Published on April 9, 2012
Client Development in a NutshellWhat You Need to Know andWhat You Need to Do NOW to Build Success Over Time Cordell M. Parvin http://www.cordellparvin.com 1
ClientDevelopmentMyth You Either Have Whats It Takes Or You Don’t
Lizzette ZubeyThink Big and Are Confident 3
ClientDevelopmentMyths Just Do Good Work
ClientDevelopmentMyths Too Young and Inexperienced to . . .
ClientDevelopmentMyths You Have To Be A Good Networker
ClientDevelopmentMyths You Have To “Ask” For The Business
Andrea AndersonDevelop Relationships 8
ClientDevelopmentMyths Associates in Big Firms Do Not Need to Learn Client Development
Getting HiredTrust and Rapport Client MeetingsRecommendations Relationships Weak Ties Credibility Visibility
Planning to Use Time WiselyVisibility and CredibilityRelationships and Getting Hired 11
PlanningWhy Have a Plan? 12
Planning Angie DavisWhy have a plan? 13
Why Have a Plan?Energy TimeMost Important Resources 14
PlanningCreate a Plan With Goals 16
2012 Development Plan LAWYER DEVELOPMENT PLANFY 2012 Attorney Development Plan _______________ 2012 2012 Performance Plan @ Actual Rates (based upon hrs) 17
How I Prepare My Plan? Goals Goals Activities Hours Hours 18
Planning500 Hours to Invest 100 Administrative ___Client Development ___ Your Development 19
My Own DevelopmentSubstantive LawConstruction Industry KnowledgeBusiness - Marketing, Relationships 20
My Client DevelopmentReputation / Profile Relationship Building 21
GoalsWhat Are Your Goals? 22
Rank Your Goals4. Meet with _ Contacts Quarterly 3. Obtain __ New Clients 2. Bill ____ Hours 1. Originate $___ in Business 23
GoalsActivity to Achieve Goal? 24
GoalsBreak Down 90 Day Goals 25
GoalsNext Week’s Action Item for Each Goal 27
How to Execute on Your Plan Partner for Accountability 28
Keith McMurdyGetting the most bybeing accountable 29
How to BecomeVisible and Credible 30
Client DevelopmentYou Have to Stand Out in a Crowd 31
Be Willing to Make Changes 32
Visible and CredibleRegularly Update YourWebsite Bio 33
Narrow Your Focus 34
Remarkable Ideas for Narrow Market 35
Plan Based on Your Strengths CynthiaPladziewicz 36
Plan Your Future Nicole Snyder 37
The Tipping Point 38
The Law of the Few 39
The Law of the Few CONNECTORConnects people to each other 40
ConnectorActive in Bar and Community Activities 41
MAVENConnects peoplethrough sharing knowledge 42
WRITING SPEAKING 43
What You Need to Do SALESMANUses knowledgeto persuade and engage 44
WritingHow to Decide Topic 46
Sti ck ine ss Fa cto r 47
SpeakingWhat is your objective? 52
When I Write or Speak A Don’t Sell, Instead Teach 53
Non-Verbal CommunictionThe Way Audiences Receive Your Message 10.00 50.00 What you Say How it Sounds How it Looks 40.00 54
Non-Verbal Communication Natural Posture Engaging Smile Expressive Hand Gestures Eye Contact Volume and Inflection 55
Non-Verbal Communication Confidence Competence Charisma Connection 56
CharismaConnect with Audience 57
Lawyers and PowerPoint 58
Presentation BasicsStart and Finish with High Energy 59
Relationships and Getting Hired 60
Relationships / Getting HiredList and Focus on Your Contacts 61
Contact FocusA System to Focus on Your Contacts for BestResults Prioritize Contacts Upgrade nature of contact Learn personal information and professional needs 62
Relationships / Getting HiredClients Hire Lawyers Over Law Firms 63
Legal Services - My Thoughts 30% 60% 10% Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 64
Relationships / Getting Hired How Clients Select Screen Based on Reputation 65
Relationships / Getting Hired Weak TiesRelationships Recommendations How Clients Select 66
Relationships / Getting Hired Hire Lawyers They Trust and With Whom They Connect 67
Building Rapport Three AspectsPersonality typeHow they speak andreceive informationEmpathy 68
Building Rapport - Temperaments Control Analytical Driving Under stress Under stress Avoid Autocratic Ask Tell Amiable Expressive Under stress Under stress Acquiesce Attack Emote 69
Building Rapport - CommunicationVisual Learners – ShowingAural Learners – TellingKinesthetic Learners -Experiencing 70
Building Rapport-Empathy 71
What Clients WantFocus on Client Service 72
What Now?Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsImprove Client ServiceRepeat Above 73
Client Development in a NutshellWhat You Need to Know andWhat You Need to Do NOW to Build Success Over Time Cordell M. Parvin http://www.cordellparvin.com 74
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1. Client Development For Young LawyersBy Michael BlachlyLooper Reed & McGraw, P.C.© 2013 Looper Reed & McGraw P.C.The information contained herein is ...
A Universal Marketing Checklist for Young Lawyers. ... 2012 28 Shares . ... implementing it into my client development plan, ...
Whenever a lawyer tells me he or she has not had time for client development, ... young lawyers to ... Cordell Parvin works with lawyers and law ...
Home > Client Development > Young Lawyers: Getting Hours and Pleasing a Senior Lawyer Not Enough in the New Economy. ... Young lawyers were told: ...
... is a featured article Cordell wrote that gives practical tips on client development for young lawyers. ... Flo at firstname.lastname@example.org or phone ...
Calais Terms: Young Lawyers: Client Development for Young Lawyers . City: Calais Suggestions: Dallas. Company: Calais Suggestions: Creative Commons.
... conducted for the ABA Young Lawyers ... eventually you will need to have your own clients ... lawyer marketing, business development, lawyer ...
Technology and Client Development . ... House of Delegates final versions of all of the Commission’s proposals in May 2012, ... ABA Young Lawyers Division .