Dallas Young Lawyers Association Client Development in a Nutshell

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Information about Dallas Young Lawyers Association Client Development in a Nutshell

Published on October 30, 2012

Author: cordar

Source: slideshare.net


Presentation to DAYL on October 30, 2012

Client Development in a Nutshell Securing, Retaining andExpanding Client Relationships 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

Getting HiredTrust and Rapport Client MeetingsRecommendations Relationships Weak Ties Credibility Visibility

Planning to Use Time WiselyVisibility and CredibilityRelationships and Getting Hired 10

PlanningWhy Have a Plan? 11

Making Time -Motivation and Follow Through 12

Planning Angie DavisWhy have a plan? 13

Why Have a Plan?Energy TimeMost Important Resources 14

Planning 15

Plan Based on Your Strengths CynthiaPladziewicz 16

PlanningCreate a Plan With Goals 17

2013 Development Plan LAWYER DEVELOPMENT PLANFY 2013 Attorney Development Plan _______________ 2013 2013 Performance Plan @ Actual Rates (based upon hrs) 18

How I Prepare My Plan? Goals Goals Activities Hours Hours 19

Planning500 Hours to Invest 100 Administrative ___Client Development ___ Your Development 20

My Own DevelopmentSubstantive LawConstruction Industry KnowledgeBusiness - Marketing, Relationships 21

My Client DevelopmentReputation / Profile Relationship Building 22

GoalsWhat Are Your Goals? 23

Rank Your Goals1. Originate $___ in business2. Bill ___ hours3. Obtain ___ new clients4. Meet with __ contacts quarterly 24

GoalsActivity to Achieve Goal? 25

Prioritization MatrixHigh Return / Low Investment High Return / High Investment Do first and do often Break down into smaller piecesLow Return / Low Investment Low Return / High Investment Do when you have time Say NO graciously!

GoalsBreak Down 90 Day Goals 27


GoalsNext Week’s Action Item for Each Goal 29

How to Execute on Your Plan Partner for Accountability 30

How to Execute on Your Plan Keith McMurdy Partner for Accountability 31

How to BecomeVisible and Credible 32

Client DevelopmentYou Have to Stand Out in a Crowd 33

Be Willing to Make Changes Lizzette Zubey 34

Visible and CredibleRegularly Update YourWebsite Bio 35

Narrow Your Focus 36

Remarkable Ideas for Narrow Market 37

Plan Your Future Nicole Snyder 38

The Tipping Point 39

The Law of the Few 40

The Law of the Few CONNECTORConnects people to each other 41

ConnectorActive in Bar and Community Activities 42

MAVENConnects peoplethrough sharing knowledge 43


What You Need to Do SALESMANUses knowledgeto persuade and engage 45


WritingHow to Decide Topic 47

Sti ck ine ss Fa cto r 48

CreateGuides 49

Jennifer 50



SpeakingWhat is your objective? 56

When I Write or Speak A Don’t Sell, Instead Teach 57

Non-Verbal CommunicationThe Way Audiences Receive Your Message 10.00 50.00 What you Say How it Sounds How it Looks 40.00 58

Non-Verbal Communication Confidence Competence Charisma Connection 59

CharismaConnect with Audience 60

Lawyers and PowerPoint 61

Lawyers and PowerPointStart and Finish with High Energy 62

Relationships and Getting Hired 63

Relationships / Getting HiredList and Focus on Your Contacts 64

Contact FocusA System to Focus on Your Contacts for BestResults Prioritize Contacts Upgrade nature of contact Learn personal information and professional needs 65

Relationships / Getting HiredClients Hire Lawyers Over Law Firms 66

Legal Services - My Thoughts 30% 60% 10% Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 67

Relationships / Getting Hired How Clients Select Screen Based on Reputation 68

Relationships / Getting Hired Weak TiesRelationships Recommendations How Clients Select 69

Relationships / Getting Hired Hire Lawyers They Trust and With Whom They Connect 70

Relationships / Getting HiredLearn How to Ask Good Questions 71

Relationships /Getting Hired Learn How to Actively Listen 72

Building Rapport Three AspectsPersonality typeHow they speak andreceive informationEmpathy 73

Building Rapport - Temperaments Control Analytical Driving Under stress Under stress Avoid Autocratic Ask Tell Amiable Expressive Under stress Under stress Acquiesce Attack Emote 74

Building Rapport - CommunicationVisual Learners – ShowingAural Learners – TellingKinesthetic Learners -Experiencing 75

Building Rapport-Empathy 76

What Clients WantFocus on Client Service 77

What Now?Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsImprove Client ServiceRepeat Above 78

Client Development in a Nutshell Securing, Retaining andExpanding Client Relationships Cordell M. Parvin http://www.cordellparvin.com 79

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