Published on January 24, 2014
Client Development for 2014 and Beyond Cordell M. Parvin
What Can We Learn From the Superbowl? !2
What Can We Learn From the Superbowl? !3
Three Stories About Tools !4
AGC of America !8
Principles of Client Development Getting Hired Trust and Rapport Client Meetings Recommendations Relationships Reputation / Profile Credibility Visibility Weak Ties
Four Eras of Client Development 1. Do Good Work 2. Unsolicited Contact 3. Websites / Branding !10
Traditional Lawyer Client Development “Push-Tactic” !11
Client Development Has Changed Clients Have More Choices, Less Time !12
Client Development Has Changed You Have Less Time !13
What Has Changed? Clients Economy Technology !14
Marketing Guru Seth Godin !15
Remarkable ! Extraordinary ! Memorable !17
Lawyer Client Development Today Today it’s who knows It’s not whatyou know, who you know, what you know !18
Client Development in 2014 “Pull-Tactic” !19
Where to Start !20
Client Development for 2014 Identify Clients’ Problems, Opportunities and Changes !21
Client Development for 2014 Draw Clients to You by Identifying Problems and Providing Creative Solutions !22
Client Development for 2014 Become Visible & Credible to Target Market !23
Client Development for 2014 Define Your Target Market !24
Client Development for 2014 Decide What You Want Target Market to Hire You to Do? !25
Client Development for 2014 Become Visible and Credible by Adding Value !26
Client Development for 2014 Join, Lead, Speak Client Organizations !27
Client Development for 2014 Determine Your Best Referral Sources !28
Client Development for 2014 1. Create Valuable Content 2. Present/Write Well !29
Client Development for 2014 3. Distribute Widely !30
Weak Tie Reach Strong-Tie Buzz Weak-Tie Buzz !31
Weak Tie Buzz 2014 Geometrically Expanded by Social Media !32
Planning: The First Tool !33
Successful Lawyers Think Optimistically and Plan Purposefully!34
Why Have a Plan? Energy Time Most Important Resources !35
Why Have a Plan? !36
Planning: Step 1 What is an Incredibly Ambitious Goal That Will Energize You? !37
Planning: Step 2 Decide on How Many Hours to Invest 100 Administrative ___Client Development ___ Your Development !38
Planning: Step 2 Reputation / Profile Relationship Building !39
Planning- Step 2 Create a Plan With Goals !40
Planning- Step 2 Plan Using Your Strengths !41
Your 2014 Plan Develop Your Action Steps !42
Prioritization Matrix High Return / Low Investment! High Return / High Investment! ! ! Do ﬁrst and do often ! Break down into smaller pieces Low Return / Low Investment! Low Return / High Investment! ! ! Do when you have time Say NO graciously! !43
How to Execute on Your Plan Break Down to 90 Days Actions !44
How to Execute on Your Plan Identify, Plan and Schedule Activities Each Week !45
How to Execute on Your Plan Partner for Accountability !46
How to Execute on Your Plan Keith McMurdy Partner for Accountability !47
Reputation Building Become Visible and Credible !48
Reputation Building: Old Tools Website Bio Bar and Community Service Writing Speaking !49
Writing - Old Tools !50
Writing - Old Tools !51
WRITING: New Tools !53
Social Media Jackie Huba !54
Blog Seth Godin !57
Guides How To !59
Old Tool Jennifer Keller !60
New Tool !61
Speaking: Old Style Power Point Slides !63
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?
NNew Style Power Point/Keynote Slides !66
The Internet How has the internet changed client development? !67
Old School/New School !68
Wine and Social Media Guru Gary Vaynerchuk !69
How to Make the Internet Work Find and Distribute Valuable Content !71
Interact Connect Disseminate Organize Locate !72
Third Essential Point 3. Use Internet for Wide Distribution !73
Think Outside the Box !74
Internet Radio !75
Online Video Presentations !78
What Are You Going to Do Now? !80
What Now? Plan with Goals Accountability Become Visible and Credible Use New and Old Tools Repeat Above !81
Client Development for 2014 and Beyond Cordell M. Parvin http://www.cordellparvin.com !82
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