the stockholders’ exercise of these demand registration rights. We will not be required to effect a demand registration during the period starting with the date of filing, and ending 180 days following the effective date of, this registration statement.

Piggyback Registration Rights.    If we propose to file a registration statement under the Securities Act to register our shares of common stock, New Enterprise Associates 11, Limited Partnership, NEA Ventures 2005, L.P., Printworks Series E, LLC and the formerother holders of our Series B, D and E preferred sharesparty to the investor rights agreement are entitled to notice of such registration and have the right, subject to limitations that the underwriters may impose on the number of shares included in the registration, to include their shares in the registration. These rights have been waived with respect to this offering. The holders of our Series B, D and E preferred sharescommon stock also have the right to include their shares in our future registrations, including secondary offerings of our common stock.

Form S-3 Registration Rights.    If we become eligible to file registration statements on Form S-3 (which eligibility is expected to commence in August 2007), the former holders party to the investor rights agreement, who collectively hold shares of our Series B, D and E preferred sharescommon stock, can require us to register their shares on Form S-3 if the aggregate offering price to the public is at least $1.0$10 million. We will not be required to effect more than two registrations on Form S-3 in any given calendar year and are not required to effect a registration on a Form S-3 during the period beginning 30 days prior to, and 90 days following, any public offering of our common stock, subject to certain exceptions.

Expenses of Registration.    With specified exceptions, we are required to pay all expenses of registration, including the fees and expenses of one legal counsel to the holders, up to a prescribed maximum amount, but excluding underwriters’ discounts and commissions.

Right of First Refusal.    Each party to the investor rights agreement has a right of first refusal to purchase its pro rata share of certain of our equity securities. These rights do not apply to this offering and terminate immediately upon the effective date of this registration statement.

The registration rights described above will terminate, with respect to any particular stockholder, upon the earlier of (i) an acquisition of us under certain circumstances or (ii) three years after the completion of this offering.the initial public offering, which was completed in August 2006. Each party to the investor rights agreement has agreed not to sell or otherwise dispose of any shares of our common stock for a period of 18090 days, 45 days in the case of 850,000 shares, following the effective date of this offering.

Elimination of Liability in Certain Circumstances

Our certificate of incorporation will eliminateeliminates the liability of our directors to us or our stockholders for monetary damages resulting from breaches of their fiduciary duties as directors. Directors will remain liable for breaches of their duty of loyalty to us or our stockholders, as well as for acts or omissions not in good faith or that involve intentional misconduct or a knowing violation of law, and transactions from which a director derives

improper personal benefit. Our articlescertificate of incorporation willdoes not absolve directors of liability for payment of dividends or stock purchases or redemptions by us in violation of Section 174 (or any successor provision of the Delaware General Corporation Law.

Law).

The effect of this provision is to eliminate the personal liability of directors for monetary damages for actions involving a breach of their fiduciary duty of care, including any such actions involving gross negligence. We do not believe that this provision does not eliminateeliminates the liability of our directors to us or our shareholdersstockholders for monetary damages under the federal securities laws. The articlescertificate of incorporation and by-laws will also provide indemnification for the benefit of our directors and officers to the fullest extent permitted by the Delaware General Corporation Law as it may be amended from time to time, including most circumstances under which indemnification otherwise would be discretionary.

Number of directors;Directors; Removal; Vacancies

We currently have six directors. Our by-laws will provide that we have seventhe number of directors provided that this number may be changed by the board of directors. Vacancies on the board of directors may be filled only by the affirmative vote of a majority of the remaining directors then in office. Our by-laws provide that directors may be removed, with or without cause, at meetings of stockholders by the affirmative vote of the holders of a majority of the outstanding shares entitled to vote generally in the election of directors.

Special Meetings of StockholdersStockholders; Limitations on Stockholder Action by Written Consent

Our by-laws will providecertificate of incorporation provides that special meetings of our stockholders may be called only by our chairman of the board, our chief executive officer, our board of directors or holders of not less than a majority of all the outstanding shares entitled to vote on the matter or matters for which the meeting is being calledcalled. Any action required or permitted to be taken by our stockholders must be effected at an annual or special meeting of stockholders and may not be effected by written consent unless the purpose or purposes statedaction to be effected and the taking of such action have been approved in the meeting notice.

advance by our board of directors.

Amendments; Vote Requirements

OurCertain provisions of our certificate of incorporation and by-laws will provide that the affirmative vote of a majority of the shares entitled to vote on any matter is required to amend a corporation’sour certificate of incorporation or by-laws, including those provisions relating to action by written consent and the ability of stockholders to call special meetings.

Authorized but Unissued Shares

The authorized but unissued shares of common stock are available for future issuance without stockholder approval. These additional shares may be utilized for a variety of corporate purposes, including future public offerings to raise additional capital, corporate acquisitions, and employee benefit plans. The existence of authorized but unissued shares of common stock could render it more difficult or discourage an attempt to obtain control of us by means of a proxy contest, tender offer, merger or otherwise.

Advance notice requirementsNotice Requirements for stockholder proposalsStockholder Proposals and nominationNomination of directorsDirectors

Our by-laws will provide that stockholders seeking to bring business before an annual meeting of stockholders, or to nominate candidates for election as directors at an annual meeting of stockholders, must provide timely notice in writing. To be timely, a stockholder’s notice must be delivered to or mailed and received at our principal executive offices not less than 60 days nor more than 90 days prior to the anniversary date of the immediately preceding annual meeting of stockholders. However, in the event that the annual meeting is called for a date that is not within 30 days before or after such anniversary date, such notice will be timely only if received not later than the close of business on the tenth day following the date on which notice of the date of the annual meeting was mailed to stockholders or made public, whichever first occurs. Our by-laws will also specify requirements as to the form and content of a stockholder’s notice.

Transfer Agent and Registrar

The transfer agent and registrar for our common stock is.

The Bank of New York.

Listing

After the pricing of this offering, we expect that the shares will be quotedOur common stock is listed on the Nasdaq NationalGlobal Market under the symbol “INWK.”

SHARES ELIGIBLE FOR FUTURE SALE

Following this offering, we will have 47,472,961 shares of common stock outstanding. AllAfter giving effect to the 3,458,642 shares of our common stock sold in this offering, 15,637,142 shares of our common stock will be freely tradable without restriction or further registration under the Securities Act, except that any shares purchased by our affiliates, as that term is defined in Rule 144, may generally only be sold in compliance with the limitations of Rule 144 described below.

The remaining31,835,819 shares of common stock outstanding following this offering will be “restricted securities” as the term is defined under Rule 144. We issued and sold these restricted securities in private transactions in reliance on exemptions from registration under the Securities Act. Restricted securities may be sold in the public market only if they are registered or if they qualify for an exemption under Rule 144 or Rule 701 under the Securities Act, as summarized below.

We have agreed with the underwriters that we will not, without the prior written consent of Morgan Stanley, issue any additional shares of common stock or securities convertible into, exercisable for or exchangeable for shares of common stock for a period of 18090 days (subject to extensions) after the date of this prospectus, except that we may grant options to purchase shares of common stock under our stock incentive plan and issue shares of common stock upon the exercise of outstanding options and warrants.

Our officers and directors and certain of our other stockholders, who will hold an aggregate of 31,583,742 shares of common stock upon completion of this offering, have agreed that they will not, without the prior written consent of Morgan Stanley, offer, sell, pledge or otherwise dispose of any shares of our common stock or any securities convertible into or exercisable or exchangeable for, or any rights to acquire or purchase, any of our common stock, or publicly announce an intention to effect any of these transactions, for a period of 18090 days (subject to extensions) after the date of this prospectus without the prior written consent of Morgan Stanley, except that (i) nothing will prevent any of them from exercising outstanding options and warrants.warrants and (ii) up to 850,000 shares of common stock may be disposed of by NEA Enterprise Associates II, Limited Partnership after 45 days (subject to extensions). These lock-up agreements are subject to such stockholders’ rights to transfer their shares of common stock as a bona fide gift or to a trust for the benefit of an immediate family member or to an affiliate, provided that such donee or transferee agrees in writing to be bound by the terms of the lock-up agreement.

Taking into account the lock-up agreements, and assuming Morgan Stanley does not release these stockholders from these agreements, the following shares will be eligible for sale in the public market at the following times:

 

 Ÿ on the date of this prospectus, the15,637,142 shares sold in this offeringof our common stock will be immediately available for sale in the public market;

 

 Ÿ 18045 days after the date of this prospectus, 850,000 shares of our common stock will be eligible for sale, subject to certain extensions;

Ÿ90 days after the date of whichthis prospectus, 30,578,351 shares of our common stock will be eligible for sale, subject to volume, manner of sale and other limitations under Rule 144; and

 

 Ÿ the remaining157,391 shares of our common stock will be eligible for sale under Rule 144 from time to time upon the expiration of various one-year holding periods.

Shares issuable upon exercise of options we granted prior to the date of this prospectus will also be available for sale in the public market pursuant to Rule 701 under the Securities Act, subject to certain Rule 144 limitations and, in the case of some holders, to the lock-up agreements. Rule 701 permits resales of these shares beginning 90 days after the date of this prospectus by persons other than affiliates.

In general, under Rule 144, a stockholder who owns restricted shares that have been outstanding for at least one year is entitled to sell, within any three-month period, a number of these restricted shares that does not exceed the greater of:

 

 Ÿ one percent of the then outstanding shares of common stock, or approximately 474,730 shares immediately after this offering; or

 

 Ÿ the average weekly trading volume in the common stock on the Nasdaq NationalGlobal Market during the four calendar weeks preceding the sale.

Our affiliates must comply with the restrictions and requirements of Rule 144, other than the one-year holding period requirement, to sell shares of common stock which are not restricted securities.

Under Rule 144(k), a stockholder who is not currently, and who has not been for at least three months before the sale, an affiliate of ours and who owns restricted shares that have been outstanding for at least two years may resell these restricted shares without compliance with the above requirements. The one- and two-year holding periods described above do not begin to run until the full purchase price is paid by the person acquiring the restricted shares from us or an affiliate of ours.

CERTAIN MATERIAL U.S. FEDERAL INCOME TAX

CONSEQUENCES TO NON-U.S. HOLDERS

The following summary describes certain material United States federal income tax consequences of the ownership and disposition of common stock by a Non-U.S. Holder (as defined below) holding shares of our common stock as capital assets (i.e., generally for investment) as of the date of this prospectus. This discussion does not address all aspects of United States federal income taxation and does not deal with estate, gift, foreign, state and local tax consequences that may be relevant to such Non-U.S. Holders in light of their personal circumstances. Special U.S. tax rules may apply to certain Non-U.S. Holders, such as “controlled foreign corporations,” “passive foreign investment companies,” corporations that accumulate earnings to avoid U.S. federal income tax, investors in partnerships or other pass-through entities for U.S. federal income tax purposes, dealers in securities, holders of securities held as part of a “straddle,” “hedge,” “conversion transaction” or other risk reduction transaction, and certain former citizens or long-term residents of the United States that are subject to special treatment under the Code.Internal Revenue Code of 1986, as amended (the “Code”). Such entities and persons should consult their own tax advisors to determine the U.S. federal, state, local and other tax consequences that may be relevant to them. Furthermore, the discussion below is based upon the provisions of the Code, and Treasury regulations promulgated thereunder, rulings and judicial decisions thereunder as of the date hereof, and such authorities may be repealed, revoked or modified with or without retroactive effect so as to result in United States federal income tax consequences different from those discussed below.

If a partnership (or an entity treated as a partnership for U.S. federal income tax purposes) holds theour common stock, the tax treatment of a partner will generally depend on the status of the partner and the activities of the partnership. Persons who are partners in partnerships holding theour common stock should consult their tax advisors.

The authorities on which this summary is based are subject to various interpretations, and any views expressed within this summary are not binding on the Internal Revenue Service (which we also refer to as the IRS) or the courts. No assurance can be given that the IRS or the courts will agree with the tax consequences described in this prospectus.

As used herein, a “Non-U.S. Holder” means a beneficial owner of our common stock that is not any of the following for U.S. federal income tax purposes:

 

 Ÿ a citizen or resident of the United States,

 

 Ÿ a corporation, or other entity treated as a corporation for United States federal income tax purposes, created or organized in or under the laws of the United States, any state thereof or the District of Columbia,

 

 Ÿ an estate the income of which is subject to United States federal income taxation regardless of its source, or

 

 Ÿ a trust (i) which is subject to primary supervision by a court situated within the United States and as to which one or more United StatesU.S. persons have the authority to control all substantial decisions of the trust, or (ii) that has a valid election in effect under applicable U.S. Treasury regulations to be treated as a United StatesU.S. person.

Prospective purchasers are urged to consult their own tax advisors regarding the U.S. federal income tax consequences, as well as other U.S. federal, state, and local income and estate tax consequences, and non-U.S. tax consequences, to them of acquiring, owning, and disposing of our common stock.

Dividends

If we make distributions on our common stock, such distributions paid to a Non-U.S. Holder will generally constitute dividends for U.S. federal income tax purposes to the extent such distributions are paid from our

current or accumulated earnings and profits, as determined under U.S. federal income tax principles. If a distribution exceeds our current and accumulated earnings and profits, the excess will be treated as a tax-free return of the Non-U.S. Holder’s investment to the extent of the Non-U.S. Holder’s adjusted tax basis in our common stock. Any remaining excess will be treated as capital gain. See “Gain on Disposition of Common Stock” for additional information.

Dividends paid to a Non-U.S. Holder generally will be subject to withholding of United States federal income tax at a 30% rate or such lower rate as may be specified by an applicable income tax treaty. A Non-U.S. Holder of common stock who wishes to claim the benefit of an applicable treaty rate for dividends will be required to (a) complete IRS Form W-8BEN (or appropriate substitute form) and certify, under penalty of perjury, that such holder is not a U.S. person and is eligible for the benefits with respect to dividends allowed by such treaty or (b) hold common stock through certain foreign intermediaries and satisfy the certification requirements for treaty benefits of applicable Treasury regulations. Special certification requirements apply to certain Non-U.S. Holders that are “pass-through” entities for U.S. federal income tax purposes. A Non-U.S. Holder eligible for a reduced rate of United States withholding tax pursuant to an income tax treaty may obtain a refund of any excess amounts withheld by timely filing an appropriate claim for refund with the IRS.

ThisThe United States withholding tax discussed in the preceding paragraph generally will not apply to dividends that are effectively connected with the conduct of a trade or business by the Non-U.S. Holder within the United States, and, if a treaty applies, attributable to a United States permanent establishment or fixed base of the Non-U.S. Holder. Dividends effectively connected with the conduct of a trade or business, as well as those attributable to a United States permanent establishment or fixed base of the Non-U.S. Holder under an applicable treaty, are subject to United States federal income tax generally in the same manner as if the Non-U.S. Holder were a U.S. person, as defined under the Code. Certain IRS certification and disclosure requirements must be complied with in order for effectively connected dividends to be exempt from withholding. Any such effectively connected dividends received by a Non-U.S. Holder that is a foreign corporation may, under certain circumstances, be subject to an additional “branch profits tax” at a 30% rate or such lower rate as may be specified by an applicable income tax treaty.

Gain on Disposition of Common Stock

A Non-U.S. Holder generally will not be subject to United States federal income tax (or any withholding thereof) with respect to gain recognized on a sale or other disposition of common stock unless:

 

 Ÿ the gain is effectively connected with a trade or business of the Non-U.S. Holder in the United States and, where a tax treaty applies, is attributable to a United States permanent establishment or fixed base of the Non-U.S. Holder,

 

 Ÿ the Non-U.S. Holder is an individual who is present in the United States for 183 or more days during the taxable year of disposition and meets certain other requirements, or

 

 Ÿ we are or have been a “U.S. real property holding corporation” within the meaning of Section 897(c)(2) of the Code, also referred to as a USRPHC, for United States federal income tax purposes at any time within the five-year period preceding the disposition (or, if shorter, the Non-U.S. Holder’s holding period for the common stock).

Gain recognized on the sale or other disposition of common stock and effectively connected with a United States trade or business, or attributable to a United States permanent establishment or fixed base of the Non-U.S. Holder under an applicable treaty, is subject to United States federal income tax on a net income basis generally in the same manner as if the Non-U.S. Holder were a U.S. person, as defined under the Code. Any such effectively connected gain from the sale or disposition of common stock received by a Non-U.S. Holder that is a foreign corporation may, under certain circumstances, be subject to an additional “branch profits tax” at a 30% rate or such lower rate as may be specified by an applicable income tax treaty.

An individual Non-U.S. Holder who is present in the United States for 183 or more days during the taxable year of disposition generally will be subject to a 30% tax imposed on the gain derived from the sale or disposition of our common stock, which may be offset by U.S. source capital loses realized in the same taxable year.

In general, a corporation is a USRPHC if the fair market value of its “U.S. real property interests” equals or exceeds 50% of the sum of the fair market value of its worldwide (domestic and foreign) real property interest and its other assets used or held for use in a trade or business. For this purpose, real property interests include land, improvements and associated personal property.

We believe that we currently are not a USRPHC. In addition, based on these financial statements and current expectations regarding the value and nature of our assets and other relevant data, we do not anticipate becoming a USRPHC.

If we become a USRPHC, a Non-U.S. Holder nevertheless will not be subject to United States federal income tax if our common stock is regularly traded on an established securities market, within the meaning of applicable Treasury regulations, and the Non-U.S. Holder holds no more than five percent of our outstanding common stock, directly or indirectly, during the applicable testing period. Our common stock has been approved for quotation on the Nasdaq NationalGlobal Market and we expect that our common stock may be regularly traded on an established securities market in the United States so long as it is so quoted.

Information Reporting and Backup Withholding

We must report annually to the IRS and to each Non-U.S. Holder the amount of dividends paid to such holder and the tax withheld with respect to such dividends, regardless of whether withholding was required. Copies of the information returns reporting such dividends and withholding may also be made available to the tax authorities in the country in which the Non-U.S. Holder resides under the provisions of an applicable income tax treaty.

The United States imposes a backup withholding tax on dividends and certain other types of payments to United States persons (currently at a rate of 28%) of the gross amount. Dividends paid to a Non-U.S. Holder will not be subject to backup withholding if proper certification of foreign status (usually on an IRS Form W-8BEN) is provided, and the payor does not have actual knowledge or reason to know that the beneficial owner is a United States person, or the holder is a corporation or one of several types of entities and organizations that qualify for exemption, also referred to as an exempt recipient.

Any amounts withheld under the backup withholding rules may be allowed as a refund or a credit against such holder’s U.S. federal income tax liability provided the required information is timely furnished to the IRS.

UNDERWRITING

Under the terms and subject to the conditions in an underwriting agreement dated the date of this prospectus, the underwriters named below, for whom Morgan Stanley & Co. Incorporated isand J.P. Morgan Securities Inc. are acting as representative,representatives, have severally agreed to purchase, and we and the selling stockholders have agreed to sell to them, severally, the number of shares indicated below:

 

Name


  

Number of

Shares


Morgan Stanley & Co. Incorporated

  

J.P. Morgan Securities Inc.

Jefferies Broadview& Company

  

Piper Jaffray & Co.

  

William Blair & Company, L.L.C.

  
   

Total

  8,000,000
   

The underwriters and the representativerepresentatives are collectively referred to as the “underwriters” and the “representative,“representatives,” respectively. The underwriters are offering the shares of common stock subject to their acceptance of the shares from us and subject to prior sale. The underwriting agreement provides that the obligations of the several underwriters to pay for and accept delivery of the shares of common stock offered by this prospectus are subject to the approval of certain legal matters by their counsel and to certain other conditions. The underwriters are obligated to take and pay for all of the shares of common stock offered by this prospectus if any such shares are taken. However, the underwriters are not required to take or pay for the shares covered by the underwriters’ over-allotment option described below.

The underwriters initially propose to offer part of the shares of common stock directly to the public at the offering price listed on the cover page of this prospectus and part to certain dealers. After the initial offering of the shares of common stock, the offering price and other selling terms may from time to time be varied by the representative.

The selling stockholders have granted to the underwriters an option, exercisable for 30 days from the date of this prospectus, to purchase up to 1,200,000 additional shares of common stock at the public offering price listed on the cover page of this prospectus, less underwriting discounts and commissions. The underwriters may exercise this option solely for the purpose of covering over-allotments, if any, made in connection with the offering of the shares of common stock offered by this prospectus. To the extent the option is exercised, each underwriter will become obligated, subject to certain conditions, to purchase about the same percentage of the additional shares of common stock as the number listed next to the underwriter’s name in the preceding table bears to the total number of shares of common stock listed next to the names of all underwriters in the preceding table.

The following table shows the per share and total public offering price, underwriting discounts and commissions to be paid by us and the selling stockholders, and proceeds before expenses to us and the selling stockholders. These amounts are shown assuming both no exercise and full exercise of the underwriters’ option to purchase up to an additional 1,200,000 shares of common stock.

 

   Per
Share


  

No

Exercise


  

Full

Exercise


Public offering price

  $        $        $      

Underwriting discounts and commissions to be paid by:

      

Us

      

The selling stockholders

      

Proceeds, before expenses, to us

      

Proceeds, before expenses, to the selling stockholders

      

The estimated offering expenses payable by us, exclusive of the underwriting discounts and commissions, are approximately $.$580,000.

The underwriters have informed us that they do not intend sales to discretionary accounts to exceed 5% of the total number of shares of common stock offered by them.

We have applied to list ourOur common shares for quotationstock is listed on the Nasdaq NationalGlobal Market under the symbol “INWK.”

We, and all directors and officers and the holders of allcertain of our outstanding stockstockholders and stock optionsoption holders have agreed that, without the prior written consent of Morgan Stanley & Co. Incorporated on behalf of the underwriters, we and they will not, during the period ending 18090 days after the date of this prospectus:

 

 Ÿ offer, pledge, sell, contract to sell, sell any option or contract to purchase, purchase any option or contract to sell, grant any option, right or warrant to purchase lend or otherwise transfer or dispose of, directly or indirectly, any shares of common stock or any securities convertible into or exercisable or exchangeable for shares of common stock;

 

 Ÿ file any registration statement with the Securities and Exchange Commission relating to the offering of any shares of common stock or any securities convertible into or exercisable or exchangeable for common stock; or

 

 Ÿ enter into any swap or other arrangement that transfers to another, in whole or in part, any of the economic consequences of ownership of the common stock.stock;

whether any such transaction described above is to be settled by delivery of common stock or such other securities, in cash or otherwise. In addition, we and each such person agrees that, without the prior written consent of Morgan Stanley & Co. Incorporated on behalf of the underwriters, it will not, during the period ending 18090 days after the date of this prospectus, make any demand for, or exercise any right with respect to, the registration of any shares of common stock or any security convertible into or exercisable or exchangeable for common stock.

The restrictions described in the immediately preceding paragraph to do not apply to:

 

 Ÿ the sale of shares to the underwriters;

 

 Ÿ the grant of options or the issuance of shares of common stock pursuant to any employee benefit plan described in this prospectus;

 

 Ÿ the filing with the Securities and Exchange Commission of any registration statement on Form S-8 in respect of any employee benefit plan described in this prospectus;

 

 Ÿ transactions by a selling stockholder relating to shares of common stock or other securities acquired in open market transactions after the completion of the offering of the shares;

 

 Ÿ the offer or sale of, or transfer to its partners, who may then offer or sell, up to 850,000 shares of common stock owned by New Enterprise Associates 11, Limited Partnership to its limited partners (which may then offer or sell such shares) 45 days after the date of this prospectus;

Ÿtransfers of shares of common stock or any security convertible, exchangeable or exercisable into common stock as abona fide gift;

 

 Ÿ transfers of shares of common stock to any trust, partnership, or limited liability company or other entity for the direct or indirect benefit of the signer or the immediate family of the signer;

 

 Ÿ transfers of shares of common stock to any beneficiary of the signer pursuant to a will or other testamentary document or applicable laws of descent;

 

 Ÿ transfers of shares of common stock or any securities convertible into or exercisable or exchangeable for common stock to the company;

 

 Ÿ distributions of shares of common stock or any security convertible, exchangeable or exercisable into common stock to limited partners or stockholders of the signer; or

 Ÿ transfers of shares of common stock to any wholly-owned subsidiary of the signer or to the parent corporation of the signer or any wholly-owned subsidiary of the signer or to the parent corporation of the signer or any wholly-owned subsidiary of such parent corporation;

provided that in the case of any of the last seven bullets, (i) each donee distributee or transferee shall sign and deliver a lock-up agreement and (ii) no filing under Section 16(a) of the Exchange Act, reporting a reduction in beneficial ownership of shares of common stock, shall be required or shall be voluntarily made in connection with such transfer or distribution during the 18090 day period (including extensions).

The 18090 day restricted period described in the preceding paragraph (and the 45 day restricted period with respect to 850,000 shares of common stock held by New Enterprise Associates 11, Limited Partnership) will be extended if:

 

 Ÿ during the last 17 days of the 180 daysuch restricted period we issue an earnings release or material news or a material event relating to us occurs, or

 

 Ÿ prior to the expiration of the 180 daysuch restricted period, we announce that we will release earnings results during the 16 day period beginning on the last day of the 180 daysuch restricted period,

in which case the restrictions described in the preceding paragraph will continue to apply until the expiration of the 18 day period beginning on the issuance of the earnings release or the occurrence of material news or a material event.

In order to facilitate the offering of the common stock, the underwriters may engage in transactions that stabilize, maintain or otherwise affect the price of the common stock. Specifically, the underwriters may sell more shares than they are obligated to purchase under the underwriting agreement, creating a short position. A short sale is covered if the short position is no greater than the number of shares available for purchase by the underwriters under the over-allotment option. The underwriters can close out a covered short sale by exercising the over-allotment option or purchasing shares in the open market. In determining the source of shares to close out a covered short sale, the underwriters will consider, among other things, the open market price of shares compared to the price available under the over-allotment option. The underwriters may also sell shares in excess of the over-allotment option, creating a naked short position. The underwriters must close out any naked short position by purchasing shares in the open market. A naked short position is more likely to be created if the underwriters are concerned that there may be downward pressure on the price of the common stock in the open market after pricing that could adversely affect investors who purchase in this offering. As an additional means of facilitating this offering, the underwriters may bid for, and purchase, shares of common stock in the open market to stabilize the price of the common stock. These activities may raise or maintain the market price of the common stock above independent market levels or prevent or retard a decline in the market price of the common stock. The underwriters are not required to engage in these activities and may end any of these activities at any time.

We, the selling stockholders and the underwriters have agreed to indemnify each other against certain liabilities, including liabilities under the Securities Act.

A prospectus in electronic format may be made available on websites maintained by one or more underwriters, or selling group members, if any, participating in this offering. The representative may agree to allocate a number of shares of common stock to underwriters for sale to their online brokerage account holders. Internet distributions will be allocated by the representative to underwriters that may make Internet distributions on the same basis as other allocations.

