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Client Development in a Nutshell for Junior Associates

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Client Development tips for law firm junior associates to help them be more successful.

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Client Development in a Nutshell for Junior Associates

  1. 1. 1 What You Need to Learn and Practice for Long Term Success Cordell M. Parvin
 http://www.cordellparvin.com Client Development in a Nutshell
  2. 2. 2 What’s Happening What You Need to Know 
 What You Need to Do
  3. 3. 3 What’s Happening? Clients Have More Choices, Less Time
  4. 4. 4 What’s Happening? You Have Less Time
  5. 5. Clients Economy Technology What’s Happening? 5 What Has Changed?
  6. 6. Blogs, Podcasts, Social Media What’s Happening? 6 Technology Has Changed
  7. 7. 7 What You Need to Know
  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 What You Need to Know Challenges
  15. 15. 15
  16. 16. 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.
  17. 17. 17 What You Need to Know Focus on Long-Term 2020 2015
  18. 18. Sleep Non-Billable Free Billable How you spend non-billable time will determine the quality of your career How you spend your free time determines the quality of your life What You Need to Know How to Spend Your Time Weekly
  19. 19. 19Sources of Potential Clients What You Need to Know
  20. 20. 20How to Prepare a Plan What You Need to Know
  21. 21. How Clients Select Hire Lawyers Over Law Firms 21 What You Need to Know
  22. 22. 22 How Clients Select Screen Based on Reputation What You Need to Know
  23. 23. 23 Relationships Recommendations Weak Ties What You Need to Know How Clients Select
  24. 24. Clients Hire Lawyers They Trust and With Whom They Connect 24 What You Need to Know
  25. 25. 25 Clients Care About Achieving Their Goals What You Need to Know
  26. 26. 26 What You Need to Know How to Become Visible and Credible
  27. 27. 27 What You Need to Do
  28. 28. 28 Focus First on Developing Legal Skills What You Need to Do
  29. 29. Do The Best Work Possible 29 What You Need to Do
  30. 30. Treat Supervising Attorney Like Client 30 What You Need to Do
  31. 31. 31 Understand Expectations What You Need to Do
  32. 32. 32 Deliver Exceptional Service What You Need to Do
  33. 33. 33 Practice Relationship Skills with Partners What You Need to Do
  34. 34. 34 Be Appreciative of Opportunity What You Need to Do
  35. 35. 35 Use Tools in Your Kit What You Need to Do
  36. 36. 36 Use Tools in Your Toolkit What You Need to Do
  37. 37. 37 Focus on Client Service What You Need to Do
  38. 38. What You Need to Do 38 Develop Skills Capital Develop Social Capital
  39. 39. 39 What You Need to Do Regularly Update Your Website Bio
  40. 40. Dress for Success 40 Dress for Success
  41. 41. Create a Plan With Goals 41 What You Need to Do
  42. 42. 42 2015 Development Plan LAWYER DEVELOPMENT PLAN FY 2015 Attorney Development Plan
  43. 43. 43 500 Hours to Invest 100 Administrative ___Client Development ___ Your Development What You Need to Do
  44. 44. 44 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 What You Need to Do
  45. 45. 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!
  46. 46. 46 What You Need to Do Develop Your Action Steps
  47. 47. 47 Break Down 90 Day Actions What You Need to Do
  48. 48. 48 Planning
  49. 49. 49 CONNECTOR Connects people to each other What You Need to Do
  50. 50. 50 Active in Bar and Community Activities What You Need to Do
  51. 51. 51 MAVEN Connects people through sharing knowledge What You Need to Do
  52. 52. 52 SPEAKINGWRITING
  53. 53. 53 SALESMAN Uses knowledge to persuade and engage What You Need to Do
  54. 54. List and Focus on Your Contacts 54 What You Need to Do
  55. 55. Team Up With a Colleague 55 What You Need to Do
  56. 56. 56Practice, Practice, Practice What You Need to Do
  57. 57. 57 Career Success and satisfaction does not come from focusing on success, happiness or money. Instead it comes from focusing on your passion, developing your talent and identifying the needs of those you want to serve. - Cordell M. Parvin
  58. 58. 58 What You Need to Learn and Practice for Long Term Success Cordell M. Parvin
 http://www.cordellparvin.com Client Development in a Nutshell

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