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Cordell M. Parvin

http://www.cordellparvin.com
Peak Performance and
Client Development for
2015 and Beyond
2
INPeak Performance
3
Making Magic
4
Inspirational Players
5
The right people…will be
self-motivated by the inner
drive to produce the best
results and be part of
creating something great.”
Jim Collins
Inspirational Players
6
The quality of a person’s
life is in direct proportion
to their commitment to
excellence, regardless
of their chosen field of
endeavor.
Inspirational Players
7
Create the Future
8
Create the Future
Clearly Understood Purpose
Clear Vision of Success
BHAGs (Big Hairy Audacious Goals)
Core Values
9
Community - Core Values
Clients
Company
Individual
Collaboration
Client
Service
10
11
Personal Best
12
Personal Best
Commitment to Stretch Each Day
13
Game Breaking Ideas
14
To succeed means that you have to step out of
line and march to the sound of your own
drummer. Keith DeGreen
15
Game Focus
16
Focus on Client Service
17
What Clients Want
Firms
Deliver:
Clients
Receive:Superior
Service
70% 8%
Survey by:
18
What Clients Want
Survey by:
70%
leave due
to poor
customer
service
19
Client Service: How to Do It
Decide
Discover
Deliver +1
20
Provide Unexpected Extra Service
21
Exceed Client’s Expectation
22
Commitment to Last Detail
23
24
Share the Dream
25
Client Development 2015
What Can We Learn From the Superbowl?
26
Three Stories About Tools
27
28
29
30
31
AGC of America
Recommendations
Trust and Rapport
Visibility
Getting Hired
Credibility
Client Meetings
Relationships
Reputation /
Profile
Weak Ties
Principles of Client Development
33
Four Eras of Client Development
1. Do Good Work
2. Unsolicited Contact
3. Websites / Branding
34
Traditional Client Development
“Push-Tactic”
35
Clients Have More Choices, Less Time
Client Development Has Changed
36
You Have Less Time
Client Development Has Changed
Clients
Economy
Technology
What Has Changed?
37
Marketing Guru
38
Seth Godin
39
40
Remarkable
Extraordinary
Memorable
41
It’s not what you know,
Today it’s who knows
what you know
It’s not who you know,
Client Development in 2015
42
Client Development in 2015
“Pull-Tactic”
43
Where to Start
Client Development 2015
Identify Clients’ Problems,
Opportunities and Changes 45
Client Development for 2015
Draw Clients to You by Identifying
Problems and Providing Creative Solutions
46
Client Development for 2015
Become Visible & Credible to Target Market
47
Client Development for 2015
Define Your Target Market
48
Client Development for 2015
Decide What You Want Target
Market to Hire You to Do? 49
Client Development for 2015
Become Visible and
Credible by Adding Value 50
Client Development for 2015
Join, Lead, Speak
Industry Organizations
51
Client Development for 2015
Join, Lead, Speak Client/
Customer Organizations
52
Client Development for 2015
Determine Your Best Referral Sources
53
Client Development for 2015
1. Create Valuable
Content
54
2. Present/Write Well
Client Development for 2015
55
3. Distribute Widely
Client Development for 2015
Weak Tie Reach
56
Strong-Tie Buzz
Weak-Tie Buzz
57
Plan With Goals
58
Successful Lawyers
Think Optimistically and Plan Purposefully
59
Why Have a Plan?
Most Important Resources
Energy Time
60
Why Have a Plan?
Create a Plan With Goals
61
Plan
What is an Incredibly Ambitious Goal
That Will Energize You?
62
Plan
63
Decide on How Many Hours to Invest
100 Administrative
___Client Development
___ Your Development
Plan
64
Reputation / Profile Relationship Building
Plan
65
Plan Using Your
Strengths
Plan
66
Your 2015 Plan
Develop
Your Action
Steps
67
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!
68
Break Down to 90 Days Actions
How to Execute on Your Plan
69
Identify, Plan and Schedule Activities Each Week
How to Execute on Your Plan
70
Partner for Accountability
How to Execute on Your Plan
71
Keith
McMurdy
Partner for Accountability
How to Execute on Your Plan
72
Become Visible and Credible
Build Your Reputation
73
Reputation Building: Old/New Tools
Website Bio
Board and
Community Service
Writing
Speaking
74
Bio - Old Tool
75
Bio - New Tool
Regularly
Update
Your
Website
Bio
Download
vCard
SocialMedia
76
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
77
E-mail Signature - New Tool
78
Writing - Old Tools
79
Writing - Old Tools
80
81
WRITING:
New
Tools
82
Social Media
Jackie Huba
83
84
Examples
85
Blog
Seth Godin
86
87
Guides
How To
88
Jennifer Keller
Old Tool
New Tool
89
90
SPEAKING
91
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?
94
NNew Style Power Point/Keynote Slides
95
The Internet
How has the internet changed client
development?
96
Old Tools/New Tools
Wine and Social Media Guru
97
Gary Vaynerchuk
98
99
New Tools
2015
Geometrically Expanded by Social Media
100
Locate
Organize
Disseminate
Connect
Interact
Internet / Social Media
101
New Tools Outside the Box
102
Internet Radio
Kevin
O’Neill
103
Webinars
Video
104
105
Online Video Presentations
106
Podcasts
107
What Are You Going to Do Now?
108
Plan with Goals
Accountability
Become Visible and Credible
Use New and Old Tools
Repeat Above
What Now?
109
Cordell M. Parvin

http://www.cordellparvin.com
Peak Performance and
Client Development for
2015 and Beyond

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