European Economic Area

In relation to each Member State of the European Economic Area which has implemented the Prospectus Directive, each underwriter has represented and agreed that with effect from and including the date on which the Prospectus Directive is implemented in that Member State it has not made and will not make an offer of shares to

the public in that Member State, except that it may, with effect from and including such date, make an offer of shares to the public in that Member State:

(a) at any time to legal entities which are authorised or regulated to operate in the financial markets or, if not so authorised or regulated, whose corporate purpose is solely to invest in securities;

(b) at any time to any legal entity which has two or more of (1) an average of at least 250 employees during the last financial year; (2) a total balance sheet of more than €43,000,000€43,000,000; and (3) an annual net turnover of more than €50,000,000, as shown in its last annual or consolidated accounts; or

(c) at any time in any other circumstances which do not require the publication by us of a prospectus pursuant to Article 3 of the Prospectus Directive.

For the purposes of the above, the expression an “offer of shares to the public” in relation to any shares in any Member State means the communication in any form and by any means of sufficient information on the terms of the offer and the shares to be offered so as to enable an investor to decide to purchase or subscribe for the shares, as the same may be varied in that Member State by any measure implementing the Prospectus Directive in that Member State and the expression Prospectus Directive means Directive 2003/71/EC and includes any relevant implementing measure in that Member State.

United Kingdom

Each underwriter has represented and agreed that it has only communicated or caused to be communicated and will only communicate or cause to be communicated an invitation or inducement to engage in investment activity (within the meaning of Section 21 of the Financial Services and Markets Act 2000) in connection with the issue or sale of the shares in circumstances in which Section 21(1) of such Act does not apply to us and it has complied and will comply with all applicable provisions of such Act with respect to anything done by it in relation to any shares in, from or otherwise involving the United Kingdom.

Other Relationships

PricingMost of the Offering

Prior to this offering, there has been no public market for our common stock. The initial public offering price was determined by negotiations between us and the representative. Among the factors consideredunderwriters acted as underwriters in determining the initial public offering price were our future prospects and those of our industry in general, our sales, earnings and certain other financial and operating information in recent periods, and the price-earnings ratios, price-sales ratios, market prices of securities, and certain financial and operating information of companies engaged in activities similar to ours.

Directed Share Program

At our request, the underwriters have reservedpercent of the shares of common stock offered by this prospectus for sale, at the initial public offering price, to directors, officers, employees, business associates and related persons of InnerWorkings, Inc. If purchased by these persons, these shares will be subject to a 180-day lock-up restriction. The number of shares of common stock available for sale to the general public will be reduced to the extent these individuals purchase such reserved shares. Any reserved shares that are not so purchased will be offered by the underwriters to the general public on the same basis as the other shares offered by this prospectus.

Other Relationships

stock. Certain of the underwriters or their affiliates may provide in the future financial advisory services to us in the ordinary course of business, for which they may receive customary fees and commissions. JPMorgan Chase Bank, N.A., an affiliate of J.P. Morgan Securities Inc., is the provider of our line of credit. See “Management Discussion and Analysis—Liquidity and Capital Resources.”

LEGAL MATTERS

The validity of the common stock offered hereby has been passed upon for us by Winston & Strawn LLP, Chicago, Illinois. Certain legal matters with respect to this offering will behave been passed upon for the underwriters by Mayer, Brown, Rowe & MawSidley Austin LLP, Chicago, Illinois.

EXPERTS

The consolidated financial statements of InnerWorkings, LLC at December 31, 20052004 and 2004,2005, and for each of the three years in the period ended December 31, 2005, appearing in this Prospectus and Registration Statement have been audited by Ernst & Young LLP, independent registered public accounting firm, as set forth in their report thereon appearing elsewhere herein, and are included in reliance upon such report given on the authority of such firm as experts in accounting and auditing.

The financial statements of Graphography Limited LLC at December 31, 2005 and for the year then ended, appearing in this Prospectus and Registration Statement have been audited by Ernst & Young LLP, independent registered public accounting firm, as set forth in their report thereon appearing elsewhere herein, and are included in reliance upon such report given on the authority of such firm as experts in accounting and auditing. The financial statements of Applied Graphics, Inc. at October 31, 2005 and for the year ended appearing in this Prospectus and Registration Statement have been audited by Smith, Lange & Phillips LLP, an independent auditor, as set forth in their report thereon appearing elsewhere herein, and are included in reliance upon such report given on the authority of such firm as experts in accounting and auditing.

WHERE YOU CAN FIND ADDITIONAL INFORMATION

We have filed with the Securities and Exchange Commission a registration statement on Form S-1, including exhibits, schedules and any amendments with respect to the common stock we are offering hereby. This prospectus is a part of the registration statement and includes all of the information which we believe is material to you in considering whether to make an investment in our common stock. We refer you to the registration statement for additional information about us, our common stock and this offering, including the full texts of the exhibits, some of which have been summarized in this prospectus. Statements contained in this prospectus as to the contents of any contract or any other document referred to are not necessarily complete. With respect to each such contract or other document filed as a part of the registration statement, reference is made to the exhibit for a more complete description of the matters involved, and each such statement shall be deemed qualified in its entirety by such reference. The registration statement is available for inspection and copying at the Securities and Exchange Commission’s Public Reference Room at 450 Fifth100 F Street, N.W.N.E., Washington, D.C. 20549. The public may obtain information about the operation of the Public Reference Room by calling the SEC at 1-800-SEC-0330. In addition, the SEC maintains an Internet site that makes available the registration statement. The address of the SEC’s Internet site is http://www.sec.gov. As a result of this offering, we will be required to file reports and other information with the Securities and Exchange Commission pursuant to the informational requirements of the Securities Exchange Act of 1934.

We file annual, quarterly and current reports and other information with the Securities and Exchange Commission. You may read and copy all or any portion of the registration statement or any other information we file at the Securities and Exchange Commission’s Public Reference Room at 100 F Street, N.E., Room 1580, Washington, D.C. 20549. You can request copies of these documents, upon payment of a duplicating fee, by writing to the Securities and Exchange Commission. Please call the Securities and Exchange Commission at 1-800-SEC-0330 for further information about the operation of the public reference room. Our filings, including the registration statement, are also available to the public from commercial document retrieval services and at the Securities and Exchange Commission’s web site at (http://www.sec.gov).

InnerWorkings, LLC and Subsidiary

Consolidated Financial Statements

Years Ended December 31, 2005,2003, 2004, and 20032005

Contents

 

Report of Independent Registered Public Accounting Firm

F-3

Consolidated Financial Statements

Consolidated Balance Sheets

F-4

Consolidated Statements of Operations

F-5

Consolidated Statements of Members’ Equity

F-6

Consolidated Statements of Cash Flows

F-7

Notes to Consolidated Financial Statements

F-8

InnerWorkings, Inc.

Condensed Consolidated Financial Statements

Nine Months Ended September 30, 2005 and 2006—unaudited

Condensed Consolidated Financial Statements

Condensed Consolidated Balance Sheets

F-22

Condensed Consolidated Statements of Operations

F-24

Condensed Consolidated Statements of Cash Flows

F-25

Notes to Condensed Consolidated Financial Statements

F-26

Graphography Limited LLC

Financial Statements

Year Ended December 31, 2005

Contents

 

Report of Independent Auditors

  F-2F-36

Consolidated Financial Statements

  

Consolidated Balance SheetsSheet

  F-3F-37

Consolidated Statement of Operations

F-38

Consolidated Statement of Members’ Equity

F-39

Consolidated Statement of Cash Flows

F-40

Notes to Financial Statements

F-41

Graphography Limited LLC

Financial Statements

Three Months Ended March 31, 2005 and 2006—unaudited

Consolidated Financial Statements

Consolidated Balance Sheets

F-44

Consolidated Statements of Operations

  F-4

Consolidated Statements of Members’ Equity

F-5F-45

Consolidated Statements of Cash Flows

  F-6F-46

Notes to Consolidated Financial Statements

  F-7F-47

Applied Graphics, Inc.

InnerWorkings, Inc. and Subsidiary

Condensed Consolidated Financial Statements

Year Ended October 31, 2005

Three Months Ended March 31, 2006 and 2005Contents

 

Condensed Consolidated Report of Independent Auditors

F-48

Financial Statements

  

Condensed Consolidated Balance Sheet

F-49

Statement of Operations

F-50

Statement of Stockholders’ Equity

F-51

Statement of Cash Flows

F-52

Notes to Financial Statements

F-53

Applied Graphics, Inc.

Financial Statements

Nine Months Ended July 31, 2005 and 2006—unaudited

Contents

Financial Statements

Balance Sheets

  F-19F-57

Condensed Consolidated Statements of Operations

  F-20F-58

Condensed Consolidated Statements of Cash Flows

  F-21F-59

Notes to Financial Statements

F-60

InnerWorkings, Inc.

Unaudited Pro Forma Condensed Consolidated Financial Statements

Unaudited Pro Forma Condensed Consolidated Financial Statements

  F-22F-63

Unaudited Pro Forma Condensed Consolidated Balance Sheet as of September 30, 2006

F-65

Unaudited Pro Forma Condensed Consolidated Income Statement for the Year Ended December 31, 2005

F-66

Unaudited Pro Forma Condensed Consolidated Income Statement for the Nine Months Ended September 30, 2006

F-67

Notes to Unaudited Pro Forma Condensed Consolidated Financial Statements

F-68

Report of Independent Registered Public Accounting Firm

 

The Members

InnerWorkings, LLC and Subsidiary

 

We have audited the accompanying consolidated balance sheets of InnerWorkings, LLC and Subsidiary as of December 31, 20052004 and 2004,2005, and the related consolidated statements of operations, members’ equity, and cash flows for each of the three years in the period ended December 31, 2005. These financial statements are the responsibility of the Company’s management. Our responsibility is to express an opinion on these financial statements based on our audits.

 

We conducted our audits in accordance with the standards of the Public Company Accounting Oversight Board (United States). Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of material misstatement. We were not engaged to perform an audit of the Company’s internal control over financial reporting. Our audits included consideration of internal control over financial reporting as a basis for designing audit procedures that are appropriate in the circumstances, but not for the purpose of expressing an opinion on the effectiveness of the Company’s internal control over financial reporting. Accordingly, we express no such opinion. An audit also includes examining, on a test basis, evidence supporting the amounts and disclosures in the financial statements, assessing the accounting principles used and significant estimates made by management, and evaluating the overall financial statement presentation. We believe that our audits provide a reasonable basis for our opinion.

 

In our opinion, the consolidated financial statements referred to above present fairly, in all material respects, the financial position of InnerWorkings, LLC and Subsidiary as of December 31, 20052004 and 2004,2005, and the results of their operations and their cash flows for each of the three years in the period ended December, 31, 2005, in conformity with U.S. generally accepted accounting principles.

 

/s/ Ernst & Young LLP

Chicago, Illinois

March 15, 2006 except for the “Stock Split” section of Note 2,

as to which the date is                     , 2006

 /s/ Ernst & Young LLP

 


The foregoing report is the form that will be signed upon the completion of the common stock split described in “stock split” section of Note 2 in the consolidated financial statements.

Chicago, Illinois

May 9, 2006

InnerWorkings, LLC and Subsidiary

 

Consolidated Balance Sheets

 

  December 31,

   December 31,

 
  2004

 2005

   2004

 2005

 

Assets

      

Current assets:

      

Cash and cash equivalents

  $1,475,791  $2,962,740   $1,475,791  $2,962,740 

Accounts receivable, net of allowance for doubtful accounts of $173,839 in 2005 and $153,693 in 2004

   9,878,792   14,520,055    9,878,792   14,520,055 

Unbilled revenue

   894,595   1,974,920    894,595   1,974,920 

Prepaid expenses

   659,615   2,612,752    659,615   2,612,752 

Advances to related parties

   173,348   124,534    173,348   124,534 

Other current assets

   47,677   1,486,407    47,677   1,486,407 
  


 


  


 


Total current assets

   13,129,818   23,681,408    13,129,818   23,681,408 

Property and equipment, net

   448,034   1,538,794    448,034   1,538,794 

Intangibles and other assets:

      

Goodwill

   234,500   352,954    234,500   352,954 

Intangible assets, net of accumulated amortization of $236,711 in 2005 and $98,351 in 2004

   790,149   930,774    790,149   930,774 

Deposits

   57,757   12,176    57,757   12,176 

Investment

      125,000       125,000 

Other assets

   53,139   43,559    53,139   43,559 
  


 


  


 


   1,135,545   1,464,463    1,135,545   1,464,463 
  


 


  


 


Total assets

  $14,713,397  $26,684,665   $14,713,397  $26,684,665 
  


 


  


 


Liabilities and members’ equity

      

Current liabilities:

      

Accounts payable—trade

  $8,609,120  $13,488,237   $8,609,120  $13,488,237 

Distribution payable

      2,987,000       2,987,000 

Outstanding line of credit

   678,154   2,923,511    678,154   2,923,511 

Current maturities of capital lease obligations

   52,972   109,185    52,972   109,185 

Customer deposits

   240,840   284,407    240,840   284,407 

Other liabilities

      51,697       51,697 

Accrued expenses

   81,443   297,310    81,443   297,310 
  


 


  


 


Total current liabilities

   9,662,529   20,141,347    9,662,529   20,141,347 

Capital lease obligations, less current maturities

   75,175   283,645    75,175   283,645 

Commitments and contingencies

       

Mandatorily redeemable preferred stock—Class D

   2,021,774       2,021,774    
  


 


  


 


Total liabilities

   11,759,478   20,424,992    11,759,478   20,424,992 

Class D, convertible redeemable preferred shares, $3.125 par value, 1,600,000 shares authorized, 1,600,000 shares issued and outstanding; liquidation preference of $5,007,525

      5,007,525       5,007,525 

Class C, convertible redeemable preferred shares, $1.00 par value, 2,580,000 shares authorized at December 31, 2004, December 31, 2,580,000 shares issued and outstanding at 2004; liquidation preference of $2,862,853

   2,862,853    

Class C, convertible redeemable preferred shares, $1.00 par value, 2,580,000 shares authorized at December 31, 2004 and December 31, 2005; 2,580,000 issued and outstanding at 2004; liquidation preference of $2,862,853 at 2004

   2,862,853    

Members’ equity:

      

Class B, convertible preferred shares, $.80 par value, 937,500 shares authorized, 937,500 shares issued and outstanding; liquidation preference of $1,500,000

   750,000   770,625    750,000   770,625 

Class A, common shares, $0 par value, 31,926,375 shares authorized, 31,926,375 and 29,521,375 shares issued and outstanding at December 31, 2005, respectively

   528,591   2,635,091 

Class A, common shares, $0 par value, 31,926,375 shares authorized, 29,521,375 and 31,926,375 shares issued and outstanding, respectively

   528,591   2,635,091 

Member receivable

   (188,469)  (188,469)   (188,469)  (188,469)

Additional paid-in capital

   ��   46,500       46,500 

Accumulated deficit

   (999,056)  (2,011,599)   (999,056)  (2,011,599)
  


 


  


 


Total members’ equity

   91,066   1,252,148    91,066   1,252,148 
  


 


  


 


Total liabilities and members’ equity

  $14,713,397  $26,684,665   $14,713,397  $26,684,665 
  


 


  


 


 

See accompanying notes to consolidated financial statements.

InnerWorkings, LLC and Subsidiary

 

Consolidated Statements of Operations

 

  Years Ended December 31,

   Years Ended December 31,

 
  2003

 2004

 2005

   2003

 2004

 2005

 

Revenue

  $16,228,456  $38,883,542  $76,869,586   $16,228,456  $38,883,542  $76,869,586 

Cost of goods sold (exclusive of depreciation and amortization)

   12,487,388   30,482,928   61,271,453    12,487,388   30,482,928   61,271,453 
  


 


 


  


 


 


Gross profit

   3,741,068   8,400,614   15,598,133    3,741,068   8,400,614   15,598,133 

Operating expenses:

      

Selling, general, and administrative expenses

   2,959,352   6,105,317   10,605,248    2,959,352   6,105,317   10,605,248 

Depreciation and amortization

   17,713   223,027   387,911    17,713   223,027   387,911 
  


 


 


  


 


 


Income from operations

   764,003   2,072,270   4,604,974    764,003   2,072,270   4,604,974 

Other income (expense):

      

Interest income

   2,785   9,222   78,627    2,785   9,222   78,627 

Interest expense

   (88,555)  (131,551)  (98,128)   (88,555)  (131,551)  (98,128)

Minority interest

   (7,618)  (191,837)  58,244    (7,618)  (191,837)  58,244 

Other, net

      (1,294)  (9,580)      (1,294)  (9,580)
  


 


 


  


 


 


Total other income (expense)

   (93,388)  (315,460)  29,163    (93,388)  (315,460)  29,163 
  


 


 


  


 


 


Net income

   670,615   1,756,810   4,634,137    670,615   1,756,810   4,634,137 

Dividends on preferred shares

   (176,029)  (462,000)  (761,825)   (176,029)  (462,000)  (761,825)
  


 


 


  


 


 


Net income applicable to common shareholders

  $494,586  $1,294,810  $3,872,312   $494,586  $1,294,810  $3,872,312 
  


 


 


  


 


 


Basic earnings per share

  $0.02  $0.04  $0.12   $0.02  $0.04  $0.12 

Diluted earnings per share

  $0.02  $0.04  $0.12   $0.02  $0.04  $0.12 
  
 Pro Forma

 
 

Historical net income

  $670,615  $1,756,810  $4,634,137 

Pro forma provision for income taxes

   (261,540)  (685,156)  (1,807,313)
  


 


 


Net income adjusted for pro forma provision for income taxes

  $409,075  $1,071,654  $2,826,824 
  


 


 


Pro forma basic earnings (loss) per share

  $0.01  $0.02  $0.07 

Pro forma diluted earnings (loss) per share

  $0.01  $0.02  $0.07 

Pro forma basic earnings (loss) per share (Note 9)

  $0.01  $0.02  $0.08 

Pro forma diluted earnings (loss) per share (Note 9)

  $0.01  $0.02  $0.08 

 

See accompanying notes to consolidated financial statements.

InnerWorkings, LLC and Subsidiary

 

Consolidated Statements of Members’ Equity

 

  Common A

 Class B Preferred

  

Member

Receivable


  

Additional

Paid-In

Capital


  

Retained

Earnings

(Deficit)


       Common A

 Class B Preferred

  

Member

Receivable


  

Additional

Paid-In

Capital


  

Retained

Earnings

(Deficit)


     
  Shares

 Amount

 Shares

  Amount

     Total

   Shares

 Amount

 Shares

  Amount

     Total

 

Balance at January 1, 2003

  15,384,375  $327,091  937,500  $750,000  $(188,469) $  $(322,565)  $566,057   15,384,375  $327,091  937,500  $750,000  $(188,469) $  $(322,565)  $566,057 

Net income

                   670,615    670,615                    670,615    670,615 

Shares issued

  13,969,000                        13,969,000                      

Preferred Series C dividends

                   (108,529)   (108,529)                   (108,529)   (108,529)

Distributions on Common A

                   (740,267)   (740,267)                   (740,267)   (740,267)

Preferred Series B dividends

                   (67,500)   (67,500)                   (67,500)   (67,500)
  

 


 
  

  


 

  


  


  

 


 
  

  


 

  


  


Balance at December 31, 2003

  29,353,375   327,091  937,500   750,000   (188,469)     (568,246)   320,376   29,353,375   327,091  937,500   750,000   (188,469)     (568,246)   320,376 

Net income

                   1,756,810    1,756,810                    1,756,810    1,756,810 

Shares issued

  2,568,000   835,500              (634,000)   201,500   2,568,000   835,500              (634,000)   201,500 

Shares repurchased

  (2,400,000)  (634,000)                 (634,000)  (2,400,000)  (634,000)                 (634,000)

Preferred Series C dividends

                   (387,000)   (387,000)                   (387,000)   (387,000)

Distributions on Common A

                   (1,091,620)   (1,091,620)                   (1,091,620)   (1,091,620)

Preferred Series B dividends

                   (75,000)   (75,000)                   (75,000)   (75,000)
  

 


 
  

  


 

  


  


  

 


 
  

  


 

  


  


Balance at December 31, 2004

  29,521,375   528,591  937,500   750,000   (188,469)     (999,056)   91,066   29,521,375   528,591  937,500   750,000   (188,469)     (999,056)   91,066 

Net income

                   4,634,137    4,634,137                    4,634,137    4,634,137 

Shares issued

  200,000   160,000                  160,000   200,000   160,000                  160,000 

Shares granted – expensed

  175,000   87,500                  87,500   175,000   87,500                  87,500 

Shares issued in connection with preferred Series D investment

  450,000   279,000                  279,000   450,000   279,000                  279,000 

Shares issued upon conversion of preferred Series C

  1,580,000   1,580,000                  1,580,000   1,580,000   1,580,000                  1,580,000 

Options issued in connection with IWG purchase

                46,500       46,500 

Options issued in connection with Insight purchase

                46,500       46,500 

Preferred Series D dividends (since February 2005 amendment)

                   (526,667)   (526,667)                   (526,667)   (526,667)

Preferred Series D accretion

                   (69,751)   (69,751)                   (69,751)   (69,751)

Preferred Series C dividends

                   (135,783)   (135,783)                   (135,783)   (135,783)

Distributions on Common A

                   (4,815,104)   (4,815,104)                   (4,815,104)   (4,815,104)

Preferred Series B dividends

          20,625         (99,375)   (78,750)          20,625         (99,375)   (78,750)
  

 


 
  

  


 

  


  


  

 


 
  

  


 

  


  


Balance at December 31, 2005

  31,926,375  $2,635,091  937,500  $770,625  $(188,469) $46,500  $(2,011,599)  $1,252,148   31,926,375  $2,635,091  937,500  $770,625  $(188,469) $46,500  $(2,011,599)  $1,252,148 
  

 


 
  

  


 

  


  


  

 


 
  

  


 

  


  


 

See accompanying notes to consolidated financial statements.

InnerWorkings, LLC and Subsidiary

 

Consolidated Statements of Cash Flows

 

  Years Ended December 31,

   Years Ended December 31,

 
  2003

 2004

 2005

   2003

 2004

 2005

 

Operating activities

      

Net income

  $670,615  $1,756,810  $4,634,137   $670,615  $1,756,810  $4,634,137 

Adjustments to reconcile net income to net cash provided by (used in) operating activities:

      

Minority interest

   7,618   191,837   (58,244)   7,618   191,837   (58,244)

Noncash stock compensation expense

    87,500     87,500 

Depreciation and amortization

   17,713   223,027   387,911    17,713   223,027   387,911 

Bad debt provision

   125,022   148,616   176,392    125,022   148,616   176,392 

Deferred financing amortization

         9,580          9,580 

Change in assets:

      

Accounts receivable

   (2,922,835)  (6,460,798)  (4,817,655)   (2,922,835)  (6,460,798)  (4,817,655)

Unbilled revenue

   (502,815)  (304,512)  (1,080,325)   (502,815)  (304,512)  (1,080,325)

Prepaid expenses and other

   (616,591)  (77,783)  (3,346,286)   (616,591)  (77,783)  (3,346,286)

Change in liabilities:

      

Accounts payable

   2,207,179   5,371,898   4,879,117    2,207,179   5,371,898   4,879,117 

Customer deposits

   110,703   130,136   43,568    110,703   130,136   43,568 

Accrued expenses and other

   206,071   (124,628)  51,148    206,071   (124,628)  51,148 
  


 


 


  


 


 


Net cash provided by (used in) operating activities

   (697,320)  854,603   966,843    (697,320)  854,603   966,843 

Investing activities

      

Purchases of property and equipment

   (70,388)  (309,834)  (1,005,447)   (70,388)  (309,834)  (1,005,447)

Investment in Echo

         (125,000)         (125,000)

Purchase of customer list

         (37,500)         (37,500)

Purchase of Ocular

      (681,225)         (681,225)   
  


 


 


  


 


 


Net cash used in investing activities

   (70,388)  (991,059)  (1,167,947)   (70,388)  (991,059)  (1,167,947)

Financing activities

      

Net borrowings (repayments) of note payable, bank

   (84,202)  678,154   2,245,357    (84,202)  678,154   2,245,357 

Payment of deferred financing fees

      (30,339)         (30,339)   

Principal payments on capital lease obligations

      (45,031)  (58,908)      (45,031)  (58,908)

Advances to related parties

   (28,000)  (344,803)  (208,189)   (28,000)  (344,803)  (208,189)

Payments of distributions

   (740,265)  (1,458,347)  (1,611,690)   (740,265)  (1,458,347)  (1,611,690)

Payment of dividends on preferred shares

   (125,376)  (229,800)  (838,517)   (125,376)  (229,800)  (838,517)

Issuance of shares

   2,460,000   2,300,000   2,160,000    2,460,000   2,300,000   2,160,000 

Payments for share repurchase

      (224,000)         (224,000)   
  


 


 


  


 


 


Net cash provided by financing activities

   1,482,157   645,834   1,688,053    1,482,157   645,834   1,688,053 
  


 


 


  


 


 


Increase in cash and cash equivalents

   714,449   509,378   1,486,949    714,449   509,378   1,486,949 

Cash and cash equivalents, beginning of year

   251,964   966,413   1,475,791    251,964   966,413   1,475,791 
  


 


 


  


 


 


Cash and cash equivalents, end of year

  $966,413  $1,475,791  $2,962,740   $966,413  $1,475,791  $2,962,740 
  


 


 


  


 


 


Supplemental disclosure of cash flow information

      

Cash paid during the year for interest

  $88,555  $27,277  $71,300   $88,555  $27,277  $71,300 
  


 


 


  


 


 


Noncash investing activity

      

Settlement of accounts receivable as part of Ocular acquisition

  $  $441,775  $   $  $441,775  $ 
  


 


 


  


 


 


Settlement of advances to related parties as part of acquisition

  $  $  $313,438   $  $  $313,438 
  


 


 


  


 


 


Issuance of options in connection with IWG acquisition

  $  $  $46,500 

Issuance of options in connection with Insight acquisition

  $  $  $46,500 
  


 


 


  


 


 


Purchase of furniture and equipment with capital lease

  $  $173,178  $323,591   $  $173,178  $323,591 
  


 


 


  


 


 


Noncash financing activity

      

Share repurchase in exchange for reduction in prepaid commission

  $  $410,000  $   $  $410,000  $ 
  


 


 


  


 


 


 

See accompanying notes to consolidated financial statements.

