2nd annual practice development congress

Aligning practice vision and strategy

Risk and growth management

Practice regime and workflow management

Client profitability vs productivity

From clients to raving fans

Leadership and high-performance teams

CPd Points 12+

17 & 18 mARCh 2011 doCkside ConFeRenCe CentRe sydney

eARLy biRd sAve $200 book beFoRe 25 Feb 2011

Optimal practice management fOr fee-Only advisOry firms

2nd AnnuAl PrActicedeveloPment congress

Day 1

8.00amRegistration, arrival tea and coffee

8.50am

Opening remarks from congress facilitatorMurray Fitzpatrick www.murrayfitzpatrick.com.au

aligning visiOn anD stRategy

9.00am

Creating a truly great advisory businessJim Stackpool addresses the key attributes of what makes a great practice work in a fee-only environment, and what steps need to be made before a vision can be transformed into a reality.

� Aligning practice vision with strategic business planning

� Driving vision and strategy through practice culture

� Setting practice values with employees and clients

Session conducted by: Jim Stackpool, Director, SCAT

9.50am

aDvisORy fiRm Case stuDy

turning vision into a reality Having established Guest McLeod in 1974 Phil Guest merged his practice into the “Best Advice Project” in 2007 which saw the creation of the current Shadforths Financial Group.

In our first advisory firm case study, we take a closer look at the necessary alignment of vision and strategy that was underlining the success of Guest McLeod and the lessons for practice principals as they plan their succession.

In this session Phil Guest will focus on:

� Driving vision and strategy from top-down

� What is best for you, is best for your clients

� Aligning practice succession with practice legacy

Session conducted by: Phil Guest, Principal and Private Client Adviser, Shadforths Financial Group

10.30ammorning tea and exhibition

Risk management

11.00am

Risk management in the fee-only world � Failing to properly define and document

the scopes of engagement

� Selection and management of appropriate products

� Reasonable basis for advice

� Use of risk profiling

� Explaining the risks of advice to the client in terms the client can understand

Session conducted by: Claire Wivell Plater, Director, GoldSeal Compliance

11.50am


Overreaching for growth – pitfalls and dangersIn our second advisory firm case study, we analyse the practice of 4more People Pty Ltd. Having experienced tremendous growth through mergers and acquisitions in 2006/2007, 4more People Pty Ltd, like many firms during the GFC, experienced financial and partnership problems.

In this session, Peter Audet looks at:

� Dangers practice owners face when trying to find new scope for growth

� Preparing the business for obstacles to come

� Linking growth risk management to strategic business plans

Session conducted by: Peter Audet, Managing Director, 4more People Pty Ltd

12.30pmlunch and exhibition

fROm Clients tO Raving fans

1.30pm


advising second generation clientsMichael Burton sheds light on how Lachlan Partners is actively engaging second generation clients. Michael provides some valuable dos and don’ts for managing services to multi-generational clients.

� Focusing on the advice vehicles for wealth generation and preservation

� Building the practice framework for managing wealth across progressive generations

� Charging for services

Session conducted by: Michael Burton, Director and Co-Founder, Lachlan Partners

2.10pm


managing client retention through practice systemisationIn our fourth advisory firm case study we examine the evolution of Vivid Financial. By focusing on client driven outcomes, Santi Burridge was able to re-position Vivid’s practice direction and address the big picture issues that were holding the firm back, including:

� What do our clients really value?

� What is the best way to manage their family wealth?

� What is the best way to deliver that management?

� What is the best way we should charge?

� And finally, what is the best way to communicate with our clients?

Session conducted by: Santi Burridge, Partner, Vivid Financial

3.00pmafternoon tea and exhibition

COngRess agenDa

Valuations and growth management

3.30pm

Practice equity management what is my business worth now?Placing a value on a financial planning business is proving more difficult in light of legislative changes and market pressures. There has been increased debate on what the future will hold, and the impact this will have when you are looking to either expand your business organically or by acquisition.

Joshua Parisotto outlines 5 key elements that will need to be discussed when looking to acquire a new business, sale of your business or even a review of your existing business practices.

outcomes include:

� Obtain key elements to purchase a new business

� Key areas to focus on to increase business value

� Greater understanding of your own practice

Session conducted by: Josh Parisotto, Head of Practice Management, IOOF

4.10pm

Panel session: road-maps for practice evolutionFocusing on road-maps for growth and development, takes the emphasis away from the short-term (band-aid) approach to reacting to change. In this practical panel session we look at a number of different advisory firms with a focus on:

� Developing our road-map for evolution

� Aligning practice growth initiatives to employees

Panellists include: Philip Enger, Managing Director, Dollar Growth Group

Geoff Whiddon, Director, Dome Financial

Other panellists TBC

Session conducted by: Josh Parisotto, Head of Practice Management, IOOF

5.00pmnetworking drinks

6.30pmClose of day 1

day 2

8.30amregistration, arrival tea and coffee

8.50am

opening remarks from congress facilitator

PraCtiCe regime and workflow management

9.00am

optimising your practice regimeCreating a reliable regime for your practice will mean less time spending today’s dollars, with more time spent making tomorrows.

Terry Bell will discuss what the most successful practice owners are doing to focus more of their time and effort on increasing their bottom line profitability.

� How the best advisory firms effectively regiment daily activities

� Key-drivers for profit through practice regime

� What are the key attributes for “best practice”?

� Why don’t more practices do it?

