Published on April 9, 2012
Construction LawyersBusiness Development for 2012 and Beyond Cordell M. Parvin http://www.cordellparvin.com 1
Three Stories 2
AGC of America 6
The Challenge Lawyers are: Skeptics Autonomous Lacking Social Skills Abstract Reasoners Impatient Lacking ResilienceStudies of 18 Personality Traits of Lawyers Using the "Caliper Profile" Dr. Larry Richard, Hildebrandt International 7
Successful Lawyers 8
Successful Business DevelopersKnow what they wantThink big and are confident 9
Lizzette ZubeyThink Big and Are Confident 10
Successful Business DevelopersKnow what they wantThink big and are confidentPlan and use their time wisely 11
Successful Business DevelopersKnow what they wantThink big and are confidentPlan and use their time wiselyBecome visible and credible topotential clients and referralsources 12
Successful Business DevelopersUnderstand their client’s needsDevelop relationships 13
Andrea AndersonDevelop Relationships 14
Successful Business DevelopersUnderstand their client’s needsDevelop relationshipsBuild a teamDeliberately work on gettingcomfortable outside their comfortzone 15
Be Willing to Make Changes 16
Successful Business Developers Seen as “Go To” Lawyer 17
Four Eras of Client Development1. Do Good Work2. Unsolicited Contact3. Websites / Branding 18
Traditional Lawyer Client Development “Push-Tactic” 20
What Has Changed?ClientsEconomyTechnology 21
Marketing Guru Seth Godin 22
Law Firm Marketing Today Today it’syou know, who knows It’s not what you know, who what you know 25
Getting Hired Trust and Rapport Client Meetings Recommendations Relationships Weak Ties CredibilityReputation / Profile Visibility
Client Development in 2012 “Pull-Tactic” 27
Weak Tie ReachStrong-Tie Buzz Weak-Tie Buzz 28
Social Media2012GeometricallyExpanded bySocial Media Weak Tie Buzz Reach 29
Planning Steve Jobs Founder/CEO Apple, Inc.Super Achievers Think Optimistically and Plan Purposefully 31
PlanningEnergy TimeMost Important Resources 32
PlanningFocus your time on your target market. 34
Target Market Top 100 Transportation Construction Contractors in USMy Target Market 35
PlanningFocus content on what you want target market to hire you to do. 36
Target Market Ne Prep ntract go ar Co tia e a ate tes te ndLitig ispu Cla im D s Ethics and Minority Compliance Contract Issues Design-Build and Public Private Finance Contracts What I Wanted Target Market to Hire Me to Do 37
PlanningBest actions to be visible and credible 38
Target Market Monthly Column Presentations Workshops GuidesMy Best Actions to Be Visible and Credible 39
Target MarketMy Target Organizations 40
Target MarketMy Referral Sources 41
PlanningSchedule Time with Your Referral Sources 42
PlanningDecide on How Many Hours to Invest 100 Administrative ___Client Development ___ Your Development 43
PlanningReputation / Profile Relationship Building 44
How to Execute on Your PlanFor each goal in plan ask: Why important? 45
How to Execute on Your PlanBreak Down to 90 Days Actions 46
How to Execute on Your PlanIdentify, Plan and Schedule Activities Each Week 47
How to Execute on Your Plan Partner for Accountability 49
Keith McMurdyGetting the most bybeing accountable 50
Reputation BuildingBecome Visible and Credible 51
Reputation Building Website Bio Bar and Community Service Writing Speaking 52
Three Essential Points 1. Valuable Content 2. Written / Presented Well 53
Three Essential Points3. Social Media for Wide Distribution 54
Reputation BuildingWhat Matters to Your Clients? 55
Focus on Clients’ Problems,Opportunities, Internaland External Changes 56
Writing - Become an Expert 57
Writing - Become an Expert 58
WRITING Blogs 59
Jackie HubaSocial Media 60
Cordell Parvin 67
Presentation BasicsThe Way Audiences Receive Your Message 10.00 50.00 What you Say How it Sounds How it Looks 40.00 69
SpeakingWhat is your objective? 70
Presentation Basics How to Start 72
Presentation Basics Audience Answer?What’s in This For Me? 73
Presentation Mistakes 74
Lawyers and PowerPoint 75
Your PresentationHow to Close – Call to Action 76
Think Outside the Box 77
Internet Radio 79
Building Trust 80
What Are You Going to Do Now? 81
What Now?Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsRepeat Above 83
Construction LawyersBusiness Development for 2012 and Beyond Cordell M. Parvin http://www.cordellparvin.com 84
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