InnerWorkings, LLC and Subsidiary

 

Notes to Consolidated Financial Statements

 

December 31, 2005,2003, 2004, and 20032005

 

1. Description of the Business

 

InnerWorkings, LLC (IW or the Company) is majority owned by InCorpIncorp, LLC. The Company is a leading provider of print procurement services to large and middle market companies in the United States. The Company’s services range from procuring, purchasing and delivering print products in individual transactions through a competitive bid process to offering comprehensive outsourced enterprise solutions.

 

In January 2003, the Company acquired all outstanding member units of Insight, World Group (IWG)LLC (Insight) from its controlling member. Subsequent to the acquisition, certain intangible assets of Express Productions, Inc. (see Note 7) were acquired by IWGInsight in exchange for a 49% ownership interest resulting from recently issued member units of IWG.Insight. In March 2005, the Company purchased the remaining 49% interest in IWGInsight in exchange for 150,000 options to purchase Class A common nonvoting units in IW at an exercise price of $.50 per unit. The consolidated financial statements include the results of IWGInsight from the date of acquisition.

 

The Company is organized pursuant to the Delaware Limited Liability Company Act, which limits the liability of the individual members. The term of existence began with the filing of the Certificate of Formation with the Delaware Secretary of State and continues indefinitely.

 

2. Summary of Significant Accounting Policies

 

Basis of Presentation

 

The consolidated financial statements include the accounts of IW and its subsidiary, IWG.Insight. All significant intercompany accounts and transactions have been eliminated in the consolidation.

Pro Forma Earnings Per Share

Except as noted below, pro forma earnings per share is calculated by dividing the pro forma net income by weighted average number of common shares outstanding. The shares used in computing pro forma earnings per share have been adjusted to reflect 777,778 shares assumed to have been issued resulting in proceeds sufficient to pay for the preferential distribution and for the conversion of the preferred shares to Class A common shares. In addition, the pro forma earnings per share have been adjusted to reflect 276,683 shares assumed to have been issued to liquidate the outstanding debt as of the offering date.

 

Use of Estimates

 

The preparation of consolidated financial statements requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, disclosures of contingent assets and liabilities at the date of the financial statements, and the reported amounts of revenues and expenses during the reporting period. Actual results could differ from those estimates.

 

Revenue Recognition

 

Revenue is recognized when the product is shipped from a third party to the customer, which is when title transfers. Unbilled revenue relates to shipments that have been made to customers for which the related account receivable has not yet been billed.

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

In accordance with EITF Issue 99-19,Reporting Revenue Gross as a Principal versus Net as an Agent, we recognize revenue on a gross basis, as opposed to a net basis similar to a commission arrangement, because we bear the risks and benefits associated with revenue-generated activities by: (1) acting as a principal in the transaction; (2) establishing prices; (3) being responsible for fulfillment of the order; (4) taking the risk of loss for collection, delivery and returns; and (5) marketing our products, among other things.

 

Cash and Cash Equivalents

 

For purposes of the consolidated statements of cash flows, the Company considers all highly liquid investments purchased with a maturity of three months or less to be cash equivalents.

 

Accounts Receivable

 

Accounts receivable are uncollateralized customer obligations due under normal trade terms. Invoices require payment within 30 to 60 days from the invoice date. Accounts receivable are stated at the amount billed

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

to the customer. Customer account balances with invoices dated over 90 days old are considered delinquent. Interest is not accrued on outstanding balances.

 

The carrying amount of accounts receivable is reduced by a valuation allowance that reflects management’s best estimate of the amounts that will not be collected. Management individually reviews all accounts receivable balances and, based on an assessment of current creditworthiness, estimates the portion, if any, of the balance that will not be collected. Fully reserved receivables are reviewed on a monthly basis and uncollectible accounts are written off when all reasonable collection efforts have been exhausted.

 

Property and Equipment

 

Property and equipment are stated at cost. Depreciation is computed using the straight-line method over the estimated useful lives of the respective assets. The estimated useful lives, by asset class, are as follows:

 

Computer equipment and software

  3 years

Furniture and fixtures

  5 years

 

Goodwill and Other Intangibles

 

Goodwill represents the excess of purchase price and related costs over the value assigned to the net tangible and identifiable intangible assets of businesses acquired. In accordance with Statement of Financial Accounting Standards (SFAS) No. 142,Goodwill and Other Intangible Assets,goodwill is not amortized, but instead is tested for impairment annually, or more frequently if circumstances indicate a possible impairment may exist. The Company evaluates the recoverability of goodwill using a two-step impairment test. For goodwill impairment review purposes, the Company has one reporting unit. In the first step, the fair value for the Company is compared to its book value including goodwill. In the case that the fair value is less than the book value, a second step is performed which compares the implied fair value of goodwill to the book value of the goodwill. The fair value for the goodwill is determined based on the difference between the fair values and the net fair values of the identifiable assets and liabilities. If the implied fair value of the goodwill is less than the book value, the difference is recognized as an impairment.

 

SFAS No. 142 also requires that intangible assets with finite lives be amortized over their respective estimated useful lives and reviewed for impairment in accordance with SFAS No. 144,Accounting for the Impairment or Disposal of Long-Lived Assets. The Company’s intangible assets consist of customer lists and noncompete agreements, which are being amortized on the straight-line basis over their estimated useful lives of ten years and five years, respectively.

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

 

Following is a summary of the intangible assets as of December 31:

 

   2004

  2005

  Weighted-
Average Life


Customer lists

  $646,500  $925,485  9.7 years

Noncompete agreement

   242,000   242,000  5 years
   


 


  
    888,500   1,167,485   

Less accumulated amortization

   (98,351)  (236,711)  
   


 


  

Intangible assets, net

  $790,149  $930,774   
   


 


  

 

Amortization expense related to these intangible assets was $138,360$98,351 and $98,351$138,360 for the years ended December 31, 2004 and 2005, and 2004, respectively.

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

 

The estimated amortization expense for the next five years is as follows:

 

2006

  $155,949

2007

   137,199

2008

   137,199

2009

   100,899

2010

   88,799

Thereafter

   310,729
   

   $930,774
   

 

Shipping and Handling Costs

 

Shipping and handling costs are classified in cost of sales in the consolidated statements of operations.

 

Investment

 

Investment consists of an investment in an affiliated company that IW does not control and does not have the ability to exercise significant influence over such affiliated companies’ operations and financial policies. This investment is accounted for using the cost method.

 

Income Taxes

 

Through December 31, 2005, IW and its subsidiary are treated as partnerships for federal income tax purposes. Federal taxes are not payable by or provided for the companies. Members are taxed individually on their share of each of the Company’s earnings.

 

On January 3, 2006, as discussed in Note 18, IW converted from an LLC to a “C” corporation. In connection with this conversion, the Company will account for income taxes in accordance with SFAS No. 109,Accounting for Income Taxes(SFAS No. 109), under which deferred assets and liabilities are recognized based upon anticipated future tax consequences attributable to differences between financial statement carrying values of assets and liabilities and their respective tax bases. A valuation allowance is established to reduce the carrying value of deferred tax assets if it is considered more likely than not that such assets will not be realized. Any change in the valuation allowance would be charged to income in the period such determination was made. For informational purposes, the statements of operationspro forma earnings per share include a pro forma adjustment for income taxes that would have been recorded if the Company was a “C” corporation, calculated in accordance with SFAS No. 109.

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

 

Advertising

 

Costs of advertising, which are expensed as incurred by the Company, were $81,298,$49,807, $31,770, and $49,807$81,298 for each of the years ended December 31, 2005,2003, 2004, and 2003,2005, respectively.

 

Stock-Based Compensation

 

The Company accounts for stock-based employee compensation arrangements in accordance with provisions of Accounting Principles Board (APB) Opinion No. 25,Accounting for Stock Issued to Employees, and complies with the disclosure requirements of Financial Accounting Standards Board (FASB) No. 148,Accounting for Stock-Based Compensation—Transition and Disclosure—An Amendment of FASB Statement No. 123. Under APB No. 25, compensation expense is based on the difference, if any, on the grant date between

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

the estimated fair value of the Company’s stock and the exercise price of options to purchase that stock. The compensation expense is then amortized over the vesting period of the stock options.

 

To value option grants in accordance with SFAS No. 123, the Company used the minimum value method. Net income on a pro forma basis, if compensation expense for employee option-based awards were determined using the minimum value method, is as follows:

 

   Years Ended December 31,

 
   2004

  2005

 

Net income, as reported

  $1,756,810  $4,634,137 

Pro forma adjustment – net of tax:

         

Stock-based compensation, included in net income

      87,500 

Minimum value compensation expense

      (158,160)
   

  


Pro forma net income

  $1,756,810  $4,563,477 
   

  


Net income per share, as reported:

         

Basic

  $0.04  $0.12 

Diluted

  $0.04  $0.12 

Pro forma net income per share:

         

Basic

  $0.04  $0.12 

Diluted

  $0.04  $0.12 

 

To value option grants in accordance with SFAS No. 123, the Company used the minimum value method. The minimum values of the options issued were immaterial. The following assumptions were utilized in the valuation for options granted:

 

Dividend yield

  —%

Risk-free interest rate

  3.2%-4.5%

Expected life

  3 years   

Stock SplitInnerWorkings, LLC

 

Immediately priorNotes to the consummation of the initial public offering of the Company’s common stock, the number of authorized shares will be increased to             . Also, note that all common share and per share amounts in the consolidated financial statements and notes to the consolidated financial statements have been restated to reflect a              stock split effective immediately prior to the consummation of the initial public offering of the Company’s common stock.Consolidated Financial Statements—(Continued)

 

3. Property and Equipment

 

Property and equipment at December 31, 20052004 and 2004,2005, consisted of the following:

 

   2004

  2005

Computer equipment

  $115,933  $354,915

Software

   220,807   805,940

Furniture and fixtures

   206,068   710,992
   

  

    542,808   1,871,847

Less accumulated depreciation

   94,774   333,053
   

  

   $448,034  $1,538,794
   

  

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

 

Internal Use Software

 

The Company has adopted the provisions of AICPA Statement of Position (SOP) 98-1,Accounting for the Costs of Software Developed or Obtained for Internal Use.Accordingly, certain costs incurred in the planning and evaluation stage of internal use computer software are expensed as incurred. Costs incurred during the application development stage are capitalized and included in property and equiptment. Capitalized internal use software costs are amortized over the expected economic life of three to five years using the straight-line method. The total amortization expense for the years ended December 31, 2004 and 2005, was $32,798 and 2004, was $110,053, and $32,798, respectively. At December 31, 20052004 and 2004,2005, unamortized internal use software costs were $671,917$196,838 and $196,838,$671,917, respectively.

 

4. Notes Payable, Bank

 

During 2005, the Company entered into a $10,000,000 line of credit with a bank that matures on June 30, 2006. Outstanding borrowings are limited to 80% of eligible accounts receivable, as defined in the agreement. Outstanding borrowings under the line of credit were $2,923,511 at December 31, 2005. Interest is payable monthly at the prime rate (7.25% at December 31, 2005). The note is collateralized by substantially all of the Company’s assets. The Company is required to comply with certain nonfinancial covenants.

 

5. Distribution Payable

 

On December 31, 2005, the Company converted from a cash basis tax payer to an accrual basis tax payer. As a result, each owner of the Company owes taxes on the net income generated as a result of the conversion. The Company has decided to distribute funds to reimburse each owner for their portion of the tax liability created from the conversion to an accrual basis tax payer. The total amount to be distributed to the owners as of December 31, 2005, is $2,987,000. The distribution to each owner will occur in the second quarter of 2006.

 

6. Commitments and Contingencies

 

Lease Commitments

 

During 2004 and 2005, the Company entered into various capital leases for furniture and fixtures that may be purchased for a nominal amount upon expiration of the leases at various dates through November 2010. Monthly payments range from $580 to $6,516. The cost and accumulated depreciation of the capital leases included in furniture and fixtures at December 31, 2005, was $491,779 and $47,818, respectively. Amortization of the related assets is included in depreciation and amortization in the accompanying statements of operations.

 

In December 2003 (as amended in June 2005), the Company entered into an operating lease agreement for a new facility. The lease agreement expires December 31, 2015, and requires escalating base monthly rental

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

payments ranging from $16,436 to $80,136, plus an additional monthly rental payment for real estate taxes and common area maintenance fees related to the building.

 

The Company assumed various operating leases for office space and equipment in connection with the acquisition of Ocular Group, LLC (see Note 8). The lease agreements expire at various dates through November 2006, and require escalating base monthly rental payments ranging from $4,706 to $6,249, plus an additional monthly rental payment for common area maintenance fees.

 

Total rent expense for the years ended December 31, 2005,2003, 2004, and 20032005 was $360,627,$100,813, $307,305, and $100,813,$360,627, respectively.

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

 

Minimum annual rental payments are as follows:

 

   Capital
Leases


  Operating
Leases


2006

  $131,003  $544,785

2007

   88,410   598,233

2008

   85,156   790,797

2009

   85,156   856,268

2010

   74,938   874,076

Thereafter

      4,555,880
   

  

Total minimum lease payments

   464,663  $8,220,039
       

Less amounts representing interest

   71,833    
   

    
   $392,830    
   

    

 

7. Insight, World GroupLLC

 

In January 2003, the Company acquired a 100% ownership interest in IWG,Insight, LLC, a start-up entity with no net assets, liabilities, or historical operating results, from the Company’s majority holder in exchange for 13,000,000 Class A units of IW. IWGInsight allowed the Company to gain access to a new business market and build relationships with very large strategic customers. Subsequently, in October 2003, IWGInsight commenced operations by acquiring certain customer relationships from Express Productions, Inc. in exchange for the issuance of 4,900,000 Class A units of IWGInsight (a 49% interest). IWGInsight also assumed approximately $124,000 of customer deposit obligations in exchange for a note receivable from the shareholders of Express Productions, Inc. As a result of this transaction, the ownership in IWGInsight was reduced to 51%. In March 2005, the Company purchased the remaining 49% interest in IWGInsight in exchange for 150,000 options to purchase Class A common nonvoting units in IW at an exercise price of $.50 per unit (estimated fair value of $.37 per unit) and the forgiveness of advances to minority holders of approximately $313,000. As a result of this acquisition, IW recorded a customer list valued at $241,485 and goodwill of $118,454. The results of operations of IWGInsight have been included in the consolidated financials statements for 2005,2003, 2004, and 2003,2005, with a corresponding minority interest expense for the periods prior to March 2005.

 

8. Business Combination

 

Ocular Group, LLC

 

On April 6, 2004, IW acquired certain assets and assumed certain obligations of Ocular Group, LLC. (Ocular), a company which sold promotional products and print-related services manufactured or produced by third parties. Ocular allowed the Company to gain access to a new business market and build relationships with very strategic customers. The results of Ocular’s operations have been included in the consolidated financial statements since the date of acquisition.

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

 

The aggregate purchase price of the acquisition was $1,123,000. At the time of acquisition, the Company had trade receivables from Ocular of $441,775, and as a result, the Company paid in cash the net amount of $681,225, including $42,000 in direct costs related to the acquisition. The Company also assumed certain contractual operating lease obligations.

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

 

The following table summarizes the estimated fair values of the assets acquired at the date of the acquisition:

 

Customer list

  $646,500

Noncompete agreement

   242,000

Goodwill

   234,500
   

Net assets acquired

  $1,123,000
   

 

9. Earnings (Loss) Per Share

 

Basic earnings per common share is calculated by dividing net income available to common shareholders by weighted average number of common shares outstanding. Diluted earnings per share is calculated by dividing net income by the weighted average shares outstanding plus share equivalents that would arise from the exercise of share options and the conversion of preferred shares. Conversion of certain3,397,500 Series B and C preferred shares were excluded from the calculation in 2005,2003, 4,157,500 of Series B, C and D preferred shares were excluded from the calculation in 2004 and 20031,600,000 of Series D preferred shares were excluded from the calculation in 2005, as they were anti-dilutive.

 

The computation of basic and diluted earnings (loss) per common share for the years ended December 31, 2005,2003, 2004, and 2003,2005, is as follows:

 

   Years Ended December 31,

 
   2003

  2004

  2005

 

Numerator:

             

Net income

  $670,615  $1,756,810  $4,634,137 

Preferred stock dividends

   (176,029)  (462,000)  (761,825)
   


 


 


Numerator for basic earnings per share

   494,586   1,294,810   3,872,312 

Effect of dilutive securities:

             

Preferred stock dividends

         78,750 
   


 


 


          78,750 
   


 


 


Numerator for diluted earnings per share

  $494,586  $1,294,810  $3,951,062 
   


 


 


Denominator:

             

Denominator for basic earnings per share – weighted-average shares

   26,138,638   29,448,772   31,009,580 

Effect of dilutive securities:

             

Convertible preferred shares

         937,500 

Employee stock options

         760,212 
   


 


 


Dilutive potential common shares

         1,697,712 
   


 


 


Denominator for dilutive earnings per share

   26,138,638   29,448,772   32,707,292 
   


 


 


Basic earnings per share

  $0.02  $0.04  $0.12 

Diluted earnings per share

  $0.02  $0.04  $0.12 

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

Pro Forma Earnings Per Share

Pro forma earnings per share has been adjusted for the preferred stock dividends declared in 2005. The $761,825 in preferred stock dividends have been added back to net income, assuming the conversion of all preferred shares occurred at the beginning of 2005.

   Years Ended December 31,

 
   2003

  2004

  2005

 

Numerator:

             

Historical net income applicable to common shareholders

  $494,586  $1,294,810  $3,872,312 

Effect of pro forma adjustments:

             

Provision for income taxes

   (261,540)  (685,156)  (1,807,313)

Preferred stock dividends

         761,825 

Interest expense on line of credit, net of tax

         59,858 
   


 


 


    (261,540)  (685,156)  (985,630)
   


 


 


Pro forma numerator for basic and diluted earnings per share

  $233,046  $609,654  $2,886,682 

Denominator:

             

Historical denominator for basic earnings (loss) per share – weighted-average shares

   26,138,638   29,448,772   31,009,580 

Effect of pro forma adjustments:

             

Preferential distribution

         777,778 

Conversion of preferred to common shares

         2,537,500 

Liquidation of debt

         276,683 
   


 


 


Denominator for pro forma basic earnings per share

   26,138,638   29,448,772   34,601,541 

Effect of dilutive securities:

             

Employee stock options

         760,212 
   


 


 


Denominator for pro forma diluted earnings per share

   26,138,638   29,448,772   35,361,753 
   


 


 


Pro forma basic earnings per share

  $0.01  $0.02  $0.08 
   


 


 


Pro forma diluted earnings per share

  $0.01  $0.02  $0.08 
   


 


 


The pro forma earnings per share computation does not include 5,943,513 of incremental shares to be issued in connection with the completion of the Company’s initial public offering.

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

 

10. Unit Option Plan

 

In January 2004, the Company adopted the 2004 Unit Option Plan (the Plan) covering 4,323,500 shares of Class A common stock. Under the Plan, the Company may issue options, at the discretion of the Board, to purchase Class A nonvoting member units. The Plan is administered by the Board of Managers who determines

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

the exercise price of options, number of units to be issued, and the vesting period. As specified in the Plan, the exercise price per share to be issued shall not be less than the fair market value on the effective date of grant. The term of an option shall not exceed ten years, and the options generally vest ratably over four years from the date of grant. A summary of stock option activity is as follows:

 

  Years Ended December 31,

  Years Ended December 31,

  2004

  2005

  2004

  2005

  Number
of Shares


  Weighted-
Average
Exercise
Price


  Number
of Shares


  Weighted-
Average
Exercise
Price


  Number
of Shares


  Weighted-
Average
Exercise
Price


  Fair
Value
Share
Price


  Number
of Shares


  Weighted-
Average
Exercise
Price


  Fair Value
Share Price


Options outstanding at beginning of period

    $  2,985,000  $0.50    $  $  2,985,000  $0.50  $

Granted

  2,985,000   0.50  1,338,500   0.67  2,985,000   0.5   0.43  1,338,500   0.67   0.43-0.65

Exercised

                          

Forfeited

                          
  
        
      

Options outstanding at end of period

  2,985,000   0.50  4,323,500   0.55  2,985,000   0.5     4,323,500   0.55   
  
        
      

Options exercisable at end of period

  585,000   0.50  1,493,500   0.56  585,000   0.5     1,493,500   0.56   

Weighted-average minimum value of options granted during the period

          0.11             0.11   

 

As of December 31, 2005, there were 4,323,500 options issued pursuant to the Plan. These options have an exercise prices ranging from $.50$0.50 to $1.00, vest ratably over four years and have a weighted-average remaining contractual life of nine years. At December 31, 2005, 1,493,500 shares were vested.

The fair value of the Company’s common stock for options granted during 2005 was estimated by its management. The Company did not obtain contemporaneous valuations by an independent valuation specialist during this period. In August 2005, the Company engaged an independent valuation specialist to perform a retrospective valuation of its common stock as of November 30, 2004. The independent specialist arrived at a fair value using the income approach and determined the fair value of the Company’s common stock to be $0.43 per share. The Company applied the independent specialist’s methodology and determined the fair value of its common stock to be $0.65 per share as of June 30, 2005 and as of September 30, 2005. The Company accounted for stock-based compensation during this period in accordance with APB Opinion No. 25. The exercise price of all of the options that the Company granted during this period was at or above fair market value. As a result, there was no intrinsic value associated with these option grants. Pursuant to APB Opinion No. 25, the Company was not required to record any compensation expense in connection with these option grants.

 

To value option grants in accordance with SFAS No. 123, the Company used the minimum value method. The minimum values of the options issued in 2004 were immaterial. The following assumptions were utilized in the valuation for options granted:

 

Dividend yield

  —%

Risk-free interest rate

  3.2%-4.5%

Expected life

  3 years

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

 

11. Redeemable Preferred Shares and Members’ Equity

 

Class A Common Stock

 

The Company has authorized 31,926,375 common shares, of which 31,926,37529,521,375 and 29,521,37531,926,375 shares were issued and outstanding at December 31, 20052004 and 2004,2005, respectively. In February 2004, the Company repurchased 2,400,000 Class A voting shares for $634,000.

 

Preferred Shares

 

The Company has authorized 937,500 Class B preferred shares, all of which were issued and outstanding at December 31, 20052004 and 2004.2005. As of December 31, 20052004 and 2004,2005, the Company had a receivable of $188,469 for proceeds to be received for the issuance of Class B shares. Class B preferred shares are entitled to receive a distribution preference over Class A shares at a rate of $.064 per Class B preferred in the first year and increasing $.08 per year to a maximum of $.096 per year, as defined in the agreement, which are payable quarterly in advance beginning on the date of issuance. Class B preferred shares are also entitled to a liquidation preference over the Class A common shares at a rate of $1.60 per Class B preferred share. Class B preferred shares are convertible at the option of each Class B preferred share in such a number of Class A voting common shares as is

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

determined by dividing $.80 by the Class B conversion price, as defined in the agreement. The Class B conversion price shall initially be $.80, and then adjusted, as defined in the agreement. The Class B preferred shares shall also be automatically converted upon the consent of the majority of the outstanding Class B preferred shareholders or upon the filing of a registration statement on Form S-1 under the Securities Act of 1933, as defined in the agreement.

 

Class C Preferred Shares

 

The Company had authorized 2,580,000 Class C preferred shares, of which 2,580,000 were issued and outstanding at December 31, 2004. The Class C preferred shares were entitled to receive preferential cumulative distributions payable in arrears on a quarterly basis at an annual rate of $.08 per unit, beginning subsequent to June 2003. No Class A or Class B holders would have been paid until all Class C distributions were satisfied. The Class C preferred shares also received a liquidation preference of $1.00 per Class C preferred share before any Class B or Class A members may have received any liquidation payments. Class C preferred shares were convertible automatically into shares of Class A voting common shares upon the consent of the majority of the outstanding Class C preferred shareholders or upon the filing of a registration on Form S-1 under the Securities Act of 1933, as defined in the agreement. The number of Class C preferred shares converted would have been in such a number of Class A voting common shares as was determined by dividing $1.00 by the Class C preferred conversion price in effect at the time of conversion. The Class C preferred conversion price was $1.00 initially, and then adjusted, as defined in the agreement. The Class C preferred share members of the Company had a put option effective March 31, 2008, that required the Company to purchase any such shares of Class C preferred shares held by the holder. The purchase price per Class C preferred share was equal to $1.00 per unit, plus interest computed at 15% per annum, noncompounded, less the amount of all distributions paid to the Class C preferred shareholders. The Company also had a call option on its Class C preferred shares any time after March 31, 2004, that required the holders of the Class C preferred shares to sell any or all shares held. The purchase price was equal to $1.00 per unit, plus interest computed at 15% per annum, noncompounded, less the amount of all distributions paid to the Class C preferred shareholders. In February 2005, the Company received $2,000,000 and 1,000,000 Class C units from a member in exchange for 450,000 Class A voting units and 960,000 Class D preferred units. In addition, in June 2005, the Class C shareholders elected to convert the remaining 1,580,000 Class C units into 1,580,000 Class A voting units.

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

 

Class D Preferred Shares

 

The Company has authorized 1,600,000 Class D preferred shares, of which 1,600,000640,000 and 640,0001,600,000 shares were issued and outstanding at December 31, 20052004 and December 31, 2004,2005, respectively. The Class D preferred shares are entitled to preferential cumulative distributions payable in arrears on a monthly basis at an annual rate of $.375 per unit, beginning subsequent to August 2004. No Class A, Class B, or Class C holders shall be paid until all Class D holders’ distributions are satisfied. In addition, the Class D preferred shares are entitled to receive preferential distributions at an annual rate of $.09375 per unit payable in a lump sum upon the preference satisfaction date, as defined in the agreement. The Company was required under the original terms to pay the preference satisfaction amount, defined as the sum of the Class D preferred purchase price per share plus all accrued and unpaid dividends, in August 2008 (the preference satisfaction date), which could be extended to August 2009. If the preference satisfaction amount is distributed, each D Preferred Unit shall entitle its holder to all of the rights of an A Common Unit, and the preferential rights of each D Preferred Unit shall automatically terminate. In addition, if the preference satisfaction amount is distributed, the Class D holders shall receive 100,000 A Common units. As the Class D preferred shares were mandatorily redeemable at a fixed date, these shares were classified as a liability on the consolidated balance sheet at December 31, 2004, pursuant to SFAS No. 150,Accounting for Certain Financial Instruments With Characteristics of Both Liabilities and Equity, and

InnerWorkings, LLC and Subsidiary

Notes to Consolidated Financial Statements—(Continued)

the related dividends were reflected as interest expense. In February 2005, the terms of the Class D preferred share were amended to remove the required payment date; the holders now have the right to demand redemption of the Class D preferred shares, no earlier than August 15, 2008, and no later than August 15, 2009 (the Final Preference Satisfaction Date). In the event the holders do not demand repayment, the Company shall immediately issue 200,000 Class A voting shares to the holders of the Class D preferred shares as additional consideration. The Class D preferred shares also receive a liquidation preference of $3.125 per share before any Class C, Class B, or Class A members receive any liquidation payments.

