Client Development 2012 for Construction Lawyers. Includes how to become visible and credible to construction industry clients.

1. Construction Lawyers
Business Development
for 2012 and Beyond
Cordell M. Parvin
http://www.cordellparvin.com
1

2. Three Stories
2

3. 3

4. 4

5. 5

6. AGC of America
6

7. The Challenge
Lawyers are: Skeptics
Autonomous
Lacking Social Skills
Abstract Reasoners
Impatient
Lacking Resilience
Studies of 18 Personality Traits of Lawyers Using the "Caliper Profile"
Dr. Larry Richard, Hildebrandt International
7

8. Successful Lawyers
8

9. Successful Business Developers
Know what they want
Think big and are confident
9

10. Lizzette Zubey
Think Big and Are Confident
10

11. Successful Business Developers
Know what they want
Think big and are confident
Plan and use their time wisely
11

12. Successful Business Developers
Know what they want
Think big and are confident
Plan and use their time wisely
Become visible and credible to
potential clients and referral
sources
12

13. Successful Business Developers
Understand their client’s needs
Develop relationships
13

14. Andrea Anderson
Develop Relationships
14

15. Successful Business Developers
Understand their client’s needs
Develop relationships
Build a team
Deliberately work on getting
comfortable outside their comfort
zone
15

16. Be Willing to Make Changes
16

17. Successful Business Developers
Seen as
“Go To”
Lawyer
17

18. Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
18

19. 19

20. Traditional Lawyer Client Development
“Push-Tactic”
20

21. What Has Changed?
Clients
Economy
Technology
21

22. Marketing Guru
Seth Godin
22

23. 23

24. Remarkable
Extraordinary
Memorable
24

25. Law Firm Marketing Today
Today it’syou know,
who knows
It’s not what you know,
who
what you know
25

26. Getting Hired
Trust and Rapport
Client Meetings
Recommendations
Relationships Weak Ties
Credibility
Reputation /
Profile
Visibility

27. Client Development in 2012
“Pull-Tactic”
27

28. Weak Tie Reach
Strong-Tie Buzz
Weak-Tie Buzz
28

29. Social Media
2012
Geometrically
Expanded by
Social Media
Weak Tie Buzz Reach
29

30. Planning
30

31. Planning
Steve Jobs Founder/CEO Apple, Inc.
Super Achievers Think Optimistically and
Plan Purposefully 31

32. Planning
Energy Time
Most Important Resources
32

33. Planning
33

34. Planning
Focus your time on your
target market.
34

35. Target Market
Top 100
Transportation
Construction
Contractors
in US
My Target Market
35

36. Planning
Focus content on what you want
target market to hire you to do. 36

37. Target Market
Ne Prep
ntract go ar
Co tia e a
ate tes te nd
Litig ispu Cla
im
D
s
Ethics and Minority
Compliance Contract Issues
Design-Build and Public Private Finance Contracts
What I Wanted Target Market to
Hire Me to Do 37

38. Planning
Best actions to be visible and credible
38

39. Target Market
Monthly Column
Presentations
Workshops
Guides
My Best Actions to Be Visible
and Credible 39

40. Target Market
My Target Organizations
40

41. Target Market
My Referral Sources
41

42. Planning
Schedule Time with Your Referral
Sources
42

43. Planning
Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
43

44. Planning
Reputation / Profile Relationship Building
44

45. How to Execute on Your Plan
For each goal in plan ask: Why important?
45

46. How to Execute on Your Plan
Break Down to 90 Days Actions
46

47. How to Execute on Your Plan
Identify, Plan and Schedule Activities Each Week
47

49. How to Execute on Your Plan
Partner for Accountability
49

50. Keith McMurdy
Getting the most by
being accountable
50

51. Reputation Building
Become Visible and Credible
51

52. Reputation Building
Website Bio
Bar and Community
Service
Writing
Speaking
52

53. Three Essential Points
1. Valuable Content
2. Written / Presented Well
53

54. Three Essential Points
3. Social Media for Wide Distribution
54

55. Reputation Building
What Matters to Your Clients? 55

56. Focus on Clients’
Problems,
Opportunities, Internal
and External Changes
56

57. Writing - Become an Expert
57

58. Writing - Become an Expert
58

59. WRITING
Blogs
59

60. Jackie Huba
Social Media 60

61. 61

62. 62

63. 63

64. 64

65. WRITING
Guides
65

66. 66

67. Cordell Parvin
67

68. SPEAKING 68

69. Presentation Basics
The Way Audiences Receive Your Message
10.00
50.00 What you Say
How it Sounds
How it Looks
40.00
69

70. Speaking
What is your objective?
70

71. 71

72. Presentation Basics
How to Start 72

73. Presentation Basics
Audience Answer?
What’s in This For Me? 73

74. Presentation
Mistakes
74

75. Lawyers and PowerPoint
75

76. Your Presentation
How to Close – Call to Action 76

77. Think Outside the Box
77

78. Kevin O’Neill
P
O
D
C
A
S
T
S

79. Internet Radio
79

80. Building Trust
80

81. What Are You Going to Do Now?
81

82. 82

83. What Now?
Plan with Goals
Accountability
Become Visible and Credible
Build Relationships
Repeat Above
83

84. Construction Lawyers
Business Development
for 2012 and Beyond
Cordell M. Parvin
http://www.cordellparvin.com
84