Introduction to Convergenz

Coaching/Consulting
2017
Copyright © Convergenz, LLC 2017
PROVEN | TESTED | TRUSTED

Table of Contents:
Introduction to Convergenz 3
Convergenz Coaching 5
Convergenz Consulting 9
Case Studies 16
Sample List of Clients 20
What Our Clients Are Saying About Us 21
Why Convergenz? 23
Qualifications and Credentials 24
Copyright © Convergenz, LLC 2017
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PROVEN | TESTED | TRUSTED

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Introduction to Convergenz
WHO IS CONVERGENZ?
Founded in 2010, by current President and CEO B.J. Howard, Convergenz, LLC is a Better Busi-
ness Bureau, A+ rated, management consulting firm based in Brentwood, TN.
After spending over 30 years providing management and consulting services to a broad, cross-
section of industries, B.J. discovered that many business owners have developed highly func-
tional skill sets in their chosen craft, but have never had the opportunity to develop a strong
business acumen. They are masters when it comes to working IN their business, but are not
certain where, or how, to begin working ON their business. As a result, many struggle to reach
their personal, financial, and business goals.
While there are individual company exceptions, we have discovered that no industry is immune
from this challenge. Where do you turn for help when facing a tough business issue?
The good news is that solid, core business principles are valid regardless of the industry.
Copyright © Convergenz, LLC 2017 PROVEN | TESTED | TRUSTED

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Introduction to Convergenz, continued
CORE VALUES
In getting to know who we are, it is important to know for what we stand. These core values are
the rock on which our company is built and provides the foundation for how we operate. These
are non-negotiables.
 EXCELLENCE—We are committed to giving our best at every moment, delivering what we
promise, and providing value beyond what is expected. We must develop innovative solu-
tions and help our clients put them to action. Internally, we must have a strong culture of
learning and growth with a continuous focus on improving our skills, knowledge, and abili-
ties.
 INTEGRITY—We will maintain the highest ethical standards and transparency in our work
and our dealing with clients, partners, stakeholders, and our fellow employees.
 AUTHENTICITY—We pledge to be authentic to who we are and in the work to which we are
called. We will demonstrate the highest principles, passion, and tireless persistence to each
of our clients, partners, stakeholders, and our fellow employees.

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Introduction to Convergenz, continued
Navigating through every day business challenges can be difficult for the business owner while
they are trying to run the day-to-day operations of the company. We understand.
Our Core Purpose at Convergenz, is to help the leaders of small and mid-market size companies
navigate the land mines that derail company growth, burn cash flow, and bring on stress.
Whether you are an early stage, small, or mid-market sized company, we are always cognizant
of our clients’ budget, resource availability, and vision. Our goal is to develop practical and pre-
dictable solutions that will lead to demonstrative results in the shortest time frame possible.

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Convergenz Coaching
Have you ever thought about why all top athletes in the world have coaches? Even when they
are at the top of their game, they realize that an extra set of eyes on their swing, jump shot, or
throwing motion, will give them greater insight into the mechanics of their craft. Likewise,
many top business leaders invest in an executive coach to help them sharpen their business
skills.
The diagram above illustrates the some of the differences between consulting and coaching.
We provide coaching services to dozens of business owners, corporate executives, and select
small groups. While we cover a broad spectrum of topics, all of our
engagements begin with a self-assessment, completed by you; that
identifies the gaps between where you are currently and where you
would like to be in the ideal world. We will not simply provide you
with the answers to fill in these gaps, but rather, lead you through a
guided discovery process that will provoke you to consider all options
available and determine the best course of action for the individual
situation. When that course of action is established, you will get an
encourager, a course corrector and an accountability partner, as you
move to a richer, more fulfilled life.

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Convergenz Coaching, continued
EXECUTIVE COACHING
We provide coaching services to dozens of business owners and corporate executives and cover
a broad spectrum of topics. Below are few of the more common reasons we engage with cli-
ents.
TRANSITION FROM BUSINESS OWNER TO CEO
 Are you able to spend enough time with your friends, family, and loved ones?
 If an unexpected event occurred, keeping you from the day-to-day running of your business,
would your business survive?
 Is your business becoming a source of destruction to important relationships?
Our coaches have all been in the same place you find yourself now, and can help you,
 Regain control of your calendar,
 Develop systems to keep your business operational, even if you are not present, and
 Bring the FUN back into business ownership!
WORK-LIFE BALANCE
 Do you, like most business leaders, find it difficult to achieve a sustainable work/life bal-
ance?
 Do you feel guilty if you take time away from work to spend in recreation or just relaxing
with friends and family?
 At the end of a typical day, do you feel accomplished, or do you question the significance of
the day's activities?
Our coaching programs are designed to:
1) Help you develop a personalized action plan, with priorities and goals designed specifically
for you to address your daily challenges,
2) Give the peace of mind that comes with knowing you are doing exactly what you need to be
doing when you need to do it, and with whom, and
3) Give you the ability to spend more time with your friends, family, and other priorities
in your life, without feelings of guilt.

