Jr. Associates Cd Nutshell


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This is a program aimed at junior associates in law firms to get them started on client development

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  • You just have to do good work, get a Martindale A-V rating and wait for the phone to ring
  • Many clients still hire lawyers over law firms. They look first to reputation to narrow selection (objective). They ultimately decide based on comfort (subjective). Recent studies/surveys of corporate counsel: 1) Legal expertise is assumed; 2) Law firms need to focus on (a) Responsiveness and (b) Innovation. Survey’s of General Counsel - 75% of Fortune 1000 clients not satisfied Do not recommend their primary law firm to others. Would change if they thought another firm would do better. Dissatisfaction with client service cited more than twice any other reasons75% of Fortune 1000 clients not satisfied – reasons 1. Client Service = Responsiveness, proactive business advice, knowledge and understanding of industry, their business and them 2. Technology and other cost efficiencies
  • Law Firm Clients Are sophisticated Want to feel special, listened to Want customized solutions to their legal needs Lawyers perceived to make extraordinary effort to get work, but less effort to satisfy their clients’ needs Lawyers are generally disliked Clients are only satisfied because they have no other options
  • Our clients do not care about what we do or how well we do it. They only care about how effectively we help them solve their problems or get them closer to their goals...
  • Now, law firms look alike and so do lawyers. You have to stand out from the crowd and be remarkable or extraordinary in some way
  • Achievers do things that others enjoy doing. Super achievers regularly do things that others do not enjoy doing
  • 1. Your Plan 2. Google Alerts 3. Monarch Stationary and/or cards 4. Your website bio 5. What your clients read 6. “Getting Things Done”7. “Trusted Advisor” and “Clients for LIfe” must read books 8. Accountability - fitness partner 9. Blogs and Podcasts 11. Your target market 12. Sticky Messages 13. Presentations 14. Elevator Speech 15. Listening Skills 16. Remembering Names 17. Getting outside your comfort zone 18. Follow up 19. Holiday cards 20. Never appear to be needy or greedy 22. 80/20 rule 23. Be patient and persistent 24. Do something every day 25. Have fun
  • Clients make snap decisions based on first impressions and clothing is part of it
  • How I prepare My Business Plan – Top Down // Bottom Up
  • Over the next two minutes list 10 things you want to achieve in the next year. Leave some space in between each item. They should be specific and measurable so you will know if you achieved them. They might be:
  • Next I want you to rank your goals in order of importance.
  • What do you need to overcome to achieve your goals? Obstacles are generally of our own making not your firm’s or other outsider.
  • Make a list of who can help you both in and out of your firm For example, for my in-house workshops my assistant can prepare the PowerPoint. Construction association executives or in-house contractor representatives I know are the people who can get me those opportunities
  • Write down as many actions as you can think of to achieve your goal
  • Now, that you have your list, I want you to write down for each goal something you can do in the next week to get started. We need for the train to get out of the station. Let’s stop there for a minute. My experience has shown me that if you write down your goals and develop a plan of activities to achieve them, you will be one of about 3% of the lawyers and you will be far more likely to achieve them. So, you have made the first step to achieving your own definition of success. I have always had lifetime goals. Recently, I put my lifetime goals in four categories: Physical/EconomicMental/LearningEmotional/RelationshipsSpiritual/ValuesI share my lifetime goals with lawyers I am coaching and I am sharing them with you. Many of the lawyers I am coaching have developed their own lifetime goals and shared theirs with others.
  • Connectors know lots of people. Connectors are important not just because of the number of people they know, but also the kinds of people they know. They know people in different worlds. Connectors are masters of “weak ties,” meaning many relationships that are not deep ones. Connectors are important to use because they spread the word to a wide group of people with whom they have weak ties.
  • Challenge is to get clients to volunteer to hear you and ultimately hire you. Clients and potential clients are going to give permission to fewer and fewer law firm and and fewer and fewer lawyers.
  • A “maven,” is someone who accumulates knowledge. They do the research most of us don’t want to do and they find joy in passing along what they learn. If you have written an article about an important topic, a maven is the type most likely to find it.
  • Salesmen, it turns out, deliver far more than just the message. They persuade others of the message's truth using subtle, hidden and unspoken communication techniques that are demonstrably more effective. A large component of this is referred to as emotional contagion.
  • Make a list of all your contacts, high school, college, law school, family friends etc. Figure out which are likely to be successful in life and find a way to stay in touch with them. A system to focus on your contacts for best results. 1) Prioritize contacts; 2) Upgrade nature of contact and 3) learn personal and professional needs
  • Accountability - Execute. Team up with a colleague to hold each other accountable (like a fitness partner)
  • Jr. Associates Cd Nutshell

