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Client since 2005 2013 Revenue $1,649.5M Asset Size $41,229M Company Statistics Commercial, regional, national and state commercial banking, capital markets,

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Presentation on theme: "Client since 2005 2013 Revenue $1,649.5M Asset Size $41,229M Company Statistics Commercial, regional, national and state commercial banking, capital markets,"— Presentation transcript:

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2 Client since Revenue $1,649.5M Asset Size $41,229M Company Statistics Commercial, regional, national and state commercial banking, capital markets, diversified financials, investment banking, insurance Lines of Business Connecticut, Delaware, the District of Columbia, Florida, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, North Carolina, Pennsylvania, South Carolina, Vermont, and Virginia Regions/Markets Capital One, Wells Fargo, Bank of America, JP Morgan Chase, M&T Bank, Wachovia, PNC Bank, BB&T Key Competitors TD Bank, N.A. operates as a commercial bank in the United States. The company offers personal banking services, including online banking, bill pay, checking, savings, money market, CDs, IRAs, loan payment center, private banking debit cards, credit cards, gift cards, mortgage, home equity loans, personal loans, international services, and higher education services. It also provides business banking and corporate/institutional services, such as online banking, bill pay, merchant services, checking, savings, money market, CDs, debit cards, credit cards, gift cards, payroll cards, loans and lines of credit, payroll processing, tools/resources, cash management, healthcare and not-for-profit, project finance, leasing and equipment finance, government banking, and international services. The company serves customers in Connecticut, Delaware, the District of Columbia, Florida, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Vermont, and Virginia.

3 Jeff Rosenthal and Tom Duignan represented TD Bank at their prior firm and have strong client contacts. Healthcare Lending (NY/NJ) Bill Derry and Chris Vinyard have represented TD Bank in connection with public finance-related transactions involving large hospital systems Virginia Healthcare Lending (VA) Kevin McCusty and John McPhaul have close relationships with the bank officers and have worked on numerous sophisticated CRE transactions. Commercial Real Estate Lending (DC Metro) 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. Asset-Based Lending Our TD Bank relationship is currently divided between three areas (1) Healthcare Lending (2) Commercial Real Estate and (3) Asset-Based Lending. Our lawyers have also represented TD Bank in ABL transactions in the past. Jeff Rosenthal and Tom Duignan represented the Healthcare group on transactions in New York and New Jersey at their prior firm, and their contacts have expressed a desire to send additional work to them at Troutman. We also have a connection to the Healthcare group in Virginia and Metro DC through various public finance-related transactions. Our Commercial Real Estate relationship began as a result of TD Bank’s acquisition of Commerce Bank and has remained steady.

4 Growth ( ) Billable Hours (Total) % Billable Hours (Finance Section) % Fees Received $135,251$230,454$130,394$233,724+79% Billing Realization (Std) 97%113%101%94%-7% Billing Realization (Agd) 97%109%100%93%-7%

5 Terry McCarty Senior Vice President Located in Mercerville, NJ Handles healthcare lending in NY/NJ Colleen Mulaney Southern Healthcare Division Head Located in West Palm Beach Florida. Geographic Region extends from DC to Florida Bruce Nave Senior Loan Officer Joined TD from SunTrust. Linda Walker Senior Loan Officer Located in West Palm Beach, Florida. Leads the bank’s efforts with senior housing

6 Jay Arvai Senior Vice President Located in Vienna, VA Heads up CRE lending in DC Metro and Southeast Tom Cluchey Vice President Located in Vienna, VA William Brandt Vice President Located in Vienna, VA Jim Cupelli Senior Loan Officer Located in Vienna, VA Scott Cook Senior Lender Handles CRE in NC and SC Bill Waldron TD Securities (USA) Inc. TS contact for CRE Syndications

7 Jeff Wacker ABL Robert Shultis Equipment Leasing Rob Lubeck Equipment Leasing Emmet Conlon Healthcare Northeast

8 Existing client contacts seem “loyal” to Troutman. Invited to respond to a broad RFP for commercial lending services. Strength #1 In CRE, we are the first choice and primary counsel for D.C. area deals. Strength #2 Long-term representation of the New Jersey healthcare lenders. Strength #3 SWOT

9 Slow deal flow in Healthcare and ABL. Weakness #1 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 #2 Not considered a “go to” firm for ABL under the current senior management for the group. Weakness #3 SWOT

10 Equipment Leasing. Opportunity #1 Senior Housing. Opportunity #2 Expanded Commercial Real Estate lending in the Southeast. Expanded commercial lending bank- wide based on RFP results. Opportunity #3 SWOT

11 Our connection to TD Bank is “contact- dependent” (i.e. not institutional). Threat #1 The Bank may prefer using a Charlotte firm for CRE work in the Southeast. Threat #2 In Healthcare, the Bank also has strong relationships with other firms (including McGuireWoods and a variety of firms in the New York metro area). Threat #3 SWOT

12 Jeff and Tom to meet with Jeff Wacker (ABL) ABL 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). CRE 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. Healthcare


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