The Class D preferred stock (i) may, at the option of a holder, be converted into Class A common stock and (ii) will automatically convert into Class A common stock (1) upon the election of the holders of at least a majority of the outstanding shares of Class D preferred stock or (2) upon the closing of a firmly underwritten public offering pursuant to an effective registration statement under the Securities Act of 1933, as amended, covering the offer and sale of common stock for the Company’s account. The number of shares of Class A common stock to which a Class D preferred stock holder is entitled upon conversion is calculated by multiplying the applicable conversion rate then in effect (currently 1.0) by the number of Class D preferred shares to be converted. As of December 31, 2004, 640,000 shares of Class A common stock and as of December 31, 2005, 1,600,0000 shares of Class A common stock would have been required to be issued upon the conversion of all of the issued and outstanding shares of Class D preferred stock. These shares have been excluded from the calculation of diluted earnings per share for the years ended December 31, 2004 and 2005, as the impact resulting from the conversion and dividends paid would be anti dilutive.

 

12. Significant Customer

 

Sales to one customer were approximately $12,000,000$3,900,000 and $3,900,000$12,000,000 for the years ended December 31, 20052004 and 2004,2005, respectively. The amount included in accounts receivable at December 31, 20052004 and 2004,2005, for this customer was approximately $13,000$1,990,000 and $1,990,000,$13,000, respectively.

 

13. Major Vendor

 

Purchases from one vendor were approximately $3,000,000 for 2004. The amount included in accounts payable at December 31, 2004, for this vendor was approximately $148,000. There were no individually significant vendors for 20052003 or 2003.2005.

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

 

14. Concentration of Credit Risk

 

The Company maintains its cash balances in various financial institutions located in the United States. The balances are insured by the Federal Deposit Insurance Corporation up to $100,000 per institution. The uninsured cash balance at December 31, 2005, was $2,530,014.

 

15. Benefit Plans

 

The Company adopted a 401(k) savings plan effective February 1, 2005, covering all of the Company’s employees upon completion of 90 days of service. Employees may contribute a percentage of eligible compensation on both a before-tax basis and after-tax basis. The Company has the right to make discretionary contributions to the plan. For the years ended December 31, 20052004 and 2004,2005, the Company did not make any contributions to the plan.

 

16. New Accounting Pronouncement

 

On December 16, 2004, the FASB published SFAS No. 123 (revised 2004),Share-Based Payment. This statement eliminates the alternative to use the intrinsic value method of accounting that was permitted in SFAS No. 123 as originally issued and will require recognition of compensation expense related to all equity awards granted after the required effective date and to awards modified, repurchased, or canceled after that date based on the grant date fair values of the awards. This statement is effective as of the first annual reporting period that commences after June 15, 2005. The Company has not yet determined the impact of adopting this statement on its consolidated financial position, results of operations, or cash flows.

 

17. Related-Party Transactions

 

In February 2002, InnerWorkings, LLC sold 57,812 Class A common units and 231,250 Series B preferred units to Orange Media, LLC. As consideration for the Class A common units and the Series B preferred units, Orange Media, LLC issued a demand note to InnerWorkings, LLC in the principal amount of $188,469. The note accrued interest at a fixed rate equal to 2.78%, which was due and payable on the date on which the principal amount of the note was paid. The principal and accrued and unpaid interest on the note was paid by Orange Media in May 2006.

In November 2003, the Company entered into a consulting agreement with Zion Consulting, Inc., a business consulting firm. Under the terms of the consulting agreement, the Company paid $90,000,$34,000, $87,340 and $34,000$90,000, to Zion Consulting for services rendered during the years ended December 31, 2005,2003, 2004 and 2003,2005, respectively. The sole shareholderstockholder and president of Zion Consulting is the spouse of one of the Company’s shareholders.

InnerWorkings, LLC and Subsidiarystockholders.

 

NotesIn February 2004, InnerWorkings, LLC purchased a total of 2,400,000 Class A common units from two of our employee stockholders and re-issued the same number of Class A common units to Consolidated Financial Statements—(Continued)Incorp. As consideration for these transactions, Incorp made cash payments totaling $100,000 to these stockholders and we agreed to eliminate the outstanding commission balances for each of these stockholders, which totaled $410,000 as of the date of the transfer, and to make monthly cash payments to these stockholders totaling $224,000 over a two-year period ending February 2006.

 

In February 2005, the Company acquired a 10.2% ownership interest in Echo Global Logistics, LLC (Echo), an enterprise transportation start-up management firm with no net assets, liabilities or historical operating results for $125,000. The remaining investors in Echo include certain shareholders and directors of IW, as well as key members of the Company’s management team. The Company provides general management services to Echo, including financial management, legal, accounting, tax, treasury services, employee benefit plan, and marketing

InnerWorkings, LLC

Notes to Consolidated Financial Statements—(Continued)

services, which are billed based on the percentage of time the Company’s employees spend on these services. The Company also shares office space with Echo, for which the Company bills them a monthly charge based upon the pro rata space Echo occupies. The total amount billed for general management services and shared office space during the year ended December 31, 2005, was approximately $194,000. In addition, Echo has provided transportation services to the Company during 2005. As consideration for these services, Echo has billed the Company approximately $209,000 for the year ended December 31, 2005. The net receivable due from Echo at December 31, 2005, was $42,971.

 

18. Subsequent Events

 

Sale of Series E Preferred Shares

 

In January 2006, the Company issued 10,167,730 shares of Series E units in exchange for $50,000,000 in cash. The Company retained $10,000,000 for working capital and general corporate purposes, while the remaining $40,000,000 redeemed shares held by certain existing shareholders. The ClassSeries E preferred shares accrue preferential cumulative dividends at an annual rate of 4%. ClassSeries E preferred shares are also entitled to a liquidation preference over the other junior preferred and common stock shareholders an amount equal to 50% of the original purchase price per share plus any accrued but unpaid dividends. In addition, the Series E units shall be automatically converted into common stock with the consent of the Series E shareholders upon a firmly underwritten public offering of common shares at a public offering price no less than 1.75 times the original purchase price within 18 months of the closing and 2.00 times after 18 months and a total offering no less than $25,000,000.

 

As a result of the issuance of Series E units, the Company amended the Series B and Series D dividend rights. The dividend rights were amended to pay a cash dividend at the rate of 4% of the original issue price. In addition, the dividends shall be cumulative and accrue from and after the date of issuance. The dividends will only become payable upon the occurrence of certain events, including a liquidation event, conversion or redemption of the shares or if the Board declares them to be paid.

 

Conversion to InnerWorkings, Inc.

 

On January 3, 2006, the Company completed its conversion to a corporate structure whereby InnerWorkings, LLC converted to InnerWorkings, Inc. As a result, each voting A common unit of the LLC converted to a fully paid share of Class A Common Stock, with a par value $0.0001 per share. The non-voting A common units converted to a fully paid share of Class B Common Stock, with a par value of $0.0001 per share. In addition, each B and D preferred unit of the LLC converted to fully paid shares of Series B and Series D Preferred Stock, respectively, both with a par value of $0.0001.

InnerWorkings, LLC and Subsidiary

 

Notes to Consolidated Financial Statements—(Continued)

 

19. Quarterly Financial Data (Unaudited)

 

   March 31,

  June 30,

  September 30,

  December 31,

 

2004

                 

Revenue

  $5,318,272  $8,550,913  $9,795,395  $15,218,962 

Cost of goods sold

   4,035,232   6,584,730   7,574,237   12,288,729 
   


 


 


 


Gross profit

   1,283,040   1,966,183   2,221,158   2,930,233 

Operating expenses:

                 

Selling, general, and administrative expenses

   1,257,898   1,620,199   1,564,962   1,662,258 

Depreciation and amortization

   11,278   48,926   52,079   110,744 
   


 


 


 


Income from operations

   13,864   297,058   604,117   1,157,231 

Other income (expense), net

   1,596   (33,841)  (139,903)  (143,312)
   


 


 


 


Net income

   15,460   263,217   464,214   1,013,919 

Dividends on preferred shares

   (115,500)  (115,500)  (115,500)  (115,500)
   


 


 


 


Net income applicable to common shareholders

  $(100,040) $147,717  $348,714  $898,419 
   


 


 


 


Basic earnings per share

  $  $0.01  $0.01  $0.03 

Diluted earnings per share

  $  $0.01  $0.01  $0.03 

2005

                 

Revenue

  $12,419,713  $18,739,174  $23,467,034  $22,243,665 

Cost of goods sold

   9,900,166   14,789,152   18,669,715   17,912,420 
   


 


 


 


Gross profit

   2,519,547   3,950,022   4,797,319   4,331,245 

Operating expenses:

                 

Selling, general, and administrative expenses

   1,896,882   2,717,425   3,096,873   2,894,068 

Depreciation and amortization

   66,172   84,185   105,190   132,364 
   


 


 


 


Income from operations

   556,493   1,148,412   1,595,256   1,304,813 

Other income (expense), net

   18,156   5,994   8,755   (3,742)
   


 


 


 


Net income

   574,649   1,154,406   1,604,011   1,301,071 

Dividends on preferred shares

   (184,756)  (228,408)  (170,625)  (178,036)
   


 


 


 


Net income applicable to common shareholders

  $389,893  $925,998  $1,433,386  $1,123,035 
   


 


 


 


Basic earnings per share

  $0.01  $0.03  $0.04  $0.04 

Diluted earnings per share

  $0.01  $0.03  $0.04  $0.03 

InnerWorkings, Inc. and Subsidiary

 

Condensed Consolidated Balance Sheets

 

   December 31,
2005


  March 31,
2006


 
      (Unaudited) 

Assets

         

Current assets:

         

Cash and cash equivalents

  $2,962,740  $9,534,695 

Accounts receivable, net of allowance for doubtful accounts of $173,839 in 2006 and 2005

   14,520,055   16,533,178 

Unbilled revenue

   1,974,920   3,034,447 

Prepaid expenses

   2,612,752   3,352,175 

Advances to related parties

   124,534    

Deferred income taxes

      466,894 

Other current assets

   1,486,407   1,541,155 
   


 


Total current assets

   23,681,408   34,462,544 

Property and equipment, net

   1,538,794   1,709,549 

Intangibles and other assets:

         

Goodwill

   352,954   352,954 

Intangible assets, net of accumulated amortization of $275,698 in 2006 and $236,711 in 2005

   930,774   891,787 

Deposits

   12,176   12,176 

Investment

   125,000   125,000 

Deferred income taxes

      7,683,321 

Other assets

   43,559   41,163 
   


 


    1,464,463   9,106,401 
   


 


Total assets

  $26,684,665  $45,278,494 
   


 


Liabilities and stockholders' deficit/members' equity

         

Current liabilities:

         

Accounts payable—trade

  $13,488,237  $13,341,219 

Distribution payable

   2,987,000   2,987,000 

Outstanding line of credit

   2,923,511   2,196,695 

Taxes payable

      385,985 

Current maturities of capital lease obligations

   109,185   106,769 

Customer deposits

   284,407   743,635 

Other liabilities

   51,697   101,757 

Deferred revenue

      189,247 

Accrued expenses

   297,310   252,424 
   


 


Total current liabilities

   20,141,347   20,304,731 

Capital lease obligations, less current maturities

   283,645   263,799 

Deferred income taxes

      319,587 
   


 


Total liabilities

   20,424,992   20,888,117 

Class D, convertible redeemable preferred shares, $3.125 par value, 1,600,000 shares authorized, 1,600,000 shares issued and outstanding; liquidation preference of $5,000,000

   5,007,525   4,860,681 

Class E, convertible redeemable preferred shares, $4.92 par value, 10,167,730 shares authorized, 10,167,730 shares issued and outstanding; liquidation preference of $25,000,000

      49,871,775 

Stockholders’ deficit/members' equity:

         

Class B, convertible preferred shares, $.80 par value, 937,500 shares authorized, 937,500 shares issued and outstanding, respectively; liquidation preference of $1,500,000

   770,625   757,500 

Class A, common shares, $0 par value, 60,000,000 shares authorized, 24,225,024 and 31,926,375 shares issued and outstanding, respectively

   2,635,091   2,422,506 

Class B Common Stock, par value $0.0001 per share, 5,873,500 shares authorized, 700,000 shares issued and outstanding, actual; no shares authorized, no shares issued and outstanding, pro forma; no shares authorized, no shares issued and outstanding, pro forma as adjusted

      279 

Member receivable

   (188,469)  (188,469)

Additional paid-in capital

   46,500   8,077,079 

Treasury stock at cost

      (40,000,000)

Accumulated deficit

   (2,011,599)  (1,689,695)
   


 


Total stockholders' deficit/members’ equity

   1,252,148   (30,342,079)
   


 


Total liabilities and stockholders' deficit/members’ equity

  $26,684,665  $45,278,494 
   


 


   December 31,
2005


  

September 30,

2006


      (Unaudited)

Assets

        

Current assets:

        

Cash and cash equivalents

  $2,962,740  $34,283,536

Marketable securities

   —     9,969,356

Accounts receivable, net of allowance for doubtful accounts of $173,839 in 2005 and $285,302 in 2006

   14,520,055   29,535,931

Unbilled revenue

   1,974,920   6,530,966

Prepaid expenses

   2,612,752   5,332,651

Advances to related parties

   124,534   —  

Deferred income taxes

   —     729,709

Other current assets

   1,486,407   824,359
   

  

Total current assets

   23,681,408   87,206,508

Property and equipment, net

   1,538,794   2,399,395

Intangibles and other assets:

        

Goodwill

   352,954   5,128,981

Intangible assets, net of accumulated amortization of $236,711 in 2005 and $429,550 in 2006

   930,774   3,443,935

Deposits

   12,176   76,505

Investment

   125,000   125,000

Deferred income taxes

   —     5,699,740

Other assets

   43,559   36,373
   

  

    1,464,463   14,510,534
   

  

Total assets

  $26,684,665  $104,116,437
   

  

 

See accompanying notes to consolidated financial statements.

InnerWorkings, Inc. and Subsidiary

Condensed Consolidated Balance Sheets (continued)

   December 31,
2005
  

September 30,

2006

 
      (Unaudited) 

Liabilities and stockholders’ deficit/members’ equity

   

Current liabilities:

   

Accounts payable—trade

  $13,488,237  $19,092,994 

Due to seller

   —     1,070,000 

Distribution payable

   2,987,000   —   

Outstanding line of credit

   2,923,511   —   

Current maturities of capital lease obligations

   109,185   74,094 

Customer deposits

   284,407   1,432,188 

Other liabilities

   51,697   41,504 

Deferred revenue

   —     489,247 

Accrued expenses

   297,310   3,144,563 
         

Total current liabilities

   20,141,347   25,344,590 

Capital lease obligations, less current maturities

   283,645   238,424 

Commitments and contingencies

   —     —   
         

Total liabilities

   20,424,992   25,583,014 

Class D, convertible redeemable preferred shares, $3.125 par value, 1,600,000 shares authorized, 1,600,000 shares issued and outstanding in 2005; liquidation preference of $5,000,000

   5,007,525   —   

Stockholders’ deficit/members’ equity:

   

Class B, convertible preferred shares, $.80 par value, 937,500 shares authorized, 937,500 shares issued and outstanding in 2005; liquidation preference of $1,500,000

   770,625   —   

Class A, common shares, $0 par value, 60,000,000 shares authorized, 31,926,375 shares issued and outstanding in 2005

   2,635,091   —   

Common Stock, par value $0.0001 per share, no shares authorized, no shares issued and outstanding; 200,000,000 shares authorized, 44,014,319 shares issued and outstanding

    115,344,105 

Member receivable

   (188,469)  —   

Additional paid-in capital

   46,500   5,322,591 

Treasury stock at cost

   —     (40,000,000)

Unrealized loss on marketable securities

   —     (30,644)

Accumulated deficit

   (2,011,599)  (2,102,629)
         

Total stockholders’ equity

   1,252,148   78,533,423 
         

Total liabilities and stockholders’ deficit/members’ equity

  $26,684,665  $104,116,437 
         

See accompanying notes to consolidated financial statements.

InnerWorkings, Inc.

 

Condensed Consolidated Statements of Operations

(Unaudited)

 

   Three months ended March 31,

 
   2005

  2006

 

Revenue

  $12,419,713  $22,434,516 

Cost of goods sold

   9,900,166   17,922,324 
   


 


Gross profit

   2,519,547   4,512,192 

Operating expenses:

         

Selling, general, and administrative expenses

   1,896,882   3,000,479 

Depreciation and amortization

   66,172   146,881 
   


 


Income from operations

   556,493   1,364,832 

Other income (expense):

         

Interest income

   11,209   99,135 

Interest expense

   (48,902)  (51,993)

Minority interest

   58,244    

Other, net

   (2,395)  (2,395)
   


 


Total other income (expense)

   18,156   44,747 
   


 


Income before taxes

   574,649   1,409,579 

Income tax expense

      (583,267)
   


 


Net income

   574,649   826,312 

Dividends on preferred shares

   (184,756)  (557,500)
   


 


Net income applicable to common shareholders

  $389,893  $268,812 
   


 


Basic earnings per share

  $0.01  $0.01 

Diluted earnings per share

  $0.01  $0.01 
   Pro Forma

Historical net income

  $574,649  $826,312

Pro forma provision for income taxes

   (224,113)  
   


 

Net income adjusted for pro forma provision for income taxes

  $350,536  $826,312
   


 

Basic earnings per share

  $0.01  $0.01

Diluted earnings per share

  $0.01  $0.01
   Three months ended
September 30,


  Nine months ended
September 30,


 
   2005

  2006

  2005

  2006

 

Revenue

  $23,467,034  $41,784,814  $54,625,921  $99,361,724 

Cost of goods sold

   18,669,715   32,239,588   43,359,033   78,227,822 
   


 


 


 


Gross profit

   4,797,319   9,545,226   11,266,888   21,133,902 

Operating expenses:

                 

Selling, general, and administrative expenses

   3,096,873   5,665,111   7,711,180   12,770,496 

Depreciation and amortization

   105,190   240,123   255,547   574,016 
   


 


 


 


Income from operations

   1,595,256   3,639,992   3,300,161   7,789,390 

Other income (expense):

                 

Interest income

   18,829   314,897   54,035   492,231 

Interest expense

   (7,678)  (64,050)  (72,188)  (148,539)

Minority interest

   —     —     58,244   —   

Other, net

   (2,396)  (2,394)  (7,186)  (4,784)
   


 


 


 


Total other income (expense)

   8,755   248,453   32,905   338,908 
   


 


 


 


Income before taxes

   1,604,011   3,888,445   3,333,066   8,128,298 

Income tax expense

   —     (1,521,225)  —     (3,215,327)
   


 


 


 


Net income

   1,604,011   2,367,220   3,333,066   4,912,971 

Dividends on preferred shares

   (170,625)  (293,740)  (583,789)  (1,408,740)
   


 


 


 


Net income applicable to common shareholders

  $1,433,386  $2,073,480  $2,749,277  $3,504,231 
   


 


 


 


Basic earnings per share

  $0.04  $0.06  $0.09  $0.13 

Diluted earnings per share

  $0.04  $0.05  $0.09  $0.13 

Pro forma basic earnings per share (Note 2)

  $0.03  $0.06  $0.05  $0.13 

Pro forma diluted earnings per share (Note 2)

  $0.03  $0.05  $0.05  $0.12 

 

See accompanying notes to consolidated financial statements.

InnerWorkings, Inc. and Subsidiary

 

Condensed Consolidated Statements of Cash Flows

(Unaudited)

 

  Three Months Ended March 31,

   Nine Months Ended
September 30,


 
  2005

 2006

   2005

 2006

 

Cash flows from operating activities

      

Net income

  $574,649  $826,312   $3,333,066  $4,912,971 

Adjustments to reconcile net income to net cash provided by (used in) operating activities:

      

Minority interest

   (58,244)      (58,244)  —   

Deferred income taxes

      197,282    —     174,130 

Depreciation and amortization

   66,172   146,881    255,547   574,016 

Noncash stock compensation expense

   87,500   311,230 

Bad debt provision

   (90,834)      27,939   111,463 

Deferred financing expense

   2,395   2,396    7,186   7,186 

Change in assets:

   

Change in assets, net of acquisitions:

   

Accounts receivable

   2,585,489   (2,013,123)   (1,203,213)  (10,711,332)

Unbilled revenue

   (659,600)  (1,059,527)   (1,270,838)  (3,618,186)

Prepaid expenses and other

   (460,008)  (794,171)   (3,469,345)  (314,637)

Change in liabilities:

   

Change in liabilities, net of acquisitions:

   

Accounts payable

   (928,997)  (147,018)   4,855,418   557,487 

Customer deposits

   (1,301)  459,229    597,568   (3,175,288)

Taxes payable

      385,985 

Accrued expenses and other

   885   420,110    42,893   3,252,725 
  


 


  


 


Net cash provided by (used in) operating activities

   1,030,606   (1,575,644)   3,205,477   (7,918,235)

Cash flows from investing activities

      

Purchases of property and equipment

   (171,068)  (278,649)   (706,964)  (980,300)

Purchase of marketable securities

   (762,220)  (10,000,000)

Investment in Echo

   (125,000)      (125,000)  —   

Purchase of customer list

   (15,000)   

Purchase of Graphography

   —     (2,975,929)

Purchase of CoreVision

   (37,500)  (10,000)
  


 


  


 


Net cash used in investing activities

   (311,068)  (278,649)   (1,631,684)  (13,966,229)

Cash flows from financing activities

      

Net repayments of note payable, bank

   (160,002)  (726,816)   (678,154)  (4,796,414)

Collection of member receivable

   —     188,469 

Principal payments on capital lease obligations

   (15,394)  (22,262)   (40,079)  (80,312)

Tax benefit of stock options exercised

   —     370,213 

Advances to related parties

   (182,638)  124,534    (188,038)  124,534 

Payments of distributions

   (670,605)  (150,000)   (1,399,853)  (3,107,634)

Payment of dividends on preferred shares

   (98,625)  (237,399)   (821,642)  (1,646,136)

Preference payments on preferred shares

   —     (5,500,000)

Issuance of shares

   2,000,000   50,066,416    2,160,000   110,294,066 

Payment of issuance costs

      (628,225)   —     (2,641,526)

Payments for share repurchase

      (40,000,000)   —     (40,000,000)
  


 


  


 


Net cash provided by financing activities

   872,736   8,426,248 

Net cash provided by (used in) financing activities

   (967,766)  53,205,260 
  


 


  


 


Increase in cash and cash equivalents

   1,592,274   6,571,955    606,027   31,320,796 

Cash and cash equivalents, beginning of period

   1,475,791   2,962,740    1,475,791   2,962,740 
  


 


  


 


Cash and cash equivalents, end of period

  $3,068,065  $9,534,695   $2,081,818  $34,283,536 
  


 


  


 


Supplemental disclosure of cash flow information

      

Cash paid during the year for interest

  $48,902  $51,993 

Cash paid during the period for interest

  $55,435  $86,125 
  


 


  


 


Non-cash investing activity

      

Settlement of advances to related parties as part of Insight acquisition

  $313,438  $   $313,438  $—   

Issuance of options in connection with Insight acquisition

   46,500   —   

Due to seller in connection with CoreVision acquisition

    1,070,000 
  


 


Issuance of options in connection with Insight acquisition

  $46,500  $ 
  


 


Non-cash financing activity

   

Unrealized loss on available for sale investments

  $—    $30,644 

 

See accompanying notes to consolidated financial statements.

InnerWorkings, Inc. and Subsidiary

 

Notes to Condensed Consolidated Financial Statements (Unaudited)

 

March 31,Three and Nine Months Ended September 30, 2005 and 2006 and 2005

 

1. Summary of Significant Accounting Policies

 

Basis of Presentation

 

The unaudited consolidated financial statements of InnerWorkings, Inc. (the Company,“Company,” formerly known as InnerWorkings, LLC) included herein have been prepared in accordance with the rules and regulations of the Securities and Exchange Commission and accounting principles generally accepted in the United States for interim financial information. Certain information and footnote disclosures normally included in financial statements prepared in accordance with accounting principles generally accepted in the United States have been condensed or omitted pursuant to such rules and regulations. In the opinion of management, all adjustments considered necessary for a fair presentation of the accompanying unaudited financial statements have been included, and all adjustments are of a normal and recurring nature. These interim consolidated financial statements should be read in conjunction with the financial statements and the notes thereto included in the Company’s most recent audited financial statements.

 

Goodwill and Other Intangibles

 

Goodwill represents the excess of purchase price and related costs over the value assigned to the net tangible and identifiable intangible assets of businesses acquired. In accordance with Statement of Financial Accounting Standards (SFAS) No. 142,Goodwill and Other Intangible Assets,goodwill is not amortized, but instead is tested for impairment annually, or more frequently if circumstances indicate a possible impairment may exist. The Company evaluates the recoverability of goodwill using a two-step impairment test. For goodwill impairment review purposes, the Company has one reporting unit. In the first step the fair value for the Company is compared to its book value including goodwill. In the case that the fair value is less than the book value, a second step is performed which compares the implied fair value of goodwill to the book value of the goodwill. The fair value for the goodwill is determined based on the difference between the fair values and the net fair values of the identifiable assets and liabilities. If the implied fair value of the goodwill is less than the book value, the difference is recognized as an impairment.

 

SFAS No. 142 also requires that intangible assets with finite lives be amortized over their respective estimated useful lives, and reviewed for impairment in accordance with SFAS No. 144,Accounting for the Impairment or Disposal of Long-Lived Assets. The Company’s intangible assets consist of customer lists and noncompetenon-compete agreements, which are being amortized on the straight-line basis over their estimated useful lives of ten15 years and five years, respectively.

 

Following is a summary of the intangible assets:

 

  December 31,
2005


 

March 31,

2006


 Weighted-
Average Life


  December 31,
2005


 September 30,
2006


 Weighted-
Average Life


Customer lists

  $925,485  $925,485  9.7 years  $925,485  $3,522,485  13.6 years

Noncompete agreement

   242,000   242,000  5 years   242,000   351,000  4.1 years
  


 


   


 


 
   1,167,485   1,167,485     1,167,485   3,873,485  

Less accumulated amortization

   (236,711)  (275,698)    (236,711)  (429,550) 
  


 


   


 


 

Intangible assets, net

  $930,774  $891,787    $930,774  $3,443,935  
  


 


   


 


 

 

Amortization expense related to these intangible assets was $38,987$95,895 and $138,360$192,839 for the three and nine months ended March 31,September 30, 2006, and the year ended December 31, 2005, respectively.

