1. Avondale Training
Facilitating Effective Meetings
August 4, 2011

2. Context: Adding Client Value
Everyone needs a client…
Everyone has Multiple “Client” Options… Adding Client Value is About Leverage…
 External Clients  Carney  Strategic Thinking
 Yeaney
 Prunsky  Drafting Pages
 Completing Tasks and Analysis
 Internal Clients  Stark
 Toepke  Defining the path forward
 Pal
 Facilitating alignment among individuals
 Niche  Marketing Decks
roles/Multiple  Database  Creating new relationships
Clients analysis
 Firm mgmt.
 VL letters
In short: Creating a “customer” and a In short: Putting yourself in the client’s
“business” for yourself shoes – “what would you do?”
CONFIDENTIAL

3. Discussion Questions
 How does Avondale create value for clients?
 How do we earn the right to create value?
 How do we get a share of the value we create?
 What’s the best way for Avondale to maximize value
going forward?
 What’s the best way for Avondale and each team
member to maximize our share of the value we create?
 What the f*** does this have to do with facilitating
effective meetings?

4. The 4Ds to Client Value
Adding client value is easy if you push yourself to fully complete 4 steps…
Define  Define the objective and key questions
 Determine the path forward for
addressing the objective
Do  Answer the questions, or complete the
objective as best you can
Data  Collect data and ask for help to fill in
the gaps
Direction  Communicate path forward
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5. Meeting Preparation
Preparation for every meeting should follow this approach
Have I put together the 4Ds?
Yes No
Can I push forward more on any of the 4Ds? Try Again
Yes No
Schedule the Meeting Try Again
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6. Meeting Preparation
The objective of every client meeting should be one of the following:
1. Answer questions that we Define  Define the objective and key
can't answer ourselves – questions
even then, pose a  Determine the path forward for
potential answer and ask addressing the objective
2. Gain access to data Do  Answer the questions, or
complete the objective as best
you can
3. Ask them to take some
action
Data  Collect data and ask for help to
fill in the gaps
1. Get buy in on path
forward – or permission to
move forward Direction  Communicate path forward
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7. Discussion Questions
How do the 4Ds apply to the following?
 Client meetings? Define  Define the objective and key
questions
 Decks/client presentations?  Determine the path forward for
addressing the objective
 Client interviews/conversations?
 Team meetings? Do  Answer the questions, or
complete the objective as best
 Time management/workplanning? you can
 Business development?
Data  Collect data and ask for help to
 Creating ROI for clients? fill in the gaps
 Creating value for Avondale?
Direction  Communicate path forward

8. Level 3 Value Creation
Each level implies a different amount and type of value creation
Definition Value Add
Level 1  Answering the client's  Valuable member of
question their team
 Answering the real
Level 2 question behind the  Valuable peer
client's question
Level 3  Answering the question
the client should be  Critical part of growing
asking their business
How does level 3 relate to the 4Ds?
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9. Discussion Questions
How do the 4Ds apply to the following?
Define  Define the objective and key
 Insight leadership? questions
 Determine the path forward for
addressing the objective
 Communication leadership?
Do  Answer the questions, or
 Client leadership? complete the objective as best
you can
 Team developer?
Data  Collect data and ask for help to
fill in the gaps
 Business developer?
Direction  Communicate path forward

10. Exercise
Put together an outline of a deck on something you are currently working
on.
What you would you bring into the meeting?
When would you schedule the client meeting?
CONFIDENTIAL 9