How to Crisis-Proof Your Bank’s Succession Plan

In an ideal world, the departure of a key leader at a community bank would be an anticipated and carefully orchestrated event. A retirement date would be set. The successor would have plenty of time to learn from their predecessor. It would be a smooth transition.

But we don’t live in an ideal world.

If COVID-19 has taught us anything, it’s that resiliency must be integrated into every aspect of community banking—including succession planning.

Bank presidents, CEOs and other C-suite executives aren’t immune to the coronavirus or other unexpected events. Morgan Stanley CEO James Gorman was diagnosed with COVID-19 in March, running the company while quarantining and recovering at home. Meanwhile, JPMorgan Chase & Co. CEO Jamie Dimon was sidelined for a month in March after emergency heart surgery, so the bank’s two co-presidents filled in. And the CEO of Credit Suisse unexpectedly resigned in the aftermath of a spying scandal.

“This pandemic has put succession planning on the front burner as something that must be dealt with.”

“For any board of directors or management team that has been unwilling or unable to grapple with the concept of executive succession, this pandemic has put succession planning on the front burner as something that must be dealt with,” says Alan Kaplan, founder and CEO of Kaplan Partners, a retained executive search and board advisory firm in Wynnewood, Pa.

Crisis-proof succession planning

A good succession plan is designed to be as crisis-proof as possible. It addresses both long-term and emergency succession needs, identifying roles that need to be filled and the personnel on deck to fill them.

Like a strategic plan, a succession plan is a living document. It should be reviewed at least annually, though more frequent reviews can be triggered when there are departures from the bank, says Greyson Tuck, attorney and consultant at Gerrish Smith Tuck Consultants and Attorneys PC, a community bank legal and consulting firm in Memphis, Tenn.

“The best coaches are the ones who make half-time adjustments. They’ve been through half, have seen what’s working and what’s not, and make changes,” says Tuck of keeping succession plans up to date. “They have the conviction to actually make those changes.”

Among those changes are potential vulnerabilities revealed by the pandemic. For instance, it may have been necessary to assess whether employees in a given functional area can operate without a key leader or team member, says Julia A. Johnson, director of organizational performance at Wipfli LLP, a national accounting and consulting firm in Milwaukee. These are the kinds of insights that show where succession planning is needed.

The board should be reviewing succession for the CEO, the C-suite and all direct reports to the CEO at least annually and more often if there’s a looming retirement. The succession plan should also include any other critical role. For example, the chief technology officer may report to the chief financial officer, Kaplan says. If someone is in a vital role and there’s no in-house talent to elevate and replace them, that’s something the board needs to know.

It’s also important to look beyond the vacated position. A single change can result in other shifts that will require a community bank to recalibrate the plan to keep it relevant, Johnson says.

Kaplan likes to see a bank dig two or three levels into upper and middle management to identify employees with high potential, particularly going deeper as the bank grows. Smart community banks will take steps to help maximize their talent and get them ready for their future roles internally.

“Grow your people. Always let that be your first option,” Kaplan says. “The more you can do on your own internally, the more long-term the successors, the better off and smoother transitions will be.”

Don’t forget to plan for temporary absences like the one experienced with Dimon at JPMorgan. While CEOs in many industries have contracted COVID-19, few have died. Instead, many found themselves ill and unable to work at full capacity for an extended period of time. These interim and emergency plans need to be updated. “Ask yourself, ‘What would we do if we have half a CEO for three months?’” Kaplan says.

Johnson suggests identifying current team members who can assume higher roles of responsibility for extended period of time or implementing strategic partnerships to outsource functions.

How to start as CEO during a pandemic

Robert White had a strategic plan for his first 30 days at 1st Colonial Community Bank when he joined as president and CEO at the beginning of February. He was going to focus on getting to know his new institution and its customers to understand what makes the community bank in Collingswood, N.J. successful. After that, he’d work toward the board goals of growing the customer base and diversifying the business mix.

That all changed with the COVID-19 pandemic.

Aggressively testing the disaster recovery plan and all the technology needed to work remotely became a top priority, along with fast-tracking technology platform upgrades from the community bank’s core provider. Customers needing loan deferrals and existing small business customers needing Paycheck Protection Program (PPP) funds took precedence over reaching out to new businesses, and a third-party service was brought in to help the preferred Small Business Administration (SBA) lender prepare for the PPP. White had to remotely build relationships with the employees he was just getting to know.

