florida construction lawyers presentation
DESCRIPTION
Presentation to Florida Construction Lawyers April 8, 2013TRANSCRIPT
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Construction LawyersBusiness Development for 2013 and Beyond
Cordell M. Parvinhttp://www.cordellparvin.com
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Three Stories
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AGC of America
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The Challenge
Dr. Larry Richard, Hildebrandt International Studies of 18 Personality Traits of Lawyers Using the "Caliper Profile"
SkepticsLawyers are:
Autonomous
Lacking Social SkillsAbstract ReasonersImpatientLacking Resilience
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Successful Lawyers
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Know what they want
Think big and are confident
Successful Business Developers
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Know what they want
Think big and are confident
Plan and use their time wisely
Successful Business Developers
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Know what they want
Think big and are confident
Plan and use their time wisely
Become visible and credible to potential clients and referral sources
Successful Business Developers
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Understand their client’s business and their needs
Develop relationships
Successful Business Developers
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Understand their client’s business and their needsDevelop relationships
Build a team
Deliberately work on getting comfortable outside their comfort zone
Successful Business Developers
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Seen as
“Go To” Construction
Lawyer
Successful Business Developers
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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”
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Clients
Economy
Technology
What Has Changed?
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Marketing Guru
18Seth Godin
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Remarkable
Extraordinary
Memorable
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Law Firm Marketing Today
It’s not what you know, Today it’s who knows what you knowIt’s not who you know,
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Recommendations
Trust and Rapport
Visibility
Getting Hired
Credibility
Client Meetings
Relationships
Reputation / Profile
Weak Ties
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Client Development in 2013
“Pull-Tactic”
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Weak Tie Reach
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Strong-Tie Buzz
Weak-Tie Buzz
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Social Media
2013Geometrically Expanded by Social Media
Weak Tie Buzz Reach
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Planning
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Steve Jobs Founder/CEO Apple, Inc.
Super Achievers Think Optimistically and Plan Purposefully
Planning
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Planning
Most Important ResourcesEnergy Time
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Planning
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Focus your time on your target market.
Planning
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Target Market
My Target Market
Top 100 Transportation Construction Contractors
in US
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Focus content on what you want target market to hire you to do. 31
Planning
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Target Market
Litigate Contract
Disputes
Prepare and
Negotiate Claims
Ethics and Compliance
Minority Contract Issues
What I Wanted Target Market to Hire Me to Do
Design-Build and Public Private Finance Contracts
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Best actions to be visible and credible33
Planning
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Target Market
My Best Actions to Be Visible and Credible
Roads and Bridges Monthly ColumnPresentationsWorkshopsGuides
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Target Market
My Target Organizations
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Target Market
My Referral Sources
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Schedule Time with Your Referral Sources
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Planning
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Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Planning
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39Reputation / Profile Relationship Building
Planning
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40For each goal in plan ask: Why important?
How to Execute on Your Plan
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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
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44Become Visible and Credible
Reputation Building
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Reputation Building
Website Bio
Bar and Community Service
Writing
Speaking
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1. Valuable Content
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Three Essential Points
2. Written / Presented Well
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Three Essential Points
3. Social Media for Wide Distribution
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48What Matters to Your Clients?
Reputation Building
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Focus on Clients’ Problems,
Opportunities, Internal and External Changes
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Writing - Become an Expert
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Writing - Become an Expert
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WRITING
Blogs
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WRITING
Guides
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58Cordell Parvin
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59SPEAKING
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10.00
40.00
50.00 What you SayHow it SoundsHow it Looks
Presentation Basics
The Way Audiences Receive Your Message
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Speaking
What is your objective?
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63How to Start
Presentation Basics
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Audience Answer?What’s in This For Me?
Presentation Basics
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PresentationMistakes
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Lawyers and PowerPoint
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67How to Close – Call to Action
Your Presentation
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Think Outside the Box
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Internet Radio
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Webinars
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Online Video Presentations
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How Construction Clients Select
Clients want lawyers to understand their industry, business and them
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Legal Services - My Thoughts
Commodity Work - Low Price DeterminesBet the Company They Hire the BestReal Opportunity
30%
10%
60%
20%
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74Screen Based on Reputation
How Clients Select
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Trust and Rapport
How Clients Select
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Building Trust
Ask Better Questions
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Building Trust
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What Are You Going to Do Now?
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Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsRepeat Above
What Now?
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Construction Lawyers Business Development for 2013 and Beyond
Cordell M. Parvinhttp://www.cordellparvin.com