1. © U PSTREAM A CADEMY 20131 W ORLD C LASS T RAINING: G ETTING Y OUR F IRM O N T RACK P RESENTED BY S AM M. A LLRED, F OUNDER & D IRECTOR O F U PSTREAM A CADEMY G UIDE C ONFERENCE C ALL #3 ELA Year 2012 - 2013 P RESENTED BY S AM M. A LLRED, D IRECTOR OF U PSTREAM A CADEMY

2. © U PSTREAM A CADEMY 20132 P RESENTATION R OADMAP 1.Quick review of ELA progress through January 2013 2.Guide training 3.Questions and answers

3. © U PSTREAM A CADEMY 20133  Q UICK R EVIEW O F ELA P ROGRESS T HROUGH J ANUARY 2013

4. © U PSTREAM A CADEMY 20134 L EADERSHIP T RAINING F ORUMS We have conducted eight Leadership Training Forums so far this program year for participants in Years 1 and 2. ELA participants in each of the three years of the program have been well prepared to respond to pre-assigned questions.

5. © U PSTREAM A CADEMY 20135 Please remember that participants need to share with you what they learn from each forum and what they are going to do as a result. The emphasis is on listening to learn, learning to do, doing to become. L EADERSHIP T RAINING F ORUMS

6. © U PSTREAM A CADEMY 20136 L EADERSHIP T RAINING F ORUMS Please note that there are no Leadership Training Forums in the months of March and April.

7. © U PSTREAM A CADEMY 20137 ELA participants have until May 31, 2013 to complete their projects. An ELA Project Summary has been posted on the OPT system. L EADERSHIP P ROJECT

8. © U PSTREAM A CADEMY 20138 All participants need to complete their goals by May 31, 2013. It is very important that participants calendar the goals they are going to work on. The process of calendaring goals will keep them on track and will result in a higher quality of focus and execution on each goal. L EADERSHIP D EVELOPMENT G OALS

9. © U PSTREAM A CADEMY 20139 Please remember that you can customize or change the goals for the participant(s) you are guiding if you feel a change will help them in their career progress. L EADERSHIP D EVELOPMENT G OALS

10. © U PSTREAM A CADEMY 201310 HeadWaters Leadership Conference 2012 July 12-13, 2012  Denver, Colorado Blueprint for Excellent Retreat July 23-24, 2012  Park City, Utah BestPractices Conference 2012 October 25-26, 2012  Chicago, Illinois Emerging Leaders Conference Fall 2012 September 27-28, 2012  San Antonio, Texas Emerging Leaders Conference Winter 2013 January 3-4, 2013  Scottsdale, Arizona A LL M AJOR UA E VENTS C OMPLETED !

11. © U PSTREAM A CADEMY 201311 January 16 – Informational Conference Call (contact Georgia to register) May 15 – Deadline for renewals and new registrations May 15 – Graduation for Year 3 participants June 25 – First Leadership Training Forum June 26 – ELA Guide Conference Call L OOKING TO N EXT P ROGRAM Y EAR

12. © U PSTREAM A CADEMY 201312 HeadWaters Leadership Conference 2013 July 25-26, 2013  Park City, Utah BestPractices Conference 2013 October 22-23, 2013  San Antonio, Texas Emerging Leaders Conference Fall 2013 September 24-25, 2013  Austin, Texas Emerging Leaders Conference Winter 2014 I January 14-15, 2014  Las Vegas, Nevada Emerging Leaders Conference Winter 2014 II January 16-17, 2014  Las Vegas, Nevada E VENTS FOR N EXT P ROGRAM Y EAR

13. © U PSTREAM A CADEMY 2013  G UIDE T RAINING 13

14. © U PSTREAM A CADEMY 2013 Last week we held our 2013 Winter ELA Conference in Scottsdale. We had 125 ELA participants attend the conference. We had the privilege of meeting with many of the participants one-on-one and asking them a few questions. F EEDBACK F ROM W INTER C ONFERENCE 14

15. © U PSTREAM A CADEMY 2013 What does your guide do that you find exceptionally helpful to you and your career? “We listen to the Leadership Training Forums together.” “He makes me work hard at my career.” “She takes the time to listen to me.” “We talk about my strengths and weaknesses.” 15 Q UESTION

16. © U PSTREAM A CADEMY 2013 What does your guide do that you find exceptionally helpful to you and your career? “He shows he cares about me and my career.” “She holds me accountable for my goals.” “She sees me as a future leader in the firm.” 16 Q UESTION

17. © U PSTREAM A CADEMY 2013 What one thing do you wish your guide would begin doing? “Ask me what I’m learning in ELA.” “Talk with me about my future.” “Be honest with me about how I’m progressing.” “Challenge me more.” 17 Q UESTION