The good news for 1st Colonial Community Bank was that its new president and CEO was prepared to handle a crisis. A former chief risk officer with 30 years of banking experience, White had the skills to identify and assess the challenges posed by the pandemic and implement strategies to limit the potential risks.

“We adapted pretty well,” he says. “The best answer is to stick to your plan. Be agile and don’t be too reactive. Things will calm down and return to some level of normalcy.”

Find the right successor for your bank

While the COVID-19 pandemic was unexpected, the reality of a crisis shouldn’t be.

The banking industry is good for a crisis every decade or so, making it essential that management has the ability to adapt during a crisis, Tuck says. That makes the current pandemic an opportunity to actively observe the community bank’s best performers and see how they handle challenges like problem loans or employee issues.

“People’s true character and abilities show in times of crisis,” he says. “It’s a great opportunity to look at somebody new or that is the chosen successor and note: How did they handle this? What did they do well? What didn’t they do well? It’s somewhat of a proving ground and a live audition.”

Keep an eye out for agile leaders who are able to adapt to an ever-changing business landscape, Johnson says. Other competencies include strategic thinking, outside-of-the-box thinking, influencing, relationship-building, collaboration, and written and verbal communications.

Many folks on the team stepped up [during the pandemic] and said, ‘We’re in this for the long term. whatever you need, we’re here to support you.’”

—Robert White, 1st Colonial Community Bank

Robert White was recruited to take over as president and CEO of $595 million-asset 1st Colonial Community Bank in Collingswood, N.J. He started in early February and didn’t have much time to get to know his team before the pandemic forced everyone to work remotely. Upon joining the community bank last winter, he began to assess the talent he was working with.

“I can’t say enough about the team we are very fortunate to have in place,” White says. “Many folks on the team stepped up and said, ‘We’re in this for the long term. Whatever you need, we’re here to support you.’”

1st Colonial Community Bank is now updating its succession plan. White and his team are using the insights from the early days of the pandemic to ensure the right people are in place for executive succession. “In many cases, it [the crisis] clarified what I initially thought,” he says. “A couple of folks were elevated as a result of their efforts and commitment.”

Training also plays an important role, as does company culture. Kaplan recommends fostering a culture of mentoring and talent development by telling staff that they need to be developing someone below them to take over their role—and that person must be as good, if not better—if they want to be promoted. Work with human resources to include succession planning objectives like mentoring in the matrix for performance reviews and compensation.

“It is quickly becoming a best practice to have a professional development plan for the majority of employees within a bank,” Johnson says. “At a minimum, they should be developed for those high-potential employees, right from the point of hire.”

Banks that don’t have succession plans in place often end up making mistakes and end up being sold, Kaplan says. He once saw a bank board promote a talented board chair as CEO. The man was a smart lawyer, so the rest of the board trusted he could do a good job. It turned out, however, that he didn’t have all the competencies the bank needed.

Other boards, faced with an unexpected leadership transition without a succession plan, have chased after a buzzy candidate only to discover they don’t fit the culture, he adds.

“Continuity of leadership promotes continuity of strategy, which is a good thing,” Kaplan says. “If you don’t have continuity of strategy, you might find yourself jumping from idea to idea and get in a downward spiral.”

Prepare for the next crisis

While there is no one correct approach to succession planning, it’s essential to a community bank’s long-term survival. It’s also part of the regulatory review process. Banks that treat it as a check-the-box exercise are missing out on the opportunity to plan for the future, develop talent and build those needs into how the bank operates and does business every day, Kaplan says.

I truly don’t believe anything is fully crisis-proof when it comes to people. We can only strive to mitigate the risk through effective development of the team.”

—Julia A. Johnson, Wipfli, LLP

As community banks move past the blocking and tackling that helped them navigate the uncertainty of COVID-19, they’ll need to reevaluate their succession plans, Tuck says. While the best succession plans he’s seen involve transitions lasting 24 to 36 months, with the successor gaining increasing authority and the predecessor retaining veto power, those kinds of transitions aren’t always possible.

That’s why it’s important to give high-potential employees on-the-job training and autonomy. You’ll need staff members to have the skills to navigate the next crisis. They might just be the bank’s best chance for strategy continuity. There are no guarantees—only preparation.