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Convergenz Coaching, continued
EXECUTIVE COACHING, continued
LEADERSHIP DEVELOPMENT—Improving Business Results
 How would your life change, if everyone that worked for you took true ownership of the
projects they were assigned?
 What would happen to your financial results, if all employees were fully engaged,
 When things don’t go as planned, do team members act like the “victim?”
 How effective are you at holding yourself and your employees accountable?
There is an old saying that says, “The speed of the leader determines the pace of the pack.” If
your team is under performing, it could be due to a lack of leadership.
Accountability is at the core of all of our coaching engagements.
 If we don’t get it right, we will not be effective as a coach.
 If you don’t get it right, you won’t be successful as a leader.
Learn how to improve overall company performance by changing the culture that is at the core
of your business. Learn how the science of accountability can transform your company and
launch your business to levels you never thought possible.
STABILIZE CASH FLOW
 Are you experiencing ups and downs each month with your cash flow?
 Does erratic cash flow keep you up at night?
 Do you have a plan to stabilize your cash flow?
Let our coaches help you gain the peace of mind of having a predictable cash flow every month.

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Convergenz Consulting
OVERVIEW
Through objective analysis, the consultants at Convergenz, LLC help businesses become more
profitable by developing their competitive advantages, increasing productivity, and controlling
costs. Because our consultants have current and former business ownership experience
and are both qualified and credentialed, they do much more than just identify challenging busi-
ness issues and make recommendations – they solve problems.
Our clients appreciate the way we work and interact with employees at all levels within their
organizations. We understand that time is a valuable resource for your business and each team
member has important objectives to meet. Therefore, we work with as few interruptions to
their work process as possible.
With a focus on small and mid-sized companies, we always remain cognizant of our clients'
budget, resource availability, and vision. Our goal is to develop practical solutions that will lead
to demonstrative results in the shortest time frame possible.
AREAS OF EXPERTISE
 Strategic Planning
 Organizational Effectiveness
 Capital Structure
 Industry Research
 Company Valuations
 Exit Strategies

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Convergenz Consulting
STRATEGIC PLANNING
We can gain some great wisdom from the
Chesire Cat from that fantasy film "Alice in
Wonderland." When Alice asked "Which
road should I take?", the cat answered,
"Well, it depends on where you are go-
ing." To which Alice then replied, "I don't
know." The cat responded, "Then any road
will take you there."
This is why strategy is so important. Many business owners are just like Alice, unclear of where
they are headed. They work hard day after day, in some cases always chasing new revenue op-
portunities or the “shiny thing” as we refer to it, and lose focus on the most important company
objectives.
Our strategic planning services will help you map your course and answer the following:
 How do we define success?
 Are we targeting the best customers?
 How do navigate through an industry that is highly fragmented and commoditized?
 Is price the best way for us to compete?
 How do I compete when my industry is government regulated?
 How do I launch my new product/service or re-launch an existing product/service?
 Is my company sufficiently capitalized?
 How much money do I need and where do I get it?
 Should I take on debt or should I give up equity in my company?
 How do I grow and scale my business?
 How do I exit my business?
This is not intended to be a comprehensive list, but rather a sample of issues that commonly
arise during our strategic planning sessions.

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Convergenz Consulting, continued
ORGANIZATIONAL EFFECTIVENESS—PEOPLE, PROCESS, AND TECHNOLOGY
To achieve a high degree of organizational effectives, you need the blend of the right leader-
ship, the right people, and the right process, all utilizing the right technology.
PEOPLE
Leadership:
A high performing organization begins with strong leadership. Our coaching programs will expe-
dite your leadership skills and those of your key team members.
Communication:
Have you ever wondered why some people at work just don’t seem to understand you?
Most of us have felt that way at one time or another. The good news is, we use a simple tool
designed to help you understand yourself AND other people too. The DiSC profile assessment
helps you build more effective working relationships based on an understanding of different
behavioral styles. The DiSC assessment will:
 Provide a common language to help teams understand one another and work better to-
gether
 Act as a springboard for conversation and team building
 Improve employee and workplace communication
 Help you to understand people who aren’t like you…or are
too much like you
 Reduce conflict and avoids misunderstandings.

