EFTA Document EFTA01472405

Tiering 2015 TIERING INSTRUCTIONS: USPB 2015 Client Tiering In general, fill in all cells that are highlighted. Specific details below and on the "worksheet guide" tab Source: Dbforce Output 1.12.2015 Step 1: Review all data to confirm accuracy/indicate if some thing has changed since 2013 Step 2: Fill in the yellow blanks (the key data points) Total Relationships SUBTOTAL(3,F11:F113)=103 Step 3: Fill in green blanks (will only see green if customer is tier 1 or 2 and has no industry group) Clients COUNTIF(G11:G113,"Client")=10 Step 4: Fill in red blanks (will only see orange if customer is prospect and has no revenue potential) Prospects G5-G6=93 Sorted by Client/Prospect--> Tier--> Rel Name GCIS Customer Number GCIS Number Customer ID Function Relationship Since Relationship Name Client/ Prospect Customer Owner CBV 2014 Rev 2014 Relationship Tier Estimated Re lationship Net Worth Estimated Relationship Investable Assets Breadth of Client Needs (44 o f products) Estimated Total Revenue Potential ($M per annum) Estimated Revenue from New B usiness in the coming year If No Potential Prospect, keep relationship Active? Strength of YOUR Relationship with Customer (1-5, 1 is strongest) Relationship Segment If Relationship Segment is "Other," Describe Other 00000483290 483290 0016000000piPnF Banker 8/26/2013 SOUTHERN FINANCIAL RELATIONSHIP Clie nt Paul Morris 3.3051381928021E8 779754.40019 Tier 1 >$500 M >$500 M 3 - 4 >$50 OK $100 - 250K 2-Top advisor for select product(s) Entrepreneur Financial Institutio ns 00000456320 456320 0016000000Q9L2H Banker 10/28/2010 LEIMER, DOMINIQUE RELATIONSHIP die nt Paul Morris 3040.71557 22.84132 Tier 3 <$10 M <$10 M 1 - 2 $50 - 100K EFTA01472405 EFTA01472406 00000496076 496076 00160000015T9MH Banker JSC INTERIORS LLC RELATIONSHIP Prospect Paul Morris Tier 2 1 - 2 <$25K <$25K 5-Not actively pursuing strategic dialogue Entrepreneur EFTA01472407 EFTA01472408 Worksheet Guide 2015 Relationship Tiering Worksheet Guide Worksheet Values 1 2 3 4 5 6 7 8 9 Relationship Classification Estimated Relationship Net Worth Estimated Relationship Inves table Assets Breadth of Client Needs (I of products) Estimated Total Revenue per annum Esti mated Revenue from New Business Strength of the Relationship Relationship Segment Relationship 's Industry Group Pick List Tier 1 >$500 M >$500 M 4+ >$500K >$500K 1- Lead advisor/strategic partner fo r relationship Corporate Executive Consumer Tier 2 $100 - 500 M $100 - 500 M 3 - 4 $250 - 500K $250 - 500K 2- Top advisor for s elect product(s) Financial Sponsor Natural Resources Tier 3 $50 - 100 M $50 - 100 M 2 - 3 $100 - 250K $100 - 250K 3- Strategic dialogu e but not a top advisor Entrepreneur Healthcare $25 - 50 M $25 - 50 M 1 - 2 $50 - 100K $50 - 100K 4- Developing strategic dial ogue *Established Wealth Industrials $10 - 25 M $10 - 25 M $25 - 50K $25 - 50K 5- Not actively pursuing strategic d ialogue Family Office Real Estate Gaming Leisure 6 Lodging <$10 M <$10 M <$25K <$25K Real Estate Financial Sponsors No Potential Other Technology Media/Telecom Financial Institutions Other Not Applicable Comments How to choose a Tier? Use the below as a rough guideline: Assets less liabilit ies (assets do not need to be at DB) Liquid assets (assets do not need to be at DB) Products inc lude: Custody, IA, Trust, Brokerage, Lending, Deposits Estimate of TOTAL revenue per annum, includi ng both existing and new business Estimate of total NEW business revenue per annum Use above guide to show overall strength of relationship between YOU and the client. In general, 1 is st rongest, 5 is weakest. *Established Wealth indicates money sourced from inheritance/ longstanding f amily wealth Assumption is that relationship is currently active in the industry space Tier 1 Tier 2 Tier 3 Net Worth >100 M 25-100 M <25 M ► of Products 3-4 2-3 1-2 Rev Potential >1 M 500K - 1 M <500K For internal use only EFTA01472409