“I truly don’t believe anything is fully crisis-proof when it comes to people,” Johnson says. “We can only strive to mitigate the risk through effective development of the team.”

The path to choosing an emergency successor

When a crisis hits and takes a leader out of commission, someone has to take their place until a permanent replacement can be found. This shouldn’t be a game-time decision. The board’s succession plan should include an emergency interim successor who can serve six to 12 months in their place while evaluating longer-term leadership options.

Alan Kaplan, founder and CEO of Kaplan Partners, an executive search and succession planning firm in Wynnewood, Pa., offers these four approaches for choosing a short-term successor.

1. Promote the planned successor early

If someone at the community bank has already been identified as the successor, put that person in the role. It gives the board a chance to evaluate their performance in that role before making a long-term commitment. “I have seen situations where the heir apparent being groomed was elevated earlier than expected and did a spectacular job,” Kaplan says.

2. Bring back a retired executive

Faced with a sudden departure, Kaplan recalls a $1 billion-asset community bank that asked its former CEO, who had retired two years earlier and left the board a year before, to return on an interim basis. The CEO made it clear he was not interested in a long-term gig. Kaplan says this solution worked only because the CEO hadn’t been out of the banking world for very long. If a succession plan involves bringing back a retired employee, make sure that employee is still capable of doing the job when you reevaluate the plan each year. You don’t want to call someone up to the majors only to find out they’ve long since left the game.

3. Promote another high-performing executive

If you have a chief financial officer or another executive that really shines, having them fill in as temporary president or CEO gives you a chance to audition them for the role. You can then decide to give them the job or choose to hire outside.

4. Hire a temporary executive

While they aren’t common in the community banking industry, it’s possible to hire a temporary CEO. These are typically turnaround experts who work with struggling institutions.


<To read the article in its published format, click here https://independentbanker.org/2020/11/how-to-crisis-proof-your-banks-succession-plan/>

Alan J. Kaplan is Founder & CEO of Kaplan Partners, a retained executive search and board advisory firm headquartered in suburban Philadelphia.   You can reach Alan at 610-642-5644 or alan@KaplanPartners.com.

Kelly Pike is a writer in Virginia.  She interviewed Alan J. Kaplan for the Independent Banker Magazine.

 

Diversity AND Inclusion in PACB Leadership…it’s About Time!

Someone once said that “diversity is being invited to the dance; inclusion is being invited to dance”.  If this is true, than PACB is finally dancing!

After over 140 years serving community banks throughout the Commonwealth, PACB has its first woman Chair, Lori Cestra, EVP & COO of Enterprise Bank in Pittsburgh.  This milestone has been a long time coming.  Hats off to Lori for her willingness to commit to the role and to supporting community banks across the state.  And, to their credit, Lori’s peers on the PACB Board recognized her energy and talent, and welcomed her into the inner circle of PACB leadership.

However, the question remains:  how do we rectify this severely unbalanced situation, so that the next woman or person of color to serve as PACB Chair will simply be part of the normal course of events, rather than an outlier event?

On a basic level, while diversity means different things to different people, a desired outcome is often to broaden the range of thought, perspective and experience—while leveling the playing field and seeking to optimize business decision-making.  That being said, in order to achieve this broader perspective, organizations need to recognize the importance and value of a wider representation of diverse talent in both senior leadership positions and on their board of directors. After all, your bank’s customer base and growth markets are all getting less homogenous, as is your future employee base.  Customers in the important Gen Y and Gen Z demographics are now buying homes and starting to save for their young kids’ college education.  This important demographic typically cares a lot about diversity, ethical and responsible corporate citizenship, and equal opportunity.

Sadly, too many community banks fall short here, victims of their own unconscious bias and preconceived demographic perceptions.  We have to do better!  Not to mention that our regulatory agencies have begun moving “diversity” onto their front burner agendas.  For publicly traded companies, the risk of criticism for a lack of diversity is even higher.