InnerWorkings, Inc. and Subsidiary

 

Notes to Condensed Consolidated Financial Statements—(Continued)

 

The estimated amortization expense for the next five years is as follows:

 

2006 (remaining 9 months)

  $116,962

2007

   137,199

2008

   137,199

2009

   100,899

2010

   88,799

Thereafter

   310,729
   

   $891,787
   

Income Taxes

On January 3, 2006, the Company converted from an LLC to a “C” corporation. In connection with this conversion, the Company accounts for income taxes in accordance with SFAS No. 109,Accounting for Income Taxes(SFAS No. 109), under which deferred assets and liabilities are recognized based upon anticipated future tax consequences attributable to differences between financial statement carrying values of assets and liabilities and their respective tax bases. As a result of the $40 million share redemption (see note 3), the tax basis of the Company increased resulting in the recognition of a deferred tax asset of $15,600,000, for which a valuation allowance of $7,800,000 was recorded with a corresponding net increase to additional paid in capital of 47,800,000.

2006 (remaining 3 months)

  $95,896

2007

   364,832

2008

   333,040

2009

   274,032

2010

   261,932

Thereafter

   2,114,203
   

   $3,443,935
   

 

Stock-Based Compensation

 

During the threenine month periodsperiod ended March 31,September 30, 2006, and 2005, the Company granted 30,000issued 1,262,050 options. Using the Black-Scholes option valuation model and 226,500 options, respectively, to various employees of the company. Outstanding stock options have an expiration date ten years fromassumptions listed below, the date of grant and begin vesting as early asCompany recorded $311,230 in compensation expense for the date of grant, dependent upon the individual agreements.nine month period ended September 30, 2006.

 

Prior to January 1, 2006, the Company accounted for stock-based employee compensation arrangements in accordance with provisions of Accounting Principles Board (APB) Opinion No. 25,Accounting for Stock Issued to Employees, and complied with the disclosure requirements of Financial Accounting Standards Board (FASB) No. 148,Accounting for Stock-Based Compensation – Transition and Disclosure – An Amendment of FASB Statement No. 123. Effective January 1, 2006, the Company adopted the fair value recognition provisions of FAS 123 (R),Share-Based Payments, using the prospective transition method and Black-Scholes as the option valuation model. Under the prospective transition method, the Company continues to account for nonvested equity awards outstanding at the date of adopting Statement 123 (R) in the same manner as they had been accounted for prior to adoption. As a result, under APB No. 25, compensation expense is based on the difference, if any, on the grant date between the estimated fair value of the Company’s stock and the exercise price of options to purchase that stock. The compensation expense is then amortized over the vesting period of the stock options. As of December 31, 2005, all options granted under APB No. 25 had exercise prices which were equal to or exceeded fair value on the date of the grant and therefore no compensation expense was recorded.

In May 2006, the Company cancelled contingent options to purchase 300,000 shares of common stock previously granted to John R. Walter, the Chairman of the Board, and granted Mr. Walter new options to purchase 400,000 shares of common stock, and the Company cancelled contingent options to purchase 600,000 shares of common stock previously granted to Steven E. Zuccarini, the Chief Executive Officer, and granted Mr. Zuccarini new options to purchase 750,000 shares of common stock, in each case at an exercise price of $4.92 per share.

The cancellation of the outstanding contingent options and the related grant of new options was accounted for as a modification in accordance with SFAS No. 123 (R). These options will vest ratably over six years. The Company calculates compensation expense under SFAS No. 123 (R) based on the Black-Scholes value of options at the time of grant and records compensation expense in equal amounts as the options vest. The Company engaged an independent valuation specialist to perform, contemporaneous with the granting of the above options, an appraisal of the fair market value of the common shares as of May 8, 2006. It determined the fair value to be $5.35 per share on that date.

The following assumptions were utilized in the valuation for options granted in 2006:

Dividend yield

—  %

Risk-free interest rate

4.63 - 5.02%

Expected life

5 years

Volatility

33.5%

InnerWorkings, Inc. and Subsidiary

 

Notes to Condensed Consolidated Financial Statements—(Continued)

 

To value option grants in accordance with SFAS No. 123,prior to January 1, 2006, the Company used the minimum value method. Net income on a pro forma basis for the three month periodand nine-month periods ended March 31,September 30, 2005, as if compensation expense for employee option-based awards were determined using the minimum value method, is as follows:

 

  Three Months Ended
March 31, 2005


   Three Months Ended
September 30, 2005


 Nine Months Ended
September 30, 2005


 

Net income, as reported

  $574,649   $1,604,011  $3,333,066 

Pro forma adjustment:

      

Stock-based compensation, included in net income

   87,500    —     87,500 

Compensation expense

   (110,603)   (20,727)  (132,642)
  


  


 


Pro forma net income

  $551,546   $1,583,284  $3,287,924 
  


  


 


Net income per share, as reported

      

Basic

  $0.01   $0.04  $0.09 

Diluted

  $0.01   $0.04  $0.09 

Pro forma net income per share:

      

Basic

  $0.01   $0.04  $0.09 

Diluted

  $0.01   $0.04  $0.09 

 

To value option grants in accordance with SFAS No. 123, the Company used the minimum value method. The minimum values of the options issued were immaterial. The following assumptions were utilized in the valuation for options granted:

 

Dividend yield

  —%

Risk-free interest rate

  3.2%-4.5% - 4.2%

Expected life

  3 years

Stock Split

Immediately prior to the consummation of the initial public offering of the Company’s common stock, the number of authorized shares will be increased to. Also, note that all common share and per share amounts in the condensed consolidated financial statements and notes to the condensed consolidated financial statements have been restated to reflect astock split effective immediately prior to the consummation of the initial public offering of the Company’s common stock.

InnerWorkings, Inc. and Subsidiary

 

Notes to Condensed Consolidated Financial Statements—(Continued)

 

2. Earnings Per Share

 

Basic earnings per common share is calculated by dividing net income available to common shareholders by the weighted average number of common shares outstanding. Diluted earnings per share is calculated by dividing net income by the weighted average shares outstanding plus share equivalents that would arise from the exercise of share options and the conversion of preferred shares. Conversion of certain1,600,000 Series D preferred shares were excluded from the calculation infor the three and nine months ended September 30, 2005 and 2006 as they were anti-dilutive. The computations of basic and diluted earnings per common share for the three and nine months ended March 31,September 30, 2005 and 2006 and 2005 are as follows:

 

  Three Months Ended March 31,

   Three Months Ended
September 30


 Nine Months Ended
September 30


 
  2005

 2006

   2005

 2006

 2005

 2006

 

Numerator:

      

Net income

  $574,649  $826,312   $1,604,011  $2,367,220  $3,333,066  $4,912,971 

Preferred stock dividends

   (184,756)  (557,500)   (170,625)  (293,740)  (583,789)  (1,408,740)
  


 


  


 


 


 


Numerator for basic earnings per share

   389,893   268,812    1,433,386   2,073,480   2,749,277   3,504,231 

Effect of dilutive securities:

      

Preferred stock dividends

      7,500    20,625   293,740   61,875   1,408,740 
  


 


  


 


 


 


      7,500    20,625   293,740   61,875   1,408,740 
  


 


  


 


 


 


Numerator for diluted earnings per share

  $389,893  $276,312   $1,454,011  $2,367,220  $2,811,152  $4,912,971 
  


 


Denominator:

      

Denominator for basic earnings per share – weighted-average shares

   29,912,486   24,738,447 

Denominator for basic earnings per share— weighted-average shares

   31,926,375   34,222,084   30,700,624   27,517,682 

Effect of dilutive securities:

      

Convertible preferred shares

      937,500    937,500   6,634,953   937,500   6,759,228 

Employee stock options

   750,488   3,452,890    271,245   2,695,395   251,700   2,526,837 
  


 


  


 


 


 


Dilutive potential common shares

   750,488   4,390,390    1,208,745   9,330,348   1,189,200   9,286,065 

Denominator for dilutive earnings per share

   30,662,974   29,128,837    33,135,120   43,552,432   31,889,824   36,803,747 
  


 


  


 


 


 


Basic earnings per share

  $0.01  $0.01   $0.04  $0.06  $0.09  $0.13 
  


 


  


 


 


 


Diluted earnings per share

  $0.01  $0.01   $0.04  $0.05  $0.09  $0.13 
  


 


  


 


 


 


InnerWorkings, Inc.

Notes to Condensed Consolidated Financial Statements—(Continued)

Pro Forma Earnings Per Share

Pro forma earnings per share is calculated by dividing the pro forma net income by weighted average number of common shares outstanding. The shares used in computing pro forma earnings per share have been adjusted to reflect shares assumed to have been issued resulting in the conversion of the preferred shares to common shares.

   Three Months Ended
September 30,


  Nine Months Ended
September 30,


   2005

  2006

  2005

  2006

Numerator:

                

Historical net income applicable to common shareholders

  $1,433,386  $2,073,480  $2,749,277  $3,504,231

Effect of pro forma adjustments:

                

Provision for income taxes

   (625,564)  —     (1,299,896)  —  

Preferred stock dividends

   —     293,740   —     1,408,740
   


 

  


 

    (625,564)  293,740   (1,299,896)  1,408,740
   


 

  


 

Pro forma numerator for basic and diluted earnings per share

  $807,822  $2,367,220  $1,449,381  $4,912,971

Denominator:

                

Historical denominator for basic earnings per share— weighted-average shares

   31,926,375   34,222,084   30,700,624   27,517,682

Effect of pro forma adjustments:

                

Conversion of preferred to common shares

   —     6,352,615   —     10,587,692
   


 

  


 

Denominator for pro forma basic earnings per share

   31,926,375   40,574,699   30,700,624   38,105,374

Effect of dilutive securities:

                

Employee stock options

   271,245   2,695,395   251,700   2,526,837
   


 

  


 

Denominator for pro forma diluted earnings per share

   32,197,620   43,270,094   30,952,324   40,632,211
   


 

  


 

Pro forma basic earnings per share

  $0.03  $0.06  $0.05  $0.13
   


 

  


 

Pro forma diluted earnings per share

  $0.03  $0.05  $0.05  $0.12
   


 

  


 

 

3. Series E Preferred Shares and Redemption of Class A Common

 

In January 2006, the Company issued 10,167,730 shares of Series E unitspreferred stock in exchange for $50,000,000 in cash.cash, or $4.92 per share. The Company retained $10,000,000 for working capital and general corporate purposes, whileand used the remaining $40,000,000 redeemedto redeem shares held by certain existing shareholders. The ClassSeries E preferred shares accrueaccrued preferential cumulative dividends at an annual rate of 4%. ClassThe Series E preferred shares arewere also entitled to a liquidation preference over the other junior preferred and common stock shareholders in an amount equal to 50% of the original purchase price per share plus any accrued but unpaid dividends. In addition, the Series E units shall be automatically converted into common stock with the consent of the Series E shareholders upon a firmly underwritten public offering of common shares at a price no less than 1.75 times the original purchase price within 18 months of the closing and 2.00 times after 18 months and total offering no less than $25,000,000.

As a result of the issuance ofCompany’s initial public offering completed in August 2006, the 10,167,730 Series E units, the Company amendedpreferred shares were converted into 10,167,730 shares of common stock. In addition, $1,263,441 in accrued dividends were paid to and a $500,000 preference payment was made to the Series B and Series D dividend rights. The dividend rights were amended to pay a cash dividend at the rate of 4% of the original issue price. In addition, the dividends shall be cumulative and accrue from and after the date of issuance. The dividends willE shareholders.

InnerWorkings, Inc. and Subsidiary

 

Notes to Condensed Consolidated Financial Statements—(Continued)

 

only become payable uponThe terms and conditions relating to the occurrenceissuance of certain events, includingSeries E preferred stock and related redemption transactions were determined through arms-length negotiations among the Series E preferred investors, the holders of a liquidation event, conversion or redemptionmajority of the common shares and the Company. As part of the arms-length negotiations, the parties agreed that $40 million of the Series E investment would be used to redeem shares of common stock on a pro rata basis at $4.92 per share. In particular, the parties agreed on the ownership percentages that the shares of Series E preferred stock and common stock, each as a class, would represent in the Company on a post-transaction basis. This ownership percentage, rather than relative priority or ifdividend rights, was the Board declares themkey factor in determining the redemption price. To arrive at the appropriate ownership percentage for the holders of common stock, it was determined that $40 million of the Series E investment proceeds would redeem 8,130,081 shares of common stock at a redemption price of $4.92 per share. A redemption price of more or less than $4.92 per share would have resulted in the holders of common stock, as a class, owning a larger or smaller percentage of the Company, on a post-transaction basis, than was agreed to be paid.in the arms-length negotiations relating to the Series E investment.

 

4. Income Taxes

The provision for income taxes consists of the following components:

   Three Months Ended
September 30, 2006


  Nine Months Ended
September 30, 2006


Current

        

Federal

  $894,877  $2,495,476

State

   210,957   545,721
   

  

Total current

   1,105,834   3,041,197
   

  

Deferred

        

Federal

   364,002   168,110

State

   51,389   6,020
   

  

Total deferred

   415,391   174,130
   

  

Income tax expense

  $1,521,225  $3,215,327
   

  

The provision for income taxes for the three and nine months ended September 30, 2006 differs from the amount computed by applying the U.S. federal income tax rate of 34% to pretax income because of the effect of the following items:

   Three Months Ended
September 30, 2006


  Nine Months Ended
September 30, 2006


Tax expense at U.S. federal income tax rate

  $1,321,543  $2,763,093

State income taxes, net of federal income tax effect

   184,746   390,084

Recognition of deferred taxes upon conversion to corporation

   —     29,253

Nondeductible expenses and other

   14,936   32,897
   

  

Income tax expense

  $1,521,225  $3,215,327
   

  

InnerWorkings, Inc.

Notes to Condensed Consolidated Financial Statements—(Continued)

At September 30, 2006, the Company’s deferred tax assets and liabilities consisted of the following:

   September 30,
2006


 

Current deferred tax assets:

     

Reserves and allowances

  $101,242 

Deferred revenue

   745,516 

Other

   (117,049)
   


Total current deferred tax assets

   729,709 
   


Noncurrent deferred tax assets:

     

Income tax basis in excess of financial statement basis in intangible assets

   12,511,943 

Less: Valuation allowance

   (6,603,184)

Other

   120,757 

Acquired intangible assets

   20,473 
   


Total noncurrent deferred tax assets

   6,049,989 
   


Total deferred tax assets

   6,779,698 
   


Noncurrent deferred tax liabilities:

     

Fixed assets

   (350,249)
   


Total deferred tax liabilities

   (350,249)
   


Net deferred tax asset

  $6,429,449 
   


Net current deferred tax asset

  $729,709 

Net noncurrent deferred tax asset

   5,699,740 
   


Net deferred tax asset

  $6,429,449 
   


On January 3, 2006, the Company converted from an LLC to a “C” corporation. In connection with this conversion, the Company accounts for income taxes in accordance with SFAS No. 109,Accounting for Income Taxes (SFAS No. 109), under which deferred assets and liabilities are recognized based upon anticipated future tax consequences attributable to differences between financial statement carrying values of assets and liabilities and their respective tax bases. As a result of the $40,000,000 share redemption (see note 3), the tax basis of the Company increased resulting in the recognition of a deferred tax asset of $13,200,000, for which a valuation allowance of $6,600,000 was recorded with a corresponding net increase to additional paid in capital of $6,600,000.

5. Acquisitions

Graphography Acquisition

On May 31, 2006, we acquired Graphography Limited LLC, a provider of production management services including print procurement and promotion services located in New York. Through this acquisition, we added two significant enterprise clients and established a presence in the New York market, which we view as an important step in the achievement of our geographic expansion objectives. The acquisition price, net of cash acquired, consisted of $4,525,000 in cash paid on May 31, 2006 and up to an additional $3,000,000 in cash payable contingent on the revenue generated by Graphography on or prior to May 31, 2010. Any contingent payments will be recorded as additional goodwill on the balance sheet. Approximately $2,100,000 of the goodwill will be deductible for tax purposes. The Company also assumed certain contractual operating lease obligations.

InnerWorkings, Inc.

Notes to Condensed Consolidated Financial Statements—(Continued)

The following table summarizes the estimated fair values of the assets acquired at the date of the acquisition. The customer lists have an average weighted life of 15 years and the non-compete agreements have an average weighted life of 2 years. The allocation of purchase price is based on preliminary estimates and assumptions and subject to revision when valuation and integration plans are finalized. Accordingly, revisions to the allocation of purchase price, which may be significant, will be reported in a future period as increases or decrease to amounts previously reported.

Current assets (including cash acquired of $1,549,071)

  $7,357,491 

Property and equipment

   24,283 

Customer list

   2,597,000 

Non-compete agreements

   109,000 

Goodwill

   2,117,650 

Liabilities assumed

   (7,680,424)
     

Net purchase price

  $4,525,000 
     

The following unaudited pro forma information presents a summary of our consolidated statements of operations for the three and nine months ended September 30, 2005 and 2006 as if we had acquired Graphography as of the beginning of each period presented.

   Three months ended
September 30
  

Nine months ended

September 30

   2005  2006  2005  2006

Revenue

  $30,183,021  $41,784,814  $74,527,920  $109,999,383

Income from operations

   1,864,792   3,639,992   3,887,899   7,843,327

Net income

   1,869,222   2,367,220   3,911,255   4,943,917

Basic income per share

  $0.05  $0.06  $0.11  $0.13

Diluted income per share

  $0.05  $0.05  $0.10  $0.12

CoreVision Acquisition

On September 1, 2006, we acquired CoreVision Group, Inc. (CoreVision), a provider of production management services including print procurement and promotion services located in Carol Stream, Illinois, with sales offices located in Grand Rapids, Michigan and Kansas City, Missouri. Through this acquisition, we added 15 sales executives, including our first sales executives in the states of Michigan and Missouri. We believe this acquisition will continue to support our geographic expansion objectives. The acquisition price, net of cash acquired, consisted of approximately $1,080,000 in cash, $10,000 paid in September 2006 and the remaining $1,070,000 to be paid over the next 11 months. There is up to an additional $2,500,000 in cash payable contingent on the gross profit generated by CoreVision on or prior to December 31, 2009. Any contingent payments will be recorded as additional goodwill on the balance sheet. The Company also assumed certain contractual operating lease obligations.

InnerWorkings, Inc.

Notes to Condensed Consolidated Financial Statements—(Continued)

The following table summarizes the estimated fair values of the assets acquired at the date of the acquisition. The allocation of purchase price is based on preliminary estimates and assumptions and subject to revision when valuation and integration plans are finalized. Accordingly, revisions to the allocation of purchase price, which may be significant, will be reported in a future period as increases or decrease to amounts previously reported.

Current assets

  $2,913,103 

Property and equipment

   238,752 

Other assets

   45,826 

Goodwill

   2,374,704 

Liabilities assumed

   (4,492,385)
   


Net purchase price

  $1,080,000 
   


The results of CoreVision’s operations do not have a material impact on the Company’s financials. As a result, summary pro forma financial information is not provided.

6. Conversion to InnerWorkings, Inc.

 

On January 3, 2006, the Company completed its conversion to a corporate structure whereby InnerWorkings, LLC converted to InnerWorkings, Inc. As a result, each voting Class A common unit of the LLC converted to a fully paid share of Class A Common Stock, with a par value of $0.0001 per share. The non-voting Class A common units converted to a fully paid share of Class B Common Stock, with a par value of $0.0001 per share. In addition, each B and D preferred unit of the LLC converted to fully paid shares of Series B and Series D Preferred Stock, respectively, both with a par value of $0.0001.$0.0001 per share. In connection with the conversion, the undistributed losses as of the conversion date were reclassified to additional paid in capital.

 

5.7. SNP Transaction

In March 2006, the Company entered into an agreement with SNP Corporation Ltd. to grant a non-exclusive, non-transferable license to use certain non-core applications of the Company’s software in China, Singapore and Hong Kong. Pursuant to the terms of the agreement, SNP paid the Company $1,000,000 in five monthly installments of $200,000, beginning in April 2006. The initial term of the agreement is one year and is automatically renewed for successive one-year terms in the absence of a termination by either party. The revenue for this license agreement is being recognized ratably over the 12-month initial term of the agreement. In the event the agreement is renewed, SNP will pay the Company 1% of the gross revenue for all transactions processed through the licensed software during the term of the agreement. In addition, in April 2006, the Company sold 254,065 shares of its Class A common stock to SNP at a price of $4.92 per share for a total purchase price of $1,250,000 million.

8. Related Parties

 

In November 2003, the Company entered into a consulting agreement with Zion Consulting, Inc., a business consulting firm. Under the terms of the consulting agreement, the Company paid $40,600$22,500, $67,500 and $22,500$79,600 to Zion Consulting for services rendered during the three and nine months ended March 31,September 30, 2005 and nine months ended September 30, 2006, and 2005, respectively. The sole shareholder and president of Zion Consulting is the spouse of one of the Company’s stockholders. We terminated this agreement as of June 30, 2006.

 

In February 2005, the Company acquired a 10.2% ownership interest in Echo Global Logistics, LLC (Echo), an enterprise transportation start-up management firm with no net assets, liabilities or historical operating results, for $125,000. The remaining investors in Echo include certain shareholders and directors of IW, as well as key members of the Company’s management team. The Company provides general management services to Echo,

InnerWorkings, Inc.

Notes to Condensed Consolidated Financial Statements—(Continued)

including financial management, legal, accounting, tax, treasury services, employee benefit plan and marketing services, which are billed based on the percentage of time the Company’s employees spend on these services. The total amount billed for general management services during the three and nine months ended March 31,September 30, 2006 was $19,296.$9,856 and $29,152, respectively. In addition, Echo provided transportation services to the Company during 2006. As consideration for these services, Echo billed the Company $132,930$209,650 and $519,996 for the three and nine months ended March 31, 2006.September 30, 2006, respectively. The Company also sub-leases a portion of our office space to Echo. Effective January 1, 2006, the Company entered into a sub-lease agreement with Echo pursuant to which Echo leases approximately 20% of our office space for approximately $7,500 per month.

The Company sub-leases a portion of our office space to Incorp, LLC.LLC, our largest stockholder. Effective January 1, 2006, the Company entered into a sub-lease agreement with Incorp pursuant to which Incorp leases approximately 20% of our office space for approximately $7,500 per month.

9. Initial Public Offering

In August 2006, we completed our initial public offering (IPO) in which we sold 10,590,000 common shares at a price to the public of $9.00 per share. 7,060,000 shares were sold by the Company and 3,530,000 shares were sold by the selling shareholders. The net proceeds to us from the IPO, after preference payments, dividend payments and repayment of outstanding indebtedness under our line of credit, were approximately $46.9 million. In connection with the IPO, we recapitalized all of our outstanding shares of capital stock into shares of our common stock on a one-for-one basis.

10. Recently Issued Accounting Pronouncements

In July 2006, FASB issued Statement of Financial Accounting Standards Interpretation No. 48 (“FIN 48”), “Accounting for Uncertainty in Income Taxes.” FIN 48 clarifies the accounting for uncertainty in income taxes recognized in an enterprise’s financial statements in accordance with SFAS 109, “Accounting for Income Taxes.” FIN 48 also prescribes a recognition threshold and measurement attribute for the financial statement recognition and measurement of a tax position taken or expected to be taken in a tax return. The new FASB standard also provides guidance on derecognition, classification, interest and penalties, accounting in interim periods, disclosure and transition. The provisions of FIN 48 are effective for fiscal years beginning after December 15, 2006. The Company intends to adopt the FIN 48 effective January 1, 2007 and has not yet determined the impact, if any, this adoption will have.

In September 2006, the FASB issued SFAS No. 157, “Fair Value Measurements.” SFAS 157 defines fair value, establishes a framework for measuring fair value in generally accepted accounting principles, and expands disclosures about fair value measurements. This Statement applies under other accounting pronouncements that require or permit fair value measurements, the FASB having previously concluded in those accounting pronouncements that fair value is the relevant measurement attribute. Accordingly, this Statement does not require any new fair value measurements. SFAS 157 is effective for financial statements issued for fiscal years beginning after November 15, 2007, and interim periods within those fiscal years. This Statement is required to be adopted by the Company in the first quarter of its fiscal year 2008. The Company is currently evaluating the potential impact of adopting SFAS 157.

11. Subsequent Events

Applied Graphics Acquisition

In October 2006, we acquired Applied Graphics, Inc., a provider of production management and print-on-demand services with locations in California and Hawaii. The acquisition price consisted of $7,000,000 in cash paid in October 2006 and up to an additional $4,850,000 in cash payable contingent on the satisfaction of attainment of certain performance measures by Applied Graphics on or prior to September 30, 2008.

Report of Registered Public Accounting Firm

The Members

Graphography Limited LLC

We have audited the accompanying balance sheet of Graphography Limited LLC as of December 31, 2005 and the related statements of operations, members’ equity, and cash flows for the year then ended. These financial statements are the responsibility of the Company’s management. Our responsibility is to express an opinion on these financial statements based on our audit.

We conducted our audit in accordance with the auditing standards generally accepted in the United States. Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of material misstatement. We were not engaged to perform an audit of the Company’s internal control over financial reporting. Our audit included consideration of internal control over financial reporting as a basis for designing audit procedures that are appropriate in the circumstances, but not for the purpose of expressing an opinion on the effectiveness of the Company’s internal control over financial reporting. Accordingly, we express no such opinion. An audit also includes examining, on a test basis, evidence supporting the amounts and disclosures in the financial statements, assessing the accounting principles used and significant estimates made by management, and evaluating the overall financial statement presentation. We believe that our audit provide a reasonable basis for our opinion.

In our opinion, the financial statements referred to above present fairly, in all material respects, the financial position of Graphography Limited LLC at December 31, 2005, and the results of its operations and its cash flows for the year then ended, in conformity with accounting principles generally accepted in the United States.

/s/    Ernst & Young LLP

Chicago, Illinois

May 25, 2006

Graphography Limited LLC

Balance Sheet

December 31, 2005

Assets

Current assets:

Cash and cash equivalents

$223,019

Accounts receivable

3,567,907

Unbilled revenue

893,664

Prepaid expenses

16,184

Other current assets

6,082


Total current assets

4,706,856

Property and equipment, net

32,751

Other assets:

Deposits

35,634

Note receivable—member

559,164

Other assets

1,950


596,748


Total assets

$5,336,355


Liabilities and members’ equity

Current liabilities:

Accounts payable—trade

$3,653,235

Line of credit

500,000

Customer deposits

92,385

Other accrued liabilities

47,186

Accrued expenses

226,174


Total current liabilities

4,518,980

Members’ equity:

Class A, common units, $0 par value, 1,000 units authorized, issued and outstanding

1,000

Retained earnings

816,375


Total members’ equity

817,375


Total liabilities and members’ equity

$5,336,355


See accompanying notes to financial statements.

