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1
Client Development for
2013 and Beyond:
Cordell M. Parvin
http://www.cordellparvin.com
Three Stories
2
3
4
5
6
AGC of America
Recommendations
Trust and Rapport
Visibility
Getting Hired
Credibility
Client Meetings
Relationships
Reputation /
Profile
...
8
Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
9
10
Traditional Lawyer Client Development
“Push-Tactic”
Clients
Economy
Technology
What Has Changed?
11
Marketing Guru
12
Seth Godin
13
14
Remarkable
Extraordinary
Memorable
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
Client Development in 2013
“Pull-Tactic”
Weak Tie Reach
17
Strong-Tie Buzz
Weak-Tie Buzz
18
Weak Tie Buzz
2013
Geometrically Expanded by Social Media
19
Planning: The First Tool
20
Successful Lawyers
Think Optimistically and Plan Purposefully
21
Why Have a Plan?
Most Important Resources
Energy Time
22
Why Have a Plan?
What is an Incredibly Ambitious Goal
That Will Energize You?
23
Planning: Step 1
24
Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Planning: Step 2
25
Reputation / Profile Relationship Building
Planning: Step 2
Create a Plan With Goals
26
Planning- Step 2
27
Plan Using Your
Strengths
Planning- Step 2
28
Your 2013 Plan
Develop
Your Action
Steps
29
Prioritization Matrix
High Return / Low Investment
Do first and do often
High Return / High Investment
Break down into s...
30
Break Down to 90 Days Actions
How to Execute on Your Plan
31
Identify, Plan and Schedule Activities Each Week
How to Execute on Your Plan
32
Partner for Accountability
How to Execute on Your Plan
Keith McMurdy
33
Getting the most by
being accountable
34
Become Visible and Credible
Reputation Building
35
Reputation Building: Old Tools
Website Bio
Bar and Community
Service
Writing
Speaking
1. Valuable Content
36
Writing/Speaking:Three Essential Points
2. Written / Presented Well
37What Matters to Your Clients?
Reputation Building
Focus on Clients’
Problems,
Opportunities, Internal
and External Changes
38
39
Writing - Old Tools
40
Writing - Old Tools
41
42
WRITING:
New
Tools
Blogs
43
Jackie Huba
Social Media
44
Seth Godin
Blog
45
46
47
Blogs
48
SPEAKING
49
Speaking: Old StylePower Point Slides
Compliance Programs
• Goal: self-policing and changing the corporate culture to
include a commitment to ethics and complia...
Compliance Programs, continued
• The compliance program must be designed to catch the most
likely misconduct given the cor...
52
The Internet
How has the internet changed client
development?
53
Old School/New School
Wine and Social Media Guru
54
Gary Vaynerchuk
55
56
Find and
Distribute
Valuable
Content
How to Make the Internet Work
57
Locate
Organize
Disseminate
Connect
Interact
58
Third Essential Point
3. Use Internet for
Wide Distribution
59
Think Outside the Box
60
Internet Radio
61
Webinars
Video
62
63
Online Video Presentations
64
What Are You Going to Do Now?
65
Plan with Goals
Accountability
Become Visible and Credible
Use New and Old Tools
Repeat Above
What Now?
66
Building Your Client
Development Tool Kit:
The nuts and bolts of
business development
Cordell M. Parvin
http://www.cord...
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Client development for 2013 and beyond Slide 1 Client development for 2013 and beyond Slide 2 Client development for 2013 and beyond Slide 3 Client development for 2013 and beyond Slide 4 Client development for 2013 and beyond Slide 5 Client development for 2013 and beyond Slide 6 Client development for 2013 and beyond Slide 7 Client development for 2013 and beyond Slide 8 Client development for 2013 and beyond Slide 9 Client development for 2013 and beyond Slide 10 Client development for 2013 and beyond Slide 11 Client development for 2013 and beyond Slide 12 Client development for 2013 and beyond Slide 13 Client development for 2013 and beyond Slide 14 Client development for 2013 and beyond Slide 15 Client development for 2013 and beyond Slide 16 Client development for 2013 and beyond Slide 17 Client development for 2013 and beyond Slide 18 Client development for 2013 and beyond Slide 19 Client development for 2013 and beyond Slide 20 Client development for 2013 and beyond Slide 21 Client development for 2013 and beyond Slide 22 Client development for 2013 and beyond Slide 23 Client development for 2013 and beyond Slide 24 Client development for 2013 and beyond Slide 25 Client development for 2013 and beyond Slide 26 Client development for 2013 and beyond Slide 27 Client development for 2013 and beyond Slide 28 Client development for 2013 and beyond Slide 29 Client development for 2013 and beyond Slide 30 Client development for 2013 and beyond Slide 31 Client development for 2013 and beyond Slide 32 Client development for 2013 and beyond Slide 33 Client development for 2013 and beyond Slide 34 Client development for 2013 and beyond Slide 35 Client development for 2013 and beyond Slide 36 Client development for 2013 and beyond Slide 37 Client development for 2013 and beyond Slide 38 Client development for 2013 and beyond Slide 39 Client development for 2013 and beyond Slide 40 Client development for 2013 and beyond Slide 41 Client development for 2013 and beyond Slide 42 Client development for 2013 and beyond Slide 43 Client development for 2013 and beyond Slide 44 Client development for 2013 and beyond Slide 45 Client development for 2013 and beyond Slide 46 Client development for 2013 and beyond Slide 47 Client development for 2013 and beyond Slide 48 Client development for 2013 and beyond Slide 49 Client development for 2013 and beyond Slide 50 Client development for 2013 and beyond Slide 51 Client development for 2013 and beyond Slide 52 Client development for 2013 and beyond Slide 53 Client development for 2013 and beyond Slide 54 Client development for 2013 and beyond Slide 55 Client development for 2013 and beyond Slide 56 Client development for 2013 and beyond Slide 57 Client development for 2013 and beyond Slide 58 Client development for 2013 and beyond Slide 59 Client development for 2013 and beyond Slide 60 Client development for 2013 and beyond Slide 61 Client development for 2013 and beyond Slide 62 Client development for 2013 and beyond Slide 63 Client development for 2013 and beyond Slide 64 Client development for 2013 and beyond Slide 65 Client development for 2013 and beyond Slide 66
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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.

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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

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

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