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PERSONALIZED.
SPECIALIZED.
IN-DEPTH.
Everything DiSC® profiles use
a research-validated learning
model to create a highly per-
sonalized learner experience.
Each profile is topic-specific,
with in-depth information,
including tips, strategies, and
action plans to help learners
become more effective. All
Everything DiSC profiles in-
clude access to unlimited free
follow-up reports.
THE PROFILES
Everything DiSC Work of Leaders®
The Work of Leaders made simple: Vision, Alignment, and
Execution. Based on best practices, Work of Leaders con-
nects to real-world demands, generating powerful conver-
sations that provide a clear path for action.
Everything DiSC 363® for Leaders
Combines the best of 360s with the simplicity and power
of DiSC®, plus three personalized strategies for improving
leadership effectiveness. For anyone who wants to use
360˚ feedback as part of their leadership development,
whether an emerging leader or an experienced executive.
Everything DiSC Workplace®
Con be used with everyone in an organization, regardless
of title or role, to build more effective relationships, and
improve the quality of the workplace.
Everything DiSC Management
Teaches managers how to bring out the best in each em-
ployee. They learn how to read employee styles and
adapt their own styles to manage more effectively.
Everything DiSC Sales
Helps salespeople connect better with their customers by
understanding their DiSC sales style, understanding their
customers’ buying styles, and adapting their sales style to
meet their customers’ buying styles.

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ORGANIZATIONAL EFFECTIVENESS—PEOPLE, PROCESS, AND TECHNOLOGY
PROCESS
We use 6-sigma methodology to assess internal business processes and find defects within the
process that subdue optimal performance.
6-sigma is a disciplined, data-driven approach and methodology for eliminating defects in any
process – from manufacturing to transactional and from product to service.
TECHNOLOGY
All of our clients have access to our proprietary software designed to improve individual and
company performance through specific goal and objective setting sessions followed by an effec-
tive accountability system.
Do you have the right
People, Processes, and Technology?

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CAPITAL STRUCTURE, INDUSTRY RESEARCH, COMPANY VALUATIONS
CAPITAL STRUCTURE
 Do you need to raise capital to grow your business?
 What would happen to the value of your company if
you extended your line of credit with your bank?
 Do you know how to determine the best resource for
capital?
We have extensive experience in preparing a company
for a capital raise, determining the best investment vehi-
cles to use to control the interest costs to the company
and equity retention for you.
INDUSTRY RESEARCH
 Have you ever made an important business decision based on the limited information avail-
able at the time?
 Have you ever made a decision that turned out less than ideal due to the fact that the deci-
sion was made on your “gut” feeling?
 You are not alone! At one time or another, all of us have made decisions we would later
regret, but what if data were available to help you make those decisions?
 What would it be worth to have solid data available when making strategic decisions that
relate to your competition, target market, and financial resources?
We compile data from several sources to provide you with the information you need to make
the best decisions that will maximize your opportunities while minimizing your risk.

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CAPITAL STRUCTURE, INDUSTRY RESEARCH, COMPANY VALUATIONS
COMPANY VALUATIONS
 Do you know what your company is worth?
 Do you view your business as a valuable asset?
Many business owners don't consider this unless they
are considering an exit, but the reality is you never
know when that time will come. We have clients that,
due to unexpected illnesses, accidents, and other life
events, have found themselves in a position of needing to cash out before they are ready. Let
us help you build the value of your company and prepare you for the unexpected.
EXIT STRATEGY
At some point in the future, one of two things will happen. You will either sell your
business or you will close your business. Which would you prefer? When the time is
right, a successful exit doesn’t happen by accident. It requires a very disciplined and
deliberate approach to planning.
Most business owners want to exit at the worst time, when the value of their business is
at a low point. The could be a result of external factors completely out of their control,
but it doesn’t change the fact that they want to sell when their value is low. We can
help you reduce your anxiety by preparing for uncertain times.

