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

Creating you Firm Story MODULE ONE

Create your Firm Story For your reference 2 Original Vision Statement: We will be a premier provider of comprehensive investment management and wealth management services. Our focus being analytically minded individuals, guiding them through each stage of their financial evolution by offering uniquely tailored strategies. By following our quantitative investment approach, we seek to grow to over $1 billion in assets under management by the year We strive to be an employee owned firm with 5 partners, 100% employee ownership with next generation leadership defined, while aligning our growth with that of our clients. By doing so, we will create an entity that will be able to allow our clients to be confident in their financial futures, as well as those of their families. Original Mission Statement: Financial markets are complex. Financial planning is a life long journey. People need help demystifying both and do not have the time. This is our job. We will offer uniquely tailored investment and planning solutions to each and every client. Our quantitative approach to investing and planning differentiates us. We are disciplined, we listen, and solve problems. We invest for the long-term in the market and in our clients’ lives. Butterfly Capital is one team focused on one goal: we will be an extension of our clients journey towards financial success, goal attainment, and life balance.

Create your Firm Story 2 BC = (P+B) 2 Butterfly Capital = Peace of mind + Bandwidth for your life, squared. We understand your world. Whether you’re a young entrepreneur managing a growing technology business and looking ahead to selling, or an IT company executive managing your stock options and planning for retirement, our firm’s owners all come from the IT industry and know your unique needs. Butterfly Capital’s proven in-house research and analytics helps navigate complex markets, in good times and bad. This steers our systematic due- diligence in selecting and managing your investments. We employ trading disciplines to help remove emotions and produce consistent, confident decisions. We utilize state-of-the-art technology and a proactive team- based service model to keep you fully informed. In an unpredictable and busy world, we passionately deliver peace of mind and bandwidth for your life - so you can focus on your passion. BC = (P+B) 2

Driving a High Growth Firm MODULE TWO

Driving High Growth 4 Who does Butterfly target, and what do we do for them that makes us special? Those in the tech industry come to us to make sense of complex financial matters common in a volatile, high-growth/decline environment like the tech arena. We create holistic strategies that meet investment & business needs, which include: Mergers/Acquisitions : Residual positions from a company recently acquired; Large, concentrated positions that require hedge protection and diversification Initial Public Offerings: Strategies for sudden accrual of large concentrated positions. Others: Tax planning; Asset protection planning; Business succession planning Niche/Target Clients defined Analyze client base, validate our concentrations/buyer groups: DONE! Niche: Technology industry, define more, example sub-industries & companies Target clients/buyer groups, 3 demos: BC Profile 1: Tech Exec Age: Situation: Busy with family and career, needs to delegate invt responsibilities Needs: Stock Option mgmt, current College expenses, Retirement saving BC Profile 2: Tech Sr Exec Age: Situation: 3-5 yrs to retirement, wants to retire at the right time Needs: Retirement income planning, Stk Option Mgmt, Reduce risk, Early- stage Estate planning BC Profile 3: Young entrepreneur, growing marketable small company Age Situation: Busy business owner, most capital goes there, young family Needs: Sm biz ret plan for company, Retirement savings, Business liquidity planning, Education savings, Debt planning? What is our specialty?

Growing the Firm MODULE THREE

Growing the Firm 6 We were unclear as to the overall items to be covered in this section, looking for additional guidance. Thank you.

Managing Sales MODULE FOUR

What are your sales processes and budgets? 8 1)Process: Develop and implement repeatable sales process across firm Defined sales process with stages Pipeline management system that tracks new $ opps from clients and prospects Weekly sales meetings focused on the pipeline and next steps 2)Equipping: Seek input from Fidelity RM for Consultative Sales Training for staff, target a 2-year program 3)Collateral: Pitch Book development via Fidelity resource, consider other needs/updates (messaging, web, overview collateral, etc.) 4)CRM: Implement sales process & pipeline tracking to provide team transparency, accountability and oversight. 5)Goals: Assign NNA sales goals to Owners & Advisors as follows a.James & Richard = $20mm each b.Craig & Robin = $10mm each c.Tami - $5mm d.Total = $65mm, 18% organic growth from NNA 6)Sales/Mktg Budgets? 7)Client/COI Development: Refocus on Client and COO strategies – see module 5 How are we going to deliver/execute your mktg/sales strategy?

Generating Referrals MODULE FIVE

Generating Referrals 10 READY: Planning & direction Client/COI voice: Ask select clients & COI’s key questions to help inform our message + referral/mktg strategy; Via Client Survey ( + Mail). Advisory Board? Niche/Target Clients refined: Done! See Module 2 Firm Story: Hone/refine our story. Create sub-committee to work with Fidelity RM to complete the exercises. SET: Set-up for success Collateral: ID/Update key intro collateral Mktg coordinator: Jr Adv assigned (define duties) Sales Processes established, leveraging CRM, train all (See module 4 for details) Analyze client base, ID top referral types/sources Research & Interview our niche eco-system Thought leaders: educators, writers/publishers/speakers, association leaders Other providers of goods/services to that people/buyer group Competitors: Differentiate, Learn from their successes/mistakes Likely buyers: Clients and prospects in the people group GO: Execution Distribution Channel Development: Find/align with channels, determine/meet their needs Client Development: Plan + Execute Client Event, leverage Fidelity Event planning guide COI Development: Send updated mktg material to top 10 COIs, get meetings on books Weekly Sales Meetings: review funnel, next steps, and current activities/projects Define our referral strategy & plan

Tying it all Together MODULE SIX

Other Initiatives 12 Describe any other initiatives your firm will undertake. Notes InitiativeExplanation