Dallas Young Lawyers Association Client Development in a Nutshell

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Dallas Young Lawyers Association Client Development in a Nutshell

  1. 1. Client Development in a Nutshell Securing, Retaining andExpanding Client Relationships Cordell M. Parvin http://www.cordellparvin.com 1
  2. 2. ClientDevelopmentMyth You Either Have Whats It Takes Or You Don’t
  3. 3. Lizzette ZubeyThink Big and Are Confident 3
  4. 4. ClientDevelopmentMyths Just Do Good Work
  5. 5. ClientDevelopmentMyths Too Young and Inexperienced to . . .
  6. 6. ClientDevelopmentMyths You Have To Be A Good Networker
  7. 7. ClientDevelopmentMyths You Have To “Ask” For The Business
  8. 8. Andrea AndersonDevelop Relationships 8
  9. 9. Getting HiredTrust and Rapport Client MeetingsRecommendations Relationships Weak Ties Credibility Visibility
  10. 10. Planning to Use Time WiselyVisibility and CredibilityRelationships and Getting Hired 10
  11. 11. PlanningWhy Have a Plan? 11
  12. 12. Making Time -Motivation and Follow Through 12
  13. 13. Planning Angie DavisWhy have a plan? 13
  14. 14. Why Have a Plan?Energy TimeMost Important Resources 14
  15. 15. Planning 15
  16. 16. Plan Based on Your Strengths CynthiaPladziewicz 16
  17. 17. PlanningCreate a Plan With Goals 17
  18. 18. 2013 Development Plan LAWYER DEVELOPMENT PLANFY 2013 Attorney Development Plan _______________ 2013 2013 Performance Plan @ Actual Rates (based upon hrs) 18
  19. 19. How I Prepare My Plan? Goals Goals Activities Hours Hours 19
  20. 20. Planning500 Hours to Invest 100 Administrative ___Client Development ___ Your Development 20
  21. 21. My Own DevelopmentSubstantive LawConstruction Industry KnowledgeBusiness - Marketing, Relationships 21
  22. 22. My Client DevelopmentReputation / Profile Relationship Building 22
  23. 23. GoalsWhat Are Your Goals? 23
  24. 24. Rank Your Goals1. Originate $___ in business2. Bill ___ hours3. Obtain ___ new clients4. Meet with __ contacts quarterly 24
  25. 25. GoalsActivity to Achieve Goal? 25
  26. 26. 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!
  27. 27. GoalsBreak Down 90 Day Goals 27
  28. 28. 28
  29. 29. GoalsNext Week’s Action Item for Each Goal 29
  30. 30. How to Execute on Your Plan Partner for Accountability 30
  31. 31. How to Execute on Your Plan Keith McMurdy Partner for Accountability 31
  32. 32. How to BecomeVisible and Credible 32
  33. 33. Client DevelopmentYou Have to Stand Out in a Crowd 33
  34. 34. Be Willing to Make Changes Lizzette Zubey 34
  35. 35. Visible and CredibleRegularly Update YourWebsite Bio 35
  36. 36. Narrow Your Focus 36
  37. 37. Remarkable Ideas for Narrow Market 37
  38. 38. Plan Your Future Nicole Snyder 38
  39. 39. The Tipping Point 39
  40. 40. The Law of the Few 40
  41. 41. The Law of the Few CONNECTORConnects people to each other 41
  42. 42. ConnectorActive in Bar and Community Activities 42
  43. 43. MAVENConnects peoplethrough sharing knowledge 43
  44. 44. WRITING SPEAKING 44
  45. 45. What You Need to Do SALESMANUses knowledgeto persuade and engage 45
  46. 46. WRITING 46
  47. 47. WritingHow to Decide Topic 47
  48. 48. Sti ck ine ss Fa cto r 48
  49. 49. CreateGuides 49
  50. 50. Jennifer 50
  51. 51. 54
  52. 52. SPEAKING 55
  53. 53. SpeakingWhat is your objective? 56
  54. 54. When I Write or Speak A Don’t Sell, Instead Teach 57
  55. 55. Non-Verbal CommunicationThe Way Audiences Receive Your Message 10.00 50.00 What you Say How it Sounds How it Looks 40.00 58
  56. 56. Non-Verbal Communication Confidence Competence Charisma Connection 59
  57. 57. CharismaConnect with Audience 60
  58. 58. Lawyers and PowerPoint 61
  59. 59. Lawyers and PowerPointStart and Finish with High Energy 62
  60. 60. Relationships and Getting Hired 63
  61. 61. Relationships / Getting HiredList and Focus on Your Contacts 64
  62. 62. Contact FocusA System to Focus on Your Contacts for BestResults Prioritize Contacts Upgrade nature of contact Learn personal information and professional needs 65
  63. 63. Relationships / Getting HiredClients Hire Lawyers Over Law Firms 66
  64. 64. Legal Services - My Thoughts 30% 60% 10% Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 67
  65. 65. Relationships / Getting Hired How Clients Select Screen Based on Reputation 68
  66. 66. Relationships / Getting Hired Weak TiesRelationships Recommendations How Clients Select 69
  67. 67. Relationships / Getting Hired Hire Lawyers They Trust and With Whom They Connect 70
  68. 68. Relationships / Getting HiredLearn How to Ask Good Questions 71
  69. 69. Relationships /Getting Hired Learn How to Actively Listen 72
  70. 70. Building Rapport Three AspectsPersonality typeHow they speak andreceive informationEmpathy 73
  71. 71. Building Rapport - Temperaments Control Analytical Driving Under stress Under stress Avoid Autocratic Ask Tell Amiable Expressive Under stress Under stress Acquiesce Attack Emote 74
  72. 72. Building Rapport - CommunicationVisual Learners – ShowingAural Learners – TellingKinesthetic Learners -Experiencing 75
  73. 73. Building Rapport-Empathy 76
  74. 74. What Clients WantFocus on Client Service 77
  75. 75. What Now?Plan with GoalsAccountabilityBecome Visible and CredibleBuild RelationshipsImprove Client ServiceRepeat Above 78
  76. 76. Client Development in a Nutshell Securing, Retaining andExpanding Client Relationships Cordell M. Parvin http://www.cordellparvin.com 79

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