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CASE STUDIES
Company is Underperforming Expectations
BACKGROUND
Our client came to us with a common issue. He felt that his company was underperforming and
did not know how or what his next step should be to grow his business. After completing our
industry analysis, we discovered an opportunity gap in the market (a segment of the market
which is underserved). However, in order to fill this market gap, he would need additional capi-
tal.
SOLUTION
We helped him achieve his goal with the following steps:
1) Completed a strategic plan to identify key market opportunities,
2) Restructured some of the company’s debt,
3) Obtained an additional line of credit from one of our partners,
4) Made introductions to two additional partners that opened the doors to the underserved
market.
5) Continuous coaching to stay focused and on target.
RESULTS: The company’s revenue grew from $976k in 2015, to $3.6M in 2016. The
company is projecting revenue to exceed $6M in 2017.

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CASE STUDIES
Investors Require Strategic Plan
BACKGROUND
A business owner came to us to help him prepare a strategic plan to grow and scale his compa-
ny. His product, while revolutionary in his industry, was not widely known or utilized. Even
though the product feedback was extremely positive, several investment groups had denied his
request for funding due to the lack of a basic strategic plan. After reviewing the company’s op-
erations, we concluded the entire supply chain should be reconstructed. As a result of only one
supplier manufacturing the product and only one firm to whom distribution was outsourced,
company profits were being squeezed and growth severely inhibited.
SOLUTION
After completing our analysis and industry review, we developed a 3-Phase strategic plan for
the company.
1) Phase 1 brought manufacturing in-house and allow the company to control costs, quality,
and output.
2) Phase 2 revised the distribution system and expand the number of authorized distributors
from the current level (1) to over 100 domestically.
3) Phase 3 expanded the company globally, using license agreements for distributors with
strong market share penetration in target countries that have high volume opportunities.
RESULTS: The company received $5.9M in new investor capital and revenue has grown
180% in 12 months.

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CASE STUDIES
What is the Value of My Company?
BACKGROUND
A business owner came to us after an out-of-state competitor tried to acquire his company but
put an “unrealistic” offer on the table. His words were, “They tried to steal my company!”
The business owner said, “I had never thought about an exit strategy and selling the company
was not even on my radar until I was approached by this competitor. It’s not that I am opposed
to selling, but I sure thought my company was worth a lot more than they offered.”
SOLUTION
After completing a company assessment, we determined that although the offer was on the low
side, it was certainly not out of range, considering the industry, his profit levels, and growth
patterns. Our recommendations included:
1) Identify potential acquirers. (Two potential acquirers from vertical integration)
2) Prioritize customer segments, based on profitability.
3) Expand target market into new geographic markets.
RESULTS: The company’s revenue has grown by 57% and Profits are up 72%!

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CASE STUDIES
Employee Turnover is at 59%
BACKGROUND
Our client was losing productivity because his staff was always in the middle of training. The
reason they were in training was due to their employee turnover rate of 59%. The longest ten-
ured employee was 22 months. Through our analysis, we discovered communication issues
among team members, passing the blame, and a general culture of chaos.
SOLUTION
We determined that we had three major issues to resolve.
1) Improve communication between team members,
2) Remove ambiguity of job responsibilities, and
3) Increase personal accountability of team members.
Our client implemented the following recommendations:
1) DiSC training for the entire staff.
2) Clear, written job descriptions.
3) Accountability training for the team
4) Accountability coaching for company leadership.
RESULTS: The company’s employee turnover rate is less than 10% and productivity is
up 110%.

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Sample List of Clients

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What Our Clients Are Saying About Us
“In a world where coaching and consulting has become commonplace, there are few that really
stand out. B.J. Howard and his firm, Convergenz, is one of them. When I need to put my reputa-
tion on the line in recommending a professional coach, it’s for B.J. He understands the intricacies
of senior leadership as well as the strategy process from start to finish. And better yet, you’ll
also make a life-long friend in the process!”
Ed. S., President
“B.J. is a great business consultant and strategist whose help has been invaluable to our law
firm. Not only is he great for the team, but he truly seeks to know and assist everyone individual-
ly. I would recommend (and have recommended) B.J. to anyone looking to grow or simply im-
prove their business."
Erika P., Partner
“Our association with B.J. Howard and his company has been the best choice that my partner
and I have made, second only to our decision to base our vaccination and wellness service in
Nashville, TN! In the few short months that we have known him, B.J. has radically changed our
business by offering a level of executive coaching that far surpasses anything else we have ever
done. He has challenged us to rethink the way we work with each other, the way we manage
our employees and the way we do business. B.J. has introduced us to a network of other CEO's
from a multitude of diverse businesses, all of whom have the same goals as ours...to offer excel-
lent products and services to the public, to maintain a safe and mutually beneficial work environ-
ment for our employees, to provide for the financial security of our families and to glorify and
honor God in all we do. We truly feel that our relationship with B.J. and his organization is
changing our business in a way that will positively impact many people for years to come."
Kaye I., President/CEO

