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Client Development for Senior Associates

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This is a presentation on client development designed to help law firm senior associates get started.

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Client Development for Senior Associates

  1. 1. 1 Strategies to Do Now to Make and Become a Successful Partner Cordell M. Parvin
 http://www.cordellparvin.com Client Development in a Nutshell
  2. 2. Credibility Relationships Recommendations Client Meetings Trust and Rapport Visibility Getting Hired Weak Ties
  3. 3. Three Stories 3
  4. 4. 4
  5. 5. 5
  6. 6. 6
  7. 7. 7 AGC of America
  8. 8. You Either Have What It Takes OrYou Don’t C l i e n t D e v e l o p m e n t M y t h s
  9. 9. Just Do Good Work C l i e n t D e v e l o p m e n t M y t h s
  10. 10. TooYoung and Inexperienced to . . . C l i e n t D e v e l o p m e n t M y t h s
  11. 11. You Have To Be A Good Networker C l i e n t D e v e l o p m e n t M y t h s
  12. 12. You Have To “Ask” For The Business C l i e n t D e v e l o p m e n t M y t h s
  13. 13. Associates in Big Firms Do Not Need to Learn Client Development C l i e n t D e v e l o p m e n t M y t h s
  14. 14. 14 Traditional Lawyer Client Development “Push-Tactic”
  15. 15. 15 Clients Have More Choices, Less Time Client Development Has Changed
  16. 16. 16 You Have Less Time Client Development Has Changed
  17. 17. Clients Economy Technology What Has Changed? 17
  18. 18. Marketing Guru 18 Seth Godin
  19. 19. 19
  20. 20. 20 Lawyer Client Development Today It’s not what you know, Today it’s who knows what you know It’s not who you know,
  21. 21. 21 Client Development in 2015 “Pull-Tactic”
  22. 22. 22 Where to Start Client Development for 2015
  23. 23. Identify Clients’ Problems, Opportunities and Changes 23 Client Development for 2015
  24. 24. Draw Clients to You by Identifying Problems and Providing Creative Solutions 24 Client Development for 2015
  25. 25. Become Visible & Credible to Target Market 25 Client Development for 2015
  26. 26. Define Your Target Market 26 Client Development for 2015
  27. 27. Decide What You Want Target Market to Hire You to Do? 27 Client Development for 2015
  28. 28. Become Visible and Credible by Adding Value 28 Client Development for 2015
  29. 29. Join, Lead, Speak Client/Customer Organizations 29 Client Development for 2015
  30. 30. Determine Your Best Referral Sources 30 Client Development for 2015
  31. 31. 31 Planning
  32. 32. 32 Planning Think Optimistically and Plan Purposefully Successful Lawyers
  33. 33. 33 Why Have a Plan? Most Important Resources Energy Time
  34. 34. 34 Why Have a Plan?
  35. 35. Create a Plan With Goals 35 Planning
  36. 36. What is an Incredibly Ambitious Goal That Will Energize You? 36 Planning
  37. 37. 37 Plan Using Your Strengths Planning- Your BD Style
  38. 38. 38 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!
  39. 39. 39 Your Own Development Business - Marketing, Relationships Substantive Law Client Industry/ Business Knowledge
  40. 40. 40 Reputation / Profile Your Client Development Relationship Building
  41. 41. 41 Break Down 90 Day Goals Goals
  42. 42. 43 Next Week’s Action Item for Each Goal Goals
  43. 43. 44 Partner for Accountability How to Execute on Your Plan
  44. 44. Keith McMurdy 45 Getting the most by being accountable
  45. 45. 46 How to Become Visible and Credible
  46. 46. 47 CONNECTOR Connects people to each other Find Your BD Style
  47. 47. 48 MAVEN Connects people through sharing knowledge Find Your BD Style
  48. 48. 49 SALESMAN Uses knowledge to persuade and engage Find Your BD Style
  49. 49. 50 Build Internal Profile Develop Niche Practice Develop Niche Practice
  50. 50. 51 Industry Expertise Build Internal Profile
  51. 51. 52 Become “Go-To” Lawyer in Your Practice Build Internal Profile
  52. 52. 53 Build External Profile Website Bio Bar and Community Service Writing Speaking
  53. 53. 54 Website Bio Social Media Download vCard Social Media
  54. 54. 55 Bar and Community Service
  55. 55. 56 SPEAKINGWRITING
  56. 56. 57 WRITING
  57. 57. Valuable Content 58 Writing/Speaking Written / Presented Well
  58. 58. 59 Social Media Jackie Huba
  59. 59. 60
  60. 60. 62 Guides
  61. 61. 63 Writing How to Decide Topic
  62. 62. 64 Focus on Clients’ Problems, Opportunities, Internal and External Changes
  63. 63. 65SPEAKING
  64. 64. 66 Don’t Sell, Instead Teach A Speaking
  65. 65. 67 Connect with Audience Charisma
  66. 66. 68 Lawyers and PowerPoint
  67. 67. 69 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.
  68. 68. 70 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?
  69. 69. 71 Start and Finish with High Energy Presentation Basics
  70. 70. 72 The Internet How has the internet changed client development?
  71. 71. 73 Old School/New School
  72. 72. 74 Locate Organize Disseminate Connect Interact
  73. 73. 75 Think Outside the Box
  74. 74. 76 Internet Radio Kevin O’Neill
  75. 75. 77 Webinars
  76. 76. Video 78
  77. 77. 79 Podcast
  78. 78. 80 Client Relationships
  79. 79. List and Focus on Your Contacts 81 Client Relationships
  80. 80. 82 How Clients Select Screen Based on Reputation Client Relationships
  81. 81. 83 Relationships Recommendations Weak Ties How Clients Select Client Relationships
  82. 82. Hire Lawyers They Trust and With Whom They Connect 84 Client Relationships
  83. 83. 85 Clients Care About Achieving Their Goals Client Relationships
  84. 84. 86 Understand Industry Business What Clients Want Client Relationships
  85. 85. 87 Understand Law that Affects Industry What Clients Want Client Relationships
  86. 86. 88 Focus on Client Service Client Relationships
  87. 87. 89 Client Relationships Build Relationships
  88. 88. 90 Build Rapport Client Relationships
  89. 89. 91 Client Relationships Build Trust
  90. 90. 92 Components of Trust TRUST = C + R + I S C – Credibility R – Reliability I – Intimacy S – Self-orientation Build Trust Client Relationships
  91. 91. 93 Exceed Expectations Client Relationships
  92. 92. 94 Patience Persistence Perservance The Three P’s Client Relationships It Takes Time
  93. 93. 95 Plan with Goals Accountability Become Visible and Credible Build Relationships Improve Client Service Repeat Above What Now?
  94. 94. 96 Strategies to Do Now to Make and Become a Successful Partner Cordell M. Parvin
 http://www.cordellparvin.com Client Development in a Nutshell

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