    1. 1. Cordell M. Parvin http://www.cordellparvin.com What You Need to Learn and Practice for Long Term Success Client Development in a Nutshell
    2. 2. What’s Happening What You Need to Know What You Need to Do
    3. 3. Clients Have More Choices, Less Time What’s Happening
    4. 4. You Have Less Time What’s Happening
    5. 5. <ul><li>Clients </li></ul>Economy Technology What’s Happening
    6. 6. <ul><li>Technology Has Changed </li></ul>What’s Happening Blogs, Podcasts, Social Media
    7. 7. What You Need to Know
    8. 8. You Either Have What It Takes or You Don’t
    9. 9. Just Do Good Work
    10. 10. Too Young and Inexperienced to . . .
    11. 11. You Have To Be A Good Networker
    12. 12. You Have To “Ask” Tor The Business
    13. 13. Associates in Big Firms Do Not Need to Learn Client Development
    14. 14. What You Need to Know Challenges
    15. 16. Take the Time You Need . . . gifted performers need a minimum of ten years (or 10,000 hours) of intense training before they win international competition.
    16. 17. What You Need to Know Focus on Long-Term
    17. 18. How you spend non-case time will determine the quality of your career and relationship with your clients How you spend your free time determines the quality of your life What You Need to Know
    18. 19. What You Need to Know Sources of Potential Clients
    19. 20. What You Need to Know How to Prepare a Plan
    20. 21. What You Need to Know How Clients Select Hire Lawyers Over Law Firms
    21. 22. What You Need to Know How Clients Select Screen Based on Reputation
    22. 23. What You Need to Know How Clients Select
    23. 24. What You Need to Know Clients Hire Lawyers They Trust and With Whom They Connect
    24. 25. What You Need to Know Clients Care About Achieving Their Goals
    25. 26. What You Need to Know How to Become Visible and Credible
    26. 27. You have to Stand Out in a Crowd What You Need to Know
    27. 28. What You Need to Do
    28. 29. What You Need to Do First Focus on Developing Legal Skills
    29. 30. What You Need to Do Do the Best Work Possible
    30. 31. What You Need to Do Treat Supervising Attorney Like Client
    31. 32. What You Need to Do Use Tools in Your Kit
    32. 33. What You Need to Do Use Tools in Your Kit
    33. 34. What You Need to Do Focus on Client Service
    34. 35. What You Need to Do Develop Skills Capital Develop Social Capital
    35. 36. What You Need to Do Regularly Update Your Website Bio
    36. 37. What You Need to Do Dress for Success
    37. 38. What You Need to Do Create a Plan With Goals
    38. 39. Goals Hours Goals Hours Activities How I Prepare My Business Plan
    39. 40. 2010 Development Plan
    40. 41. 500 Hours to Invest 100 Administrative 200 Business Development 200 Your Development What You Need to Do
    41. 42. Hours _____ Legal Skills _____ Learning About Client _____ People Skills What You Need to Do Your Own Development
    42. 43. What You Need to Do Hours _____ Profile Building _____ Relationship Building Client Development
    43. 44. Development Goals Learn how to ___ Read _____ Pro Bono work on _____ Speak at _____ Write ___ articles and get them published Contact ____ law school classmates Meet with ___ contacts Add ____ to my web page bio
    44. 45. What You Need to Do ____________________ ____________________ ____________________ What Are Your Goals?
    45. 46. What You Need to Do
    46. 47. What You Need to Do Obstacles
    47. 48. What You Need to Do Who Can Help?
    48. 49. Develop Your Action Steps Your 2010 Development Plan
    49. 50. What You Need to Do ____________________ ____________________ ____________________ Actions to Achieve Goal?
    50. 51. What You Need to Do Break Down 90 Day Actions
    51. 52. What You Need to Do
    52. 53. What You Need to Do Active in Bar and Community Activities
    53. 54. What You Need to Do
    54. 55. What You Need to Do
    55. 56. What You Need to Do
    56. 57. What You Need to Do List and Focus on Your Contacts
    57. 58. What You Need to Do Team Up With a Colleague
    58. 59. What You Need to Do Practice, Practice, Practice