Graphography Limited LLC

Statement of Operations

Year Ended December 31, 2005

Revenue

  $23,762,831 

Cost of goods sold

   20,545,842 
   


Gross profit

   3,216,989 

Operating expenses:

     

Selling, general, and administrative expenses

   2,853,677 

Depreciation and amortization

   26,149 
   


Income from operations

   337,163 

Other income (expense):

     

Interest income

   16,278 

Interest expense

   (18,556)
   


Total other expense

   (2,278)
   


Net income

  $334,885 
   


See accompanying notes to financial statements.

Graphography Limited LLC

Statement of Members’ Equity

Year Ended December 31, 2005

   Common A

  Retained
Earnings


  

Total


 
   Shares

  Amount

   

Balance at January 1, 2005

  1,000  $1,000   489,264   490,264 

Net income

  —     —     334,885   334,885 

Distributions

  —     —     (7,774)  (7,774)
   
  

  


 


Balance at December 31, 2005

  1,000  $1,000  $816,375  $817,375 
   
  

  


 


See accompanying notes to financial statements.

Graphography Limited LLC

Statement of Cash Flows

Year Ended December 31, 2005

Cash flows from operating activities

     

Net income

  $334,885 

Adjustments to reconcile net income to net cash used in operating activities:

     

Depreciation and amortization

   26,149 

Change in assets:

     

Accounts receivable

   (1,138,310)

Unbilled revenue

   1,786,548 

Prepaid expenses and other

   1,091 

Change in liabilities:

     

Accounts payable

   304,354 

Accrued expenses and other

   (2,161,035)
   


Net cash used in operating activities

   (846,318)

Cash flows from investing activities

     

Purchases of property and equipment

   (4,006)

Cash flows from financing activities

     

Net line of credit borrowings

   500,000 

Advances to related parties

   (50,253)

Payments of distributions

   (7,774)
   


Net cash provided by financing activities

   441,973 
   


Decrease in cash and cash equivalents

   (408,351)

Cash and cash equivalents, beginning of year

   631,370 
   


Cash and cash equivalents, end of year

  $223,019 
   


Supplemental disclosure of cash flow information

     

Cash paid during the year for interest

  $18,556 
   


See accompanying notes to financial statements.

Graphography Limited LLC

Notes to Financial Statements

December 31, 2005

1. Description of the Business

Graphography Limited LLC (the Company) provides large and middle market companies in the United States with turnkey production management solutions, providing clients with an end-to-end solution for all their print, direct mail, premium, display and promotional needs. The Company analyzes, competitively bids, procures, manages and executes production programs on behalf of clients and serves as a complete outsource for the back-end execution of all their marketing efforts.

The Company is organized pursuant to the Delaware Limited Liability Company Act, which limits the liability of the individual members. The term of existence began with the filing of the Certificate of Formation with the Delaware Secretary of State and continues indefinitely.

2. Summary of Significant Accounting Policies

Use of Estimates

The preparation of financial statements requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, disclosures of contingent assets and liabilities at the date of the financial statements, and the reported amounts of revenues and expenses during the reporting period. Actual results could differ from those estimates.

Revenue Recognition

Revenue is recognized when the product is shipped from a third party to the customer, which is the time that title transfers. In accordance with EITF Issue 99-19, Reporting Revenue Gross as a Principal versus Net as an Agent, we recognize revenue on a gross basis, as opposed to a net basis similar to a commission arrangement, because we bear the risks and benefits associated with revenue-generated activities by: (1) acting as a principal in the transaction; (2) establishing prices; (3) being responsible for fulfillment of the order; (4) taking the risk of loss for collection, delivery and returns; and (5) marketing our products, among other things.

Cash and Cash Equivalents

For purposes of the consolidated statements of cash flows, the Company considers all highly liquid investments purchased with a maturity of three months or less to be cash equivalents.

Accounts Receivable

Accounts receivable are uncollateralized customer obligations due under normal trade terms. Invoices require payment within 30 to 60 days from the invoice date. Accounts receivable are stated at the amount billed to the customer. Customer account balances with invoices dated over 90 days old are considered delinquent. Interest is not accrued on outstanding balances.

The carrying amount of accounts receivable is reduced by a valuation allowance that reflects management’s best estimate of the amounts that will not be collected. Management individually reviews all accounts receivable balances and, based on an assessment of current creditworthiness, estimates the portion, if any, of the balance that will not be collected. Fully reserved receivables are reviewed on a monthly basis and uncollectible accounts are written off when all reasonable collection efforts have been exhausted.

Graphography Limited LLC

Notes to Financial Statements—(Continued)

Property and Equipment

Property and equipment are stated at cost. Depreciation is computed using the straight-line method over the estimated useful lives of the respective assets. The estimated useful lives, by asset class, are as follows:

Software

3 years

Computer equipment

5 years

Furniture and fixtures

5 years

Shipping and Handling Costs

Shipping and handling costs are classified in cost of sales in the statements of operations.

Income Taxes

As a limited liability company, the Company is treated as a partnership for federal, state and local income tax purposes. Accordingly, there is no provision for income taxes at the Company level. Members are taxed individually on their share of the Company’s earnings.

Advertising

Costs of advertising, which are expensed as incurred by the Company, were $150,051 for the year ended December 31, 2005.

3. Property and Equipment

Property and equipment at December 31, 2005, consisted of the following:

   2005

 

Computer equipment

  $223,207 

Software

   18,981 

Furniture and fixtures

   83,643 
   


    325,831 

Less accumulated depreciation

   (293,080)
   


   $32,751 
   


4. Line of Credit

During 2005, the Company entered into a $750,000 line of credit with a bank that matures in June 2006. Outstanding borrowings under the line of credit were $500,000 at December 31, 2005. Interest is payable monthly at the prime rate (7.25% at December 31, 2005) plus one percent. The note is collateralized by substantially all of the Company’s assets. The Company is required to comply with certain nonfinancial covenants.

5. Commitments and Contingencies

Lease Commitments

In June 1996 (as amended in August 1997), the Company entered into an operating lease agreement for a new facility. The lease agreement expires December 31, 2006, and requires base monthly rental payments of $17,353, plus an additional monthly rental payment for real estate taxes and common area maintenance fees related to the building. In addition, the Company leases office equipment under various operating leases.

Total rent expense for the year ended December 31, 2005, was $243,951.

Graphography Limited LLC

Notes to Financial Statements—(Continued)

Minimum annual rental payments are as follows:

2006

  $221,214

2007

   8,942

2008

   2,700
   

Total minimum lease payments

  $232,856
   

6. Significant Customers

Sales to two customers were approximately $12,000,000 and $9,000,000, respectively, for the year ended December 31, 2005. The amount included in accounts receivable at December 31, 2005, for these customers was approximately $811,000 and $1,520,000, respectively.

7. Major Vendor

Purchases from one vendor were approximately $2,800,000 for 2005. The amount included in accounts payable at December 31, 2005, for this vendor was approximately $395,000.

8. Concentration of Credit Risk

The Company maintains its cash balances in various financial institutions located in the United States. The balances are insured by the Federal Deposit Insurance Corporation up to $100,000 per institution. The uninsured cash balance at December 31, 2005, was $71,680.

9. Benefit Plans

The Company adopted a 401(k) savings plan effective January 1, 2002, covering all of the Company’s employees. Employees may contribute a percentage of eligible compensation on both a before-tax basis and after-tax basis. The Company has the right to make discretionary contributions to the plan. For the year ended December 31, 2005, the Company did not make any contributions to the plan.

10. Related-Party Transactions

The Company engages an accounting firm to handle certain financial statement reporting and tax compliance requirements. One of the partners at this accounting firm is related to a member of the Company. As of December 31, 2005, the Company accrued approximately $25,000 related to services performed in 2005.

As of December 31, 2005, the Company had a note receivable of $559,164 arising from advances made to one of the members. The note is payable upon demand.

Graphography Limited LLC

Balance Sheets

   

December 31,

2005


  

March 31,

2006


      (Unaudited)

Assets

        

Current assets:

        

Cash and cash equivalents

  $223,019  $985,207

Accounts receivable

   3,567,907   1,694,639

Unbilled revenue

   893,664   3,491,976

Prepaid expenses

   16,184   10,143

Other current assets

   6,082   3,987
   

  

Total current assets

   4,706,856   6,185,952

Property and equipment, net

   32,751   27,050

Other assets:

        

Deposits

   35,634   35,634

Note receivable—member

   559,164   565,423

Other assets

   1,950   2,950
   

  

    596,748   604,007
   

  

Total assets

  $5,336,355  $6,817,009
   

  

Liabilities and members’ equity

        

Current liabilities:

        

Accounts payable—trade

  $3,653,235  $3,695,235

Line of credit

   500,000   

Customer deposits

   92,385   2,098,418

Other accrued liabilities

   47,186   2,826

Accrued expenses

   226,174   101,000
   

  

Total current liabilities

   4,518,980   5,897,479

Members’ equity:

        

Class A, common units, $0 par value, 1,000 units authorized, issued and outstanding

   1,000   1,000

Retained earnings

   816,375   918,530
   

  

Total members’ equity

   817,375   919,530
   

  

Total liabilities and members’ equity

  $5,336,355  $6,817,009
   

  

See accompanying notes to unaudited financial statements.

Graphography Limited LLC

Statements of Operations

   Three Months Ended March 31,

 
   2005

  2006

 
   (Unaudited) 

Revenue

  $4,946,367  $6,903,604 

Cost of goods sold

   4,230,194   5,698,641 
   


 


Gross profit

   716,173   1,204,963 

Operating expenses:

         

Selling, general, and administrative expenses

   675,768   684,199 

Depreciation and amortization

   4,590   5,701 
   


 


Income from operations

   35,815   515,063 

Other income (expense):

         

Interest income

   1,046    

Interest expense

   (1,571)  (2,360)
   


 


Total other expense

   (525)  (2,360)
   


 


Net income

  $35,290  $512,703 
   


 


See accompanying notes to unaudited financial statements.

Graphography Limited LLC

Statements of Cash Flows

   Three Months March 31,

 
   2005

  2006

 
   (Unaudited) 

Cash flows from operating activities

         

Net income

  $35,290  $512,703 

Adjustments to reconcile net income to net cash provided by (used in) operating activities:

         

Depreciation and amortization

   4,590   5,701 

Change in assets:

         

Accounts receivable

   2,182,220   1,873,268 

Unbilled revenue

   (1,805,835)  (2,598,312)

Prepaid expenses and other

   1,068   7,135 

Change in liabilities:

         

Accounts payable

   1,494,653   42,000 

Customer deposits

   (2,320,865)  2,006,032 

Accrued expenses and other

   72,249   (169,534)
   


 


Net cash provided by (used in) operating activities

   (336,630)  1,678,994 

Cash flows from investing activities

         

Purchases of property and equipment

   (3,173)   

Cash flows from financing activities

         

Repayments of line of credit

   300,000   (500,000)

Advances to related parties

   (3,279)  (6,258)

Payments of distributions

   (12,229)  (410,548)
   


 


Net cash provided (used in) by financing activities

   284,492   (916,806)
   


 


Increase in cash and cash equivalents

   (55,311)  762,188 

Cash and cash equivalents, beginning of period

   631,370   223,019 
   


 


Cash and cash equivalents, end of period

  $576,059  $985,207 
   


 


Supplemental disclosure of cash flow information

         

Cash paid during the year for interest

  $1,571  $2,360 
   


 


See accompanying notes to consolidated financial statements.

Graphography Limited LLC

Notes to Financial Statements

March 31, 2006 and 2005

1. Summary of Significant Accounting Policies

Basis of Presentation

The unaudited financial statements of Graphography Limited LLC (the Company) included herein have been prepared in accordance with the rules and regulations of the Securities and Exchange Commission and accounting principles generally accepted in the United States for interim financial information. Certain information and footnote disclosures normally included in financial statements prepared in accordance with accounting principles generally accepted in the United States have been condensed or omitted pursuant to such rules and regulations. In the opinion of management, all adjustments considered necessary for a fair presentation of the accompanying unaudited financial statements have been included, and all adjustments are of a normal and recurring nature. These interim financial statements should be read in conjunction with the financial statements and the notes thereto included in the Company’s most recent audited financial statements.

Unbilled Revenue

Unbilled revenue relates to shipments that have been made to customers for which the related accounts receivable has not yet been billed.

Customer Deposits

Customer deposits relate to payments made to the Company prior to invoicing the customer for their shipment. Once the customer is invoiced, the customer deposit is applied to the outstanding accounts receivable.

Income Taxes

As a limited liability company, the Company is treated as a partnership for federal, state and local income tax purposes. Accordingly, there is no provision for income taxes at the company level through March 31, 2006. Members are taxed individually on their share of the Company’s earnings.

2. Related Parties

The Company engages an accounting firm to handle certain financial statement reporting and tax compliance requirements. One of the partners at this accounting firm is related to a member of the Company. As of March 31, 2006, the Company accrued approximately $25,000 related to services performed in 2005.

As of March 31, 2006, the Company had a note receivable of $565,423 arising from advances made to one of its members. The note is payable upon demand.

3. Subsequent Events

On May 31, 2006, the Company was sold to InnerWorkings, Inc. for an acquisition price of $4.525 million in cash paid on May 31, 2006. The acquisition agreement provides that up to an additional $3.0 million in cash may be paid by InnerWorkings, Inc. contingent on the future revenue generated by the Company. The additional cash consideration, if any, will be paid on or prior to May 31, 2010 and will be treated as additional purchase price.

Report of Independent Auditors

The Board of Directors and Stockholders

Applied Graphics, Inc.

We have audited the accompanying balance sheet of Applied Graphics, Inc. as of October 31, 2005, and the related statement of income and retained earnings, and cash flows for the year then ended. These financial statements are the responsibility of the Company’s management. Our responsibility is to express an opinion on these financial statements based on our audit.

We conducted our audit in accordance with auditing standards generally accepted in the United States of America. Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of material misstatement. An audit includes examining, on a test basis, evidence supporting the amounts and disclosures in the financial statements. An audit also includes assessing the accounting principles used and significant estimates made by management, as well as evaluating the overall financial statement presentation. We believe that our audit provides a reasonable basis for our opinion.

In our opinion, the financial statements referred to above present fairly, in all material respects, the financial position of Applied Graphics, Inc. as of October 31, 2005, and the results of its operations and its cash flows for the year then ended in conformity with accounting principles generally accepted in the United States of America.

/s/ Smith, Lange & Phillips LLP

San Francisco, California

September 29, 2006

Applied Graphics, Inc.

Balance Sheet

October 31, 2005

Assets

    

Current assets:

    

Accounts receivable, net of allowance for doubtful accounts of $30,000

  $ 4,590,156

Inventory

   592,095

Employee advances

   127,310

Prepaid expenses

   84,424

Deferred tax asset

   123,990
   

Total current assets

   5,517,975

Property and equipment, net

   359,495

Other assets:

    

Employee advances

   112,500

Deposits

   45,378

Cash surrender value of life insurance

   647,615

Goodwill

   220,961
   

    1,026,454
   

Total assets

  $6,903,924
   

Liabilities and stockholders’ equity

    

Current liabilities:

    

Accounts payable—trade

  $1,243,625

Line of credit

   2,100,858

Customer deposits

   43,862

Income taxes payable

   14,790

Current portion of capital lease obligations

   12,961

Accrued expenses

   1,542,154
   

Total current liabilities

   4,958,250

Capital lease obligations, less current portion

   13,715

Deferred tax liability

   71,250

Commitments and contingencies

   225,000

Notes payable – related party

   150,000
   

Total liabilities

   5,418,215
   

Stockholders’ equity:

    

Class A, common stock, $1 par value, 4,000 units authorized, 3,795 shares issued and outstanding

   3,795

Additional paid-in capital

   265,412

Retained earnings

   1,216,502
   

Total stockholders’ equity

   1,485,709
   

Total liabilities and stockholders’ equity

  $6,903,924
   

See accompanying notes to financial statements.

Applied Graphics, Inc.

Statement of Operations

Year Ended October 31, 2005

Revenue  $ 30,104,243 

Cost of goods sold

   19,822,569 
   


Gross profit

   10,281,674 

Operating expenses:

     

Selling, general, and administrative expenses

   9,684,421 

Depreciation

   148,779 
   


Income from operations

   448,474 

Other income (expense):

     

Other income

   13,346 

Interest expense

   (155,422)
   


Total other expense

   (142,076)
   


Income before taxes

   306,398 

Income tax expense

   (139,792)
   


Net income

  $166,606 
   


See accompanying notes to financial statements.

Applied Graphics, Inc.

Statement of Stockholders’ Equity

Year Ended October 31, 2005

   Common A

  

Retained

Earnings


  

Additional Paid-

in Capital


  Total

   Shares

  Amount

      

Balance at November 1, 2004

  3,795  $3,795  $1,049,896  $ 265,412  $1,319,103

Net income

  —     —     166,606       166,606
   
  

  

  

  

Balance at October 31, 2005

  3,795  $3,795  $1,216,502  $265,412  $1,485,709
   
  

  

  

  

See accompanying notes to financial statements.

Applied Graphics, Inc

Statement of Cash Flows

Year Ended October 31, 2005

Cash flows from operating activities

     

Net income

  $166,606 

Adjustments to reconcile net income to net cash used in operating activities:

     

Depreciation

   148,779 

Change in assets:

     

Accounts receivable

   (217,296)

Inventory

   (232,743)

Employee advances

   (177,577)

Prepaid expenses and other

   16,744 

Change in liabilities:

     

Accounts payable

   109,731 

Accrued expenses and other

   138,186 
   


Net cash used in operating activities

   (47,570)
Cash flows from investing activities     

Purchases of property and equipment

   (123,774)
Cash flows from financing activities     

Net line of credit borrowings

   241,869 

Payments on capital lease obligations

   (20,525)

Payments of distributions

   (50,000)
   


Net cash provided by financing activities

   171,344 
   


Change in cash and cash equivalents

   —   

Cash and cash equivalents, beginning of year

   —   
   


Cash and cash equivalents, end of year

  $—   
   


Supplemental disclosure of cash flow information     

Cash paid during the year for taxes

  $253,760 

Cash paid during the year for interest

  $155,422 

See accompanying notes to financial statements.

Applied Graphics, Inc.

Notes to Financial Statements

October 31, 2005

1. Description of the Business

Applied Graphics, Inc. (the Company) consists of eleven business locations, which provide business forms, products, custom printing and specialty promotional items to businesses and individuals. The Company analyzes, competitively bids, procures, manages and executes production programs on behalf of clients and serves as a complete outsource for the back-end execution of all their marketing efforts.

2. Summary of Significant Accounting Policies

Use of Estimates

The preparation of financial statements requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, disclosures of contingent assets and liabilities at the date of the financial statements, and the reported amounts of revenues and expenses during the reporting period. Actual results could differ from those estimates.

Revenue Recognition

Revenue is recognized when the product is shipped from a third party to the customer, which is the time that title transfers. In accordance with EITF Issue 99-19, Reporting Revenue Gross as a Principal versus Net as an Agent, we recognize revenue on a gross basis, as opposed to a net basis similar to a commission arrangement, because we bear the risks and benefits associated with revenue-generated activities by: (1) acting as a principal in the transaction; (2) establishing prices; (3) being responsible for fulfillment of the order; (4) taking the risk of loss for collection, delivery and returns; and (5) marketing our products, among other things.

Cash and Cash Equivalents

For purposes of the statements of cash flows, the Company considers all highly liquid investments purchased with a maturity of three months or less to be cash equivalents.

Accounts Receivable

Accounts receivable are uncollateralized customer obligations due under normal trade terms. Invoices require payment within 30 to 60 days from the invoice date. Accounts receivable are stated at the amount billed to the customer. Customer account balances with invoices dated over 90 days old are considered delinquent. Interest is not accrued on outstanding balances.

The carrying amount of accounts receivable is reduced by a valuation allowance that reflects management’s best estimate of the amounts that will not be collected. Management individually reviews all accounts receivable balances and, based on an assessment of current creditworthiness, estimates the portion, if any, of the balance that will not be collected. Fully reserved receivables are reviewed on a monthly basis and uncollectible accounts are written off when all reasonable collection efforts have been exhausted.

Inventory

Inventory is stated at the lower of cost or market. Cost is determined by the first-in, first-out method, and market represents the lower of replacement cost or estimated realizable value. Inventory consists primarily of finished goods.

Property and Equipment

Property and equipment are stated at cost. Depreciation is computed using the straight-line method over the estimated useful lives of the respective assets. The estimated useful lives, by asset class, are as follows:

Leasehold improvements

15 years

Computer equipment

3 -5 years

Furniture and fixtures

7 years

Goodwill

Goodwill represents the excess of purchase price and related costs over the value assigned to the net tangible and identifiable intangible assets of businesses acquired. In accordance with Statement of Financial Accounting Standards (SFAS) No. 142,Goodwill and Other Intangible Assets, goodwill is not amortized, but instead is tested for impairment annually, or more frequently if circumstances indicate a possible impairment may exist. The Company evaluates the recoverability of goodwill using a two-step impairment test. For goodwill impairment review purposes, the Company has one reporting unit. In the first step, the fair value for the Company is compared to its book value including goodwill. In the case that the fair value is less than the book value, a second step is performed which compares the implied fair value of goodwill to the book value of the goodwill. The fair value for the goodwill is determined based on the difference between the fair values and the net book values of the identifiable assets and liabilities. If the implied fair value of the goodwill is less than the book value, the difference is recognized as an impairment.

Shipping and Handling Costs

Shipping and handling costs are classified in cost of sales in the statement of operations.

Income Taxes

The Company records its income tax liability in accordance with Financial Accounting Standards Board Statement 109 (“FAS 109”), Accounting for Income Taxes. Under the provisions of FAS 109, an entity recognizes deferred tax assets and liabilities for future tax consequences of events that have been previously recognized in the Company’s financial statements or tax returns. The primary differences relate to depreciation and amortization differences, inventory capitalization and state tax deductions. Deferred tax assets are recognized for deductible temporary differences, with a valuation allowance established against the resulting assets to the extent it is more likely than not that the related tax benefit will not be realized. The measurement of deferred tax assets and liabilities is based on provisions on the enacted tax law; the effects of future changes in tax laws or rates are not anticipated.

Advertising

Costs of advertising, which are expensed as incurred by the Company, were $10,384 for the year ended October 31, 2005.

3. Property and Equipment

Property and equipment at October 31, 2005, consisted of the following:

   2005

 

Computer equipment

  $431,555 

Leasehold improvements

   16,462 

Furniture and fixtures

   306,646 
   


    754,663 

Less accumulated depreciation

   (395,168)
   


   $359,495 
   


4. Line of Credit

During 2005, the Company entered into a $3,050,000 line of credit with a bank that matures in April 2006. Outstanding borrowings under the line of credit were $2,100,858 at October 31, 2005. Interest is payable monthly at the prime rate (6.75% at October 31, 2005). The note is collateralized by substantially all of the Company’s assets and personally guaranteed by an existing shareholder. The Company is required to comply with certain financial and nonfinancial covenants.

5. Income Taxes

The provision for income taxes consists of the following components:

   

Year Ended

October 31, 2005


 

Current

     

Federal

  $178,007 

State

   42,863 
   


Total current

   220,870 
   


Deferred

     

Federal

   (63,548)

State

   (17,530)
   


Total deferred

   (81,078)
   


Income tax expense

  $139,792 
   


The provision for income taxes for the twelve months ended October 31, 2005, differs from the amount computed by applying the U.S. federal income tax rate of 34% to pretax income because of the effect of the following items:

   Twelve Months Ended
October 31, 2005


Tax expense at U.S. federal income tax rate

  $104,175

State income taxes, net of federal income tax effect

   16,998

Nondeductible expenses and other

   18,619
   

Income tax expense

  $139,792
   

At October 31, 2005, the Company’s deferred tax assets and liabilities consisted of the following:

   October 31, 2005

 

Current deferred tax assets:

     

Reserves and allowances

  $109,242 

Other

   14,748 
   


Total current deferred tax assets

   123,990 
   


Noncurrent deferred tax assets:

     

Other

   1,185 
   


Total noncurrent deferred tax assets

   1,185 
   


Total deferred tax assets

   125,175 
   


Noncurrent deferred tax liabilities:

     

Fixed assets

   (72,435)
   


Total deferred tax liabilities

   (72,435)
   


Net deferred tax asset

  $52,740 
   


Net current deferred tax asset

  $123,990 

Net noncurrent deferred tax liability

   (71,250)
   


Net deferred tax asset

  $52,740 
   


6. Commitments and Contingencies

Lease Commitments

During 2004, the Company entered into a capital lease for furniture and computer equipment that may be purchased for a nominal amount upon expiration of the lease in October 2007. Monthly payments are $1,178. The cost and accumulated depreciation of the capital leases included in furniture and fixtures at October 31, 2005, was $38,924 and $7,142, respectively. Amortization of the related assets is included in depreciation in the accompanying statement of operations.

During 2004 and 2005, the Company renewed various operating lease agreements for existing facilities. The lease agreements have varying expiration dates through November 2010, and require escalating base monthly rental payments ranging from $636 to $15,000, plus an additional monthly rental payment for real estate taxes and common area maintenance fees related to the building.

Total rent expense for the year ended October 31, 2005, was $520,592.

Minimum annual rental payments are as follows:

   

Capital

Leases


  

Operating

Leases


Years Ending October 31,

        

2006

  $14,139  $594,408

2007

   14,134   321,882

2008

       223,205

2009

       198,119

2010

       102,480

Thereafter

       8,330
   


 

Total minimum lease payments

   28,273  $1,448,424
       

Less amounts representing interest

   (1,597)   
   


   
   $26,676    
   


   

Sales tax

The Company is currently undergoing a sales tax audit by a state tax authority. The Company has determined that it is probable that they will be responsible for additional sales tax and has determined an estimated amount based on a draft report issued by the sales tax auditor. As of October 31, 2005, the Company has accrued an estimated liability of $225,000.

7. Concentration of Credit Risk

The Company maintains its cash balances in various financial institutions located in the United States. The balances are insured by the Federal Deposit Insurance Corporation up to $100,000 per institution.

8. Benefit Plans

The Company sponsors a 401(k) savings plan, covering all of the Company’s employees. Employees may contribute a percentage of eligible compensation on both a before-tax basis and after-tax basis. The Company has the right to make discretionary contributions to the plan. For the year ended October 31, 2005, the Company had contributed $80,377 to the plan.

9. Related-Party Transactions

The Company leases office space from a partnership which includes certain shareholders of the Company. For the year ended October 31, 2005, the Company paid total rent of $172,000 to the partnership.

As of October 31, 2005, the Company had notes payable of $150,000 from its shareholders. The notes are due on December 31, 2006, and bear interest at 12% per annum. The notes were paid off on June 20, 2006.

Applied Graphics, Inc.

