Dallas Young Lawyers Association Client Development in a  Nutshell
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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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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