• Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
Dallas Young Lawyers Association Client Development in a  Nutshell
 

Dallas Young Lawyers Association Client Development in a Nutshell

on

  • 1,385 views

Presentation to DAYL on October 30, 2012

Presentation to DAYL on October 30, 2012

Statistics

Views

Total Views
1,385
Views on SlideShare
1,377
Embed Views
8

Actions

Likes
1
Downloads
14
Comments
0

3 Embeds 8

http://www.linkedin.com 6
http://pinterest.com 1
https://twitter.com 1

Accessibility

Categories

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    Dallas Young Lawyers Association Client Development in a  Nutshell Dallas Young Lawyers Association Client Development in a Nutshell Presentation Transcript

    • 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
    • 28
    • 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
    • WRITING 46
    • WritingHow to Decide Topic 47
    • Sti ck ine ss Fa cto r 48
    • CreateGuides 49
    • Jennifer 50
    • 54
    • SPEAKING 55
    • 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