Balance Sheets

   October 31,
2005


  July 31, 2006

      (Unaudited)

Assets

        

Current assets:

        

Cash

  $—    $44,543

Accounts receivable, net of allowance for doubtful accounts of $30,000

   4,590,156   4,592,338

Inventory

   592,095   753,386

Employee advances

   127,310   125,724

Prepaid expenses

   84,424   105,760

Deferred tax asset

   123,990   127,780
   

  

Total current assets

   5,517,975   5,749,531

Property and equipment, net

   359,495   313,699

Other assets:

        

Employee advances

   112,500   84,375

Deposits

   45,378   47,368

Cash surrender value of life insurance

   647,615   688,568

Goodwill

   220,961   220,961
   

  

    1,026,454   1,041,272
   

  

Total assets

  $6,903,924  $7,104,502
   

  

Liabilities and stockholders’ equity

        

Current liabilities:

        

Accounts payable—trade

  $1,243,625  $1,012,876

Line of credit

   2,100,858   2,444,470

Customer deposits

   43,862   155,768

Income taxes payable

   14,790   111,181

Current portion of capital lease obligations

   12,961   12,961

Accrued expenses

   1,542,154   1,242,535
   

  

Total current liabilities

   4,958,250   4,979,791

Capital lease obligations, less current portion

   13,715   4,528

Deferred tax liability

   71,250   55,040

Commitments and contingencies

   225,000   225,000

Notes payable – related party

   150,000   —  
   

  

Total liabilities

   5,418,215   5,264,359

Stockholders’ equity:

        

Class A, common stock, $1 par value, 4,000 units authorized, 3,795 shares issued and outstanding

   3,795   3,795

Additional paid-in capital

   265,412   265,412

Retained earnings

   1,216,502   1,570,936
   

  

Total stockholders’ equity

   1,485,709   1,840,143
   

  

Total liabilities and stockholders’ equity

  $6,903,924  $7,104,502
   

  

See accompanying notes to financial statements.

Applied Graphics, Inc.

Statements of Operations

   Nine months Ended July 31,

 
   2005

  2006

 
   (Unaudited) 

Revenue

  $21,873,528  $24,394,436 

Cost of goods sold

   14,144,129   15,777,894 
   


 


Gross profit

   7,729,399   8,616,542 

Operating expenses:

         

Selling, general, and administrative expenses

   7,225,675   7,808,590 

Depreciation

   106,200   99,566 
   


 


Income from operations

   397,524   708,386 

Other income (expense):

         

Other income

   9,987   58,474 

Loss on disposal of property and equipment

   —     (41,839)

Interest expense

   (116,098)  (138,839)
   


 


Total other expense

   (106,111)  (122,204)
   


 


Income before taxes

   291,413   586,182 

Income tax expense

   (90,000)  (231,748)
   


 


Net income

  $201,413  $354,434 
   


 


See accompanying notes to financial statements.

Applied Graphics, Inc

Statements of Cash Flows

   Nine months Ended July 31,

 
   2005

  2006

 
   (Unaudited) 

Cash flows from operating activities

         

Net income

  $201,413  $354,434 

Adjustments to reconcile net income to net cash used in operating activities:

         

Depreciation

   106,200   99,566 

Loss on disposal of property and equipment

   —     41,839 

Change in assets:

         

Accounts receivable

   90,154   (2,182)

Inventory

   (226,852)  (161,291)

Employee advances

   62,233   29,711 

Prepaid expenses and other

   (216,008)  (68,069)

Change in liabilities:

         

Accounts payable

   (123,949)  (508,061)

Accrued expenses and other

   (13,194)  169,780 
   


 


Net cash used in operating activities

   (120,003)  (44,273)

Cash flows from investing activities

         

Purchases of property and equipment

   (108,852)  (95,609)

Cash flows from financing activities

         

Net line of credit borrowings

   269,313   343,612 

Payments on capital lease obligations

   (15,458)  (9,187)

Payments of notes payable – related party

   (25,000)  (150,000)
   


 


Net cash provided by financing activities

   228,855   184,425 
   


 


Change in cash and cash equivalents

   —     44,543 

Cash and cash equivalents, beginning of period

   —     —   
   


 


Cash and cash equivalents, end of period

  $—    $44,543 
   


 


Supplemental disclosure of cash flow information

         

Cash paid during the year for taxes

  $190,320  $157,339 

Cash paid during the year for interest

  $116,098  $138,839 

See accompanying notes to financial statements.

Applied Graphics, Inc.

Notes to Financial Statements

July 31, 2006 and 2005

1. Description of the Business

Applied Graphics, Inc. (the Company) consists of eleven business locations, which provide business forms, products, custom printing and specialty promotional items to businesses and individuals. The Company analyzes, competitively bids, procures, manages and executes production programs on behalf of clients and serves as a complete outsource for the back-end execution of all their marketing efforts.

2. Summary of Significant Accounting Policies

Use of Estimates

The preparation of financial statements requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, disclosures of contingent assets and liabilities at the date of the financial statements, and the reported amounts of revenues and expenses during the reporting period. Actual results could differ from those estimates.

Revenue Recognition

Revenue is recognized when the product is shipped from a third party to the customer, which is the time that title transfers. In accordance with EITF Issue 99-19, Reporting Revenue Gross as a Principal versus Net as an Agent, we recognize revenue on a gross basis, as opposed to a net basis similar to a commission arrangement, because we bear the risks and benefits associated with revenue-generated activities by: (1) acting as a principal in the transaction; (2) establishing prices; (3) being responsible for fulfillment of the order; (4) taking the risk of loss for collection, delivery and returns; and (5) marketing our products, among other things.

Cash and Cash Equivalents

For purposes of the statements of cash flows, the Company considers all highly liquid investments purchased with a maturity of three months or less to be cash equivalents.

Accounts Receivable

Accounts receivable are uncollateralized customer obligations due under normal trade terms. Invoices require payment within 30 to 60 days from the invoice date. Accounts receivable are stated at the amount billed to the customer. Customer account balances with invoices dated over 90 days old are considered delinquent. Interest is not accrued on outstanding balances.

The carrying amount of accounts receivable is reduced by a valuation allowance that reflects management’s best estimate of the amounts that will not be collected. Management individually reviews all accounts receivable balances and, based on an assessment of current creditworthiness, estimates the portion, if any, of the balance that will not be collected. Fully reserved receivables are reviewed on a monthly basis and uncollectible accounts are written off when all reasonable collection efforts have been exhausted.

Inventory

Inventory is stated at the lower of cost or market. Cost is determined by the first-in, first-out method, and market represents the lower of replacement cost or estimated realizable value. Inventory consists primarily of finished goods.

Property and Equipment

Property and equipment are stated at cost. Depreciation is computed using the straight-line method over the estimated useful lives of the respective assets. The estimated useful lives, by asset class, are as follows:

Leasehold improvements

15 years

Computer equipment

3 -5 years

Furniture and fixtures

7 years

Goodwill

Goodwill represents the excess of purchase price and related costs over the value assigned to the net tangible and identifiable intangible assets of businesses acquired. In accordance with Statement of Financial Accounting Standards (SFAS) No. 142,Goodwill and Other Intangible Assets, goodwill is not amortized, but instead is tested for impairment annually, or more frequently if circumstances indicate a possible impairment may exist. The Company evaluates the recoverability of goodwill using a two-step impairment test. For goodwill impairment review purposes, the Company has one reporting unit. In the first step, the fair value for the Company is compared to its book value including goodwill. In the case that the fair value is less than the book value, a second step is performed which compares the implied fair value of goodwill to the book value of the goodwill. The fair value for the goodwill is determined based on the difference between the fair values and the net fair values of the identifiable assets and liabilities. If the implied fair value of the goodwill is less than the book value, the difference is recognized as an impairment.

Shipping and Handling Costs

Shipping and handling costs are classified in cost of sales in the statement of operations.

Income Taxes

The Company records its income tax liability in accordance with Financial Accounting Standards Board Statement 109 (“FAS 109”), Accounting for Income Taxes. Under the provisions of FAS 109, an entity recognizes deferred tax assets and liabilities for future tax consequences of events that have been previously recognized in the Company’s financial statements or tax returns. The primary differences relate to depreciation and amortization differences, inventory capitalization and state tax deductions. Deferred tax assets are recognized for deductible temporary differences, with a valuation allowance established against the resulting assets to the extent it is more likely than not that the related tax benefit will not be realized. The measurement of deferred tax assets and liabilities is based on provisions on the enacted tax law; the effects of future changes in tax laws or rates are not anticipated.

3. Property and Equipment

Property and equipment at July 31, 2006, consisted of the following:

   2006

 

Computer equipment

  $461,351 

Leasehold improvements

   16,462 

Furniture and fixtures

   314,248 
   


    792,061 

Less accumulated depreciation

   (478,362)
   


   $313,699 
   


4. Line of Credit

During 2006, the Company entered into a $3,100,000 line of credit with a bank that matures in April 2007. Outstanding borrowings under the line of credit were $2,444,470 at July 31, 2006. Interest is payable monthly at the prime rate (8.25% at July 31, 2006). The note is collateralized by substantially all of the Company’s assets and personally guaranteed by an existing shareholder. The Company is required to comply with certain financial and nonfinancial covenants.

5. Commitments and Contingencies

Sales tax

The Company is currently undergoing a sales tax audit by a state tax authority. The Company has determined that it is probable that they will be responsible for additional sales tax and has determined an estimated amount based on a draft report issued by the sales tax auditor. As of July 31, 2006, the Company has accrued an estimated liability of $225,000.

6. Concentration of Credit Risk

The Company maintains its cash balances in various financial institutions located in the United States. The balances are insured by the Federal Deposit Insurance Corporation up to $100,000 per institution.

7. Benefit Plans

The Company sponsors a 401(k) savings plan, covering all of the Company’s employees. Employees may contribute a percentage of eligible compensation on both a before-tax basis and after-tax basis. The Company has the right to make discretionary contributions to the plan. For the nine months ended July 31, 2006, the Company had made no contributions to the plan.

8. Related-Party Transactions

The Company leases office space from a partnership which includes certain shareholders of the Company. For the nine months ended July 31, 2006, the Company paid total rent of $135,000 to the partnership.

The Company had notes payable of $150,000 from its shareholders. The notes were due on December 31, 2006, and beared interest at 12% per annum. The notes were paid off on June 20, 2006.

9. Subsequent Events

In October 2006, the Company was sold to InnerWorkings, Inc. for an acquisition price of $7.0 million in cash paid in October 2006. The acquisition agreement provides that up to an additional $4.85 million in cash may be paid by InnerWorkings, Inc. contingent on certain future performance measures achieved by the Company. The additional cash consideration, if any, will be paid on or prior to September 30, 2008 and will be treated as additional purchase price.

InnerWorkings, Inc.

Unaudited Pro Forma Condensed Consolidated Financial Statements

In October 2006, InnerWorkings, Inc. (the “Company”) acquired Applied Graphics, Inc. (“Applied”), a provider of production management services, including print procurement on behalf of clients, which also serves as a complete outsource for the back-end execution of all their marketing efforts, located throughout California and Hawaii. In connection with the acquisition, we added more than 1,000 new transactional client relationships and helped further diversify our supplier network by adding over 400 new vendor relationships. As a result of the acquisition, we also established a presence in the west coast market.

In May 2006, InnerWorkings, Inc. (the “Company”) acquired Graphography Limited LLC (“Graphography”) a provider of production management services, including print procurement and promotional services, located in New York, New York. In connection with the acquisition, we added two significant enterprise clients, a Fortune 500 manufacturing and marketing company and a multi-billion dollar international beverage distributor. We also added more than 100 new transactional client relationships and helped further diversify our supplier network by adding over 400 new vendor relationships. As a result of the acquisition, we also established a presence in the New York market with an office of 22 people located in Manhattan.

For purposes of the Unaudited Pro Forma Condensed Consolidated Income Statements for the nine months ended September 30, 2006 and the twelve months ended December 31, 2005, we assume the Applied and Graphography acquisitions occurred on January 1, 2005.

The Unaudited Pro Forma Condensed Consolidated Balance Sheet gives effect to the Applied acquisition and this offering as if they occurred on September 30, 2006.

The Company and Applied have different fiscal year ends as the Company’s fiscal year end is December 31, and Applied’s fiscal year end is October 31. As a result, the unaudited pro forma condensed consolidated income statement for the nine months ended September 30, 2006 has been derived from:

the unaudited historical consolidated income statement of the Company for the nine months ended September 30, 2006; and

the unaudited historical income statement of Applied for the nine months ended July 31, 2006.

the unaudited historical income statement of Graphography for the period from January 1, 2006 through May 31, 2006.

The unaudited pro forma condensed consolidated income statement for the year ended December 31, 2005 has been derived from:

the audited historical consolidated income statement of the Company for the year ended December 31, 2005; and

the audited historical income statement of Applied for the fiscal year ended October 31, 2005.

the audited historical income statement of Graphography for the year ended December 31, 2005.

The unaudited pro forma condensed consolidated balance sheet for the fiscal period ended September 30, 2006 has been derived from:

the unaudited historical consolidated balance sheet of the Company as of September 30, 2006; and

the unaudited historical balance sheet of Applied as of July 31, 2006.

These Unaudited Pro Forma Condensed Consolidated Financial Statements (“the unaudited pro forma financial statements”) have been prepared based on preliminary estimates of fair values of the Applied and

Graphography assets acquired and liabilities assumed as of the acquisition date. The actual amounts recorded for the acquisition may differ from the information presented here. The purchase price has been allocated on a preliminary basis based on management’s best estimates of fair value, with the excess cost over net tangible and intangible assets acquired being allocated to goodwill. These allocations are subject to change pending a final analysis of the fair value of the assets acquired and liabilities assumed as the acquisition date. In addition, post-closing adjustments to the purchase price will affect the purchase price allocation.

The unaudited pro forma financial statements presented do not reflect the pro forma effect of the CoreVision acquisition as the acquisition was considered immaterial for financial reporting purposes.

The unaudited pro forma financial statements presented are for illustration purposes only and do not necessarily indicate the operating results or financial position that would have been achieved if the Applied or Graphography acquisitions had occurred at the beginning of the period presented, nor is it indicative of future operating results or financial position.

These unaudited pro forma financial statements do not reflect any operating efficiencies or cost savings that we may achieve with respect to the combined companies, nor do they include the effects of restructuring activities.

In addition, the unaudited pro forma financial statements presented reflect the effects of the following transactions:

conversion from an LLC to a “C” corporation on January 3, 2006;

conversion of the Company’s Series B, D and E preferred shares to common shares;

use of a portion of the proceeds from the Company’s initial public offering in August 2006 to liquidate the outstanding bank debt as of that date; and

3,000,000 shares issued in this offering.

The unaudited pro forma financial statements should be read in conjunction with the accompanying Notes to Unaudited Pro Forma Condensed Consolidated Financial Statements and the historical consolidated financial statements and accompanying notes included in this Form S-1 Registration Statement.

InnerWorkings, Inc

Unaudited Pro Forma Condensed Consolidated Balance Sheet

September 30, 2006

  InnerWorkings, Inc.
September 30, 2006
  Applied
Graphics
July 31, 2006
  Acquisition
and
Offering
Pro Forma
Adjustments
  

Pro Forma

as Adjusted

 

Assets

     

Current assets:

     

Cash and cash equivalents

 $34,283,536  $44,543  $39,217,000(1)(13) $73,545,079 

Marketable securities

  9,969,356         9,969,356 

Accounts receivable, net

  29,535,931   4,592,338      34,128,269 

Inventory

     753,386   132,273(2)  885,659 

Employee advances

     125,724      125,724 

Unbilled revenue

  6,530,966         6,530,966 

Prepaid expenses

  5,332,651   105,760      5,438,411 

Deferred income taxes

  729,709   127,780   (51,586)(2)  805,903 

Other current assets

  824,359         824,359 
                

Total current assets

  87,206,508   5,749,531   39,297,687   132,253,726 

Property and equipment, net

  2,399,395   313,699      2,713,094 

Intangibles and other assets:

     

Goodwill

  5,128,981   220,961   4,248,680(3)  9,598,622 

Intangible assets, net

  3,443,935      1,361,459(3)  4,805,394 

Deposits

  76,505   47,368      123,873 

Employee advances

     84,375      84,375 

Investment

  125,000         125,000 

Cash surrender value of life insurance

     688,568      688,568 

Deferred income taxes

  5,699,740      (586,009)(3)(4)  5,113,731 

Other assets

  36,373         36,373 
                
  14,510,534   1,041,272   5,024,130   20,575,936 
                

Total assets

 $104,116,437  $7,104,502  $44,321,817  $155,542,756 
                

Liabilities and stockholders’ deficit/members’ equity

     

Current liabilities:

     

Accounts payable—trade

 $19,092,994  $1,012,876  $  $20,105,870 

Line of credit

     2,444,470      2,444,470 

Due to seller

  1,070,000         1,070,000 

Current maturities of capital lease obligations

  74,094   12,961      87,055 

Customer deposits

  1,432,188   155,768      1,587,956 

Other liabilities

  41,504   111,181      152,685 

Deferred revenue

  489,247         489,247 

Accrued expenses

  3,144,563   1,242,535      4,387,098 
                

Total current liabilities

  25,344,590   4,979,791      30,324,381 

Capital lease obligations, less current maturities

  238,424   4,528      242,952 

Commitments and contingencies

     225,000      225,000 

Deferred income taxes

     55,040   (55,040)(4)   
                

Total liabilities

  25,583,014   5,264,359   (55,040)  30,792,333 

Stockholders’ deficit/members’ equity:

     

Common Stock

  115,344,405   3,795   (3,495)(5)(13)  115,344,405 

Additional paid-in capital

  5,322,591   265,412   (45,951,288)(5)(13)  51,359,291 

Treasury stock at cost

  (40,000,000)        (40,000,000)

Unrealized loss on marketable securities

  (30,644)        (30,644)

Accumulated deficit

  (2,102,629)  1,570,936   (1,570,936)(5)  (2,102,629)
                

Total stockholders’ deficit/members’ equity

  78,533,423   1,840,143   44,376,857   124,750,423 
                

Total liabilities and stockholders’ deficit/members’ equity

 $104,116,437  $7,104,502  $44,321,817  $155,542,756 
                

See accompanying notes to unaudited pro forma condensed consolidated financial statements.

InnerWorkings, Inc

Unaudited Pro Forma Condensed Consolidated Income Statement

For the Year Ended December 31, 2005

  

InnerWorkings,
Inc.

Historical

  Graphography
Historical
  Applied
Graphics
Year ended
October 31,
2005
  Acquisitions
Pro Forma
Adjustments
  IPO
and Tax
Pro Forma
Adjustments
  Pro Forma 

Revenue

 $76,869,586  $23,762,831  $30,104,243  $  $  $130,736,660 

Cost of goods sold

  61,271,453   20,545,842   19,822,569         101,639,864 
                        

Gross profit

  15,598,133   3,216,989   10,281,674         29,096,796 

Operating expenses:

      

Selling, general, and administrative expenses

  10,605,248   2,853,677   9,684,421         23,143,346 

Depreciation and amortization

  387,911   26,149   148,779   318,397(6)     881,236 
                        

Income from operations

  4,604,974   337,163   448,474   (318,397)     5,072,214 

Other income (expense):

      

Interest income

  78,627   16,278      (78,627)(7)     16,278 

Interest expense

  (98,128)  (18,556)  (155,422)     98,128(9)  (173,978)

Minority interest

  58,244               58,244 

Other, net

  (9,580)     13,346         3,766 
                        

Total other income (expense)

  29,163   (2,278)  (142,076)  (78,627)  98,128   (95,690)
                        

Income before income taxes

  4,634,137   334,885   306,398   (397,024)  98,128   4,976,524 

Income tax expense

        (139,792)  24,234(8)  (1,845,583)(9)(10)  (1,961,141)
                        

Net income

  4,634,137   334,885   166,606   (372,790)  (1,747,455)  3,015,383 

Dividends on preferred shares

  (761,825)           761,825(11)   
                        

Net income applicable to common shareholders

 $3,872,312  $334,885  $166,606  $(372,790) $(985,630) $3,015,383 
                        

Basic earnings per share

 $0.12      $0.07(12)

Diluted earnings per share

 $0.12      $0.07(12)

Number of shares used for calculation:

      

Basic earnings per share

  31,009,580      12,597,500   43,607,080 

Diluted earnings per share

  32,707,292      11,660,000   44,367,292 

See accompanying notes to unaudited pro forma condensed consolidated financial statements.

InnerWorkings, Inc

Unaudited Pro Forma Condensed Consolidated Income Statement

For the Nine Months Ended September 30, 2006

  

InnerWorkings, Inc.

Historical

  

Period from
January 1, 2006

through

May 31, 2006
Graphography
Historical

  Applied Graphics
Nine months ended
July 31, 2006
  Acquisitions
Pro Forma
Adjustments
  

IPO

Pro Forma
Adjustments

  Pro Forma 

Revenue

 $99,361,724  $10,637,659  $24,394,436  $  $  $134,393,819 

Cost of goods sold

  78,227,822   9,018,833   15,777,894         103,024,549 
                        

Gross profit

  21,133,902   1,618,826   8,616,542         31,369,270 

Operating expenses:

      

Selling, general, and administrative expenses

  12,770,496   1,461,016   7,808,590         22,040,102 

Depreciation and amortization

  574,016   9,386   99,566   162,920(6)     845,888 
                        

Income from operations

  7,789,390   148,424   708,386   (162,920)     8,483,280 

Other income (expense):

      

Interest income

  492,231         (262,500)(7)     229,731 

Interest expense

  (148,539)  (2,360)  (138,839)     148,539(9)  (141,199)

Other, net

  (4,784)     16,635         11,851 
                        

Total other income (expense)

  338,908   (2,360)  (122,204)  (262,500)  148,539   100,383 
                        

Income before income taxes

  8,128,298   146,064   586,182   (425,420)  148,539   8,583,663 

Income tax expense

  (3,215,327)     (231,748)  111,742(8)  (59,416)(9)  (3,394,749)
                        

Net income

  4,912,971   146,064   354,434   (313,678)  89,123   5,188,914 

Dividends on preferred shares

  (1,408,740)           1,408,740(11)   
                        

Net income applicable to common shareholders

 $3,504,231  $146,064  $354,434  $(313,678) $1,497,863  $5,188,914 
                        

Basic earnings per share

 $0.13      $0.11(12)

Diluted earnings per share

 $0.13      $0.10(12)

Number of shares used for calculation:

      

Basic earnings per share

  27,517,682      19,471,025   46,988,707 

Diluted earnings per share

  36,803,747      12,711,797   49,515,544 

See accompanying notes to unaudited pro forma condensed consolidated financial statements.

InnerWorkings, Inc.

Notes to Unaudited Pro Forma Condensed Consolidated Financial Statements

(1) Cash and cash equivalents:

The pro forma adjustment to cash and cash equivalents reflects the purchase price of $7.0 million paid to the shareholders of Applied in October 2006. In addition, there is up to an additional $4.8 million in cash purchase price which may be paid contingent upon future performance measures achieved by Applied on or prior to September 30, 2008. Approximately $3.8 million of the additional $4.8 million in additional purchase price will be paid out in equal annual installments if certain gross profit measures are achieved by Applied. The remaining $1.0 million in additional purchase price will be paid out over the next two years if additional performance measures outside of gross profit are achieved by Applied. Any such additional payments will be recorded as an increase to goodwill.

(2) Inventory

The pro forma balance sheet adjustment to inventory reflects the fair value adjustment to inventory and the corresponding deferred income tax effect.

(3) Purchase Price:

Preliminary Purchase Price Allocation

The purchase price allocation presented in these unaudited pro forma condensed consolidated financial statements will differ from the purchase price allocation to be performed as of October 1, 2006 (date of Applied acquisition). In addition, adjustments to the purchase price allocation will be made upon settlement of the working capital and other post-closing adjustments.

For purposes of the unaudited condensed consolidated balance sheet, the $7.0 million purchase price has been allocated to the assets recorded by Applied as of July 31, 2006, based on estimated fair values. Adjustments to these estimates will be included in the allocation of the purchase price of Applied, if the adjustment is determined within the purchase price allocation period of up to twelve months. The excess of the purchase price over the identifiable intangible and net tangible assets was allocated to goodwill. The preliminary purchase price of $7.0 million has been allocated as follows:

Cash

  $44,543 

Accounts receivable

   4,592,338 

Inventory

   885,659 

Other current assets

   359,264 

Property, plant and equipment

   313,699 

Other non-current assets

   820,311 

Customer list

   1,361,459 

Goodwill

   4,469,641 

Accounts payable

   (1,012,876)

Line of credit

   (2,444,470)

Accrued expenses

   (1,242,535)

Deferred tax liability related to customer list acquired

   (530,969)

Deferred tax liability related to fair value adjustment of inventory

   (51,586)

Other liabilities

   (564,478)
   


Total purchase price

  $7,000,000 
   


Goodwill and intangible assets

The pro forma adjustments to goodwill reflects the goodwill resulting from the purchase method of accounting in accordance with Statement of Financial Accounting Standards No. 141, “Business Combinations”

(“SFAS No. 141”). We have estimated the fair value of intangible assets through the use of an independent third-party valuation firm to value these identifiable intangible assets, which are subject to amortization. These estimates are based on a preliminary valuation and are subject to change upon management’s review of the final valuation.

The following table summarizes the intangible assets and goodwill acquired:

Customer list

  $1,361,459 
     

Goodwill acquired

  $4,469,641 

Elimination of existing goodwill

   (220,961)
     

Goodwill pro forma adjustment

  $4,248,680 
     

As the amortization expense for the customer list is not deductible for U.S. income tax purposes, we recorded a deferred tax liability of $530,969 based on these preliminary values.

(4) Deferred income taxes:

The pro forma adjustment reflects the reclassification of the long term deferred tax liability against the long term deferred tax asset.

(5) Common stock, additional paid-in capital and retained earnings:

The pro forma adjustment to the common stock, additional paid-in capital and retained earnings reflects the elimination of Applied’s historical stockholders’ equity as a result of the acquisition.

(6) Depreciation and amortization:

The pro forma adjustment reflects the amortization of intangible assets over their useful lives. The useful life of an intangible asset is the period over which the asset is expected to contribute directly or indirectly to the future cash flows of the Company.

   Useful
Life
  

Year Ended

December 31, 2005

Pro Forma
Amortization

  

Nine Months Ended

September 30, 2006

Pro Forma
Amortization

Customer lists:

      

Graphography

  15 years  $173,133  $72,139

Applied

  15 years   90,764   68,073
          
     263,897   140,212

Non-compete agreements

  2 years   54,500   22,708
          

Total

    $318,397  $162,920
          

(7) Interest income:

The pro forma adjustment reflects the reduction in interest income related to the $7.0 million paid for the Applied acquisition, which reduces cash available for investment by the Company.