Session conducted by: Terry Bell, Partner, Business Health

9.50am

implications of behavioural finance on practice management � The role investor psychology plays in

driving market returns

� Investor behaviours to be aware of that can lead to conservatism and insufficient diversification

� How to reduce investor biases and emotion and keep your clients focused on their goals and objectives

� Decoupling practice profitability from swings in market mood

� Keeping your clients and staff motivated in tough investment times

� Formalising disciplines to manage client investment and your business risk and opportunity

Session conducted by: Douglas Turek, Managing Director, Professional Wealth & Bob Van Munster, Head of Australian Equities, Tyndall Investments

10.50ammorning tea and exhibition

Profitability Vs ProduCtiVity

11.20am

adVisory firm Case study

balancing client profitability vs productivityBoth new and established practice owners will have to continuously reassess their client books in a true fee-only business model. Assessing the profitability of each client is not an easy task, and in this practical session John Woodley discusses the prevailing techniques for assessing client profitability vs productivity by focusing on:

� True client service advice models

� Selection and engagement process

� Perception of value

Session conducted by: John Woodley, CEO, Fitzpatricks Brisbane

12.00pmSession and speaker: TBC

12.40pmlunch and exhibition

leadershiP and high PerformanCe teams

1.40pm

building high performance teams“People don’t leave companies they leave managers”

“The old age saying, people are your most important asset is wrong. People are not your most important asset, only the right people are.” Jim Collins

� Understand the importance of JobFit and selection

� How to screen out pretenders and select future top performers

Network Partners

Key Partner

Event Supporters

�� Remove�emotions�from�coaching�and�performance�management

Session conducted by: Mark Purbrick, Managing Director, Peoplogica Pty Ltd

2.40pmAfternoon tea and exhibition

3.00pm

Leadership through vision and strategy�� Leadership�principles�and�frameworks

�� Impact�of�leadership�styles�on�others

�� Team�management�and�development

�� Getting�people�on�board�with�your�vision�and�strategy

Session conducted by: Andrew Mackenzie, CEO, Shirlaws Australia

CONGRESS KEY LEARNING OUTCOMES

4.00pm

Round table discussions with key learning outcomesFacilitated by: Murray Fitzpatrick, www.murrayfitzpatrick.com.au

4.20pmClose of congress

ABOUT DEALERS GROUPWe are a multi-disciplinary membership group for private client advisers and family offices. We facilitate the sharing of knowledge and information to encourage the highest standard of advice for private clients in Australia.

Dealers’ Group MembershipBenefits include:

�� Preferred�pricing:�Discounted�attendance

�� Private�Client�Advisor�newsletter:�Monthly�Newsletter�covers�topical�issues�related�to�private�client�advisory

�� Dealers’�Group�website�access:�Access�to�papers,�research�and�presentations�� Webinars:�Monthly�webinars�direct�to�your�desktop

�� Private�lunch�meetings:�Held�quarterly�

Membership is open to private client advisers only.

For more information contact Ruth McKenzie on 02 9555 4203 or [email protected]

EBIT Based Valuation for Financial Planning Firms

Why EBIT? � • Key components of and EBIT based valuation � • How do I calculate EBIT? � • What multiple is applicable to my business? � • Case study example � • Review and conclusion

Workshop Presenters

WEDNESDAY 16 MARCH 8.30 AM - 12.00 PM

SEPARATELY BOOKABLE HALF-DAY WORKSHOP

Tim Lane, Partner Accru Chartered Accountant

Patrick Walford Associate Radar Results

John BirtPrincipalRadar Results

Phil GuestPrincipal & Private Client AdviserShadforths Financial Group

PhiliP enGerManaging DirectorDollar Growth Financial

terry BellPartner Business Health

Geoff WhiddonDirectorDome Financial

Peter AudetManaging Director4more People Pty Ltd

John WoodleyCEOFitzpatricks Brisbane

ClAire Wivell PlAterDirectorGoldSeal

douGlAs turekManaging Director Professional Wealth

MiChAel BurtonDirector & Co-FounderLachlan Partners

MArk PurBriCkManaging Director Peoplogica Pty Ltd

JiM stACkPoolDirectorSCAT

Josh PArisottoHead of Practice Management IOOF

sAnti BurridGePartnerVivid Financial

AndreW MACkenzieCEOShirlaws Australia

MurrAy fitzPAtriCk

sPeAkers

BoB vAn MunsterHead of Australian EquitiesTyndall Investments

The Dealers’ Group reserves the right to change the programme without notice. ABN 78 117 870 943

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2nd Annual Practice Development Congress 2011

Congress + Workshop

Workshop only

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Dealers’ Group Members $795 + GST = $874.50 Single Registration $895 + GST = $984.50Service Providers $1095 + GST = $1204.50Separately bookable Workshop $295 + GST = $324.50

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STANDARDREGISTRATIONRATE–BOOK&PAYAFTER25FEBRUARY2011

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TOREGISTERWeb www.dealersgroup.com.auFax 02 9810 6746Mail The Dealers’ Group 212A Darling Street Balmain NSW 2041

ENQUIRIESRegistrationsZafMakdumTel 02 9555 [email protected]

MembershipRuthMcKenzie Tel 02 9555 [email protected]

SponsorshipKateRadcliffe Tel 0418 513 [email protected]

VENUEDocksideConferenceCentre,SydneyThe Balcony LevelCockle Bay Wharf, Darling ParkSydney NSW 2000Tel 1300 117 118

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