EXCELSIOR TEAM WORKBOOK

EXCELSIOR TEAM WORKBOOK Decisions and Notes for Modules 1 – 5 BSMART Business Simulation Management and Relationship Training

We Believe • Employee engagement and satisfaction is the key to extraordinary client service. • There has been an historical misalignment of interests and incentives between the creators of significant wealth and the advisor in the traditional investment advisory and wealth management business models. • No single firm or advisor can effectively or efficiently serve all of the complex needs that very wealthy families have by the very complicated nature of their affairs. • Wealthy families have earned the right for their trusted advisors to invest time and human capital into their family office to ensure that all of their idiosyncrasies are focused on in every substantial partnership that they have. MODULE ONE Vision, Mission & StrategyThe Foundation of a Business

Your Vision

Your Mission

Your Strategy

SWOT Analysis

Initiatives and Notes Write down and agree on Strategyinitiatives in your firm and elect a “champion” for each initiative.

MODULE TWO GrowthBuilding the Firm

Referrals Who are you referring? Who is the professional and what is the occupation you are referring to? Why did you refer this particular professional? How did you describe the professional? What reason did you use for making the referral? How do you expect the other person to react to the referral?

CPA Firm Potential Have you referred clients to them? Have they referred you to an advisor? Have you discussed your investments with them? Have you talked to them about financial planning? Why or why not?

Ideal Profile

Initiatives and Notes Write down and agree on Growthinitiatives in your firm and elect a “champion” for each initiative.

MODULE THREE Staffing and CompensationAttracting, Retaining and Organizing Talent

Organizational Chart Ronda Hagart-Frazier Chair Chris Arola Chief Executive Officer Nathan Donovan Investments Mikey Prescott General Counsel Sergio Garcia Accounting/Tax Julian Chavez CIO Chad Dawson Relationship Management Accountants Investment Analysts Relationship Managers Bookkeepers 6 – Staff Level Employees Accountants and Bookkeepers will be laid off

Compensation Philosophy

Initiatives and Notes Write down and agree on Human Capital initiatives in your firm and elect a “champion” for each initiative.

MODULE FOUR Operations and Technology

Role of Operations

List and Documents Services Available Scalable Attainable Sustainable

Initiatives and Notes Write down and agree on Operations initiatives in your firm and elect a “champion” for each initiative.

MODULE FIVE Financial ManagementMaking the Numbers Work

Financial Management *The Financial Worksheet is a separate Excel file.

Initiatives and Notes Write down and agree on Financial initiatives in your firm and elect a “champion” for each initiative.

Initiatives & Accountability

Initiatives and Implementation *The Accountability Spreadsheet is a separate Excel file.

APPENDIX Spreadsheets and Handouts

EXCELSIOR TEAM WORKBOOK