This presentation is for small firm and solo lawyers 5th Annual Law Practice Management seminar, “Making Your Practice Work!”

1. Client Development
for 2014 and Beyond
Cordell M. Parvin
http://www.cordellparvin.com
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2. What Can We Learn From the Superbowl?
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3. What Can We Learn From the Superbowl?
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4. Three Stories About Tools
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8. AGC of America
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9. Principles of Client Development
Getting Hired
Trust and Rapport
Client Meetings
Recommendations
Relationships
Reputation /
Profile
Credibility
Visibility
Weak Ties

10. Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
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11. Traditional Lawyer Client Development
“Push-Tactic”
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12. Client Development Has Changed
Clients Have More Choices, Less Time
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13. Client Development Has Changed
You Have Less Time
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14. What Has Changed?
Clients
Economy
Technology
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15. Marketing Guru
Seth Godin
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17. Remarkable
!
Extraordinary
!
Memorable
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18. Lawyer Client Development Today
Today it’s who knows
It’s not whatyou know,
who you know,
what you know
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19. Client Development in 2014
“Pull-Tactic”
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20. Where to Start
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21. Client Development for 2014
Identify Clients’ Problems,
Opportunities and Changes
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22. Client Development for 2014
Draw Clients to You by Identifying
Problems and Providing Creative Solutions
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23. Client Development for 2014
Become Visible & Credible to Target Market
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24. Client Development for 2014
Define Your Target Market
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25. Client Development for 2014
Decide What You Want Target
Market to Hire You to Do?
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26. Client Development for 2014
Become Visible and
Credible by Adding Value
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27. Client Development for 2014
Join, Lead, Speak Client
Organizations
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28. Client Development for 2014
Determine Your Best Referral Sources
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29. Client Development for 2014
1. Create Valuable
Content
2. Present/Write Well
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30. Client Development for 2014
3. Distribute Widely
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31. Weak Tie Reach
Strong-Tie Buzz
Weak-Tie Buzz
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32. Weak Tie Buzz
2014
Geometrically Expanded by Social Media
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33. Planning: The First Tool
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34. Successful Lawyers
Think Optimistically and Plan Purposefully!34

35. Why Have a Plan?
Energy
Time
Most Important Resources
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36. Why Have a Plan?
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37. Planning: Step 1
What is an Incredibly Ambitious Goal
That Will Energize You?
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38. Planning: Step 2
Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
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39. Planning: Step 2
Reputation / Profile
Relationship Building
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40. Planning- Step 2
Create a Plan With Goals
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41. Planning- Step 2
Plan Using Your
Strengths
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42. Your 2014 Plan
Develop
Your Action
Steps
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43. Prioritization Matrix
High Return / Low Investment! High Return / High Investment!
!
!
Do first and do often
!
Break down into smaller
pieces
Low Return / Low Investment! Low Return / High Investment!
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Do when you have time
Say NO graciously!
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44. How to Execute on Your Plan
Break Down to 90 Days Actions
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45. How to Execute on Your Plan
Identify, Plan and Schedule Activities Each Week
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46. How to Execute on Your Plan
Partner for Accountability
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47. How to Execute on Your Plan
Keith
McMurdy
Partner for Accountability
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48. Reputation Building
Become Visible and Credible
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49. Reputation Building: Old Tools
Website Bio
Bar and Community
Service
Writing
Speaking
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50. Writing - Old Tools
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51. Writing - Old Tools
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53. WRITING:
New
Tools
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54. Social Media
Jackie Huba
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56. Examples
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57. Blog
Seth Godin
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59. Guides
How To
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60. Old Tool
Jennifer Keller
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61. New Tool
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62. SPEAKING
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63. Speaking: Old Style Power Point Slides
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64. 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.

65. 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?

66. NNew
Style Power Point/Keynote Slides
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67. The Internet
How has the internet changed client
development?
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68. Old School/New School
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69. Wine and Social Media Guru
Gary Vaynerchuk
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71. How to Make the Internet Work
Find and
Distribute
Valuable
Content
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72. Interact
Connect
Disseminate
Organize
Locate
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73. Third Essential Point
3. Use Internet for
Wide Distribution
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74. Think Outside the Box
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75. Internet Radio
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76. Webinars
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77. Video
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78. Online Video Presentations
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79. Podcast
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80. What Are You Going to Do Now?
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81. What Now?
Plan with Goals
Accountability
Become Visible and Credible
Use New and Old Tools
Repeat Above
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82. Client Development
for 2014 and Beyond
Cordell M. Parvin
http://www.cordellparvin.com
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