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What Our Clients Are Saying About Us
“As a business owner, you want guidance and insight to the current market. B.J. took lots of time
learning about our company and studied about the current market we are in. He gave a very
thorough market analysis to me and was very professional. Whether starting a business or think-
ing about expanding it, Convergenz is a great resource for your business."
Josh S., President
“B.J. has an extensive level of both experience and education in the underlying fundamentals in
helping businesses grow. As my company was struggling to transition to the "next level", B.J. has
been instrumental in helping me discover the steps necessary to attain my goals."
Paula S., Owner
“B.J. is great at what he does. He is extremely organized and prepared when we meet and will
make sure that he has done the research needed to provide you with accurate information that
will benefit your business. B.J. is great to work with and I would recommend him again and
again."
Kelli M., President
“B.J. Howard is outstanding. He has a broad level of experience which allows him to use all that
he has learned to take companies to the next level. Over many years I have observed BJ grow
into an intelligent, diligent, competitive, hard working and ethical professional who excels even
when no one is looking. He is problem solver who not only is able to recognize problem areas but
also develop sound appropriate solutions. BJ can be counted on to handle any task no matter
how complex. I would give him my highest recommendation.”
Michael H., Senior District Manager
"B.J. brings a fresh academic approach to his coaching. His years of experience have created an
offering that takes the best of sound business principles and combines that with an eye for the
practical. He has a systematic approach to helping business owners get where they want to go
while building a real company without a simple focus of just being self-employed."
Kerry M., Founding Partner

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Why Convergenz? Why Now?
In his book "Wild at Heart," John Eldredge argues that inside every young man are two ques-
tions to be answered; "Am I good enough?" and "Do I have what it takes?" Most of us at some
point in our career have probably asked ourselves these questions in some form or another. In
many cases, it is when we are struggling with an obstacle that is keeping us from reaching our
goals or our potential, but it can also occur when things are going well.
Now is the time to make the changes you need to make to take back control of your calendar,
to improve your cash flow, reduce your stress and begin living a more fulfilled life. It begins
with a call to Convergenz.
Your steps are simple.
1) Call Convergenz to set up a complimentary discovery session.
2) Complete the Personal and Business Gap Assessment.
3) Prioritize the items that are keeping you from success.
4) Get ready to have fun!
Convergenz, LLC
750 Old Hickory Blvd.,
Building Two, Suite 150
Brentwood, TN 37027
ConvergenzGroup.com
Office: 615.567.5511
Office: 615.371.6176

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Qualifications and Credentials
B.J. Howard is the current President/CEO of Convergenz, LLC and is responsible for directing all
of the activities of the firm, including strategic planning, operations, and all things financial. He
has over 30 years of coaching, consulting, and business leadership experience in a broad cross
section of industries.
He holds a B.A. in Economics from Rollins College and later went on to study at the Harvard
Business School where he earned his certification in Corporate Strategy as well as the program
for Leadership Development through their Executive Education Program.
He is an adjunct professor at Williamson College, where he teaches Strategic Planning, Financial
Analysis, and Entrepreneurship.
He is the only consultant in the state of Tennessee that is a member of the Association for Stra-
tegic Planning and is a frequent guest speaker on many topics related to growing a business en-
terprise.
In addition to his role at Convergenz, Mr. Howard currently serves on the following boards:
 Williamson College, Board of Trustees, Chairman
 Vanderbilt University, Mentor in The Wond’ry entrepreneurial program
 Better Business Bureau, Corporate Board of Directors, member
 Better Business Bureau, Advisory Board, member (Williamson County)
 Freedom's Promise, Advisory Board, member
 CGA, Inc. Board of Directors, member
His certifications include:
 Certified Management Consulting (ASTD),
 Certified Strategic Planning (Harvard Business School),
 Certified Leadership Development (Harvard Business School),
 Certified DiSC Profile Instructor (Authorized Partner—Everything DiSC)
 Certified Six-Sigma Black Belt (IASSC)
 Certified Group Facilitation (Rollins College)
Throughout his career, he has worked with companies of all sizes, from start-ups to Fortune 100
companies, including Ford Motor Company, Zurich, General Motors, and Dean Witter Reynolds.
He is married with 5 grown children and remains active in his church and community.

Introduction to Convergenz

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