2020 Alliance Summit

TAKING SHAPE

In an increasingly saturated market, firms are forced to differentiate themselves. The solutions and models that used to work may not be applicable amidst the change and firms must get creative with their strategy, fees, services, and talent.

The market and your clients don’t see all the planning meetings, branding workshops, and operation plans – better yet, they get to feel the final product: the client experience.

During this time of immense change and potential, how will your firm take shape? We invite you to join us at the 10th Annual Alliance Summit to discuss the client experience and all the variables that go into making yours unique.

Monday, February 3^rd

1:00 PM

Pre-Conference: Alliance Partner Meeting (By invitation only)

5:30 PM

Opening Reception

7:00 PM

Dine-Around Dinners

Tuesday, February 4^th 

7:30 AM

Registration & Breakfast

8:30 AM

Welcome by Event Emcee

Brian Hughes, President & Founder, Hughes Growth Strategies,
Co-Founder, Touchpoint Growth Strategies

8:45 AM

Competitive Landscape Research Results from The Alliance

Tom Livergood unveils results  The Alliance Research's 2020 Competitive Landscape Study.

Tom Livergood, Founder & CEO, The Family Wealth Alliance

 9:30 AM

Digging Deep: Helping Firms Explore Their Value

As firms focus on growth, they face challenges from the market as potential clients' perception of value varies. As clients' attitudes toward family wealth services shift from “What will you do for me?” to “How does it make me feel?” “How will this impact my life?” and “How will this impact my legacy?” , firms will need to evolve with them. The challenge of offering greater value to clients is a long game. Firms that outperform their competitors will be those that steadily measure the changes in what their clients value, carefully track their delivery of that value and continuously adjust their strategy.

Building on his session and the Elements of Value® from the 2019 Alliance Summit, Eric Almquist will present data-driven solutions on how firms can thrive by defining, measuring, and improving the elements of their value proposition.

Eric Almquist, Partner, Bain & Company

10:45 AM

Break

11:00 AM

Alliance Research: Client Survey Brief

11:15 AM

Differentiate Yourself: Developing a Unique Client Experience

It seems most firms are keenly focused on their client experience as a tool to differentiate themselves in the market. This has driven firms to look at hiring for a new position: The Chief Experience Officer. Join us in a discussion with three Chief Experience Officers from family wealth firms to discuss their process of defining client experience and the responsibilities of their new roles.

Kathy Lintz, Partner and Managing Member, Matter Family Office

Dune Thorne, Head of Client Experience, Brown Advisory

Amy Hart Clyne, Chief Knowledge & Learning Officer, Pitcairn

Moderated by Brian Hughes, President & Founder, Hughes Growth Strategies, Co-Founder, Touchpoint Growth Strategies

1:20 PM

Developing a Brand that Resonates Across Generations

Standing out in this crowded market is top of mind for most firms. But, with more clients coming from multigenerational households, it is imperative your brand resonates not only with potential clients, but across generations within existing clients. In this session we will identify solutions to optimize your brand for multigenerational appeal. 

Gregory Roll, Co-Founder, Touchpoint Growth Strategies

Rosemary Bonilla Denney, President & Chief Brand Strategist, Wealth Matters Consulting

2:10 PM

Alliance Update

2:30 PM

Peer-to-Peer Perspectives

Peer-to-Peer Perspectives are peer group conversations that allow attendees to dig into the questions and issues that matter most to them. Join your assigned small group of peers to share insights and explore new possibilities. Table assignments are located on the back of your name badge.

3:15 PM

Recreation

6:30 PM

Cocktail Reception

7:30 PM

Dinner hosted by The Alliance

Wednesday, February 5^th

8:00 AM

 Breakfast

Opportunities and Challenges of Transitioning Your Pricing Model

From increased competition to the transfer of wealth, the family wealth industry is in a period of rapid change. This influx of change has caused some firms to review their pricing models. While their current model may be simple, the variation in offerings and models across the industry creates challenges for prospective clients and investors. Pricing is both an art and a science; therefore, when we introduce new variables into the equation… shouldn’t we reevaluate the formula? 

You have options: tailored offerings, unbundled services, and alternate fee structures…but how do you choose? In this session we will hear from family wealth executives who recently grappled with these issues –what was their approach and what did they learn.

Drew McMorrow, President & CEO, Ballentine Partners

Michael Zeuner, Managing Partner, WE Family Offices

Moderated by Jamie McLaughlin, CEO, James H. McLaughlin & Co.

9:50 AM

Leading with Purpose
Becoming an admired and effective leader

People connect with leaders because they trust them, admire them, feel inspired by their vision and identify with their drive to serve clients. Successful leaders not only have a vision, they sustain it through driving their teams towards engagement, commitment and results. It is not hard to state what successful leaders do that makes them effective. But it is much harder to tease out the components that determine their success.

Harry O'Mealia, CEO, 1919 Investment Counsel 

Rebekah L. Kohmescher, CEO, Altair Advisers

11:00 AM

The Power of Collective Ambition

Keeping employees focused on collective goals and values

There’s no easy path to excellence, it’s up to you and your team. Firms that commit to shaping their purpose and remain dedicated to seeing it through will end up with a high-performing team working toward a collective ambition. In this session we will explore the factors required to produce a high-performing team, causes of dysfunction and best practices to overcome them.

Andy Busser, Managing Director of Strategy, Pitcairn

Scott Horn, President, TFO Phoenix

Katherine Dunlevie, EVP, Managing Director, The Family Office at Synovus

Moderated by Kristi Kuechler, Managing Director, Client Relations, Vernal Point Advisors

11:50 AM

Landing Your Next Pitch

Training your team to effectively communicate your value to prospective clients

The perception of value is imperative to the success of your firm. The responsibility for communicating your value to prospective clients lies in the hands of your team. We often hear from firms that they lost a potential client because they “didn’t understand the value” or “didn’t agree to the fee structure.” These pitfalls can be avoided through training your team to effectively communicate your client experience.

Join us as we walk through best practices for simplifying, clarifying, and effectively communicating your value proposition to prospective clients.  

Brian Hughes, President & Founder, Hughes Growth Strategies,
Co-Founder, Touchpoint Growth Strategies

Gregory Roll, Co-Founder, Touchpoint Growth Strategies

12:40 PM

Networking Lunch

2:00 PM

Conference Concludes

Eric Almquist

Partner, Bain & Company

Andy Busser

Managing Director of Strategy, Pitcairn

Rosemary Bonilla Denney

President and Chief Brand Strategist, Wealth Matters Consulting

Katherine Dunlevie

EVP, Managing Director, The Family Office at Synovus

Amy Hart Clyne

Chief Knowledge and Learning Officer, Pitcairn

Scott Horn

President, TFO Phoenix

Brian D. Hughes

President & Founder, Hughes Growth Strategies
Co-Founder, Touchpoint Growth Strategies

Rebekah Kohmescher

CEO, Altair Advisors

Kristi Kuechler

Managing Director, Client Relations, Vernal Point Advisors

Kathy Lintz

Partner, Managing Member, Matter Family Office

Tom Livergood

Founder and CEO, The Family Wealth Alliance

James H. "Jamie" McLaughlin

Founder and CEO, J.H. McLaughlin & Co. 

Drew McMorrow

President & CEO,  Ballentine Partners

Harry O'Mealia

CEO, 1919 Investment Strategies

Gregory Roll

Co-Founder, Touchpoint Growth Strategies

Dune Thorne

Partner, Head of the Northeast and Head of Client Experience, Brown Advisory

Michael Zeuner

Managing Partner, WE Family Offices