WORLD
CLASS TRAINING:
HIGH
PERFORMANCE
FIRMS
GETTING YOUR FIRM ON TRACK
PRESENTED
SAM
LLRED
PRESENTED
BYBY
SAM
M.AA
LLRED,
FFOUNDER
IRECTOR
OF
UPSTREAM
PSTREAMA
ACADEMY
CADEMY
OUNDER
& DD
IRECTOR
FU
© UAND
PSTREAM
A
CADEMY O
2012
1
We have the privilege of working with
hundreds of firms across North America.
We’ve learned that most good firms
sincerely want to become great.
They just don’t know how to get there.
© UPSTREAM ACADEMY 2012
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Upstream Academy is all about helping good
firms become better. It’s what we do. It’s
who we are. And our track record is second
to none.
High Performance Firms will help your firm
make significant, measurable progress on the
path to improvement.
© UPSTREAM ACADEMY 2012
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Our focus in creating this program is both
immediate and long-term, measurable
results.
High Performance Firms is a resultsoriented program for firm leadership
teams.
© UPSTREAM ACADEMY 2012
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PRESENTATION ROADMAP
1. Overview of High
Performance Firms
Program
2. The Four HPF
Workshops for AGN
Member Firms
3. Key dates
4. Questions and answers
© UPSTREAM ACADEMY 2012
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 OVERVIEW OF HIGH
PERFORMANCE FIRMS PROGRAM
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WHAT CAN YOU EXPECT FROM HPF?
• A report card analysis
that enables you to
benchmark your firm
against high
performance standards
and create a starting
point for setting goals
and measuring progress
© UPSTREAM ACADEMY 2012
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WHAT CAN YOU EXPECT FROM HPF?
• A two-year program
that includes four
high level, two-day
workshops attended
by at least three firm
leaders (the firm’s
implementation team)
© UPSTREAM ACADEMY 2012
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WHAT CAN YOU EXPECT FROM HPF?
• Our commitment to help
you throughout the
program to accomplish
the goals set by your
implementation team
© UPSTREAM ACADEMY 2012
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WHAT CAN YOU EXPECT FROM HPF?
• The tools,
documents and
training needed
to implement
the processes
and best
practices
learned at each
workshop
© UPSTREAM ACADEMY 2012
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WHAT CAN YOU EXPECT FROM HPF?
• Opportunities to
learn from and
network with your
workshop group of
15-20 similar-sized,
non-competitor
firms
© UPSTREAM ACADEMY 2012
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WHAT CAN YOU EXPECT FROM HPF?
• A dashboard to
track your progress
on each high
performance KPI
© UPSTREAM ACADEMY 2012
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WHAT CAN YOU EXPECT FROM HPF?
• A clear understanding of what high
performance looks like in each of the
6 areas of discipline
LEADERSHIP
Business
Development
Client
Management
Team
Development
Leadership
Financial
Performance
Partner
Effectiveness
•
•
•
•
•
•
•
•
•
Vision/Strategy
Firm Governance
Partner Meetings
Partner Unity/Teamwork
Partner Compensation Process
Succession Planning Process
Non-negotiable
Performance/Behavior Standards
Tolerance for Known Weaknesses
Culture
© UPSTREAM ACADEMY 2012
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WHAT CAN YOU EXPECT FROM HPF?
• Forward progress
and positive results.
