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.