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What You Need to Learn and Practice for Long Term Success
Cordell M. Parvin http://www.cordellparvin.com
Client Development in a Nutshell
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What’s Happening
What You Need to Know
What You Need to Do
3
What’s Happening?
Clients Have More Choices, Less Time
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What’s Happening?
You Have Less Time
Clients
Economy
Technology
What’s Happening?
5
What Has Changed?
Blogs, Podcasts, Social Media
What’s Happening?
6
Technology Has Changed
7
What You Need to Know
You Either Have What It Takes Or You Don’t
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
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 . . .
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
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
C l i e n t
D e v e l o p m e n t
M y t h s
Associates in Big Firms Do Not Need to Learn Client Development
C l i e n t
D e v e l o p m e n t
M y t h s
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What You Need to Know
Challenges
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Take the Time You Need ... gifted performers need a minimum of ten years (or 10,000 hours) of intense training before they win international competition.
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What You Need to Know
Focus on Long-Term
2020
2015
SleepNon-BillableFreeBillable
How you spend non-billable time will determine the
quality of your career
How you spend your free time determines the quality of your
life
What You Need to Know
How to Spend Your Time Weekly
19Sources of Potential Clients
What You Need to Know
20How to Prepare a Plan
What You Need to Know
How Clients Select Hire Lawyers Over Law Firms 21
What You Need to Know
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How Clients Select Screen Based on Reputation
What You Need to Know
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Relationships
Recommendations
Weak Ties
What You Need to Know
How Clients Select
Clients Hire Lawyers They Trust and With Whom They Connect 24
What You Need to Know
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Clients Care About Achieving Their Goals
What You Need to Know
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What You Need to Know
How to Become Visible and Credible
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What You Need to Do
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Focus First on Developing Legal Skills
What You Need to Do
Do The Best Work Possible29
What You Need to Do
Treat Supervising Attorney Like Client30
What You Need to Do
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Understand Expectations
What You Need to Do
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Deliver Exceptional Service
What You Need to Do
33Practice Relationship Skills with Partners
What You Need to Do
34Be Appreciative of Opportunity
What You Need to Do
35Use Tools in Your Kit
What You Need to Do
36Use Tools in Your Toolkit
What You Need to Do
37Focus on Client Service
What You Need to Do
What You Need to Do
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Develop Skills Capital
Develop Social Capital
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What You Need to Do
Regularly Update Your Website Bio
Dress for Success
40Dress for Success
Create a Plan With Goals
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What You Need to Do
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2015 Development Plan
LAWYER DEVELOPMENT PLAN FY 2015 Attorney Development Plan
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500 Hours to Invest
100 Administrative
___Client Development
___ Your Development
What You Need to Do
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Learn How to____ Read ___ Pro Bono Work on _____ Speak at ____ Write ___ articles and get them published Contact ___ law school classmates Meet with ____ contacts Add ____ to my web page bio
What You Need to Do
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!
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What You Need to Do
Develop Your Action
Steps
47Break Down 90 Day Actions
What You Need to Do
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Planning
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CONNECTOR Connects people to
each other
What You Need to Do
50Active in Bar and Community Activities
What You Need to Do
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MAVEN Connects people through sharing
knowledge
What You Need to Do
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SPEAKING WRITING
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SALESMAN Uses knowledge to persuade and
engage
What You Need to Do
List and Focus on Your Contacts54
What You Need to Do
Team Up With a Colleague55
What You Need to Do
56Practice, Practice, Practice
What You Need to Do
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Career Success and satisfaction does not come from focusing on success, happiness or money. Instead it comes from focusing on your passion, developing your talent and identifying the needs of those you want to serve.
- Cordell M. Parvin
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What You Need to Learn and Practice for Long Term Success
Cordell M. Parvin http://www.cordellparvin.com
Client Development in a Nutshell
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