1Building Your ClientDevelopment Tool Kit:The nuts and bolts ofbusiness developmentCordell M. Parvinhttp://www.cordellparv...
Three Stories2
3
4
5
6AGC of America
RecommendationsTrust and RapportVisibilityGetting HiredCredibilityClient MeetingsRelationshipsReputation /ProfileWeak Ties
8Four Eras of Client Development1. Do Good Work2. Unsolicited Contact3. Websites / Branding
9
10Traditional Lawyer Client Development“Push-Tactic”
ClientsEconomyTechnologyWhat Has Changed?11
Marketing Guru12Seth Godin
13
14RemarkableExtraordinaryMemorable
15Lawyer Client Development TodayIt’s not what you know,Today it’s who knowswhat you knowIt’s not who you know,
16Client Development in 2013“Pull-Tactic”
Weak Tie Reach17Strong-Tie BuzzWeak-Tie Buzz
18Weak Tie Buzz2013Geometrically Expanded by Social Media
19Planning: The First Tool
20Successful LawyersThink Optimistically and Plan Purposefully
21Why Have a Plan?Most Important ResourcesEnergy Time
22Why Have a Plan?
What is an Incredibly Ambitious GoalThat Will Energize You?23Planning: Step 1
24Decide on How Many Hours to Invest100 Administrative___Client Development___ Your DevelopmentPlanning: Step 2
25Reputation / Profile Relationship BuildingPlanning: Step 2
Create a Plan With Goals26Planning- Step 2
27Plan Using YourStrengthsPlanning- Step 2
28Your 2013 PlanDevelopYour ActionSteps
29Prioritization MatrixHigh Return / Low InvestmentDo first and do oftenHigh Return / High InvestmentBreak down into smalle...
30Break Down to 90 Days ActionsHow to Execute on Your Plan
31Identify, Plan and Schedule Activities Each WeekHow to Execute on Your Plan
32Partner for AccountabilityHow to Execute on Your Plan
Keith McMurdy33Getting the most bybeing accountable
34Become Visible and CredibleReputation Building
35Reputation Building: Old ToolsWebsite BioBar and CommunityServiceWritingSpeaking
1. Valuable Content36Writing/Speaking:Three Essential Points2. Written / Presented Well
37What Matters to Your Clients?Reputation Building
Focus on Clients’Problems,Opportunities, Internaland External Changes38
39Writing - Old Tools
40Writing - Old Tools
41
42WRITING:NewToolsBlogs
43Jackie HubaSocial Media
44
45
46Blogs
47SPEAKING
48Speaking: Old StylePower Point Slides
Compliance Programs• Goal: self-policing and changing the corporate culture toinclude a commitment to ethics and complianc...
Compliance Programs, continued• The compliance program must be designed to catch the mostlikely misconduct given the corpo...
51The InternetHow has the internet changed clientdevelopment?
52Old School/New School
Wine and Social Media Guru53Gary Vaynerchuk
54
55Find andDistributeValuableContentHow to Make the Internet Work
56LocateOrganizeDisseminateConnectInteract
57Third Essential Point3. Use Internet forWide Distribution
58Think Outside the Box
59Internet Radio
60Webinars
Video61
62Online Video Presentations
63What Are You Going to Do Now?
64Plan with GoalsAccountabilityBecome Visible and CredibleUse New and Old ToolsRepeat AboveWhat Now?
65Building Your ClientDevelopment Tool Kit:The nuts and bolts ofbusiness developmentCordell M. Parvinhttp://www.cordellpar...
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Building your client development tool kit

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Presentation to lawyers on client development tools for 2013.

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Building your client development tool kit