There is no secret sauce that will solve this systemic challenge for the industry, especially since this is a long term issue. However, there are a few basic steps which can begin to help move the banking industry along on this journey, and create an organization where inclusion has real meaning:

  • Start by really listening to your colleagues who are black, brown or women, to better understand their experiences inside the organization, and where the bank can evolve to make it feel more welcoming to all future employees. The lack of real inclusion is where many firms fall short, despite good intentions.
  • Address the very real challenges of unconscious bias. To be sure, we all have our own internal biases, and they affect how we might approach people—whether a current or future employee, or a bank customer.  Education in this arena is an absolute must—across the organization.
  • Take a hard look at your leadership team and board of directors. If these groups are homogenous (either in gender or ethnicity), the message being sent is not helping.  Potential diverse employees will not see the role modeling at the top which would indicate that the bank is serious about equal opportunity, diversity and inclusion.
  • Consider partnering with local high schools, community colleges and other educational institutions in your markets to better inform students about the opportunities in banking. Take a ground floor approach to developing a more diverse workforce.

As part of this, consider how your bank goes to market for new employees in general, especially for entry level jobs and new graduates.  Instead of the traditional boring job advertisements that banks are known for, we need to focus on what resonates with younger Gen Y and Gen Z.  Something like “if you want to work for a technology-driven business that cares deeply about its customers and gives back to its communities…come talk with us!”  These aspects of a potential employer—technology, customer-centricity and a focus on communities—are very meaningful to rising generations.

It is indeed laudable that Lori is PACB’s first woman to serve as Chair.  For added perspective, the state’s other bank trade association, PA Bankers, has had only three women serve as Chair in its 125 year history.  The PACB Hall of Fame has six women members out of a total of 117 (5%).  The PACB Board is better, with 4 women out of 28 bankers serving (14%).  Nevertheless, in a state that at one point had many hundreds of community banks, 4 female Chairs between the two organizations in over a century leaves a lot of room for improvement.   We have an obligation to do better!

Lori’s elevation to PACB Chair is not the end of the journey but the beginning.  If community banks in PA and elsewhere are going to continue to thrive and survive, then grappling with the challenges of equality, diversity and inclusion must be more than a project.  It must become an integral part of how banks do business every day.

<To read the article in its published format, click here  https://hometown-banker.thenewslinkgroup.org/diversity-and-inclusion-in-pacb-leadership-its-about-time/>

Alan J. Kaplan is Founder & CEO of Kaplan Partners, a retained executive search

and board advisory firm headquartered in suburban Philadelphia.   You can reach

Alan at 610-642-5644 or alan@KaplanPartners.com.

Who Sits on Your Board of Directors?

As companies large and small grapple with the business impacts of the Covid-19 pandemic, CEOs and their executive teams need all the help they can get. The Board of Directors or Board of Advisors should be one of the primary resources for organizational leaders.  But what if that board is not up to the task of providing strategic insight and offering the kind of valuable perspective needed to help the company navigate the new world order?

From our vantage point as strategic human capital advisors, we have had the opportunity to see hundreds of boards up close and personal.  Some are incredibly impressive and impactful.  Some other boards, unfortunately, are full of well-meaning people with homogenous thinking, dated skills, or business acumen that does not lend itself to great governance and strategic input.  Among the most critical roles of a board of directors is to: 1) decide who leads the organization and; 2) provide valuable oversight of business strategy and risk.  Directors whose own experiences do not align well with these vital responsibilities should perhaps be reevaluated for continued board service.

Now more than ever, organizations need board members who are not just great business leaders, but who also represent a diverse range of perspectives along with strong skills in key areas.  For example, as companies revamp their business models, directors with strong financial competency may be especially helpful.  Many firms have had to ramp up their work-from-home or online technological capabilities, and thus a strong digital director would be very useful at this time.  Executive compensation plans are under scrutiny as business forecasts evolve, and board members with relevant skills in this area might be particularly valuable.

Both the skills and life experiences of your board members really do make a difference.  It has been well documented that the more diverse the perspectives sitting around the board table, the more likely better decisions will be made.  A group of board members who think alike, look alike and see issues from a similar viewpoint are missing the opportunity to cast decision-making in the broadest possible light.  Considering this, how can a more diverse board not be beneficial?

According to Carol Johnson, a Director who sits on four corporate boards, “The CEO role has never been more challenging.  Board support and input, in partnership with the CEO and leadership team, should help the organization to think through strategic solutions, fresh opportunities, and how life will be different.  This is more important today than ever.”

