Collin County Bar Association Client Development 2014 and Beyond

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Cordell M. Parvin http://www.cordellparvin.com

Client Development for 2014 and Beyond

What Can We Learn From the Superbowl?

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What Can We Learn From the Superbowl?

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Three Stories About Tools

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AGC of America

Recommendations

Trust and Rapport

Visibility

Getting Hired

Credibility

Client Meetings

Relationships

Reputation / Profile

Weak Ties

Principles of Client Development

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Four Eras of Client Development

1. Do Good Work

2. Unsolicited Contact

3. Websites / Branding

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Traditional Lawyer Client Development

“Push-Tactic”

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Clients Have More Choices, Less Time

Client Development Has Changed

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You Have Less Time

Client Development Has Changed

Clients

Economy

Technology

What Has Changed?

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Marketing Guru

!15Seth Godin

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Remarkable !

Extraordinary !

Memorable

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Lawyer Client Development Today

It’s not what you know, Today it’s who knows what you knowIt’s not who you know,

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Client Development in 2014

“Pull-Tactic”

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Where to Start

Identify Clients’ Problems, Opportunities and Changes !21

Client Development for 2014

Draw Clients to You by Identifying Problems and Providing Creative Solutions

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Become Visible & Credible to Target Market!23


Define Your Target Market!24


Decide What You Want Target Market to Hire You to Do? !25


Become Visible and Credible by Adding Value !26


Join, Lead, Speak Client Organizations !27


Determine Your Best Referral Sources!28


1. Create Valuable Content

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2. Present/Write Well


!303. Distribute Widely


Weak Tie Reach

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Strong-Tie Buzz

Weak-Tie Buzz

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Weak Tie Buzz

2014

Geometrically Expanded by Social Media

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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 ResourcesEnergy Time

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Why Have a Plan?

What is an Incredibly Ambitious Goal That Will Energize You?

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Planning: Step 1

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Decide on How Many Hours to Invest

100 Administrative

___Client Development

___ Your Development

Planning: Step 2

!39Reputation / Profile Relationship Building

Planning: Step 2

Create a Plan With Goals

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Planning- Step 2

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Plan Using Your Strengths

Planning- Step 2

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Your 2014 Plan

Develop Your Action

Steps

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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!

!44Break Down to 90 Days Actions

How to Execute on Your Plan

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Identify, Plan and Schedule Activities Each Week


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Partner for Accountability


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Keith McMurdy

Partner for Accountability


!48Become Visible and Credible

Reputation Building

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Reputation Building: Old Tools

Website Bio

Bar and Community Service

Writing

Speaking

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Writing - Old Tools

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Writing - Old Tools

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WRITING: New

Tools

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Social Media

Jackie Huba

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Examples

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Blog

Seth Godin

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Guides

How To

!60Jennifer Keller

Old Tool

New Tool

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!62SPEAKING

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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?

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NNew Style Power Point/Keynote Slides

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The Internet

How has the internet changed client development?

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Old School/New School

Wine and Social Media Guru

!69Gary Vaynerchuk

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Find and Distribute Valuable Content

How to Make the Internet Work

!72Locate

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

Video

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Online Video Presentations

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Podcast

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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?

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Cordell M. Parvin http://www.cordellparvin.com

Client Development for 2014 and Beyond

Business

Collin County Bar Association Client Development 2014 and Beyond