Nirvana SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training

Firm Story MODULE ONE

Firm Story Overview 2 Nirvana is an SEC-registered, fee-only investment advisory and wealth management firm with more than $2 billion in assets under management. Nirvana's focus specializes in the unique needs of entrepreneurs, tech executives and High Net Worth families who have busy lives and complex financial situations. Clients choose to work with us because of our team of multifaceted subject matter experts with credentials including Certified Public Accounts (CPAs), business consultants (MBAs), Certified Financial Planners (CFP©s) and Certified Financial Analysts (CFAs). Our backgrounds in investments, financial planning, and taxation are unparalleled in the marketplace. By implementing a disciplined approach, we provide comprehensive tax, estate and financial planning to minimize risk and maximize our client’s wealth potential. We aspire to preserve our clients wealth for future generations and philanthropic causes while seeking to enhance the communities in which we live and serve. Our Mission is to achieve the goals of our clients.

Telling Our Firm Story 2 WHY (Core Purpose) We aspire to preserve our clients wealth for future generations‘ and philanthropic causes, so they can enhance the communities in which they live and serve WHO (Audience) Eric the Entrepreneur, (age 33): Situation: Clients with concentrated positions and / or cash flow needs and time management issues. Need: Entrepreneurs need sufficient cash flow to ensure the business can run while, at the same time, making sure they can provide for their family. Usually have concentrated positions in their company's stock. Preservation of wealth, seed money and philanthropy may also need to be addressed. Tim the Tech Executive, (age 50): Situation: Clients with concentrated positions in the companies for which they work. Need: Diversification is the leading need of the executive. They need to know that they are protected and have a hedge against the concentrated position to help preserve wealth and meet their philanthropic needs. The Helmsley HNW Family, (60+): Situation: Clients at or near retirement looking for preservation of wealth and multi-generational wealth and estate planning Need: Stability and comfort of sound financial, estate and tax planning for a financially worry free retirement while also addressing the needs and advice for multi-generational estate planning. WHAT (Core Strengths) Comprehensive tax, estate & financial planning. Introductions to “Angel Investors” and venture capital Personalized approach for managing concentrated stock positions. High touch client engagement & service model HOW (Process/Feature) Disciplined process, methodology for planning. Risk mitigation + income generation investment Strategies. Team Based: Team of professionals provide a roadmap for their clients and future generations. Firm Story (Elevator Pitch) We will be your “personal CFO.” We worry about your wealth so you don't have to. Nirvana aspires to preserve our clients wealth for future generations and philanthropic causes, to enhance the communities in which we live and serve. Nirvana's focus specializes on the unique needs of entrepreneurs, tech executives and HNW families who have busy lives and complex financial situations. By implementing a disciplined approach we provide comprehensive tax, estate and financial planning to minimize risk and maximize wealth potential.

Driving a High Growth Firm MODULE TWO

Our Specialty 4 1.What is your target market? 2.What do you specialize in? 3.How will you use specialization to improve business development? TARGET MARKET: Entrepreneurs, (age ): Tech Executives, (age 45-55):HNW Families / Execs at/or near Retirement, (60+): SPECIALIZATION: “Personal CFO” Concentrated positions, IPOs, cash flow analysis and time management expertise. Concentrated positions in established companies and 10b5-1 plans for restricted stock. The ability to address liquidity and income generation through options. “Personal CFO” Preservation of wealth and multi-generational wealth and estate planning. Private banking partnerships. DRIVING GROWTH: Entrepreneurs need sufficient cash flow to ensure the business can run and, at the same time, making sure they can provide for their family. By differentiating with services that can address these client needs, and being their “Personal CFO” we can corner services for this niche market Diversification is the leading need of the executive. They need to know that they are protected and have a hedge against the concentrated position while at the same time preserving wealth and meeting their philanthropic endeavors. Stability and comfort through sound financial planning, estate planning and tax planning for a financially worry free retirement and multi-generational estate planning.

Growing the Firm NO DELIVERABLE EXPECTED MODULE THREE

Managing New Business Development MODULE FOUR

Business Development? 8 Nirvana’s business development efforts will focus in three key areas: 1.Generating new conversations with prospective clients. 2.Lead prospective clients through a consistent, methodical, repeatable, and measurable approach to ultimately win business in a competitive environment. 3.Maximize business from existing clients. Nirvana’s sales messaging will focus on: 1.Nirvana wealth management process – what we do and why we make a difference. 2.The Nirvana team expertise – sum is greater than the parts 3.Nirvana client experience – the client engagement roadmap Define who is selling within the firm: Founders Advisors Dedicated business development staff Sales Roles & Responsibilities: Who owns our leads and is responsible for follow-up? Who is involved in the sales process? Pipeline management Sales Skills and sales training – what is our selling culture? Sales Budgets: Will be assigned individually $XXM per person Will separate goals by new clients vs. organic growth from existing clients Will measure and report monthly through organization Sales results will be part of our partner evaluation process. 1.Who will develop new business for the firm? 2.What will you do to train and support the business developers? 3.What will be your sales process?

Referrals MODULE FIVE

Referrals 10 1.How will you facilitate client referrals 2.What initiatives will you undertake to improve referral frequency and quality Over the next year, we will engage in these Top 4 initiatives to drive growth through referrals: 1.Engage existing clients to confirm understanding of needs. We want to confirm: We understand their needs, Our products and services address those needs, and Equally as important that our clients can communicate the value we provide to their friends, families and co-workers. HOW: We will facilitate a Client Advisory Board, with 2-3 clients from each segment identified in Module 1, Firm Story. 2.Revitalize website: Refine and target message to tech executives and entrepreneurs so that the website mirrors our firm story, Mission, Vision and Value statement – formal rollout of key message to website and entire firm. HOW: Engage Fidelity Practice Management Consultants, as well as Stephen Wershing, to make sure the website addresses and speaks to our specific audiences. 3.Develop focused COI strategy: Join Washington Technology Industry Association, Advertise on Geekwire.com/Sponsor Geekwire.com event, Engage CPA firms providing accounting services to tech firms, i.e. Deloitte, Explore partnership with Seattle University Computer Science Software Engineering program to build brand awareness with Next Gen. Identify clients in common through LinkedIn and, in conjunction with Referral EDGE, proactively reach out to connections that meet our target profiles for possible introductions. 4.Define prospecting plan: Leverage existing tech firm relationships, Further partner with Angel investors.

Responses to the Recession Challenge MODULE SIX

Recession Challenges 10 How will you respond to the recession challenges? TO BE COMPLETED DURING OUR MARCH PHONE CALL

Other Initiatives 12 Describe any other initiatives your firm will undertake. Notes InitiativeExplanation 1.Provide 401k and other retirement plan services. We do feel it important to develop this knowledge and expertise using a outside expert which will ultimately help to diversify our business’s revenue streams; key considerations include succession and ownership implications of possible 3 rd party partnerships or acquisitions. Currently, while we have a significant amount of small business owners as clients and strong relationships through Daniele, we do not have the knowledge internally so we would look to Fidelity and/or other firms that focus on this business model to formalize the offering. Notes This initiative was brought to the forefront due to Danielle’s experience and knowledge of the small technical and start-up companies along the west coast. We feel with her contacts and background, we can grow this portion of our business. In addition, we can utilize the business owners and highly compensated employees to forge future growth in our wealth management offering.