+ All Categories
Home > Documents > Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business...

Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business...

Date post: 11-Jan-2016
Category:
Upload: leslie-stanley
View: 217 times
Download: 2 times
Share this document with a friend
Popular Tags:
14
Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training
Transcript
Page 1: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Butterfly CapitalSESSION FOURWORKBOOKDecisions and Notes for Modules 1 – 6

BSMARTer Business Simulation Management and Relationship Training

Page 2: 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

Page 3: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Create your Firm StoryFor 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 2020. 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.

Page 4: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

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

Page 5: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Driving a High Growth Firm

MODULE TWO

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

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 diversificationInitial 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: 35-45• 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: 45-60• 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 30-35• 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?

Page 7: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Growing the Firm

MODULE THREE

Page 8: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Growing the Firm

6

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

Page 9: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Managing Sales

MODULE FOUR

Page 10: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

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 followsa. James & Richard = $20mm eachb. Craig & Robin = $10mm eachc. Tami - $5mmd. 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?

Page 11: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Generating Referrals

MODULE FIVE

Page 12: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

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 (Email + 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

Page 13: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Tying it all Together

MODULE SIX

Page 14: Butterfly Capital SESSION FOUR WORKBOOK Decisions and Notes for Modules 1 – 6 BSMARTer Business Simulation Management and Relationship Training.

Other Initiatives

12

Describe any other initiatives your firm will undertake.

Notes

Initiative Explanation

1.

2.

3.

4.

5.

6.


Recommended