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Client development for 2013 and beyond

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The Principles of Client Development Remain the Same, but clients, the economy and the tools make the playbook different.

Published in: Education, Business, Technology
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Client development for 2013 and beyond

  1. 1. 1 Client Development for 2013 and Beyond: Cordell M. Parvin http://www.cordellparvin.com
  2. 2. Three Stories 2
  3. 3. 3
  4. 4. 4
  5. 5. 5
  6. 6. 6 AGC of America
  7. 7. Recommendations Trust and Rapport Visibility Getting Hired Credibility Client Meetings Relationships Reputation / Profile Weak Ties
  8. 8. 8 Four Eras of Client Development 1. Do Good Work 2. Unsolicited Contact 3. Websites / Branding
  9. 9. 9
  10. 10. 10 Traditional Lawyer Client Development “Push-Tactic”
  11. 11. Clients Economy Technology What Has Changed? 11
  12. 12. Marketing Guru 12 Seth Godin
  13. 13. 13
  14. 14. 14 Remarkable Extraordinary Memorable
  15. 15. 15 Lawyer Client Development Today It’s not what you know, Today it’s who knows what you know It’s not who you know,
  16. 16. 16 Client Development in 2013 “Pull-Tactic”
  17. 17. Weak Tie Reach 17 Strong-Tie Buzz Weak-Tie Buzz
  18. 18. 18 Weak Tie Buzz 2013 Geometrically Expanded by Social Media
  19. 19. 19 Planning: The First Tool
  20. 20. 20 Successful Lawyers Think Optimistically and Plan Purposefully
  21. 21. 21 Why Have a Plan? Most Important Resources Energy Time
  22. 22. 22 Why Have a Plan?
  23. 23. What is an Incredibly Ambitious Goal That Will Energize You? 23 Planning: Step 1
  24. 24. 24 Decide on How Many Hours to Invest 100 Administrative ___Client Development ___ Your Development Planning: Step 2
  25. 25. 25 Reputation / Profile Relationship Building Planning: Step 2
  26. 26. Create a Plan With Goals 26 Planning- Step 2
  27. 27. 27 Plan Using Your Strengths Planning- Step 2
  28. 28. 28 Your 2013 Plan Develop Your Action Steps
  29. 29. 29 Prioritization Matrix High Return / Low Investment Do first and do often High Return / High Investment Break down into smaller pieces Low Return / Low Investment Do when you have time Low Return / High Investment Say NO graciously!
  30. 30. 30 Break Down to 90 Days Actions How to Execute on Your Plan
  31. 31. 31 Identify, Plan and Schedule Activities Each Week How to Execute on Your Plan
  32. 32. 32 Partner for Accountability How to Execute on Your Plan
  33. 33. Keith McMurdy 33 Getting the most by being accountable
  34. 34. 34 Become Visible and Credible Reputation Building
  35. 35. 35 Reputation Building: Old Tools Website Bio Bar and Community Service Writing Speaking
  36. 36. 1. Valuable Content 36 Writing/Speaking:Three Essential Points 2. Written / Presented Well
  37. 37. 37What Matters to Your Clients? Reputation Building
  38. 38. Focus on Clients’ Problems, Opportunities, Internal and External Changes 38
  39. 39. 39 Writing - Old Tools
  40. 40. 40 Writing - Old Tools
  41. 41. 41
  42. 42. 42 WRITING: New Tools Blogs
  43. 43. 43 Jackie Huba Social Media
  44. 44. 44 Seth Godin Blog
  45. 45. 45
  46. 46. 46
  47. 47. 47 Blogs
  48. 48. 48 SPEAKING
  49. 49. 49 Speaking: Old StylePower Point Slides
  50. 50. Compliance Programs • Goal: self-policing and changing the corporate culture to include a commitment to ethics and compliance with civil and criminal laws. • Double-edged sword: if a crime is committed in the face of a compliance program, it may suggest that the company is not truly committed to changing its corporate culture.
  51. 51. Compliance Programs, continued • The compliance program must be designed to catch the most likely misconduct given the corporation's primary business. • Whether the program is adequately designed for maximum effectiveness in preventing and detecting wrongdoing by employees; • Whether corporate management is enforcing the program or is it tacitly encouraging or pressuring employees to engage in misconduct to achieve the business objectives; and • Investigators will interview rank-and-file employees to determine the effectiveness of and commitment to the ethics/ compliance program. • Is there an audit function so that the corporation can determine its effectiveness?
  52. 52. 52 The Internet How has the internet changed client development?
  53. 53. 53 Old School/New School
  54. 54. Wine and Social Media Guru 54 Gary Vaynerchuk
  55. 55. 55
  56. 56. 56 Find and Distribute Valuable Content How to Make the Internet Work
  57. 57. 57 Locate Organize Disseminate Connect Interact
  58. 58. 58 Third Essential Point 3. Use Internet for Wide Distribution
  59. 59. 59 Think Outside the Box
  60. 60. 60 Internet Radio
  61. 61. 61 Webinars
  62. 62. Video 62
  63. 63. 63 Online Video Presentations
  64. 64. 64 What Are You Going to Do Now?
  65. 65. 65 Plan with Goals Accountability Become Visible and Credible Use New and Old Tools Repeat Above What Now?
  66. 66. 66 Building Your Client Development Tool Kit: The nuts and bolts of business development Cordell M. Parvin http://www.cordellparvin.com

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