Post on 26-Mar-2015
Building an ADR Practice
Lou ChangLou Chang
Mediator. Arbitrator. Neutral ServicesMediator. Arbitrator. Neutral Services
Recommendations for developing a practice
• Master your craft. Constantly seek to Master your craft. Constantly seek to strengthen & improve skills. strengthen & improve skills.
• Be passionate about your craftBe passionate about your craft• Strive for excellenceStrive for excellence• Nurture and protect your reputationNurture and protect your reputation• Be accessible, give it away to build Be accessible, give it away to build
experience, portfolio and contactsexperience, portfolio and contacts• Adopt a multiple irons in the fire strategyAdopt a multiple irons in the fire strategy
Recommendations-2
• Become the go-to person in the field. Write, Become the go-to person in the field. Write, network, teach, speak, promote.network, teach, speak, promote.
• Target desired market and niches and Target desired market and niches and develop conscious strategy to develop that develop conscious strategy to develop that direction.direction.
• Write down personal short, mid and long term Write down personal short, mid and long term goals/objectives. Review annually.goals/objectives. Review annually.
• Serve before you sellServe before you sell
Envision & Build Reputation
• Identify desired components of Identify desired components of reputation. Design your first impression.reputation. Design your first impression.
• Ethics. Guard your reputation.Ethics. Guard your reputation.
• QualityQuality
• Dependability, speed of service.Dependability, speed of service.
• AccessibilityAccessibility
• TenacityTenacity
Image & Appearance
• FF & E. Tools that enhance your imageFF & E. Tools that enhance your image
• Dress to deliver desired imageDress to deliver desired image
• AccessoriesAccessories
• OfficeOffice
Marketing Services
• Nike sells association with a sports star and Nike sells association with a sports star and technology more than a shoe.technology more than a shoe.
• FedEx sells confidence, not just delivery.FedEx sells confidence, not just delivery.• A care home sells peace of mind for the A care home sells peace of mind for the
family. family. ““Angels with heart.Angels with heart.””• What does a mediator/facilitator sell or What does a mediator/facilitator sell or
provide?provide?
Competition
• Be clear who your competition is. In its Be clear who your competition is. In its infancy, Southwest Airlines viewed long infancy, Southwest Airlines viewed long haul bus lines as its competition, not haul bus lines as its competition, not major air carriers.major air carriers.
• Who are the competitors of a Who are the competitors of a mediator/facilitator?mediator/facilitator?
• Be superior, not just good.Be superior, not just good.
Identify Niches
Identify target markets Identify target markets with specific need with specific need for your servicesfor your services
Be clear as to why Be clear as to why they will need and they will need and want your serviceswant your services
• SpecializeSpecialize• Focus on select Focus on select
fields where you can fields where you can excel and succeedexcel and succeed
Network
• Leverage your Leverage your network. Friends, network. Friends, family, associates, family, associates, professional professional colleagues, colleagues, organizations.organizations.
• Identify boosters, Identify boosters, mentors and build mentors and build from there.from there.
• Develop multiple Develop multiple sources.sources.
• Nurture your best Nurture your best referral sources.referral sources.
• Focus on opinion Focus on opinion makers, decision makers, decision makers and gate makers and gate keepers. Counselors, keepers. Counselors, therapists, clergy, therapists, clergy, lawyerslawyers……
Marketing: plan & execute - 1
Website, links & Website, links & internet internet prominenceprominence
Write articlesWrite articles Develop your Develop your unique brandunique brand
Blogs, chats, list Blogs, chats, list servesserves
Speaking Speaking engagementsengagements
Targeted ads. Targeted ads. Consistent with Consistent with brand. Linked to brand. Linked to website.website.
Email network. Be a Email network. Be a resource. Email resource. Email signature/website signature/website
Provide TrainingProvide Training Create buzzCreate buzz
Marketing: plan & execute- 2Logo, Letterhead Logo, Letterhead & card. & card. Professional Professional designdesign
Marketing Packet for Marketing Packet for website and website and physical copyphysical copy
Strategic Strategic Advertising Advertising specialtiesspecialties
One minute adOne minute ad Professional and Professional and civic organizations. civic organizations. Join, work, present, Join, work, present, network.network.
Panels, Referral Panels, Referral lists. Add new ones lists. Add new ones yearly.yearly.
One paragraph One paragraph bio or statementbio or statement
ResumeResume Adopt a marketing Adopt a marketing contact goal such contact goal such as 6 in 12as 6 in 12
Marketing: plan & execute -3
Maintain your Maintain your core referral core referral listlist
Keep in Keep in contact with contact with family, friends, family, friends, happy clientshappy clients
Develop Develop feedback feedback mechanismsmechanisms
Endorsements Endorsements & testimonials& testimonials
It can be It can be overdoneoverdone