HIGH PERFORMANCE FIRMS Sam: Mixed firms HIGH PERFORMANCE FIRMS Overview for Non-Attendees

WELCOME! Welcome to High Performance Firms! While you did not attend the first workshop, your implementation team did and is excited to share what they learned.   This is a journey that will forever change your firm and your career. Sam: Mixed firms

TODAY’S OBJECTIVES To explain what the program is and why your firm decided to sign up for the HPF journey. To help you understand what this means for you and your team. To help you choose how best to engage in the program. Sam: Mixed firms

High Performance Firms is a progressive, two-year program for leaders of firms. It is designed to help your firm stop going through the motions of change and transform the firm’s vision, culture and processes, so your firm not only gets on the path to high performance, but makes the changes needed to stay on that path. Sam: Mixed firms

Please know that the path to becoming a high performance firm is most likely a five to six year journey for most firms. Sam: Mixed firms

The progress you’ll see in the next two years will be measurable, significant, real, and rewarding. Sam: Mixed firms

WHAT IS HIGH PERFORMANCE? We’re convinced that any firm can become a high performance firm. Why?   Because high performance isn’t about size, location, practice areas, employee headcount, or number of offices.   Sam: Mixed firms

WHAT IS HIGH PERFORMANCE? High performance is about everyone in the firm being passionate about doing better. Not once in a while or once a week, but every day. It’s about recognizing that mere belief or hope or desire won’t get you there. It isn’t just about doing high performance things, it’s about becoming high performance.   Sam: Mixed firms

WHAT IS HIGH PERFORMANCE? High performance is about process improvement. It’s about believing there really are best practices and then relentlessly pursuing and embracing them.   It’s about getting on and staying on the path of continuous improvement. It’s far more about a journey than a destination. Sam: Mixed firms

WHAT IS HIGH PERFORMANCE? So what does high performance look like?   We think of high performance in terms of attributes and areas of discipline. Here are the attributes we’ve observed in high performance firms. Sam: Mixed firms

HIGH PERFORMANCE FIRM ATTRIBUTES Passionate about continuous improvement Shared belief that problems can be solved Absence of artificial harmony A compelling, shared vision that excites every firm member Ability to think and act strategically Proven ability to set and reach stretch goals that align with vision and strategy Sam: Mixed firms

HIGH PERFORMANCE FIRM ATTRIBUTES Passionate about exceptional service and ability to deliver it consistently A strong culture of self-accountability Ability to work together as team members in an atmosphere of mutual respect A “leave nothing to chance” approach to achieving anything of significance A strong business development culture Sam: Mixed firms

HPF AREAS OF DISCIPLINE High performance firms are excellent in each of these six areas of discipline. We will address each of these six areas over the next two years. Sam: Mixed firms

HPF AREAS OF DISCIPLINE LEADERSHIP Firm Governance Partner Meetings Partner Unity/Teamwork Succession Planning Process Non-negotiable Performance/Behavior Standards Tolerance for Known Weaknesses Culture Vision/Strategy Partner Compensation Process Sam: Mixed firms

HPF AREAS OF DISCIPLINE FINANCIAL PERFORMANCE Average Partner Income A/R over 60 Days Top Line Growth WIP over 30 Days Retention % of Top Performers % of Top Performers Sam: Mixed firms

HPF AREAS OF DISCIPLINE PARTNER EFFECTIVENESS Partner Review Partner Goal Setting Partner Accountability Optimizing Partner Horsepower Knowledge Transfer Process New Partner Training Partners as Experts Sam: Mixed firms

HPF AREAS OF DISCIPLINE TEAM DEVELOPMENT Bench Strength Process Meaningful Evaluations and Career Planning Rapid Skill Development Staff Mix New Partner Selection Process Connection and Commitment to Vision and Strategy Sam: Mixed firms

HPF AREAS OF DISCIPLINE CLIENT MANAGEMENT Client Classification Proactive Client Plans for A/B Clients Continuous Improvement of Service Offerings Raving Fans Strategy Client Upgrading Payment Expectation Process Sam: Mixed firms

HPF AREAS OF DISCIPLINE BUSINESS DEVELOPMENT Business Development Results Tracking Business Development Culture Rainmaker in Training Process Optimizing Rainmakers Client Screening and Acceptance Niche Development Process Cross Servicing Plan RFP Process

THE JOURNEY TO HPF ISN’T EASY “The primary reason we do not work at areas in which we know we need to improve is that the rewards (and pleasures) are in the future; the disruption, discomfort and discipline needed to get there are immediate.” David H. Maister Sam: Mixed firms

BID FAREWELL TO “TSOH” One of the most important things you will need to abandon to have success on the journey to becoming a high performance firm is “the strategy of hope.” Sam: Mixed firms

WORKSHOP OVERVIEW Workshop 1: Vision & Strategy, Financial Metrics and Partner Alignment Workshop 2: Strategic Team Member Alignment Workshop 3: Providing Amazing Client Service Workshop 4: Developing a Culture of Business Development Sam: Mixed firms

HPF TOOLS We will provide you with the tools, documents and training needed to implement the processes and best practices learned at each workshop. Sam: Mixed firms

THE IMPORTANCE OF PRINCIPLES In each of the four workshops, we introduce key principles that are vital to your firm’s journey. A principle is a tenet, an anchor, an enduring truth that can guide you in making decisions. It has been our observation that good things consistently happen when principles are followed. Sam: Mixed firms

PRINCIPLE EXAMPLE Fewer things accomplished at an exceptional level will always yield better results than many things done at a mediocre level. Counsel: Focus more on the quality of the things you do than on the quantity. Abandon your tolerance for doing things at a mediocre level. Sam: Mixed firms

JDIs Some performance factors are short-term fixes that will drive immediate results. We call these JDIs – Just Do Its.

SOs Other performance factors are the result of making longer term investments to improve outcomes and change the nature of your practice. We refer to these as SOs – Strategic Outcomes.

WHY OUR FIRM? Good enough isn't good enough anymore. Growth is great if your growing something that is healthy. We don’t want the next recession to affect us the way the last one did. Our people deserve it. Our clients deserve it. Sam: Mixed firms

WHAT DOES THIS MEAN FOR ME Anytime there is a shift in the direction of a firm, everyone must reassess their role and their desire to continue to contribute in a new and positive manner. Sam: Mixed firms

ROWERS, THROWERS, AND SITTERS Individuals in a firm (including partners) generally fall into one of three categories: ROWERS THROWERS SITTERS Sam

ROWERS Spirited commitment to the firm’s success Anxious to grab an oar and move the firm forward Open to new ideas and most changes Sam: One firm

THROWERS Generally a barrier to progress Willing to fight most changes Anxious to throw out anchors to stop or slow down changes Sam: One firm

SITTERS Generally willing to sit on the fence Slow, but willing to adopt most changes At times they are willing to be team players, but definitely not leaders Sam: One firm

HOW DO I ENGAGE? “I don’t understand why the implementation team is so excited about changing how we do everything. It sounds like a lot of work.” Accepting that the new direction is going to provide you with a highly efficient, client-centric path to success allows you to learn a new way of serving clients. Sam: Mixed firms

Questions or Comments? info@upstreamacademy.com Sam: Mixed firms