The ability to move
your firm’s dial and
improve financial
performance
© UPSTREAM ACADEMY 2012
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 THE FOUR HPF WORKSHOPS
FOR AGN MEMBER FIRMS
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THE FOUR HPF WORKSHOPS
Workshop #1
July 9-10, 2012
Chicago, Illinois
Workshop #2
Nov 5-6, 2012
Chicago, Illinois
Workshop #3
Summer 2013
Chicago, Illinois
Workshop #4
Fall 2013
Chicago, Illinois
© UPSTREAM ACADEMY 2012
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WORKSHOP OVERVIEW
• Two-day workshops (8am-6pm, 8am-3pm)
• Very interactive and team oriented
• Implementation teams need laptop/iPad
• Sufficient implementation planning time
• You will leave each workshop with a
written plan outlining your firm’s next
steps to creating a high performance firm
• Follow-up between workshops scheduled
© UPSTREAM ACADEMY 2012
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WORKSHOP #1 OVERVIEW
Business
Development
Client
Management
Team
Development
Leadership
Financial
Performance
Partner
Effectiveness
Workshop #1
July 9-10, 2012
Chicago, Illinois
Focus on the following
areas of discipline:
Leadership
Financial Performance
Partner Effectiveness
© UPSTREAM ACADEMY 2012
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LEADERSHIP
Business
Development
Client
Management
Leadership
Financial
Performance
•
•
•
•
•
•
•
Team
Development
Partner
Effectiveness
•
•
Vision/Strategy
Firm Governance
Partner Meetings
Partner Unity/Teamwork
Partner Compensation
Process
Succession Planning
Process
Non-negotiable
Performance/Behavior
Standards
Tolerance for Known
Weaknesses
Culture
© UPSTREAM ACADEMY 2012
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FINANCIAL PERFORMANCE
Business
Development
Client
Management
Team
Development
Leadership
Financial
Performance
•
•
•
•
•
Average Partner Income
A/R over 60 Days
Top Line Growth
WIP over 30 Days
Retention % of Top
Performers
Partner
Effectiveness
© UPSTREAM ACADEMY 2012
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PARTNER EFFECTIVENESS
Business
Development
Client
Management
Team
Development
Leadership
Financial
Performance
• Partner Review and Goal
Setting
• Partner Accountability
• Optimizing Partner
Horsepower
• Knowledge Transfer
Process
• New Partner Training
• Partners as Experts
Partner
Effectiveness
© UPSTREAM ACADEMY 2012
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WORKSHOP #1 HPF TOOLS
• Goal setting tool
• Vision/strategy PowerPoint
• Partner meeting agenda
• Partner evaluation process
• Partner goal setting template
• New partner training agenda
• Partner selection process
• Succession planning process
© UPSTREAM ACADEMY 2012
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WORKSHOP #2 OVERVIEW
Business
Development
Client
Management
Leadership
Financial
Performance
Workshop #2
Nov 5-6, 2012
Chicago, Illinois
Focus on the following
area of discipline:
Team Development
Team
Development
Partner
Effectiveness
© UPSTREAM ACADEMY 2012
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TEAM DEVELOPMENT
Business
Development
Client
Management
Team
Development
Leadership
Financial
Performance
Partner
Effectiveness
• Bench Strength Process
• Meaningful Evaluations and
Career Planning
• Rapid Skill Development
• Staff Mix
• New Partner Selection
Process
• Connection and
Commitment to Vision and
Strategy
© UPSTREAM ACADEMY 2012
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WORKSHOP #3 OVERVIEW
Business
Development
Client
Management
Leadership
Financial
Performance
Workshop #3
Summer 2013
Chicago, Illinois
Focus on the following
area of discipline:
Client Management
Team
Development
Partner
Effectiveness
© UPSTREAM ACADEMY 2012
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CLIENT MANAGEMENT
Business
Development
Client
Management
Team
Development
Leadership
Financial
Performance
Partner
Effectiveness
• Client Classification
• Proactive Client Plans for
A/B Clients
• Continuous Improvement
of Service Offerings
• Raving Fans Strategy
• Client Top Grading
Plan/Process
• Payment Expectation
Process
• Bottom 50 Process
© UPSTREAM ACADEMY 2012
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WORKSHOP #4 OVERVIEW
Business
Development
Client
Management
Leadership
Financial
Performance
Workshop #4
Fall 2013
Chicago, Illinois
Focus on the following
area of discipline:
Business Development
Team
Development
Partner
Effectiveness
© UPSTREAM ACADEMY 2012
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BUSINESS DEVELOPMENT
Business
Development
Client
Management
Team
Development
Leadership
Financial
Performance
Partner
Effectiveness
• Client
Screening/Acceptance
• Optimizing Rainmakers
• Rainmaker in Training
Program/Process
• Firm-wide BD Culture
• BD Results Tracking
Process
• Niche Development Process
• Cross Servicing Plan
• RFP Process
© UPSTREAM ACADEMY 2012
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UNCONDITIONAL GUARANTEE
Like everything we do at Upstream
Academy, this program is unconditionally
guaranteed to your full satisfaction.
If you are not completely satisfied, we
will, at your option, either waive your fee
or accept that portion of the fee that
reflects your level of satisfaction.
© UPSTREAM ACADEMY 2012
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CPE
Upstream Academy will
recommend CPE credit
based on the level of
participation in this
course.
© UPSTREAM ACADEMY 2012
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INVESTMENT
The investment for each participating AGN
member firm is $2,500 per workshop.
This fee covers the workshop enrollment
for three team members. Each additional
person attending the workshop will be
$500.
© UPSTREAM ACADEMY 2012
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 KEY DATES
© UPSTREAM ACADEMY 2012
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KEY 2012 DATES
Deadline to register and reserve your market
area – May 15, 2012
Workshop #1
July 9-10, 2012  Chicago, Illinois
Workshop #2
November 5-6, 2012  Chicago, Illinois
© UPSTREAM ACADEMY 2012
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 QUESTIONS AND ANSWERS
© UPSTREAM ACADEMY 2012
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Thank You!
sama@upstreamacademy.com
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