building your client development tool kit
DESCRIPTION
Presentation to lawyers on client development tools for 2013.TRANSCRIPT
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Building Your Client Development Tool Kit:
The nuts and bolts of business development
Cordell M. Parvinhttp://www.cordellparvin.com
Three Stories
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AGC of America
Recommendations
Trust and Rapport
Visibility
Getting Hired
Credibility
Client Meetings
Relationships
Reputation / Profile
Weak Ties
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Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
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Traditional Lawyer Client Development
“Push-Tactic”
Clients
Economy
Technology
What Has Changed?
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Marketing Guru
12Seth Godin
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Remarkable
Extraordinary
Memorable
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Lawyer Client Development Today
It’s not what you know, Today it’s who knows what you knowIt’s not who you know,
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Client Development in 2013
“Pull-Tactic”
Weak Tie Reach
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Strong-Tie Buzz
Weak-Tie Buzz
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Weak Tie Buzz
2013
Geometrically Expanded by Social Media
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Planning: The First Tool
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Successful Lawyers
Think Optimistically and Plan Purposefully
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Why Have a Plan?
Most Important ResourcesEnergy Time
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Why Have a Plan?
What is an Incredibly Ambitious Goal That Will Energize You?
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Planning: Step 1
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Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Planning: Step 2
25Reputation / Profile Relationship Building
Planning: Step 2
Create a Plan With Goals
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Planning- Step 2
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Plan Using Your Strengths
Planning- Step 2
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Your 2013 Plan
Develop Your Action
Steps
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Prioritization Matrix
High Return / Low Investment
Do first and do often
High Return / High Investment
Break down into smaller pieces
Low Return / Low Investment
Do when you have time
Low Return / High Investment
Say NO graciously!
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Break Down to 90 Days Actions
How to Execute on Your Plan
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Identify, Plan and Schedule Activities Each Week
How to Execute on Your Plan
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Partner for Accountability
How to Execute on Your Plan
Keith McMurdy
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Getting the most by being accountable
34Become Visible and Credible
Reputation Building
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Reputation Building: Old Tools
Website Bio
Bar and Community Service
Writing
Speaking
1. Valuable Content
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Writing/Speaking:Three Essential Points
2. Written / Presented Well
37What Matters to Your Clients?
Reputation Building
Focus on Clients’ Problems,
Opportunities, Internal and External Changes
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Writing - Old Tools
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Writing - Old Tools
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WRITING: New
ToolsBlogs
43Jackie Huba Social Media
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Blogs
47SPEAKING
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Speaking: Old StylePower Point Slides
Compliance Programs
• Goal: self-policing and changing the corporate culture to include a commitment to ethics and compliance with civil and criminal laws.
• Double-edged sword: if a crime is committed in the face of a compliance program, it may suggest that the company is not truly committed to changing its corporate culture.
Compliance Programs, continued• The compliance program must be designed to catch the most
likely misconduct given the corporation's primary business. • Whether the program is adequately designed for maximum
effectiveness in preventing and detecting wrongdoing by employees;
• Whether corporate management is enforcing the program or is it tacitly encouraging or pressuring employees to engage in misconduct to achieve the business objectives; and
• Investigators will interview rank-and-file employees to determine the effectiveness of and commitment to the ethics/compliance program.
• Is there an audit function so that the corporation can determine its effectiveness?
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The Internet
How has the internet changed client development?
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Old School/New School
Wine and Social Media Guru
53Gary Vaynerchuk
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Find and Distribute Valuable Content
How to Make the Internet Work
56Locate
Organize
Disseminate
Connect
Interact
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Third Essential Point
3. Use Internet for Wide Distribution
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Think Outside the Box
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Internet Radio
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Webinars
Video
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Online Video Presentations
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What Are You Going to Do Now?
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Plan with GoalsAccountabilityBecome Visible and CredibleUse New and Old ToolsRepeat Above
What Now?
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Building Your Client Development Tool Kit:
The nuts and bolts of business development
Cordell M. Parvinhttp://www.cordellparvin.com