Florida Construction Lawyers Presentation

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Information about Florida Construction Lawyers Presentation

Published on April 8, 2013

Author: cordar

Source: slideshare.net

Description

Presentation to Florida Construction Lawyers April 8, 2013

Construction LawyersBusiness Development for 2013 and Beyond Cordell M. Parvin http://www.cordellparvin.com 1

Three Stories 2

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AGC of America 5

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 6

Successful Lawyers 7

Successful Business DevelopersKnow what they wantThink big and are confident 8

Successful Business DevelopersKnow what they wantThink big and are confidentPlan and use their time wisely 9

Successful Business DevelopersKnow what they wantThink big and are confidentPlan and use their time wiselyBecome visible and credible topotential clients and referralsources 10

Successful Business DevelopersUnderstand their client’s business and theirneedsDevelop relationships 11

Successful Business DevelopersUnderstand their client’s business and theirneedsDevelop relationshipsBuild a teamDeliberately work on gettingcomfortable outside their comfortzone 12

Successful Business Developers Seen as “Go To” Construction Lawyer 13

Four Eras of Client Development1. Do Good Work2. Unsolicited Contact3. Websites / Branding 14

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Traditional Lawyer Client Development “Push-Tactic” 16

What Has Changed?ClientsEconomyTechnology 17

Marketing Guru Seth Godin 18

RemarkableExtraordinaryMemorable 19

Law Firm Marketing Today Today it’s you know, who knows It’s not whatyou know, who what you know 20

Getting Hired Trust and Rapport Client Meetings Recommendations Relationships Weak TiesReputation / Credibility Profile Visibility

Client Development in 2013 “Pull-Tactic” 22

Weak Tie ReachStrong-Tie Buzz Weak-Tie Buzz 23

Social Media2013GeometricallyExpanded bySocial Media Weak Tie Buzz Reach 24

Planning 25

Planning Steve Jobs Founder/CEO Apple, Inc.Super Achievers Think Optimistically and Plan Purposefully 26

PlanningEnergy TimeMost Important Resources 27

Planning 28

PlanningFocus your time on your target market. 29

Target Market Top 100 Transportation Construction Contractors in USMy Target Market 30

PlanningFocus content on what you want target market to hire you to do. 31

Target Market Ne Prep ntract go ar tia e a e Co es gat ut te ndLiti isp 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 32

PlanningBest actions to be visible and credible 33

Target Market Roads and Bridges Monthly Column Presentations Workshops GuidesMy Best Actions to Be Visible and Credible 34

Target MarketMy Target Organizations 35

Target MarketMy Referral Sources 36

PlanningSchedule Time with Your Referral Sources 37

PlanningDecide on How Many Hours to Invest 100 Administrative ___Client Development ___ Your Development 38

PlanningReputation / Profile Relationship Building 39

How to Execute on Your PlanFor each goal in plan ask: Why important? 40

How to Execute on Your PlanBreak Down to 90 Days Actions 41

How to Execute on Your PlanIdentify, Plan and Schedule Activities Each Week 42

How to Execute on Your Plan Partner for Accountability 43

Reputation BuildingBecome Visible and Credible 44

Reputation Building Website Bio Bar and Community Service Writing Speaking 45

Three Essential Points 1. Valuable Content 2. Written / Presented Well 46

Three Essential Points3. Social Media for Wide Distribution 47

Reputation BuildingWhat Matters to Your Clients? 48

Focus on Clients’ Problems,Opportunities, Internaland External Changes 49

Writing - Become an Expert 50

Writing - Become an Expert 51

WRITING Blogs 52

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WRITINGGuides 56

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Cordell Parvin 58

SPEAKING 59

Presentation BasicsThe Way Audiences Receive Your Message 10.00 50.00 What you Say How it Sounds How it Looks 40.00 60

SpeakingWhat is your objective? 61

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Presentation Basics How to Start 63

Presentation Basics Audience Answer?What’s in This For Me? 64

Presentation Mistakes 65

Lawyers and PowerPoint 66

Your PresentationHow to Close – Call to Action 67

Think Outside the Box 68

Internet Radio 69

Webinars 70

Online Video Presentations 71

How Construction Clients SelectClients want lawyers to understand their industry, business and them 72

Legal Services - My Thoughts 60% 30% 10% Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 73

How Clients SelectScreen Based on Reputation 74

How Clients Select Trust and Rapport 75

Building TrustAsk Better Questions 76

Building Trust 77

What Are You Going to Do Now? 78

What Now?Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsRepeat Above 79

Construction LawyersBusiness Development for 2013 and Beyond Cordell M. Parvin http://www.cordellparvin.com 80

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