The saga of the Board of Directors of Theranos, a now defunct blood testing startup founded by one-time Stanford student Elizabeth Holmes, is quite telling.  Holmes recruited luminaries including Henry Kissinger, George Schultz, William Perry, Sam Nunn, Bill Frist, Dick Kovacevich and Jim Mattis to her board with the promise of revolutionizing blood tests.  While this was a board of intelligent and accomplished leaders, they likely viewed the world similarly, and simply did not govern appropriately, ask the right questions, or properly assess the company’s risks.  And equally important, most of these big name directors did not have relevant experience with the company’s core business of blood testing.  As a result, the company is out of business and Holmes is awaiting trial.  Names alone do not make a great board.  It is the collective skills, nuanced insight, diverse backgrounds and perspectives, the courage to tackle tough issues, and the ability to present opposing views in a constructive manner that are the hallmarks of the most effective boards.

Needless to say, directors are expected to do their homework and prepare for board meetings beforehand.  Shockingly,  we see too many directors who do not review materials ahead of time, often belaboring discussions and sidetracking conversations, which wastes valuable board time.  The average public director now spends roughly 20 hours per month on their board duties, and advance preparation to optimize board time together remains critical to being a high performing board.

Companies with lesser skilled directors, or a board lacking in diversity, need to take a hard look at who is truly contributing and adding real value.  Perhaps it is time to have a difficult conversation or two regarding the need for current skills, along with the expectations of board performance.  As Bill McNabb, the former CEO of Vanguard has stated “Having the right directors on the board is the single most important factor in good governance”.  Well said.

Alan J. Kaplan is Founder and CEO of Kaplan Partners, a retained executive search and board advisory firm headquartered in suburban Philadelphia. He can be reached at 610-642-5644 or alan@KaplanPartners.com.

 

 

 

 

KAPLAN PARTNERS ANNOUNCES NICHOLAS DEMEDIO JOINS AS PRINCIPAL

 

Wynnewood, PA – January 22, 2020 – Kaplan Partners, a leading boutique executive search and talent advisory firm, today announced Nicholas DeMedio (“Nick”) joining the firm as a Principal. With more than 20 years of Executive Search, Talent Management and Human Resources experience, Nick comes from Mosteller & Associates where he oversaw the financial services executive search practice for the regional Human Resources consulting firm. In this role, Nick led a number of Chief Executive Officer and C-Level searches, working directly with Boards of Directors and Executive Management teams in all facets of senior level recruiting, executive compensation and talent consulting.

Nick previously served as a senior executive at Royal Bank America, a publicly traded community bank based in suburban Philadelphia. In this key leadership role, Nick managed both strategic and hands-on initiatives of the human resources department, including executive recruiting, the design and administration of both executive and staff compensation and benefits infrastructure, executive on-boarding, talent management and succession planning.

“We are thrilled to welcome Nick to the Kaplan Partners team,” said Alan J. Kaplan, founder and CEO of Kaplan Partners. “His experience lends itself well to the firm’s high standards for advising CEOs and boards on leadership succession, corporate governance, talent management, and enhancing diversity. Nick’s combination of experiences as both a trusted advisor and human resources leader will significantly benefit our clients.”

Nick holds a Bachelor of Business of Administration with a concentration in Human Resources Management from Temple University, as well as the Senior Professional of Human Resources (“SPHR”) certification from the Society of Human Resources Management.

ABOUT KAPLAN PARTNERS
For 25 years, Kaplan Partners has served as strategic human capital advisors specializing in Executive Search, Board Advisory Services, and Management Assessment and Succession Planning for the nation’s leading institutions, including: regional and community banks, asset management firms, private equity and venture capital firms, FinTech firms, mortgage and insurance companies, credit unions, technology companies and high growth organizations. Kaplan Partners employs a holistic approach and proven methodology to find the best solutions in support of evolving client leadership needs. The firm works directly with CEOs, boards, and investors to identify and evaluate leadership potential, leveraging best practices in corporate governance and succession management to ensure its clients’ continued success in today’s demanding markets. Visit here: www.kaplanpartners.com.

 

 

Seven Secrets of Succession Success

A well-orchestrated plan of succession and leadership continuity reassures employees, investors and communities

<To view the Article in its published format, click here: Seven Secrets of Succession Success>

One of a bank board’s most vital responsibilities is overseeing the plan of succession for the CEO. Whether driven by a looming retirement or change in the incumbent’s personal timeline, a well-orchestrated plan of succession and leadership continuity reassures employees, investors and communities. Unfortunately,
too many bank boards still take a passive approach to CEO succession, rather than acknowledging that as directors, they are responsible for the selection and ongoing evaluation of CEO performance.

