SESSION TWO WORKBOOK Trek Enterprises Decisions and Notes for Modules 1 – 5 BSMARTer Business Simulation Management and Relationship Training

Organizational Structure and Compensation MODULE 1

Service Team Structure 1 New Org Chart Jim Kerr CEO TBD COO Core Operations Client Service Admins Leo Coy CIO Investment Team Monty Cott CCO Nyota Hura Client Exp. Lead 4 Client Teams

Service Team Structure 2 Draw a picture of your service team structure. Lead Advisor Service Advisor Analyst CSA

Service Team Structure 3 Our firm is focused on wealth planning. While there is specialized knowledge within niches we serve (i.e. Women in Transition, Small Business owners), the core functions of each group are similar. Provide an explanation of your service team structure.

Compensation Benchmarking 4 Determine base compensation for three employees in your briefing book. Complete the task using the next two pages. PositionSalaryBonusTotal Your Lowest-Paid Employee $86,957$13,043$100,000 Your Highest-Paid Employee $218,182$21,818$240,000 Mid-range$152,569$17,430$170,000 Benchmark Median $110,000$18,000$134,000 Benchmark Third Quartile $133,143$36,850$197,500 See Appendix A for position compensation information Source: 2013 InvestmentNews/Moss Adams Comp Study Non-partner lead advisor

Compensation Benchmarking 4 Determine base compensation for three employees in your briefing book. Complete the task using the next two pages. PositionSalaryBonusTotal Your Lowest-Paid Employee $0 $155,000 Your Highest-Paid Employee $$$ Mid-range$152,569$17,430$170,000 Benchmark Median $110,000$18,000$134,000 Benchmark Third Quartile See Appendix A for position compensation information Source: 2013 InvestmentNews/Moss Adams Comp Study Junior Partner/Lead Advisor

Compensation Benchmarking 4 Determine base compensation for three employees in your briefing book. Complete the task using the next two pages. PositionSalaryBonusTotal Your Lowest-Paid Employee $86,957$13,043$100,000 Your Highest-Paid Employee $218,182$21,818$240,000 Mid-range$152,569$17,430$170,000 Benchmark Median $110,000$18,000$134,000 Benchmark Third Quartile See Appendix A for position compensation information Source: 2013 InvestmentNews/Moss Adams Comp Study Full Partner

Compensation Benchmarking 5 What changes, if any, will you make to compensation?

Staff Selection and Performance Management MODULE 2

Performance Evaluation 7 Design a performance evaluation form. Follow the worksheet. (20 minutes) Job FactorExplanation 1. New Client Acquisition 2. Deepen Client RelationshipsProfitability, SOW, retention 3. Client SatisfactionRetention, Surveys, Referrals, 4. Mentorship (Mgmt?)Development of firm talent 5. Skill DevelopmentProfessional designations/Education 6. Team Participation Effective Communication, Displays teamwork, Builds internal partnerships Describe how the forum will be used. Notes

The Culture of Your Firm MODULE 3

Organizational Culture 8 We have a successful strong culture. Built on a customer centric approach from both firms, there is clearly deep trust, focus on service, and deep client relationships. Decision making is done on consensus which can lead to inertial. Also, more work needs to be done to blend both organizations into a central and combined vision and mission. Our lack of clarity around leadership is causing challenges within the firm. Our compensation structure is also an issue. A culture of defined leadership is important for our firm. We’re investing more in the people to make sure they are long term employees and our clients get the best service possible. Describe the culture of your firm. What changes would you make? How?

Incentive Compensation MODULE 4

Partner Compensation 9 Right now, we don’t pay bonus on new business. Set aside 20% to be paid to bonuses. Salary x Performance Evaluation Score = Point Score Establish new baseline salaries for the jobs, create a process for evaluations, Design Advisor Bonus Plan

Partner Compensation MODULE 5

Partner Compensation 10 Main Partners Jr Partner Org chart Repurchase equity from Jr partners Comp Structure for Jr Partners/redo job descriptions Realign jobs and performance Set the base compensation for your partners.

Partner Incentive Compensation 11 Create, discuss and define incentive compensation for partners.

Other Initiatives 12 Describe any other initiatives you will undertake as a firm. These may be outside of the scope of compensation and people but may be important parts of your case. Notes InitiativeExplanation