Presentation to DAYL on October 30, 2012

1. Client Development
in a Nutshell
Securing, Retaining and
Expanding Client Relationships
Cordell M. Parvin
http://www.cordellparvin.com
1

2. C
l
i
e
n
t
D
e
v
e
l
o
p
m
e
n
t
M
y
t
h You Either Have What
s
It Takes Or You Don’t

3. Lizzette Zubey
Think Big and Are Confident
3

4. C
l
i
e
n
t
D
e
v
e
l
o
p
m
e
n
t
M
y
t
h
s Just Do Good Work

5. C
l
i
e
n
t
D
e
v
e
l
o
p
m
e
n
t
M
y
t
h
s Too Young and Inexperienced to . . .

6. C
l
i
e
n
t
D
e
v
e
l
o
p
m
e
n
t
M
y
t
h
s You Have To Be A Good Networker

7. C
l
i
e
n
t
D
e
v
e
l
o
p
m
e
n
t
M
y
t
h
s You Have To “Ask” For The Business

8. Andrea Anderson
Develop Relationships
8

9. Getting Hired
Trust and Rapport
Client Meetings
Recommendations
Relationships Weak Ties
Credibility
Visibility

10. Planning to Use Time Wisely
Visibility and Credibility
Relationships and Getting Hired
10

11. Planning
Why Have a Plan?
11

12. Making Time -
Motivation and Follow
Through
12

13. Planning
Angie Davis
Why have a plan?
13

14. Why Have a Plan?
Energy Time
Most Important Resources
14

15. Planning
15

16. Plan Based on Your Strengths
Cynthia
Pladziewicz
16

17. Planning
Create a Plan With Goals
17

18. 2013 Development Plan
LAWYER DEVELOPMENT PLAN
FY 2013 Attorney Development Plan
_______________
2013
2013 Performance Plan @ Actual Rates (based upon hrs)
18

19. How I Prepare My Plan?
Goals Goals
Activities
Hours Hours
19

20. Planning
500 Hours to Invest
100 Administrative
___Client Development
___ Your Development
20

21. My Own Development
Substantive Law
Construction Industry Knowledge
Business - Marketing, Relationships
21

22. My Client Development
Reputation / Profile Relationship Building
22

23. Goals
What Are Your Goals?
23

24. Rank Your Goals
1. Originate $___ in business
2. Bill ___ hours
3. Obtain ___ new clients
4. Meet with __ contacts quarterly
24

25. Goals
Activity to Achieve Goal?
25

26. 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
Do when you have time Say NO graciously!

27. Goals
Break Down 90 Day Goals
27

28. 28

29. Goals
Next Week’s Action Item for Each Goal
29

30. How to Execute on Your Plan
Partner for Accountability
30

31. How to Execute on Your Plan
Keith
McMurdy
Partner for Accountability
31

32. How to Become
Visible and Credible
32

33. Client Development
You Have to Stand Out in a Crowd 33

34. Be Willing to Make Changes
Lizzette Zubey
34

35. Visible and Credible
Regularly
Update
Your
Website
Bio
35

36. Narrow Your Focus
36

37. Remarkable Ideas for Narrow Market
37

38. Plan Your Future
Nicole Snyder
38

39. The Tipping Point
39

40. The Law of the Few
40

41. The Law of the Few
CONNECTOR
Connects people to
each other
41

42. Connector
Active in Bar and Community Activities
42

43. MAVEN
Connects people
through sharing
knowledge
43

44. WRITING SPEAKING
44

45. What You Need to Do
SALESMAN
Uses knowledge
to persuade and
engage
45

46. WRITING
46

47. Writing
How to Decide Topic 47

48. Sti
ck
ine
ss
Fa
cto
r
48

49. Create
Guides
49

50. Jennifer
50

54. 54

55. SPEAKING 55

56. Speaking
What is your objective? 56

57. When I Write or Speak
A
Don’t Sell, Instead Teach
57

58. Non-Verbal Communication
The Way Audiences Receive Your Message
10.00
50.00 What you Say
How it Sounds
How it Looks
40.00
58

59. Non-Verbal Communication
Confidence
Competence
Charisma
Connection
59

60. Charisma
Connect with Audience
60

61. Lawyers and PowerPoint
61

62. Lawyers and PowerPoint
Start and Finish with High Energy
62

63. Relationships and Getting Hired
63

64. Relationships / Getting Hired
List and Focus on Your Contacts
64

65. Contact Focus
A System to Focus on Your Contacts for Best
Results
Prioritize Contacts
Upgrade nature of contact
Learn personal information and
professional needs
65

66. Relationships / Getting Hired
Clients Hire Lawyers Over Law Firms
66

67. Legal Services - My Thoughts
30%
60%
10%
Commodity Work - Low Price Determines
Bet the Company They Hire the Best
Real Opportunity
67

68. Relationships / Getting Hired
How Clients Select
Screen Based on Reputation 68

69. Relationships / Getting Hired
Weak Ties
Relationships
Recommendations
How Clients Select 69

70. Relationships / Getting Hired
Hire Lawyers They Trust and
With Whom They Connect 70

71. Relationships / Getting Hired
Learn How to Ask Good Questions
71

72. Relationships /Getting Hired
Learn How to Actively Listen
72

73. Building Rapport
Three Aspects
Personality type
How they speak and
receive information
Empathy
73

74. Building Rapport - Temperaments
Control
Analytical Driving
Under stress Under stress
Avoid Autocratic
Ask Tell
Amiable Expressive
Under stress Under stress
Acquiesce Attack
Emote
74

75. Building Rapport - Communication
Visual Learners – Showing
Aural Learners – Telling
Kinesthetic Learners -
Experiencing
75

76. Building Rapport-Empathy
76

77. What Clients Want
Focus on Client Service 77

78. What Now?
Plan with Goals
Accountability
Become Visible and Credible
Build Relationships
Improve Client Service
Repeat Above
78

79. Client Development
in a Nutshell
Securing, Retaining and
Expanding Client Relationships
Cordell M. Parvin
http://www.cordellparvin.com
79