This document provides recommendations for client development strategies in 2013 and beyond. It discusses that traditional "push tactics" are no longer effective and that successful strategies now rely on "pull tactics" using social media to create weak tie buzz. Lawyers should focus on building their reputation and credibility by creating valuable online content through blogging, speaking, and distributing content widely through the internet. The document stresses the importance of having a detailed client development plan with goals and accountability, using both new internet tools and traditional methods, and then repeating the process.

1. 1
Client Development for
2013 and Beyond:
Cordell M. Parvin
http://www.cordellparvin.com

2. Three Stories
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3. 3

4. 4

5. 5

6. 6
AGC of America

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

8. 8
Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding

9. 9

10. 10
Traditional Lawyer Client Development
“Push-Tactic”

11. Clients
Economy
Technology
What Has Changed?
11

12. Marketing Guru
12
Seth Godin

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14. 14
Remarkable
Extraordinary
Memorable

15. 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,

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Client Development in 2013
“Pull-Tactic”

17. Weak Tie Reach
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Strong-Tie Buzz
Weak-Tie Buzz

18. 18
Weak Tie Buzz
2013
Geometrically Expanded by Social Media

19. 19
Planning: The First Tool

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Successful Lawyers
Think Optimistically and Plan Purposefully

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Why Have a Plan?
Most Important Resources
Energy Time

22. 22
Why Have a Plan?

23. What is an Incredibly Ambitious Goal
That Will Energize You?
23
Planning: Step 1

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Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Planning: Step 2

25. 25
Reputation / Profile Relationship Building
Planning: Step 2

26. Create a Plan With Goals
26
Planning- Step 2

27. 27
Plan Using Your
Strengths
Planning- Step 2

28. 28
Your 2013 Plan
Develop
Your Action
Steps

29. 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!

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

31. 31
Identify, Plan and Schedule Activities Each Week
How to Execute on Your Plan

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Partner for Accountability
How to Execute on Your Plan

33. Keith McMurdy
33
Getting the most by
being accountable

34. 34
Become Visible and Credible
Reputation Building

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Reputation Building: Old Tools
Website Bio
Bar and Community
Service
Writing
Speaking

36. 1. Valuable Content
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Writing/Speaking:Three Essential Points
2. Written / Presented Well

37. 37What Matters to Your Clients?
Reputation Building

38. Focus on Clients’
Problems,
Opportunities, Internal
and External Changes
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Writing - Old Tools

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Writing - Old Tools

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WRITING:
New
Tools
Blogs

43. 43
Jackie Huba
Social Media

44. 44
Seth Godin
Blog

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Blogs

48. 48
SPEAKING

49. 49
Speaking: Old StylePower Point Slides

50. 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.

51. 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?

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The Internet
How has the internet changed client
development?

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Old School/New School

54. Wine and Social Media Guru
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Gary Vaynerchuk

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Find and
Distribute
Valuable
Content
How to Make the Internet Work

57. 57
Locate
Organize
Disseminate
Connect
Interact

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Third Essential Point
3. Use Internet for
Wide Distribution

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Think Outside the Box

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Internet Radio

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Webinars

62. Video
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Online Video Presentations

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What Are You Going to Do Now?

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Plan with Goals
Accountability
Become Visible and Credible
Use New and Old Tools
Repeat Above
What Now?

66. 66
Building Your Client
Development Tool Kit:
The nuts and bolts of
business development
Cordell M. Parvin
http://www.cordellparvin.com