18. © U PSTREAM A CADEMY 2013 What one thing do you wish your guide would begin doing? “Show he cares about me and my career.” “Meet with me every month.” “Take an interest in me, my career, my goals, my project. Get connected.” “Be more honest and straightforward.” 18 Q UESTION

19. © U PSTREAM A CADEMY 2013 What area of leadership do you feel you need more help with? “Business development.” (#1 answer by a mile) “Playing to my strengths.” “Becoming an expert.” “Understanding how the firm works.” “Becoming a trusted advisor.” 19 Q UESTION

20. © U PSTREAM A CADEMY 2013 What area of leadership do you feel you need more help with? “Helping those below me set meaningful goals.” “Having tough conversations with others in the firm.” “Holding others accountable for their goals and assignments.” 20 Q UESTION

21. © U PSTREAM A CADEMY 2013 What concerns you the most about being or becoming a leader in your firm? “Will I really like the other partners?” “Can I make a difference in the firm?” “Trying to change too much, too fast.” “Becoming a cruiser.” “Will I be able to enjoy work/life balance?” 21 Q UESTION

22. © U PSTREAM A CADEMY 2013 What concerns you the most about being or becoming a leader in your firm? “Finding the right balance between helping and hovering.” “Respecting certain partners.” “Getting burned out because of the hours expected of me.” 22 Q UESTION

23. © U PSTREAM A CADEMY 2013 Managing the expectations for the newest generation How to move from historian to trusted advisor How do exceptional firms recruit? How do you raise concerns without being labeled a trouble maker? 23 B REAKOUT G ROUP D ISCUSSION T OPICS

24. © U PSTREAM A CADEMY 2013 Soliciting constructive, thoughtful feedback for ourselves How do we effect change from the middle? Acquisition-related personnel issues Removing the mystery from what it takes to become a partner Managing someone who will never make partner (and related discussions) 24 B REAKOUT G ROUP D ISCUSSION T OPICS

25. © U PSTREAM A CADEMY 2013 Dealing with an individual who has a negative attitude Dealing with cruisers How to work with partners who don’t want to be involved Changing behaviors for senior partners who have it made and try to stop all changes 25 B REAKOUT G ROUP D ISCUSSION T OPICS

26. © U PSTREAM A CADEMY 2013 The focus of this guide training is on the following two areas: 1.Great guides and comfort zones 2.Improving monthly meetings with ELA participants 26 T WO F OCUSES O F G UIDE T RAINING

27. © U PSTREAM A CADEMY 2013 Why is it important to get someone out of his/her comfort zone? No real growth in comfort zone It’s so enticing to stay in comfort zone Comfort zones lead to cruising Our profession is designed to keep people in their comfort zones 27 G REAT G UIDES A ND C OMFORT Z ONES

28. © U PSTREAM A CADEMY 2013 How do we best move an individual out of his/her comfort zone? It certainly helps to understand the benefits before embarking Identify a specific assignment Develop a written plan of action The written plan should be effort-based 28 G REAT G UIDES A ND C OMFORT Z ONES

29. © U PSTREAM A CADEMY 2013 How do we best move an individual out of his/her comfort zone? More frequent meetings may be needed Express sincere confidence Safety net in the wings (if possible) We need to find the proper spotlight Provide a little added help if needed 29 G REAT G UIDES A ND C OMFORT Z ONES

30. © U PSTREAM A CADEMY 201330 R ECOGNIZING S TRETCH G OALS A goal will stretch abilities if... It hasn’t been done before It’s something that is not easy to do It’s something that wasn’t already going to be done in the normal course of things It will take the participant’s best effort It pushes the participant to the edge of his/her comfort zone

31. © U PSTREAM A CADEMY 2013 Calendar one-hour meetings each month Prior to the meeting, review the latest LTF, participant goals, and project Discuss the most recent LTF and ask the participant what was learned and what he/she is going to do about it 31 I MPROVING M ONTHLY M EETINGS

32. © U PSTREAM A CADEMY 2013 Review progress on goals and project Review upcoming assignments and work load and ask what help is needed Ask what he or she is learning and where growth is being experienced Update the OPT system Verify date of next meeting 32 M ONTHLY M EETINGS

33. © U PSTREAM A CADEMY 201333 It’s been my observation that many of us live below our privileges. As a guide, are you living below your privileges? L IVING B ELOW Y OUR P RIVILEGES

34. © U PSTREAM A CADEMY 2013 Unlimited conference calls with Sam, Tim, Dev, or Georgia Ability to sit in on all Leadership Training Forums Access to complete list of ELA Projects Discounted attendance at the three major UA conferences 34 G UIDE P RIVILEGES

35. © U PSTREAM A CADEMY 2013  Q UESTIONS A ND A NSWERS 35

36. © U PSTREAM A CADEMY 201336 Thank You! sama@upstreamacademy.com