Brochure of the 2nd Annual Practice Development Congress in Sydney on 17-18 March 2010 contains programme agenda, profile of speakers and registration form.

1.  CPd Points 12+
 17 & 18 mARCh 2011 doCkside ConFeRenCe CentRe sydney
 eARLy biRd sAve $200 book beFoRe 25 Feb 2011
2nd AnnuAl PrActice
develoPment congress
Optimal practice management
fOr fee-Only advisOry firms
 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

2. COngRess agenDa
Day 1 Session conducted by: Phil Guest,
Principal and Private Client Adviser,
fROm Clients tO
Shadforths Financial Group Raving fans
8.00am
10.30am 1.30pm
Registration, arrival tea and coffee
morning tea and exhibition aDvisORy fiRm Case stuDy
8.50am advising second generation
Risk management clients
Opening remarks from
congress facilitator Michael Burton sheds light on how
11.00am Lachlan Partners is actively engaging
Murray Fitzpatrick
second generation clients. Michael
www.murrayfitzpatrick.com.au Risk management in provides some valuable dos and don’ts for
the fee-only world managing services to multi-generational
aligning visiOn ƒ Failing to properly define and document clients.
anD stRategy the scopes of engagement ƒ Focusing on the advice vehicles for
ƒ Selection and management of wealth generation and preservation
9.00am appropriate products ƒ Building the practice framework for
ƒ Reasonable basis for advice managing wealth across progressive
Creating a truly great generations
ƒ Use of risk profiling
advisory business
ƒ Explaining the risks of advice to ƒ Charging for services
Jim Stackpool addresses the key
the client in terms the client can Session conducted by: Michael Burton,
attributes of what makes a great practice Director and Co-Founder, Lachlan Partners
understand
work in a fee-only environment, and what
Session conducted by: Claire Wivell Plater,
steps need to be made before a vision can
be transformed into a reality.
Director, GoldSeal Compliance 2.10pm
ƒ Aligning practice vision with strategic
business planning 11.50am aDvisORy fiRm Case stuDy
ƒ Driving vision and strategy through managing client retention
aDvisORy fiRm Case stuDy
practice culture through practice systemisation
ƒ Setting practice values with employees
Overreaching for growth – In our fourth advisory firm case study we
and clients pitfalls and dangers examine the evolution of Vivid Financial.
Session conducted by: Jim Stackpool, In our second advisory firm case study, By focusing on client driven outcomes,
Director, SCAT we analyse the practice of 4more People Santi Burridge was able to re-position
Pty Ltd. Having experienced tremendous Vivid’s practice direction and address the
growth through mergers and acquisitions in big picture issues that were holding the
9.50am 2006/2007, 4more People Pty Ltd, like many firm back, including:
firms during the GFC, experienced financial ƒ What do our clients really value?
aDvisORy fiRm Case stuDy
and partnership problems. ƒ What is the best way to manage their
turning vision into a reality In this session, Peter Audet looks at: family wealth?
Having established Guest McLeod in 1974 ƒ Dangers practice owners face when ƒ What is the best way to deliver that
Phil Guest merged his practice into the trying to find new scope for growth management?
“Best Advice Project” in 2007 which saw
ƒ Preparing the business for obstacles ƒ What is the best way we should charge?
the creation of the current Shadforths
to come ƒ And finally, what is the best way to
Financial Group.
ƒ Linking growth risk management communicate with our clients?
In our first advisory firm case study,
to strategic business plans Session conducted by: Santi Burridge,
we take a closer look at the necessary
Session conducted by: Peter Audet, Partner, Vivid Financial
alignment of vision and strategy that was
Managing Director, 4more People Pty Ltd
underlining the success of Guest McLeod
and the lessons for practice principals as 3.00pm
they plan their succession. 12.30pm
afternoon tea and exhibition
In this session Phil Guest will focus on: lunch and exhibition
ƒ Driving vision and strategy from
top-down
ƒ What is best for you, is best for
your clients
ƒ Aligning practice succession with
practice legacy

