| Interesting CRM Facts for FY2015 | Play Your Part | Enter Your ...

| Interesting CRM Facts for FY2015 | Play Your Part | Enter Your Opportunities | *Pulled from CRM as of 06/26/2015

1,830

Opportunities Entered for FY2015

$50 Million In the Sales Pipeline 135 Unique Opportunity Owners Over

$27.5 Million Won Opportunities 1042 New Client Opportunities 430 New-Service, Cross-Sell Opportunities 1

How do I look at my contacts in CRM You can view your contacts by going into CRM and clicking: • •

My Active Contacts – Contacts You Own in CRM – Close relationship My Connections – Contacts You Are Connected to in CRM

Since we don’t want duplicate records in CRM, we only keep one copy of a contact The connection feature shows which WM individuals are affiliated with that contact Owner means person responsible for keeping contact information accurate & up-to-date.

2

What is an Opportunity ? | What to Enter In CRM When Recording New Business Opportunity Name of company or subsidiary Name of service to be provided Company or PARENT company Account Notes on the service, parent company, referral, opportunity Estimated Revenue we can expect to bill for the Service Estimated Date the Service will start if opportunity is won Estimated Date we find out if opportunity is won/closed Estimated Probability of Winning the opportunity to provide service

Contact Your CRM Team For Training & Assistance:

3 Oleh

Stage of the opportunity, whether qualified | proposal | won | lost.

Balaban # 5918 and Stephanie Koutsares # 6885

What is an Opportunity ?

Why should it be entered ?

When should it entered ?

Opportunities are the heart of the CRM system because they measure our effectiveness and ROI of business development activities. When correctly identified, documented and qualified, opportunities: • Allow us to manage and increase client acquisition and cross selling • Allow the EC to forecast and manage growth • Allow the individual partner to manage the pipeline at a glance What is an Opportunity?

“An opportunity exists if a prospect has a need for your product, service or solution.” – no time limit specified When should it be entered?

When you have had a substantive interaction with a business contact who has confirmed there is a need for your service Why should it be entered?

To track the due date, enhance firm-wide transparency, build a winning strategy, predict revenue forecast. How long does it take?

It only takes a minute to enter the details of your opportunity into CRM – a great exercise for Managers & Sr. Managers

Please Play Your Part & Take Initiative to Enter Your Opportunities into our CRM Database Contact Your CRM Team For Training & Assistance:

Oleh Balaban # 5918 and Stephanie Koutsares # 6885

New Opportunities Won June 22nd – 26th 2015 Owner Louis Biscotti John Palmer Robert Cummings Louis Biscotti John Palmer John Palmer John Palmer John Palmer John Palmer Louis Biscotti Louis Biscotti

Existing Client: New Service Line New Client Existing Client: Same Service Line Existing Client: New Service Line Existing Client: New Service Line Existing Client: Same Service Line New Client Existing Client: New Service Line Existing Client: Same Service Line New Client New Client

Opportunity Type

Louis Biscotti Louis Biscotti Louis Biscotti Louis Biscotti John Palmer Steven Greene Jonah Gruda Marc Grossman John Palmer John Palmer Michael Coletti Joseph Ferrone John Palmer Louis Biscotti Demetri Yatrakis Demetri Yatrakis John Palmer John Palmer Demetri Yatrakis Robert Goldstein Robert Goldstein Richard Bloom

New Client Existing Client: Same Service Line Existing Client: Same Service Line New Client New Client New Client New Client New Client Existing Client: Same Service Line Existing Client: Same Service Line Existing Client: New Service Line Existing Client: New Service Line Re-Proposal Existing Client: New Service Line Existing Client: New Service Line Existing Client: New Service Line Existing Client: New Service Line Existing Client: New Service Line New Client Existing Client: New Service Line New Client New Client

Potential Customer AUA Private Equity Partners, LLC Harbor Community Bank QBE North America Arizona Beverages Co. TotalBank Great Plains National Bank Easton Bank & Trust Harbor Community Bank South Atlantic Bank E&M Ice Cream, Inc. Bio-Botanica, Inc. Ophthalmic Consultants of Long Island Arizona Beverages Co. Arizona Beverages Co. Bio-Botanica, Inc. Capital Bank Assured Guaranty Corporation Private Client Services Account Advocate Community Providers Old Line Bank First Savings and Loan Assoc. The Dannon Company Private Client Services Account Continental National Bank Arizona Beverages Co. The Bromley Companies Colonnade Properties TotalBank TotalBank Quinlan Development Group LLC Peter & Barbara Costiglio Mikito Partners LP Private Client Services Account

Topic Consulting Harbor Community Bank - Consulting Reinsurance Controller Extension Litigation support Consulting BSA/AML/OFAC Outsourced Internal Audit Consulting FDICIA Outsourced Internal Audit Audit Audit Consulting Consulting in Columbia Outsourcing in Columbia Tax Capital Bank Consulting 2014 Tax Compliance Loan Staff Estate of Alvin Lubov - Fiduciary Accounting Vendor Vetting Outsourced Internal Audit Outsourced Internal Audit Danone Foods, Inc. SALT Maleh - Personal Net Worth Statements Consulting Outsourcing Canada Repair Regs Assignment St. Giles Hotel - Annual Tax Returns Consulting Consulting Reg DD Audit Cost Segregation Study Tax Exam Tax Return Robert Bellinger

Est. Revenue Actual Close Date $400,000.00 6/26/2015 $180,000.00 6/26/2015 $165,000.00 6/25/2015 $111,000.00 6/23/2015 $97,500.00 6/26/2015 $88,200.00 6/26/2015 $77,000.00 6/26/2015 $55,000.00 6/26/2015 $54,375.00 6/26/2015 $50,000.00 6/25/2015 $50,000.00 6/25/2015 $50,000.00 $50,000.00 $50,000.00 $50,000.00 $40,000.00 $30,000.00 $30,000.00 $30,000.00 $20,879.64 $18,144.00 $15,000.00 $12,000.00 $10,440.00 $10,000.00 $10,000.00 $10,000.00 $8,400.00 $8,400.00 $7,500.00 $6,000.00 $6,000.00 TBD

6/25/2015 6/23/2015 6/23/2015 6/25/2015 6/26/2015 6/23/2015 6/24/2015 6/24/2015 6/26/2015 6/26/2015 6/25/2015 6/25/2015 6/26/2015 6/23/2015 6/23/2015 6/23/2015 6/26/2015 6/26/2015 6/23/2015 6/25/2015 6/25/2015 6/19/2015