(8) Income tax expense:

The pro forma adjustment reflects the tax rate applied to the historical pre-tax income of Graphography to reflect taxation as a C corporation and to the pro forma adjustments related to the Applied and Graphography acquisitions as follows:

Nine months ended September 30, 2006

40.00%

Year ended December 31, 2005

39.00%

(9) Interest expense:

The pro forma adjustment reflects the elimination of interest expense on the outstanding debt under our line of credit which was paid down with the proceeds from our initial public offering, and the related tax effect at 39.0% for the year ended December 31, 2005 and 40.0% for the nine months ended September 30, 2006.

(10) Income tax expense:

The pro forma adjustment reflects our conversion form an LLC to a C corporation which occurred on January 3, 2006 as if it occurred at the beginning of the period presented. The adjustment represents a combined federal and state effective tax rate of 39%.

(11) Dividends on Preferred Shares:

Pro forma adjustment reflects the elimination of preferred dividends resulting from the conversion of all our outstanding shares of Series B preferred stock, Series D preferred stock and Series E preferred stock into shares of our common stock on a share-for-share basis in connection with our initial public offering on August 16, 2006.

(12) Earnings per share:

The pro forma basic earnings per share for the year ended December 31, 2005 includes the 2,537,500 shares of Series B and D shares converted to common stock, the 3,000,000 shares issued in this offering and the 7,060,000 shares issued in connection with the initial public offering in August 2006. The pro forma diluted earnings per share include the dilutive effect of the 760,212 options outstanding using the treasury stock method.

The pro forma basic earnings per share for the nine months ended September 30, 2006 include the shares of Series B, D and E shares converted to common stock and the 3,000,000 shares issued in this offering. The pro forma diluted earnings per share include the dilutive effect of the 2,526,837 options outstanding using the treasury stock method.

(13) Offering pro forma adjustment:

The pro forma adjustment for the offering reflects the increase in cash and stockholders’ equity resulting from the net proceeds of $46.2 million received in connection with the 3,000,000 shares issued in this offering, based on an assumed public offering price of $16.42, the closing sale price of the common stock as reported on the Nasdaq Global Market on January 4, 2007, less estimated underwriting discounts and expenses payable by the Company.

LOGO


PART II

INFORMATION NOT REQUIRED IN PROSPECTUS

Item 13. Other Expenses of Issuance and Distribution

The following table sets forth the expenses (other than underwriting discounts and commissions) expected to be incurred in connection with this offering.

 

Securities and Exchange Commission Registration Fee

  $10,700  $15,731.71

NASD Filing Fee

   $10,500   15,201.60

Nasdaq National Market Listing Fee

   *

Accounting Fees and Expenses

   *   *

Directors’ and Officers’ Insurance

   *

Printing and Engraving Expenses

   *

Printing Expenses

   *

Legal Fees and Expenses

   *   *

Blue Sky Fees and Expenses (including Legal Fees and Expenses)

   *

Transfer Agent Fees and Expenses

   *

Miscellaneous

   *   *
  

   

Total

   $*  $*
  

   

��* To be completed by amendment.

The foregoing items, except for the Securities and Exchange Commission registration fee and the NASD filing and Nasdaq National Market listing fees,fee are estimated. All expenses will be borne by us.

Item 14. Indemnification of Directors and Officers

Delaware General Corporation Law

We are incorporated under the laws of the State of Delaware. Our second amended and restated certificate of incorporation (filed as Exhibit 3.2 to this registration statement) and amended and restated by-laws (filed as Exhibit 3.4 to this registration statement), each of which will be become effective immediately prior to the closing of this offering, provide for the indemnification of our directors, officers, employees and agents to the fullest extent permitted under the Delaware General Corporation Law. Section 145 of the Delaware General Corporation Law of the State of Delaware provides that a corporation shall have the power to indemnify any person who was or is a party or is threatened to be made a party to any threatened, pending or completed action, suit or proceeding, whether civil, criminal, administrative or investigative (other than an action by or in the right of the corporation) by reason of the fact that the person is or was a director, officer, employee or agent of the corporation, or is or was serving at the request of the corporation as a director, officer, employee or agent of another corporation, partnership, joint venture, trust or other enterprise, against expenses (including attorneys’ fees), judgments, fines and amounts paid in settlement actually and reasonably incurred by the person in connection with such action, suit or proceeding if the person acted in good faith and in a manner the person reasonably believed to be in or not opposed to the best interests of the corporation, and, with respect to any criminal action or proceeding, had no reasonable cause to believe the person’s conduct was unlawful. The termination of any action, suit or proceeding by judgment, order, settlement or conviction, or upon a plea of nolo contendere or its equivalent, shall not, of itself, create a presumption that the person did not act in good faith and in a manner which the person reasonably believed to be in or not opposed to the best interests of the corporation, and, with respect to any criminal action or proceeding, had reasonable cause to believe that the person’s conduct was unlawful.

In addition, we have the power to indemnify any person who was or is a party or is threatened to be made a party to, or otherwise involved (including involvement as a witness) in, any threatened, pending or completed action or suit by or in the right of the corporation to procure a judgment in its favor by reason of the fact that the person is or was a director, officer, employee or agent of the corporation, or is or was serving at the request of the corporation as a director, officer, employee or agent of another corporation, partnership, joint venture, trust or other enterprise against expenses (including attorneys’

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fees) actually and reasonably incurred by the person in connection with the defense or settlement of such action or suit if the person acted in good faith and in a manner

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the person reasonably believed to be in or not opposed to the best interests of the corporation and except that no indemnification shall be made in respect of any claim, issue or matter as to which such person shall have been adjudged to be liable to the corporation unless and only to the extent that a Delaware Court of Chancery or the court in which such action or suit was brought shall determine upon application that, despite the adjudication of liability but in view of all the circumstances of the case, such person is fairly and reasonably entitled to indemnity for such expenses which the Court of Chancery or such other court shall deem proper.

 

Section 102(b)(7) of the Delaware General Corporation Law permits a corporation to provide in its certificate of incorporation a provision eliminating or limiting the personal liability of a director to the corporation or its stockholders for monetary damages for breach of fiduciary duty as a director, provided that such provision shall not eliminate or limit the liability of a director:

 

 · for any breach of the director’s duty of loyalty to InnerWorkings or its stockholders;

 

 · for acts or omissions not in good faith or which involve intentional misconduct or a knowing violation of law;

 

 · for payment of dividends or stock purchases or redemptions by the corporation in violation of Section 174 of the Delaware General Corporation Law; or

 

 · for any transaction from which the director derived an improper personal benefit.

 

Our second amended and restated certificate of incorporation which will become effective immediately prior to the closing of this offering includes such a provision. As a result of this provision, InnerWorkings and its stockholders may be unable to obtain monetary damages from a director for certain breaches of his or her fiduciary duty to InnerWorkings. This provision does not, however, eliminate a director’s fiduciary responsibilities and, in appropriate circumstances, equitable remedies such as injunctive or other forms of non-monetary relief will remain available under Delaware law. The provision also does not affect a director’s responsibilities under any other laws, such as the federal securities laws.

 

Indemnification Agreements

 

We intend to enterhave entered into indemnification agreements, a form of which is attached as Exhibit 10.8,10.10, with each of our directors and executive officers and certain key employees that may be broader than the specific indemnification provisions contained in the Delaware General Corporation Law, as amended from time to time. These indemnification agreements may require us, among other things, to indemnify our directors and executive officers and certain key employees against liabilities that may arise by reason of their status or service. These indemnification agreements may also require us to advance all expenses incurred by the directors or executive officers or certain key employees in investigating or defending any such action, suit or proceeding. However, an individual will not receive indemnification for judgments, settlements or expenses if he or she is found liable to the companyInnerWorkings (except to the extent the court determines he or she is fairly and reasonably entitled to indemnity for expenses) for settlements not approved byexpenses that the company or for settlements and expenses if the settlement is not approved by the court.court shall deem proper).

 

Underwriting Agreement

 

The Underwriting Agreementunderwriting agreement (filed as Exhibit 1.1 to this registration statement) provides that the underwriters are obligated, under certain circumstances, to provide indemnification forto InnerWorkings and its officers, directors and employees for certain liabilities, including liabilities arising under the Securities Act of 1933, as amended, or otherwise.

 

Directors’ and Officers’ Liability Insurance

 

InnerWorkings maintains directors’ and officers’ liability insurance policies, which insure against liabilities that directors or officers may incur in such capacities. These insurance policies, together with the indemnification

 

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agreements, may be sufficiently broad to permit indemnification of our directors and officers for liabilities, including reimbursement of expenses incurred, arising under the Securities Act of 1933, as amended, or otherwise.

 

Item 15. Recent Sales of Unregistered Securities

 

We sold the following Class A common units, Series B convertible preferred units, Series C convertible preferred units and Series D convertible preferred units of InnerWorkings, LLC and Class A common shares and Series E preferred shares of InnerWorkings, Inc. to the following entities and individuals on the dates set forth below. The issuances of these securities were deemed to be exempt from registration under the Securities Act of 1933, as amended, in reliance on Section 4(2) of the Securities Act as transactions not involving a public offering.

 

Name of Unitholder


  Class A
Common
Units


  Series B
Convertible
Preferred
Units


  Series C
Convertible
Preferred
Units


 Series D
Convertible
Preferred
Units


  Series E
Preferred
Shares


  Date of
Purchase


  Total
Purchase
Price


Name of Unitholder/Stockholder


 Class A
Common
Units/Shares


 Series B
Convertible
Preferred
Units


 Series C
Convertible
Preferred
Units


 Series D
Convertible
Preferred
Units


 Series E
Preferred
Shares


 Date of
Purchase


 Total
Purchase
Price


Incorp, LLC

  9,500,000          1/7/03   (1) 9,500,000      1/7/03   (1)

Scott A. Frisoni

  300,000          2/15/03   (2) 300,000      2/15/03   (2)

Jim Pouba

  100,000          2/15/03   (2) 100,000      2/15/03   (2)

InnerWorkings Series C Investment Partners, LLC

  120,000    800,000(3)     4/1/03  $800,000 387,000  2,580,000(3)(4)   (5) $2,580,000

Incorp, LLC

  3,500,000          10/1/03   (1) 3,500,000      10/1/03   (1)

Orazio Buzza

  100,000          10/20/03   (2) 100,000      10/20/03   (2)

Printworks, LLC

  100,000          11/14/03   (4) 100,000      11/14/03   (4)

InnerWorkings Series C Investment Partners, LLC

  267,000    1,780,000(3)     11/17/03  $1,780,000

John R. Walter

  100,000          3/25/04  $80,000 100,000      3/25/04  $80,000

The Soraya Nazarian Annuity Trust 2003 dated 10/01/03

        640,000    8/19/04  $2,000,000     640,000  8/19/04  $2,000,000

Incorp, LLC

  50,000          9/20/04   (5) 50,000      9/20/04   (6)

Incorp, LLC

  175,000          1/2/05   (6) 175,000      1/2/05   (7)

Printworks, LLC

  300,000      320,000    2/25/05  $1,000,000 300,000    320,000  2/25/05  $1,000,000

The Soraya Nazarian Annuity Trust 2003 dated 10/01/03

        640,000    2/25/05  $2,000,000     640,000  2/25/05  $2,000,000

John R. Walter

  200,000          5/18/05  $160,000 200,000      5/18/05  $160,000

Entities affiliated with New Enterprise Associates

          8,134,184  1/3/06  $40,000,000      8,134,184 1/3/06  $40,000,000

Printworks Series E, LLC

          2,033,546  1/3/06  $10,000,000      2,033,546 1/3/06  $10,000,000

SNP Corporation Ltd.

  254,065          4/6/06  $1,250,000 254,065      4/6/06  $1,250,000

(1) These units were issued in connection with the sale of Insight, World Group, LLC by Incorp, LLC to InnerWorkings, Inc.LLC.
(2) These units were issued to the individuals listed above as partial consideration for their continued employment with InnerWorkings, LLC.
(3) In June 2005, all of the Series C preferred units were converted on a one-for-one basis into Class A common units in accordance with the terms of the Series C preferred units.
(4) In November 2003, InnerWorkings, LLC issued 100,000 Class A common units to Printworks as consideration for the business and investment relationship established as a result of Printworks’ investment in 1,000,000 Series C preferred units and 150,000 Class A common units through InnerWorkings Series C Investment Partners, LLC. In February 2005, InnerWorkings, LLC redeemed the 1,000,000 Series C preferred units and 150,000 Class A common units that were held by InnerWorkings Series C Investment Partners for the benefit of Printworks at a price of $1.00 per unit. Concurrently with this redemption, Printworks purchased 320,000 Series D preferred units and 150,000 Class A non-votingB common units and InnerWorkings, LLC issued 150,000 Class A non-votingB common units to Printworks in replacement of the 150,000 Class A common units that it previously held through InnerWorkings Series C Investment Partners.
(5) These units were issued in a series of transactions that began in April 2003 and concluded in January 2004.
(6)These units were issued to Incorp for the benefit of Nicholas J. Galassi as partial consideration for his continued employment with InnerWorkings, LLC.
(6)(7) InnerWorkings, LLC issued 50,000 of these units to Incorp for the benefit of Scott A. Frisoni and 125,000 of these units to Incorp for the benefit of Nicholas J. Galassi, in each case, as partial consideration for his continued employment with InnerWorkings, LLC.

 

II-3


Other than the transactions listed immediately above, we have not issued and sold any unregistered securities in the three years preceding the filing of this registration statement.

 

Item 16. Exhibits and Financial Statement Schedules.

 

 (a) Exhibits

 

Exhibit
No.


  

Description


1.1+  

Form of Underwriting Agreement.

3.1  

Amended and Restated Certificate of Incorporation.

3.2+

Second Amended and Restated Certificate of Incorporation.

3.3

By-Laws.

3.4+3.2  

Amended and Restated By-Laws.

4.1+4.1*  

Specimen Common Stock Certificate.

4.24.2*  

Investor Rights Agreement effective as of January 3, 2006 by and among InnerWorkings, Inc. and certain investors set forth therein.

4.3*Form of Recapitalization Agreement.
5.1+  

Opinion of Winston & Strawn LLP.

10.1+10.1*  

InnerWorkings, LLC 2004 Unit Option Plan.

10.2+10.2*  

InnerWorkings, Inc. 2006 Stock Incentive Plan.

10.3+10.3*  

InnerWorkings, Inc. Annual Incentive Plan

10.410.4*  

Employment Agreement dated November 5, 2004 between InnerWorkings, Inc. and Steven E. Zuccarini, as amended.

10.510.5*  

Employment Agreement dated January 1, 2005 between InnerWorkings, Inc. and Nicholas J. Galassi, as amended.

10.610.6*  

Employment Agreement dated June 9, 2005 between InnerWorkings, Inc. and Eric D. Belcher, as amended.

10.710.7*  

Employment Agreement dated January 1, 2005 between InnerWorkings, Inc. and Scott A. Frisoni, as amended.

10.8+10.8*  

Agreement dated March 25, 2004 for John Walter to becomeBecome Chairman of InnerWorkings, LLC’s Board of Directors, as amended.

10.9+10.9*  

Stock Option Grant Agreement dated October 1, 2005 between InnerWorkings, Inc. and Jack M. Greenberg.

10.10+10.10*  

Form of Indemnification Agreement.

10.11+10.11*  

InnerWorkings FormalMaster Services Agreement dated JanuarySeptember 1, 2005 by and between ServiceMaster Consumer Services, L.P. and InnerWorkings, Inc. and Alliance Publishing Group, Inc.LLC.

10.1210.12*  

Office Space Lease dated January 1, 2006 by and between InnerWorkings, Inc. and Incorp, LLC.

10.1310.13*  

Office Space Lease dated November 22, 2005 by and between InnerWorkings, Inc. and Echo Global Logistics, LLC.

10.14*

Purchase Agreement dated May 31, 2006 by and among InnerWorkings, Inc., Jerry Freundlich, David Freundlich and Graphography, Ltd.

10.15

Purchase Agreement dated as of October 11, 2006 by and among InnerWorkings, Inc., Applied Graphics, Inc. and the owners of the capital stock of Applied Graphics, Inc. (incorporated by reference to Exhibit 10.1 to the Current Report on Form 8-K filed on October 12, 2006.)

10.16

Loan and Security Agreement dated as of June 30, 2006 by and between InnerWorkings, Inc. and JPMorgan Chase Bank, N.A.

II-4


10.17

Agreement dated October 1, 2006 between Innerworkings, Inc. and Echo Global Logistics, Inc.

21.1  

Subsidiaries of InnerWorkings, Inc.

23.1  

Consent of Ernst & Young LLP.

23.2+23.2

Consent of Smith, Lange & Phillips LLP

23.3+  

Consent of Winston & Strawn LLP (contained in Exhibit 5.1).

24.1  

Power of Attorney (included on signature page).


*Incorporated by reference to InnerWorkings Form S-1 Registration Statement (File No. 333-133950).
+ To be filed by amendment.

 

 (b) Financial Statement Schedules

 

II-4II-5


REPORT OF ERNSTReport of Ernst & YOUNGYoung LLP, INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRMIndependent Registered Public Accounting Firm

 

THE BOARD OF DIRECTORS AND SHAREHOLDERS OF INNERWORKINGS,The Board of Directors and Shareholders of InnerWorkings, LLC AND SUBSIDIARY

 

We have audited the consolidated financial statements of InnerWorkings, LLC and Subsidiary as of December 31, 20052004 and 2004,2005, and for each of the three years in the period ended December 31, 2005, and have issued our report thereon dated March 15, 2006, except for the “Stock Split” section of Note 2 as to which the date is(included elsewhere in this Registration Statement).2006. Our audits also included the financial statement schedule listed in Item 16(b) of Form S-1 of this Registration Statement. This schedule is the responsibility of the Company’s management. Our responsibility is to express an opinion based on our audits.

 

In our opinion, the financial statement schedulesschedule referred to above, when considered in relation to the basic financial statements taken as a whole, presentpresents fairly in all material respects the information set forth therein.

 

/s/ Ernst & Young LLP

 

Chicago, Illinois

March 15, 2006

The foregoing report is the form that will be signed upon completion of the stock split described in the “Stock Split” section of Note 2 in the consolidated financial statements.

/s/ Ernst & Young LLP

Chicago, Illinois

May 9, 2006

 

The following financial statement schedule is a part of this registration statement and should be read in conjunction with the consolidated financial statements of InnerWorkings:

 

VALUATION AND QUALIFYING ACCOUNTS

 

Description


  

Balance at

Beginning of
Period


  Charged to
Expense


  Uncollectible
Accounts Write
Offs


  

Balance at

End of Period


Fiscal year ended December 31, 2005

                

Allowance for doubtful accounts

  $153,693  $176,392  $(156,246) $173,839

Fiscal year ended December 31, 2004

                

Allowance for doubtful accounts

  $125,022  $148,616  $(119,945) $153,693

Fiscal year ended December 31, 2003

                

Allowance for doubtful accounts

  $51,739  $125,022  $(51,739) $125,022

 

Schedules not listed above have been omitted because the information required to be set forth therein is not applicable or is shown in the financial statements or notes thereto.

 

Item 17. Undertakings

 

The undersigned registrant hereby undertakes to provide to the underwriters at the closing specified in the underwriting agreement certificates in such denominations and registered in such names as required by the underwriters to permit prompt delivery to each purchaser.

 

II-5II-6


Insofar as indemnification for liabilities arising under the Securities Act of 1933 may be permitted to directors, officers and controlling persons of the registrant pursuant to the foregoing provisions, or otherwise, the registrant has been advised that in the opinion of the Securities and Exchange Commission such indemnification is against public policy as expressed in the Securities Act of 1933 and is, therefore, unenforceable. In the event that a claim for indemnification against such liabilities (other than the payment by the registrant of expenses incurred or paid by a director, officer or controlling person of the registrant in the successful defense of any action, suit or proceeding) is asserted by such director, officer or controlling person in connection with the securities being registered, the registrant will, unless in the opinion of its counsel the matter has been settled by controlling precedent, submit to a court of appropriate jurisdiction the question whether such indemnification by it is against public policy as expressed in the Securities Act of 1933 and will be governed by the final adjudication of such issue.

 

The undersigned registrant hereby undertakes that:undertakes:

 

(1) To provide to the underwriters at the closing specified in the underwriting agreement certificates in such denominations and registered in such names as required by the underwriters to permit prompt delivery to each purchaser.

(2) For purposes of determining any liability under the Securities Act of 1933, the information omitted from the form of prospectus filed as part of this registration statement in reliance upon Rule 430A and contained in a form of prospectus filed by the registrant pursuant to Rule 424(b)(1) or (4) or 497(h) under the Securities Act of 1933 shall be deemed to be part of this registration statement as of the time it was declared effective.

 

(3) For the purpose of determining any liability under the Securities Act of 1933, each post-effective amendment that contains a form of prospectus shall be deemed to be a new registration statement relating to the securities offered therein, and the offering of such securities at that time shall be deemed to be the initialbona fide offering thereof.

 

II-6II-7


SIGNATURES

Pursuant to the requirements of the Securities Act of 1933, as amended, the Registrant has duly caused this registration statement to be signed on its behalf by the undersigned, thereunto duly authorized, in the City of Chicago, State of Illinois, on May 10, 2006.January 5, 2007.

 

INNERWORKINGS, INC.

By:

 /S/    SNTEVENICHOLAS E. ZJ. GUCCARINIALASSI        
 

Steven E. ZuccariniNicholas J. Galassi

Chief ExecutiveFinancial Officer

POWER OF ATTORNEY AND SIGNATURES

We, the undersigned officers and directors of InnerWorkings, Inc., hereby severally constitute and appoint Steven E. Zuccarini and Nicholas J. Galassi, and each of them singly, our true and lawful attorneys, with full power to them and each of them singly, to sign for us in our names in the capacities indicated below, all pre-effective and post-effective amendments to this registration statement, including any filings pursuant to Rule 462(b) under the Securities Act of 1933, as amended, and generally to do all things in our names and on our behalf in such capacities to enable InnerWorkings, Inc. to comply with the provisions of the Securities Act of 1933, as amended, and all requirements of the Securities and Exchange Commission.

Pursuant to the requirements of the Securities Act of 1933, as amended, this registration statement has been signed by the following persons in the capacities and on the dates indicated.

 

Signature


  

Title


 

Date


/s/S/     STEVEN E. ZUCCARINI        


Steven E. Zuccarini

  

Chief Executive Officer (principal executive officer) and Director

 May 10, 2006January 5, 2007

/s/S/     NICHOLAS J. GALASSI        


Nicholas J. Galassi

  

Chief Financial Officer (principal accounting and financial officer)

 May 10, 2006January 5, 2007

/s/S/     JOHN R. WALTER        


John R. Walter

  

Chairman of the Board

 May 10, 2006January 5, 2007

/s/S/     JACK M. GREENBERG        


Jack M. Greenberg

  

Director

 May 10, 2006January 5, 2007

/s/S/     PETER J. BARRIS        


Peter J. Barris

  

Director

 May 10, 2006January 5, 2007

/s/S/     SHARYAR BARADARAN        


Sharyar Baradaran

  

Director

 May 10, 2006January 5, 2007

/S/     LINDA S. WOLF        

Linda S. Wolf

Director

January 5, 2007

 

II-7II-8


EXHIBIT INDEX

 

Exhibit
No.


  

Description


1.1+  

Form of Underwriting Agreement.

3.1

Amended and Restated Certificate of Incorporation.

3.2+  

Second Amended and Restated Certificate of Incorporation.

3.3

By-Laws.

3.4+  3.2  

Amended and Restated By-Laws.

4.1+  4.1*  

Specimen Common Stock Certificate.

4.2  4.2*  

Investor Rights Agreement effective as of January 3, 2006 by and among InnerWorkings, Inc. and certain investors set forth therein.

  4.3*Form of Recapitalization Agreement.
5.1+  

Opinion of Winston & Strawn LLP.

10.1+10.1*  

InnerWorkings, LLC 2004 Unit Option Plan.

10.2+10.2*  

InnerWorkings, Inc. 2006 Stock Incentive Plan.

10.3+10.3*  

InnerWorkings, Inc. Annual Incentive Plan

10.410.4*  

Employment Agreement dated November 5, 2004 between InnerWorkings, Inc. and Steven Zuccarini, as amended.

10.510.5*  

Employment Agreement dated January 1, 2005 between InnerWorkings, Inc. and Nicholas Galassi, as amended.

10.610.6*  

Employment Agreement dated June 9, 2005 between InnerWorkings, Inc. and Eric Belcher, as amended.

10.710.7*  

Employment Agreement dated January 1, 2005 between InnerWorkings, Inc. and Scott A. Frisoni, as amended.

10.8+10.8*  

Agreement dated March 25, 2004 for John Walter to Become Chairman of InnerWorkings, LLC’s Board of Directors, as amended.

10.9+10.9*  

Stock Option Grant Agreement dated October 1, 2005 between InnerWorkings, Inc. and Jack M. Greenberg.

10.10+10.10*  

Form of Indemnification Agreement.

10.11+10.11*  InnerWorkings Formal

Master Services Agreement dated JanuarySeptember 1, 2005 by and between ServiceMaster Consumer Services, L.P. and InnerWorkings, Inc. and Alliance Publishing Group, Inc.LLC.

10.1210.12*  

Office Space Lease dated January 1, 2006 by and between InnerWorkings, Inc. and Incorp, LLC.

10.1310.13*  

Office Space Lease dated November 22, 2005 by and between InnerWorkings, Inc. and Echo Global Logistics, LLC.

10.14*

Purchase Agreement dated May 31, 2006 by and among InnerWorkings, Inc., Jerry Freundlich, David Freundlich and Graphography, Ltd.

10.15

Purchase Agreement dated as of October 11, 2006 by and among InnerWorkings, Inc., Applied Graphics, Inc. and the owners of the capital stock of Applied Graphics, Inc. (incorporated by reference to Exhibit 10.1 to the Current Report on Form 8-K filed on October 12, 2006.)

10.16

Loan and Security Agreement dated as of June 30, 2006 by and between InnerWorkings, Inc. and JPMorgan Chase Bank, N.A.

10.17

Agreement dated October 1, 2006 between Innerworkings, Inc. and Echo Global Logistics, Inc.

21.1  

Subsidiaries of InnerWorkings, Inc.

23.1  

Consent of Ernst & Young LLP.

23.2+23.2

Consent of Smith, Lange & Phillips LLP

23.3+  

Consent of Winston & Strawn LLP (contained in Exhibit 5.1).

24.1  

Power of Attorney (included on signature page).


 *Incorporated by reference to InnerWorkings Form S-1 Registration Statement (File No. 333-133950).
+ To be filed by amendment.

1