Dallas Young Lawyers Association Client Development in a Nutshell

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Presentation to DAYL on October 30, 2012

Presentation to DAYL on October 30, 2012

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