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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
Weak Ties
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
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Plan Using Your
Strengths
Planning- Step 2
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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 smaller
pieces
Low Return / Low Investment
Do when you have time
Low Return / High Investment
Say NO graciously!
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 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.
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
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.cordellparvin.com

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