Published 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
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
WRITING SPEAKING 44
What You Need to Do SALESMANUses knowledgeto persuade and engage 45
WritingHow to Decide Topic 47
Sti ck ine ss Fa cto r 48
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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