  1. 1. 1Building Your ClientDevelopment Tool Kit:The nuts and bolts ofbusiness developmentCordell M. Parvinhttp://www.cordellparvin.com
  2. 2. Three Stories2
  3. 3. 3
  4. 4. 4
  5. 5. 5
  6. 6. 6AGC of America
  7. 7. RecommendationsTrust and RapportVisibilityGetting HiredCredibilityClient MeetingsRelationshipsReputation /ProfileWeak Ties
  8. 8. 8Four Eras of Client Development1. Do Good Work2. Unsolicited Contact3. Websites / Branding
  9. 9. 9
  10. 10. 10Traditional Lawyer Client Development“Push-Tactic”
  11. 11. ClientsEconomyTechnologyWhat Has Changed?11
  12. 12. Marketing Guru12Seth Godin
  13. 13. 13
  14. 14. 14RemarkableExtraordinaryMemorable
  15. 15. 15Lawyer Client Development TodayIt’s not what you know,Today it’s who knowswhat you knowIt’s not who you know,
  16. 16. 16Client Development in 2013“Pull-Tactic”
  17. 17. Weak Tie Reach17Strong-Tie BuzzWeak-Tie Buzz
  18. 18. 18Weak Tie Buzz2013Geometrically Expanded by Social Media
  19. 19. 19Planning: The First Tool
  20. 20. 20Successful LawyersThink Optimistically and Plan Purposefully
  21. 21. 21Why Have a Plan?Most Important ResourcesEnergy Time
  22. 22. 22Why Have a Plan?
  23. 23. What is an Incredibly Ambitious GoalThat Will Energize You?23Planning: Step 1
  24. 24. 24Decide on How Many Hours to Invest100 Administrative___Client Development___ Your DevelopmentPlanning: Step 2
  25. 25. 25Reputation / Profile Relationship BuildingPlanning: Step 2
  26. 26. Create a Plan With Goals26Planning- Step 2
  27. 27. 27Plan Using YourStrengthsPlanning- Step 2
  28. 28. 28Your 2013 PlanDevelopYour ActionSteps
  29. 29. 29Prioritization MatrixHigh Return / Low InvestmentDo first and do oftenHigh Return / High InvestmentBreak down into smallerpiecesLow Return / Low InvestmentDo when you have timeLow Return / High InvestmentSay NO graciously!
  30. 30. 30Break Down to 90 Days ActionsHow to Execute on Your Plan
  31. 31. 31Identify, Plan and Schedule Activities Each WeekHow to Execute on Your Plan
  32. 32. 32Partner for AccountabilityHow to Execute on Your Plan
  33. 33. Keith McMurdy33Getting the most bybeing accountable
  34. 34. 34Become Visible and CredibleReputation Building
  35. 35. 35Reputation Building: Old ToolsWebsite BioBar and CommunityServiceWritingSpeaking
  36. 36. 1. Valuable Content36Writing/Speaking:Three Essential Points2. Written / Presented Well
  37. 37. 37What Matters to Your Clients?Reputation Building
  38. 38. Focus on Clients’Problems,Opportunities, Internaland External Changes38
  39. 39. 39Writing - Old Tools
  40. 40. 40Writing - Old Tools
  41. 41. 41
  42. 42. 42WRITING:NewToolsBlogs
  43. 43. 43Jackie HubaSocial Media
  44. 44. 44
  45. 45. 45
  46. 46. 46Blogs
  47. 47. 47SPEAKING
  48. 48. 48Speaking: Old StylePower Point Slides
  49. 49. Compliance Programs• Goal: self-policing and changing the corporate culture toinclude a commitment to ethics and compliance with civiland criminal laws.• Double-edged sword: if a crime is committed in the faceof a compliance program, it may suggest that thecompany is not truly committed to changing its corporateculture.
  50. 50. Compliance Programs, continued• The compliance program must be designed to catch the mostlikely misconduct given the corporations primary business.• Whether the program is adequately designed for maximumeffectiveness in preventing and detecting wrongdoing byemployees;• Whether corporate management is enforcing the program oris it tacitly encouraging or pressuring employees to engagein misconduct to achieve the business objectives; and• Investigators will interview rank-and-file employees todetermine the effectiveness of and commitment to the ethics/compliance program.• Is there an audit function so that the corporation candetermine its effectiveness?
  51. 51. 51The InternetHow has the internet changed clientdevelopment?
  52. 52. 52Old School/New School
  53. 53. Wine and Social Media Guru53Gary Vaynerchuk
  54. 54. 54
  55. 55. 55Find andDistributeValuableContentHow to Make the Internet Work
  56. 56. 56LocateOrganizeDisseminateConnectInteract
  57. 57. 57Third Essential Point3. Use Internet forWide Distribution
  58. 58. 58Think Outside the Box
  59. 59. 59Internet Radio
  60. 60. 60Webinars
  61. 61. Video61
  62. 62. 62Online Video Presentations
  63. 63. 63What Are You Going to Do Now?
  64. 64. 64Plan with GoalsAccountabilityBecome Visible and CredibleUse New and Old ToolsRepeat AboveWhat Now?
  65. 65. 65Building Your ClientDevelopment Tool Kit:The nuts and bolts ofbusiness developmentCordell M. Parvinhttp://www.cordellparvin.com
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