Transcript TD-Bank-Client-Team-Presentation

Client since 2005
Company Statistics
• 2013 Revenue $1,649.5M
• Asset Size $41,229M
Lines of Business
• Commercial, regional, national and state commercial banking,
capital markets, diversified financials, investment banking,
insurance
Regions/Markets
• Connecticut, Delaware, the District of Columbia, Florida,
Maine, Maryland, Massachusetts, New Hampshire, New
Jersey, New York, North Carolina, Pennsylvania, South
Carolina, Vermont, and Virginia
Key Competitors
• Capital One, Wells Fargo, Bank of America, JP Morgan
Chase, M&T Bank, Wachovia, PNC Bank, BB&T
Healthcare Lending (NY/NJ)
• Jeff Rosenthal and Tom Duignan represented TD Bank at
their prior firm and have strong client contacts.
Healthcare Lending (VA)
• Bill Derry and Chris Vinyard have represented TD Bank
in connection with public finance-related transactions
involving large hospital systems Virginia
Commercial Real Estate Lending (DC Metro)
• Kevin McCusty and John McPhaul have close
relationships with the bank officers and have worked on
numerous sophisticated CRE transactions.
Asset-Based Lending
• Jeff Rosenthal and Tom Duignan represented TD Bank at
their prior firm and have strong client contacts. The
asset-based lending group has not been active for the
past year and we’re working on finding out their current
pipeline.
Billable
Hours
Growth
2010
2011
2012
2013
429
403
251
639
+255%
395
246
608
+247%
$135,251
$230,454
$130,394
$233,724
+79%
97%
113%
101%
94%
-7%
97%
109%
100%
93%
-7%
(2012-2013)
(Total)
Billable
Hours
(Finance Section)
Fees
Received
Billing
Realization
(Std)
Billing
Realization
(Agd)
Terry McCarty
Bruce Nave
• Senior Vice President
• Located in Mercerville, NJ
• Handles healthcare lending
in NY/NJ
• Senior Loan Officer
• Joined TD from
SunTrust.
Colleen Mulaney
Linda Walker
• Southern Healthcare
Division Head
• Located in West Palm
Beach Florida. Geographic
Region extends from DC to
Florida
• Senior Loan Officer
• Located in West Palm
Beach, Florida. Leads
the bank’s efforts with
senior housing
Jay Arvai
Jim Cupelli
•Senior Vice President
•Located in Vienna, VA
•Heads up CRE lending in
DC Metro and Southeast
• Senior Loan Officer
• Located in Vienna,
VA
Tom Cluchey
Scott Cook
•Vice President
•Located in Vienna, VA
• Senior Lender
• Handles CRE in NC
and SC
William Brandt
Bill Waldron
•Vice President
•Located in Vienna, VA
• Director @ TD
Securities (USA) Inc.
• TS contact for CRE
Syndications
Jeff Wacker
• ABL
Robert Shultis
• Equipment Leasing
Rob Lubeck
• Equipment Leasing
Emmet Conlon
• Healthcare Northeast
Strength #1
S
W
O
T
• Existing client contacts seem “loyal” to
Troutman.
• Invited to respond to a broad RFP for
commercial lending services.
Strength #2
• In CRE, we are the first choice and primary
counsel for D.C. area deals.
Strength #3
• Long-term representation of the New Jersey
healthcare lenders.
Weakness #1
S
W
O
T
• Slow deal flow in Healthcare and ABL.
Weakness #2
• In CRE, stringent underwriting standards
(and perhaps a “distrust” of the U.S.
government) has made internal approval of
deals the D.C. area a challenge.
Weakness #3
• Not considered a “go to” firm for ABL under
the current senior management for the group.
Opportunity #1
S
W
O
T
• Equipment Leasing.
Opportunity #2
• Senior Housing.
Opportunity #3
• Expanded Commercial Real Estate
lending in the Southeast.
• Expanded commercial lending bankwide based on RFP results.
Threat #1
S
W
O
T
• Our connection to TD Bank is “contactdependent” (i.e. not institutional).
Threat #2
• The Bank may prefer using a Charlotte firm
for CRE work in the Southeast.
Threat #3
• In Healthcare, the Bank also has strong
relationships with other firms (including
McGuireWoods and a variety of firms in the
New York metro area).
• Jeff and Tom to meet with Jeff Wacker (ABL)
ABL
CRE
Healthcare
• Kevin and John to have lunch with CRE bankers
(already scheduled for February 19)
• Attend Marcus & Millichap/IPA Multifamily Forum in
March with bankers from Metro DC CRE (John and
Kevin).
• Ann Brown (and others) to continue to maintain
contact with Linda Walker. (NIC Winter Conference)
• Jeff entertained three TD Healthcare lenders last
weekend in Florida.