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Prepare to practice:Keys to client development<br />
Today’s Speakers<br />Michael Blachly<br />Looper Reed & McGraw<br />Matthew Sanderson<br />Looper Reed & McGraw<br />Chad...
Law Firms Today … <br />
Law Firms Today … <br />
Law Firms Today<br />Old Times vs Modern Times<br />
So What is Client Development?<br />Building Your Relationships <br />Building Your Expertise<br />Building Your Name<br />
Social Functions<br />Organizations & Committees<br />Lunches & Dinners<br />How can one person do all of this!<br />Netwo...
So What is Client Development<br />
What Stage Are You In?<br />
What Stage Are You In? <br />Associates:<br />Learning to be a Great Lawyer<br />Your Main Client is Your Boss and the Fir...
What Stage Are You In? <br />Senior Associates:<br />Still Learning to be a Great Lawyer<br />Define and Promote your “nic...
What The Client Wants<br />The Client Wants<br />An Exceptional Experience<br />
What The Client Wants<br />“Don’t take client calls or use your blackberry while you are in meetings with me unless it’s a...
What The Client Wants<br />“Clients are good at taking bad news - when they aren’t surprised.”<br />“In-house counsel hate...
What The Client Wants<br />“Think ahead. Look to the future and tell me what you think are upcoming issues and trends that...
What The Client Wants<br />“Show me that you’re thinking about me. When you send me an article or legal update tell me why...
Life Experiences<br />Matthew Sanderson<br />Looper Reed & McGraw<br />Chad Ruback<br />The Ruback Law Firm<br />
Life Experiences<br />Define A Niche<br />
Life Experiences<br />Become a <br />Networking Guru<br />
Life Experiences<br />Utilize the Internet<br />
Life Experiences<br />Speak & Publish<br />
Life Experiences<br />Create A System<br />
Life Experiences<br />Tips from The Pros<br />
The End …<br />Thank You!<br />Michael Blachly – mblachly@lrmlaw.com<br />Matthew Sanderson – msanderson@lrmlaw.com<br />C...
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Attorney Client Development for Associates

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Currently there are almost 1.2 million lawyers licensed in the United States of America with more law students graduating every year. As the industry becomes more competitive and aggressive, building client development skills early on can protect your career and make you a more valuable resource.
This presentation reviews the importance of client development and the skills you will need to develop as you enter the legal market.

Published in: Business, Career
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Attorney Client Development for Associates

  1. 1. Prepare to practice:Keys to client development<br />
  2. 2. Today’s Speakers<br />Michael Blachly<br />Looper Reed & McGraw<br />Matthew Sanderson<br />Looper Reed & McGraw<br />Chad Ruback<br />The Ruback Law Firm<br />
  3. 3. Law Firms Today … <br />
  4. 4. Law Firms Today … <br />
  5. 5. Law Firms Today<br />Old Times vs Modern Times<br />
  6. 6. So What is Client Development?<br />Building Your Relationships <br />Building Your Expertise<br />Building Your Name<br />
  7. 7. Social Functions<br />Organizations & Committees<br />Lunches & Dinners<br />How can one person do all of this!<br />Networking & Referrals<br />Speaking at Events<br />Sponsorships<br />Public Relations<br />Attorney<br />Branding<br />Advertising<br />Publish Articles<br />Phone Calls & Emails<br />Direct Mail<br />Web Development<br />Personal Letters<br />Blogs<br />Bio on Firm Website<br />Educational Materials<br />Developing New Relationships<br />Google Alerts<br />Social Networks/ LinkedIn<br />Maintaining Relationships<br />Announcements<br />
  8. 8. So What is Client Development<br />
  9. 9. What Stage Are You In?<br />
  10. 10. What Stage Are You In? <br />Associates:<br />Learning to be a Great Lawyer<br />Your Main Client is Your Boss and the Firm<br />Create a mailing list of future potential clients/referrals<br />Join the local Bar Association (and get involved)<br />Develop A Business Plan<br />Stay on Top of Current Events<br />Engage in at least one face-to-face marketing effort per week<br />
  11. 11. What Stage Are You In? <br />Senior Associates:<br />Still Learning to be a Great Lawyer<br />Define and Promote your “niche”<br />Add to database of potential clients/referrals<br />Visit client’s facilities, factories, stores<br />Get involved in trade associations related to your niche<br />Write at least two articles per year<br />Present a speech to legal or industry group<br />Engage in at least two face-to-face marketing effort per week<br />
  12. 12. What The Client Wants<br />The Client Wants<br />An Exceptional Experience<br />
  13. 13. What The Client Wants<br />“Don’t take client calls or use your blackberry while you are in meetings with me unless it’s a true emergency. Make me ‘feel’ as if I am your only andmost important client even if I’m not.”<br />“Return calls promptly or have someone else return it in your absence to let me know when you’ll return the call.” <br />Source: WickerPark Group<br />
  14. 14. What The Client Wants<br />“Clients are good at taking bad news - when they aren’t surprised.”<br />“In-house counsel hate to be surprised. Surprises are the worst.”<br />“Communicate with me directly as soon as you think things will be different than expected with fees, outcomes, results.”<br />Source: WickerPark Group<br />
  15. 15. What The Client Wants<br />“Think ahead. Look to the future and tell me what you think are upcoming issues and trends that will impact my business and how. Then, tell me what I should do about it.”<br />“Demonstrate you understand my business. Spend time on site with my legal department and business people, take a facility tour, attend industry meetings with me and read my trade publications.”<br />Source: WickerPark Group<br />
  16. 16. What The Client Wants<br />“Show me that you’re thinking about me. When you send me an article or legal update tell me why and how it might affect my business.”<br />“[partner] was amazing. He is our go-to and we wouldn’t think of calling anybody else at this point. We especially appreciated the off the clock strategy session with our CEO last December.”<br />Source: WickerPark Group<br />
  17. 17. Life Experiences<br />Matthew Sanderson<br />Looper Reed & McGraw<br />Chad Ruback<br />The Ruback Law Firm<br />
  18. 18. Life Experiences<br />Define A Niche<br />
  19. 19. Life Experiences<br />Become a <br />Networking Guru<br />
  20. 20. Life Experiences<br />Utilize the Internet<br />
  21. 21. Life Experiences<br />Speak & Publish<br />
  22. 22. Life Experiences<br />Create A System<br />
  23. 23. Life Experiences<br />Tips from The Pros<br />
  24. 24. The End …<br />Thank You!<br />Michael Blachly – mblachly@lrmlaw.com<br />Matthew Sanderson – msanderson@lrmlaw.com<br />Chad Ruback – chad@appeal.pro <br />

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