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Client Development 2012 for Construction Lawyers
The document outlines strategies for construction lawyers to develop their business in 2012 and beyond, emphasizing the importance of understanding client needs and relationship building. It discusses the shift from traditional 'push-tactic' marketing to modern 'pull-tactic' methods aided by social media and personal branding. Essential elements for success include effective planning, visibility, credibility, and creating valuable content that resonates with clients.
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Client Development 2012 for Construction Lawyers
- 1. Construction Lawyers Business Development for 2012 and Beyond Cordell M. Parvin http://www.cordellparvin.com 1
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- 7. The Challenge Lawyers are: Skeptics Autonomous Lacking Social Skills Abstract Reasoners Impatient Lacking Resilience Studies of 18 Personality Traits of Lawyers Using the "Caliper Profile" Dr. Larry Richard, Hildebrandt International 7
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- 9. Successful Business Developers Knowwhat they want Think big and are confident 9
- 10. Lizzette Zubey Think Bigand Are Confident 10
- 11. Successful Business Developers Knowwhat they want Think big and are confident Plan and use their time wisely 11
- 12. Successful Business Developers Knowwhat they want Think big and are confident Plan and use their time wisely Become visible and credible to potential clients and referral sources 12
- 13. Successful Business Developers Understandtheir client’s needs Develop relationships 13
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- 15. Successful Business Developers Understandtheir client’s needs Develop relationships Build a team Deliberately work on getting comfortable outside their comfort zone 15
- 16. Be Willing toMake Changes 16
- 17. Successful Business Developers Seen as “Go To” Lawyer 17
- 18. Four Eras ofClient Development 1. Do Good Work 2. Unsolicited Contact 3. Websites / Branding 18
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- 20. Traditional Lawyer ClientDevelopment “Push-Tactic” 20
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- 22. Marketing Guru Seth Godin 22
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- 25. Law Firm MarketingToday Today it’syou know, who knows It’s not what you know, who what you know 25
- 26. Getting Hired Trust and Rapport Client Meetings Recommendations Relationships Weak Ties Credibility Reputation / Profile Visibility
- 27. Client Development in2012 “Pull-Tactic” 27
- 28. Weak Tie Reach Strong-TieBuzz Weak-Tie Buzz 28
- 29. Social Media 2012 Geometrically Expanded by SocialMedia Weak Tie Buzz Reach 29
- 30. Planning 30
- 31. Planning Steve Jobs Founder/CEO Apple, Inc. Super Achievers Think Optimistically and Plan Purposefully 31
- 32. Planning Energy Time Most Important Resources 32
- 33. Planning 33
- 34. Planning Focus your timeon your target market. 34
- 35. Target Market Top 100 Transportation Construction Contractors in US My Target Market 35
- 36. Planning Focus content onwhat you want target market to hire you to do. 36
- 37. Target Market Ne Prep ntract go ar Co tia e a ate tes te nd Litig ispu Cla im D s Ethics and Minority Compliance Contract Issues Design-Build and Public Private Finance Contracts What I Wanted Target Market to Hire Me to Do 37
- 38. Planning Best actions tobe visible and credible 38
- 39. Target Market Monthly Column Presentations Workshops Guides My Best Actions to Be Visible and Credible 39
- 40. Target Market My TargetOrganizations 40
- 41. Target Market My ReferralSources 41
- 42. Planning Schedule Time withYour Referral Sources 42
- 43. Planning Decide on HowMany Hours to Invest 100 Administrative ___Client Development ___ Your Development 43
- 44. Planning Reputation / Profile Relationship Building 44
- 45. How to Executeon Your Plan For each goal in plan ask: Why important? 45
- 46. How to Executeon Your Plan Break Down to 90 Days Actions 46
- 47. How to Executeon Your Plan Identify, Plan and Schedule Activities Each Week 47
- 49. How to Executeon Your Plan Partner for Accountability 49
- 50. Keith McMurdy Getting themost by being accountable 50
- 51. Reputation Building Become Visibleand Credible 51
- 52. Reputation Building Website Bio Bar and Community Service Writing Speaking 52
- 53. Three Essential Points 1. Valuable Content 2. Written / Presented Well 53
- 54. Three Essential Points 3.Social Media for Wide Distribution 54
- 55. Reputation Building What Mattersto Your Clients? 55
- 56. Focus on Clients’ Problems, Opportunities, Internal and External Changes 56
- 57. Writing - Becomean Expert 57
- 58. Writing - Becomean Expert 58
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- 68. SPEAKING 68
- 69. Presentation Basics The WayAudiences Receive Your Message 10.00 50.00 What you Say How it Sounds How it Looks 40.00 69
- 70. Speaking What is yourobjective? 70
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- 72. Presentation Basics How to Start 72
- 73. Presentation Basics Audience Answer? What’s in This For Me? 73
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- 76. Your Presentation How toClose – Call to Action 76
- 77. Think Outside theBox 77
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- 81. What Are YouGoing to Do Now? 81
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- 83. What Now? Plan withGoals Accountability Become Visible and Credible Build Relationships Repeat Above 83
- 84. Construction Lawyers Business Development for 2012 and Beyond Cordell M. Parvin http://www.cordellparvin.com 84