1. Options To Consider For “Growth From The Core”
Apply
Segmentation and Service
Database Profiles Demands Pension Consultants
Wealth Managers
Watch for
“Test-run” Sales Liquidity
{Groups A & B}
“Word-of-
Institutional
mouth” buzz
“We look like Orientation
your clients” Lack Conflict Pricing
of Interest Objective: Compliance Concessions
Increase AUM
Move through Focus and Broaden Investor Base
In-house Segment Proprietary
Due-Diligence Efforts
Current
You - ABC Current
ASSET AUM
Marketing
Manager New to
Market
Determine
Interest & Segment
based on Current IM Focus on
Aggressively Prefer
AUM Infrastructure & Metropolitan
Segment Registered
Systems Centers
Products
Pricing
Screen based Orientation - MF’s
Leverage
Asset
on Platform and VA’s Vet firm policies
with Due-Diligence
Independent
Allocation
Platforms Orientation Officer Broker/Dealers
Leverage “Cherry pick”
Family Office High-end Producers
Aura
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12

2. Integrated Sales Model – Building Sell Through
Prioritize Target 1. How Many Channels? Which? Past Experience?
Clients 2. What Level of Support? (Start-up vs. Established)
Strategy Focus
Define & Differentiate 1. Business interfaces
Manager 2. Common incentives
1. Return Stream Characteristics
Assess & Confirm
Align Value & Collateral 2. Management & Employee Superiority
Distribution Strategy
Customer 1. Depth of Client Needs
Lifetime Value
Prioritization
2. Portfolio Construction Parameters
1. Which Products& Solutions?
Identify needs
2. Suitability
Staging & Systems
Manager 1. Primary Presentation Stages
Introductions 2. Decision Matrix and Follow-on
Presentation
Staging
Scope and Scale:
Relationship Evolves
and Deepens
Prospect Tracking
Measurements
Capital Contact Marketing Conversion Retention
Metrics and
Introduction Database & Prioritization Management Tracking Tracking
By Channel Define Top Prospects Volume Segmentation Sale Call Trajectory
By Product 1. Product Niche AUM Product Management Post-Sale Call Defections
By Call Cycle 2. Analyst Resource ROI Service Parameters Penetration
3. Market Segment Participation
© 2010 OGDENBURR partners, LLC All Rights Reserved

3. Our Typical Market Segmentation Process
Segmentation Approach Key Data Implications
Key Deliverables To You
i Prioritizing client
i Total Sales Volume & AUM segmentation and targeting
Wealth Advisors i Qualified Investors Served i Optimizing “touch” economics
i Current Sales i Segmentation within group
i S.O.W. potential
i Proprietary platforms
i Total by Product i Prioritizing product
Platforms • Growth by Product Line distribution initiatives
• Sales Force Potential i Optimizing cost to complexity
• Platform Sophistication i Due Diligence barriers
i Balance long-run sales
performance & potential
i Growth in AUM
Consultants i Connection to underlying
i Sales / Redemption Levels investor
i Depth of team i Ensure underlying growth
i Current roster of clientele and manage liquidity
© 2010 OGDENBURR partners, LLC All Rights Reserved 13