3. Valuations and day 2 Session conducted by: Douglas Turek,
Managing Director, Professional Wealth
growth management & Bob Van Munster, Head of Australian
8.30am Equities, Tyndall Investments
3.30pm
registration, arrival tea and coffee 10.50am
Practice equity management
what is my business worth now? morning tea and exhibition
8.50am
Placing a value on a financial planning
business is proving more difficult in opening remarks from Profitability Vs
light of legislative changes and market congress facilitator ProduCtiVity
pressures. There has been increased
debate on what the future will hold, and PraCtiCe regime and 11.20am
the impact this will have when you are workflow management
looking to either expand your business adVisory firm Case study
organically or by acquisition.
9.00am balancing client profitability
Joshua Parisotto outlines 5 key elements vs productivity
that will need to be discussed when optimising your practice regime Both new and established practice owners
looking to acquire a new business, sale Creating a reliable regime for your will have to continuously reassess their
of your business or even a review of your practice will mean less time spending client books in a true fee-only business
existing business practices. today’s dollars, with more time spent model. Assessing the profitability of each
outcomes include: making tomorrows. client is not an easy task, and in this
ƒ Obtain key elements to purchase a Terry Bell will discuss what the most practical session John Woodley discusses
new business successful practice owners are doing to the prevailing techniques for assessing
ƒ Key areas to focus on to increase focus more of their time and effort on client profitability vs productivity by
business value increasing their bottom line profitability. focusing on:
ƒ Greater understanding of your own ƒ How the best advisory firms effectively ƒ True client service advice models
practice regiment daily activities ƒ Selection and engagement process
Session conducted by: Josh Parisotto, ƒ Key-drivers for profit through practice ƒ Perception of value
Head of Practice Management, IOOF regime Session conducted by: John Woodley, CEO,
ƒ What are the key attributes for “best Fitzpatricks Brisbane
4.10pm practice”?
Panel session:
ƒ Why don’t more practices do it? 12.00pm
Session conducted by: Terry Bell, Partner,
road-maps for practice evolution Business Health
Session and speaker: TBC
Focusing on road-maps for growth and
development, takes the emphasis away
9.50am 12.40pm
from the short-term (band-aid) approach
to reacting to change. In this practical lunch and exhibition
implications of behavioural
panel session we look at a number of
finance on practice management leadershiP and high
different advisory firms with a focus on:
ƒ The role investor psychology plays in
ƒ Developing our road-map for evolution PerformanCe teams
driving market returns
ƒ Aligning practice growth initiatives to
ƒ Investor behaviours to be aware of
employees
that can lead to conservatism and 1.40pm
Panellists include: Philip Enger, Managing insufficient diversification
Director, Dollar Growth Group building high performance teams
ƒ How to reduce investor biases and
Geoff Whiddon, Director, Dome Financial “People don’t leave companies they
emotion and keep your clients focused
Other panellists TBC on their goals and objectives leave managers”
Session conducted by: Josh Parisotto, ƒ Decoupling practice profitability from “The old age saying, people are your most
Head of Practice Management, IOOF important asset is wrong. People are not
swings in market mood
your most important asset, only the right
ƒ Keeping your clients and staff
5.00pm motivated in tough investment times
people are.” Jim Collins
ƒ Understand the importance of JobFit
networking drinks ƒ Formalising disciplines to manage
and selection
client investment and your business
ƒ How to screen out pretenders and
6.30pm risk and opportunity
select future top performers
Close of day 1

4. SEPARATELY BOOKABLE HALF-DAY WORKSHOP
WEDNESDAY 16 MARCH 8.30 AM - 12.00 PM
ƒƒ Removeƒemotionsƒfromƒcoachingƒandƒ EBIT Based Valuation for Financial Planning Firms
performanceƒmanagement
Session conducted by: Mark Purbrick, Why EBIT?
Managing Director, Peoplogica Pty Ltd ƒ • Key components of and EBIT based valuation
ƒ • How do I calculate EBIT?
2.40pm ƒ • What multiple is applicable to my business?
ƒ • Case study example
Afternoon tea and exhibition
ƒ • Review and conclusion
3.00pm Workshop Presenters
Leadership through
vision and strategy
ƒƒ Leadershipƒprinciplesƒandƒframeworks
ƒƒ Impactƒofƒleadershipƒstylesƒonƒothers
ƒƒ Teamƒmanagementƒandƒdevelopment
ƒƒ Gettingƒpeopleƒonƒboardƒwithƒyourƒvisionƒ
Tim Lane, Partner Patrick Walford John Birt
andƒstrategy
Accru Chartered Associate Principal
Session conducted by: Andrew Mackenzie,
Accountant Radar Results Radar Results
CEO, Shirlaws Australia
CONGRESS KEY Key Partner
LEARNING OUTCOMES
4.00pm
Round table discussions with Network Partners
key learning outcomes
Facilitated by: Murray Fitzpatrick,
www.murrayfitzpatrick.com.au
Event Supporters
4.20pm
Close of congress
ABOUT DEALERS GROUP
We 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 Membership
Benefits include:
ƒƒ Preferredƒpricing:ƒDiscountedƒattendance
ƒƒ PrivateƒClientƒAdvisorƒnewsletter:ƒMonthlyƒNewsletterƒcoversƒtopicalƒissuesƒ
relatedƒtoƒprivateƒclientƒadvisory
ƒƒ Dealers’ƒGroupƒwebsiteƒaccess:ƒAccessƒtoƒpapers,ƒresearchƒandƒpresentations
ƒƒ Webinars:ƒMonthlyƒwebinarsƒdirectƒtoƒyourƒdesktop
ƒƒ Privateƒlunchƒmeetings:ƒHeldƒquarterlyƒ
Membership is open to private client advisers only.
For more information contact Ruth McKenzie on 02 9555 4203 or
ruth@dealersgroup.com.au

5. sPeAkers
Phil Guest Peter Audet douGlAs turek sAnti BurridGe
Principal & Private Managing Director Managing Director Partner
Client Adviser 4more People Professional Vivid Financial
Shadforths Pty Ltd Wealth
Financial Group
PhiliP enGer John Woodley MiChAel Burton JiM stACkPool
Managing Director CEO Director & Director
Dollar Growth Fitzpatricks Co-Founder SCAT
Financial Brisbane Lachlan Partners
AndreW terry Bell ClAire Wivell MArk PurBriCk
MACkenzie Partner PlAter Managing Director
CEO Business Health Director Peoplogica Pty Ltd
Shirlaws Australia GoldSeal
BoB vAn Munster
Josh PArisotto MurrAy Geoff Whiddon Head of Australian
Head of Practice fitzPAtriCk Director Equities
Management Dome Financial Tyndall Investments
IOOF

6. TO REGISTER
Web www.dealersgroup.com.au
R
egistration Form
Fax 02 9810 6746 PLEASE REGISTER ME FOR:
Mail The Dealers’ Group
212A Darling Street 2nd Annual Practice Development Congress 2011
Balmain NSW 2041
Congress + Workshop
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Membership Single Registration $895 + GST = $984.50
Ruth McKenzie Service Providers $1095 + GST = $1204.50
Tel 02 9555 4203 Separately bookable Workshop $295 + GST = $324.50
ruth@dealersgroup.com.au
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Kate Radcliffe
Tel 0418 513 865 We have competitive discounts available for bookings of two or more delegates. Please
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