Published on May 2, 2013
1Building Your ClientDevelopment Tool Kit:The nuts and bolts ofbusiness developmentCordell M. Parvinhttp://www.cordellparvin.com
6AGC of America
RecommendationsTrust and RapportVisibilityGetting HiredCredibilityClient MeetingsRelationshipsReputation /ProfileWeak Ties
8Four Eras of Client Development1. Do Good Work2. Unsolicited Contact3. Websites / Branding
10Traditional Lawyer Client Development“Push-Tactic”
ClientsEconomyTechnologyWhat Has Changed?11
Marketing Guru12Seth Godin
15Lawyer Client Development TodayIt’s not what you know,Today it’s who knowswhat you knowIt’s not who you know,
16Client Development in 2013“Pull-Tactic”
Weak Tie Reach17Strong-Tie BuzzWeak-Tie Buzz
18Weak Tie Buzz2013Geometrically Expanded by Social Media
19Planning: The First Tool
20Successful LawyersThink Optimistically and Plan Purposefully
21Why Have a Plan?Most Important ResourcesEnergy Time
22Why Have a Plan?
What is an Incredibly Ambitious GoalThat Will Energize You?23Planning: Step 1
24Decide on How Many Hours to Invest100 Administrative___Client Development___ Your DevelopmentPlanning: Step 2
25Reputation / Profile Relationship BuildingPlanning: Step 2
Create a Plan With Goals26Planning- Step 2
27Plan Using YourStrengthsPlanning- Step 2
28Your 2013 PlanDevelopYour ActionSteps
29Prioritization MatrixHigh Return / Low InvestmentDo ﬁrst and do oftenHigh Return / High InvestmentBreak down into smallerpiecesLow Return / Low InvestmentDo when you have timeLow Return / High InvestmentSay NO graciously!
30Break Down to 90 Days ActionsHow to Execute on Your Plan
31Identify, Plan and Schedule Activities Each WeekHow to Execute on Your Plan
32Partner for AccountabilityHow to Execute on Your Plan
Keith McMurdy33Getting the most bybeing accountable
34Become Visible and CredibleReputation Building
35Reputation Building: Old ToolsWebsite BioBar and CommunityServiceWritingSpeaking
1. Valuable Content36Writing/Speaking:Three Essential Points2. Written / Presented Well
37What Matters to Your Clients?Reputation Building
Focus on Clients’Problems,Opportunities, Internaland External Changes38
39Writing - Old Tools
40Writing - Old Tools
43Jackie HubaSocial Media
48Speaking: Old StylePower Point Slides
Compliance Programs• Goal: self-policing and changing the corporate culture toinclude a commitment to ethics and compliance with civiland criminal laws.• Double-edged sword: if a crime is committed in the faceof a compliance program, it may suggest that thecompany is not truly committed to changing its corporateculture.
Compliance Programs, continued• The compliance program must be designed to catch the mostlikely misconduct given the corporations primary business.• Whether the program is adequately designed for maximumeffectiveness in preventing and detecting wrongdoing byemployees;• Whether corporate management is enforcing the program oris it tacitly encouraging or pressuring employees to engagein misconduct to achieve the business objectives; and• Investigators will interview rank-and-file employees todetermine the effectiveness of and commitment to the ethics/compliance program.• Is there an audit function so that the corporation candetermine its effectiveness?
51The InternetHow has the internet changed clientdevelopment?
52Old School/New School
Wine and Social Media Guru53Gary Vaynerchuk
55Find andDistributeValuableContentHow to Make the Internet Work
57Third Essential Point3. Use Internet forWide Distribution
58Think Outside the Box
62Online Video Presentations
63What Are You Going to Do Now?
64Plan with GoalsAccountabilityBecome Visible and CredibleUse New and Old ToolsRepeat AboveWhat Now?
65Building Your ClientDevelopment Tool Kit:The nuts and bolts ofbusiness developmentCordell M. Parvinhttp://www.cordellparvin.com
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