<To read the Article in its published format, click here: Seven Secrets of Succession Success>

This article appeared in the February 2018 issue of BankDirector.com, copyright 2018.

Alan J. Kaplan is Founder & CEO of Kaplan Partners, a retained executive search and talent advisory firm based in Philadelphia. Kaplan Partners is the country’s only retained executive search firm member of the ABA & ICBA. You can reach him at alan@KaplanPartners.com or 610-642-5644.

Does Your Bank Have A Dream Team

Assessing Your Bank’s Leadership Team is the Foundation of Successful Succession Planning

<To View the Article in its published format, click here: Dream Team Article A 8-2017>

Many bank Boards of Directors and CEOs are proud of their bank’s executive team. And rightly so! Yet frequently those feelings of pride dissolve into uncertainty when the bank is faced with the decision to promote a banker into a top executive position or even the CEO role.

How does this happen? Why do well laid out succession plans sometimes evaporate in the face of reality when the time to elevate someone finally arrives? One of the reasons, based on our experience working with hundreds of community bank boards and executive teams, is that directors are often missing context when faced with a promotion decision. The lack of relative perspective on comparative candidates for similar roles may at times impede the comfort level necessary for a board to validate a promotion decision.

<To Read the Article in its published format, click here:  Dream Team Article A 8-2017>

This article appeared in the Pennsylvania Association of Community Bankers Publication in 2017.

Alan J. Kaplan is Founder & CEO of Kaplan Partners, a retained executive search and talent advisory firm based in Philadelphia.  Kaplan Partners is the country’s only retained executive search firm member of the ABA & ICBA.  You can reach him at alan@KaplanPartners.com or 610-642-5644.

The Bank Director of the Future: Diversity of Experiences and Skill Sets Matter

<To View the Article in its published format, click here:  <The Bank Director of the Future Diversity of Experiences and Skill Sets>

While the requirements needed in a bank leader today continue to evolve, the same can also be said for bank directors. Boards of directors today are under more scrutiny than ever before, whether from governance advisors, shareholders, Wall Street analysts, activist investors, community leaders and customers. Even mutuals and privately held institutions face more visible scrutiny around corporate governance from their regulators and key constituents. Serving as a bank director today may still have a certain amount of prestige (depending on whom you ask), but the expectations for director performance and engagement have never been higher.

Community banks in particular tend to have long tenured board members—in many cases with decades of service. Continuity can be a good thing, provided the director skill sets continue to be relevant and the board does not become too close to the CEO, compromising objectivity. However, many bank boards have begun to focus more on the “collective skills” represented around the board table, and have started to emphasize a skill-based approach in making director retention and recruiting decisions.

<To Read the Complete Article in its published format, Click here:     <The Bank Director of the Future Diversity of Experiences and Skill Sets>

The article appeared in the February 2017 issue of BankDirector.com, copyright 2017

Alan J. Kaplan is Founder & CEO of Kaplan Partners, a retained executive search and talent advisory firm based in Philadelphia.  Kaplan Partners is the country’s only retained executive search firm member of the ABA & ICBA.  You can reach him at alan@KaplanPartners.com or 610-642-5644.

The Bank Executive of the Future: Agile and Focused on Talent

To View the Article in its published format, Click Here: < The Bank Executive of the Future Agile and Focused on Talent>

Today’s bank leader remains under more pressure than at any time since the financial crisis. Tangible skills still matter, such as commercial credit experience, risk management and strategic planning.
Nevertheless, the real challenges may lie in developing the key leadership requirements for institutional success, and in the navigation of the managerial challenges which lie ahead. Here are three intangible but particularly important qualities for the future bank leader’s success.

<To Read the Complete Article in its published format, Click here:     <The Bank Executive of the Future Agile and Focused on Talent>

The Article appeared in the January 2017 issue of  BankDirector.com, Copyright 2017.

Alan J. Kaplan is founder and CEO of Kaplan Partners, a retained executive search and talent advisory firm based in Philadelphia. Kaplan Partners is the country’s only retained executive search firm member of the ABA & ICBA. You can reach him at alan@KaplanPartners.com or 610-642-5644.