SlideShare a Scribd company logo
!1
Cordell M. Parvin

http://www.cordellparvin.com
Client Development
for Now and the
Future
Three Stories About Tools
!2
!3
!4
!5
!6
AGC of America
Recommendations
Trust and Rapport
Visibility
Getting Hired
Credibility
Client Meetings
Relationships
Reputation /
Profile
Weak Ties
Principles of Client Development
!8
Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
!9
Traditional Lawyer Client Development
“Push-Tactic”
!10
Clients Have More Choices, Less Time
Client Development Has Changed
!11
You Have Less Time
Client Development Has Changed
Clients
Economy
Technology
What Has Changed?
!12
Marketing Guru
!13
Seth Godin
!14
!15
Remarkable
Extraordinary
Memorable
!16
It’s not what you know,
Today it’s who knows
what you know
It’s not who you know,
!17
Client Development in Now and Beyond
“Pull-Tactic”
!18
Where to Start
Identify Clients’ Problems,
Opportunities and Changes !19
Client Development Now and Beyond
Draw Clients to You by Identifying
Problems and Providing Creative Solutions
!20
Client Development for Now and Beyond
Become Visible & Credible to Target Market
!21
Client Development for Now and Beyond
Define Your Target Market
!22
Client Development for Now and Beyond
Decide What You Want Target
Market to Hire You to Do? !23
Client Development for Now and Beyond
Become Visible and
Credible by Adding Value !24
Client Development for Now and Beyond
Join, Lead, Speak Client/
Customer Organizations
!25
Client Dev Now and Beyond
Determine Your Best Referral Sources
!26
Client Development for Now and Beyond
1. Create Valuable
Content
!27
2. Present/Write Well
Client Development for Now and Beyond
!28
3. Distribute Widely
Client Development for Now and Beyond
Weak Tie Reach
!29
Strong-Tie Buzz
Weak-Tie Buzz
!30
Plan With Goals
!31
Successful Lawyers
Think Optimistically and Plan Purposefully
!32
Why Have a Plan?
Most Important Resources
Energy Time
!33
Why Have a Plan?
Create a Plan With Goals
!34
Plan
What is an Incredibly Ambitious Goal
That Will Energize You?
!35
Plan
!36
Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Plan
!37
Reputation / Profile Relationship Building
Plan
!38
Plan Using Your
Strengths
Plan
!39
Your Now and Beyond Plan
Develop
Your Action
Steps
!40
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!
!41
Break Down to 90 Days Actions
How to Execute on Your Plan
!42
Identify, Plan and Schedule Activities Each Week
How to Execute on Your Plan
!43
Partner for Accountability
How to Execute on Your Plan
!44
Keith
McMurdy
Partner for Accountability
How to Execute on Your Plan
!45
Become Visible and Credible
Build Your Reputation
!46
Reputation Building: Old/New Tools
Website Bio
Bar and Community
Service
Writing
Speaking
!47
Bio - Old Tool
!48
Bio - New Tool
SocialMedia
Download
vCard
!49
E-mail Signature - Old Tool
Cordell M. Parvin
17300 Preston Road, Suite 310
Dallas, TX 75252
Direct Dial (214) 866-0074
Cell: (214) 663-3794
!50
E-mail Signature - New Tool
!51
Writing - Old Tools
!52
Writing - Old Tools
!53
!54
WRITING:
New
Tools
!55
Social Media
Jackie Huba
!56
!57
Examples
!58
Blog
Seth Godin
!59
!60
Guides
How To
!61
Jennifer Keller
Old Tool
New Tool
!62
!63
SPEAKING
!64
Speaking: Old Style Power 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?
!67
NNew Style Power Point/Keynote Slides
!68
The Internet
How has the internet changed client
development?
!69
Old Tools/New Tools
Wine and Social Media Guru
!70
Gary Vaynerchuk
!71
!72
New Tools
Geometrically Expanded by Social Media
!73
Locate
Organize
Disseminate
Connect
Interact
Internet / Social Media
!74
New Tools Outside the Box
!75
Internet Radio
!76
Webinars
Video
!77
!78
Online Video Presentations
!79
Podcasts
!80
What Are You Going to Do Now?
!81
Plan with Goals
Accountability
Become Visible and Credible
Use New and Old Tools
Repeat Above
What Now?
!82
Cordell M. Parvin

http://www.cordellparvin.com
Client Development
for Now and Beyond
and Beyond

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